To help answer this question, EDM Today reached out to Bob Peak, Founder and President of Prematech Machine Tools in North Carolina. Bob is a salesman's salesman. He began his career in EDM at Elox, prior to the acquisition by Georg Fischer. Bob goes back to the day when cold calling was routine. Bob has generously shared his insights with us on cold calling and how to be effective. EDM Today asked Bob Peak the following questions: ET: How has cold calling changed since you started in the machine tool sales business? BP: Drastically. It used to be that customers were glad to see you, as the customer then was not that easy to find. Today, the industry is becoming filled with salespeople who are required to make a certain number of calls each day. This makes the customer put up more barriers to access.
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