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19

Cold Calling Questions That Get Prospects Talking

COLD CALLING SEEMS to be out of fashion these days.

I’m constantly hearing from companies promoting all kinds of “lead generation” solutions. Of course, there’s no question that companies need to generate sales leads. But it seems to me that many of these offerings seem to be promising that advanced marketing technology can finally eliminate the cold sales call—that companies can “nurture” prospects through a process, untouched by human hands, until they are “warm” enough to merit a call from a salesperson.

I’m all for making life easier for salespeople. And it’s true that salespeople ...

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