Why should you make more cold calls?

In my role, I work to support B2B companies in improving their competitive position, which in practice means that I book meetings that lead to new business opportunities. Over the past four years, I've had the privilege of collaborating with about twenty companies and typically work with three companies at the same time.

These companies have common characteristics: they offer complex services, have between 10 and 200 employees, and can showcase reference assignments. Despite this, they have not been able to fully exploit these strengths. According to estimates, there are around 60,000 companies in Sweden and 1.7 million companies within the EU, all interested in participating in this market.

My experience shows that if I call 10 people, I can book 5 meetings. Many of the companies I have worked with are relatively unknown, but for example, I had a Nordic client who had 95% of the S&P 500 as customers and wanted help setting up meetings in Sweden. Even a smaller company with about 50 employees can significantly improve its situation by increasing the number of meetings.

Cold calling may seem like a challenge, but it forms an important part of a successful business strategy. By taking the step to contact new potential customers, your company can discover opportunities and strengthen its position in the market.

What many sales managers don't know

What I do and what makes the difference for results.

Working as a sales manager means that you possess a deep understanding of the activities that can increase sales. You are often the one who creates strategies and sets guidelines, but it's possible that you are not always an expert at performing these activities yourself. Moreover, it can be difficult to gain insight into how other companies in different industries have handled similar challenges.

My expertise lies in booking meetings across different industries, and through my experiences, I have developed strategies that effectively perfect this process. I strongly believe in the following philosophies:

1. More meetings lead to better opportunities for expansion, allowing for more presentations of products or services and the establishment of valuable contacts.
2. Cold calls require courage and determination, as they involve reaching out to potential customers and initiating dialogues that can lead to new business opportunities.
3. Real growth requires stepping out of the comfort zone, challenging oneself, and taking risks instead of relying solely on established methods.

By being aware of these aspects, you can improve your sales strategy and reach new areas.

Many companies rely on reference customers

In today's competitive business climate, reference customers play a crucial role in building trust and creating new business opportunities. But with over 1.7 million companies within the EU that can share their Ideal Customer Profile (ICP) with you, you must constantly consider your potential customer base. These companies can actively email, establish contacts via LinkedIn, and engage in other activities to reach your ICPs.

According to statistics, a full 40% of Swedish companies prefer to purchase services where the sales are conducted in Swedish. This underlines the importance of adapting your communication and offers to meet the needs of the local market. Unfortunately, many face the challenge of being too unknown to their potential customer, which then becomes a legitimate prey for others.

What does the future look like?

As AI services become increasingly widespread, we are seeing clear changes in the business landscape. One of the most noticeable results is that barriers to entry are decreasing. With advanced AI systems that can produce well-written texts in multiple languages, companies now have the opportunity to communicate effectively with a global customer base without having to invest in large language resources.

In addition, we have begun to see a transition where even speech technology is integrated into AI services. Today, it is fully possible to use AI for telemarketing, revolutionising how companies interact with their customers.

But how will these changes affect the business climate in the long term and how will it affect your business?

But there is an open window

In today's rapidly changing world, AI services are still in the development phase. This means that there are opportunities for companies to book meetings and interact with their customers in traditional ways. Whether this situation will persist throughout 2025 is uncertain.

I would like to inform you that I am not taking on any new assignments. However, if you are interested in collaborating with one of my skilled colleagues, this is fully possible. The prices for an initial workshop, analysis, and strategy range between €5000 and € 10.000, depending on scope and needs.

If you have any questions in this area or want to know more, do not hesitate to use the Ai Jarl function below. Please note that I unfortunately do not respond to DMs.

Keep an eye out for the next newsletter coming in a month! Then I will address current topics and trends in sales and share insights about what really works in the industry.