Cold calling remains effective today for several key reasons, writes Nicole Attias. It is easy to avoid making the calls on the phone or in person, but the strategy is time-proven even as digital marketing and the use of AI increases. She shares these top three reasons to make the call:
- Immediate feedback
- Direct human rapport
- Targeted outreach
Source: Selling Power. Link.
Commentary
Rudimentary? Not when you consider how our industry generates potential leads at a breakneck pace as prospects participate in webinars, podcasts, CE events and live conferences. Not sharing participant lists with sales teams is too often overlooked. It is also important to remember that a good customer for part of the product range may be a new user prospect for another product in the portfolio.