For decades, the image of the salesman working the phone hundreds of times a day trying to drum up new leads has been an established part of our business culture specially in B2B context. However, in the wake of new technology developments and changing prospect behavior, many people in the industry have begun to suggest that cold calling has become a relic from a bygone era. In this post, we'll examine the status of cold calling, and look at how warm calls can offer a higher rate of success.
Is Cold Calling Really Dead?
It seems like, cold calling is dead, but it's not so cut and dry as people make it out to be. Outbound sales isn't going away at all, as some have suggested. What's going away is the old-fashioned "spray and pray" technique, where salespeople try to make contact with as many prospects as possible, on the off chance that two or three of them might be interested in what they have to offer.