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Sales teams will take advantage of client data in their outbound efforts
For the fifth year running, pundits will proclaim that outbound marketing and concluding, cold calling is dead.
I grant you that calling someone without making use of all of the data available on LinkedIn and other tools is not very productive. But, what I call ‘gold calling’ – intelligent messaging, timing, and cadence – is very productive and necessary.
Increasingly, companies will find that they can’t simply sit back and wait for the market to come to them. If they do, they seed some of the best business to competitors and see their average deal sizes drop to one-third of what they could and should be.