The rules for outbound sales used to be quite simple: the more calls you made, the more opportunities you generated and the more deals you closed. This worked for a while until cold-calling became the norm and synonymous with prospects feeling pressured, stressed and in need of finding excuses to end the call before the salesperson could even say what it was all about.
The aim of this article is to reveal the key problems related to cold-calling and explain why this sales method is not working anymore and why finding an alternative might just be what your sales team needs.