Joe Snowdon

That is, why would you put your most valuable resource in the sales and marketing department on the task of providing the lowest value activity? In it's essence selling is the act of clearing the barriers that are in the way of making a clear decision about an acquisition. No such decision is on the line in a cold call. Attracting new prospects and getting them into the funnel is a marketing...

After 35 years selling a wide range of products and services I have concluded that cold calling is actually a marketing and education job, not sales.