Now, rather than having to randomly call prospects, you have a prioritized list of people to follow up with. Review these reports every few hours. If someone’s opened your email more than once, call them. If open rates are high, they might have forwarded the email to a few people. Example “Old Opportunities” Campaign A great place both to train new salespeople and generate opportunities is to reach back into old opportunities that have died, and have had no activity for at least six months. Once a Sales Development Rep is trained and comfortable working with past leads, it will be easier for them to tackle totally cold accounts. Train them before you have them call on cold executives!