I am not saying that outbound cold calling is a “new” strategy, but I am shocked at how many people have proclaimed that using the telephone to source opportunities is dead. We have proven this model to be extremely successful, and have tied incentives to ensure that we are promoting the right behavior. For instance, we reward our inside sales team for setting up qualified appointments and provide an additional bonus if their appointments turn into closed deals. Lists on the internet are in abundance, and should be leveraged to their fullest capacity. In my experience, if you are calling a prospect with genuine intent to uncover whether a problem or pain exists, and are respectful and intelligent in your dialog, you will uncover great opportunities at every turn.
From Russell Sachs at WorkMarket, via Fred Wilson of avc.com