My story relates to the first point made by Kim Michael in "Conquering The Fear of Cold Calling," and that is to understand the market. I work for a digital marketing agency and we have a department specifically focused on sales. The company decided to invest in a system (digital "bird dawg") that would help with our prospecting in finding new leads to contact almost every day. The problem is that the department had a long list of names so my boss decided to hire a person to help the sales team in making these cold calls. This task was completely new for the person that was hired. At first, it was really difficult for him and he had to do roleplays with the sales teams to find the best methodology that would work for him. He would make plenty
