How to Make Cold Calls Work

One of my first sales jobs was cold calling from lead lists.  I would dial 200 numbers a day, make about 40 connections, and send out literature to about 10 of those folks I was able to reach.  That was my quota.  I only met a handful of my more than 100 clients during my two-year tenure in that position.  And virtually all of our transactions were done over the phone.