Nice positioning of “Cold Calling”

(copying for my future reference)
  • GJ: How does cold calling fit into the overall lead generation mix?
  • WW: There are four ways to build a pipeline.
  1. First, there's marketing activity, like advertising and website, which causes people to raise their hands and decide to buy.
  2. Second, there are referrals, which is getting one customer to point you at a future prospect.
  3. Third, there's networking, both in person with events and on the Internet using social media.

  4. And finally, there's cold calling. What's unique about cold calling is that all the other lead generate methods depend upon somebody else to take action. Cold calling is the only truly proactive way get good sales leads. If you're not getting enough leads from your other lead generation methods, then cold calling is really your only option.

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