learn to leave compelling voice mail messages
work with screeners/gatekeepers/administrative assistants
Never try to evade a screener’s question. They simply want to determine if you have something of value to offer the person they are "protecting".
Say something like, "The purpose of my call is that I work with sales teams within companies such as yours on implementing process and tools. The clients that I work with see between a 15% and 85% increase in revenues in the first year when they put this into place - it may or may not work at your company - that is why I am wanting to speak with Ms. Smith."
maneuver through an organization
Ask for the sales team if you want to find a more helpful voice at a company - sales people there do the same thing you are doing - they are looking for new opportunities. Value their time, but ask a few key questions that will direct you the right way.
Even if you do land in nothing near where you need to be at a company, use something like this: "I hope you can help me. I’m not in the right department, and you can probably point me in the correct direction. I’m Jack Voykin with Power Marketing. I’m looking for the name of the person who oversees responsibility for sales.
Use a blended strategy for reaching decision
try a "three tiered" approach - direct mail piece (I recommend three branded pieces, four weeks apart) - intersperse with an email and a couple of phone calls. Once the mailed pieces have arrived, you've been branded and they should be familiar with your name when you call in.
other ideas?? post your comments, please!
