Cold Calling 1.0 Vs. Cold Calling 2.0 Here are examples of the different intentions and practices of Cold Calling 1.0 versus Cold Calling 2.0, following many of the trends that have affected all kinds of selling: Here are some further thoughts on what has changed: 1. Develop respected experts: The Sales Development role is often treated within a sales organization as a low-level job. If you treat it that way, you’ll get low-level results. It’s a challenging and often thankless role. Treat the team as, and expect them to be, experts. Don’t skimp on training, equipping or developing them. Set high expectations of their ongoing skills development. 2. Qualify accounts and contacts before calling: Cold Calling 1.0 involves calling or emailing into unfiltered industry-based lists of targets. Prospecting into accounts of marginal potential is the most common waste of time by Sales Development Reps and companies. Spend serious time on