All the information that is available online has meant that cold calling has never been easier. When prospecting new clients the amount of information on a company and using social media to research individuals has meant that cold calls have moved on to hot prospecting.

Social Media platforms like LinkedIN and Facebook has meant that some of the fear from cold calling has been reduced. Pareto’s new white paper on Cold calling outlines new hints and tips on how to increase effectiveness in cold calling.

The use of marketing automation software means it is possible to track visitors to your website, generating information on who they are, what company they work for, what pages they looked at (what they are interested in), and what case studies or white papers they have viewed. Your sales team can score these visitors and contact prospects who show an interest in a certain product/service.

The recession has meant that many companies who neglected the valuable resource of cold calling now have to utilise it again, but the climate has changed and they again need more training to be bought up to date on all the new concepts of live telephone selling.