How Is Cold Calling 2.0 Different? I define a cold call is “calling someone who doesn’t know you and who isn’t expecting your call.” Cold Calling 2.0 means prospecting into cold accounts without ever making any cold calls. More importantly though, executed systematically in high-volume, an inside Sales Development team devoted exclusively to Cold Calling 2.0 can become the most predictable and sustainable pipeline engine (and thus revenue) for the company. Three key principles to developing a team successfully include: 1. No cold calling! Prospect into cold accounts with new methods, other than surprising people on the phone or trying to negotiate around gatekeepers. For example, use simple emails to generate referrals to the right people, who then expect (and often welcome) your call. 2. A focus on results, not activities! That means that dials and calls per day, or even appointments set, are much less interesting or even important. Rather, track metrics such as qualification calls per dayor week, and qualified opportunities per month. Calls per day and dials are usually only tracked during training periods, for coaching purposes while reps ramp up their pipelines. 3. Everything is systematically process-driven! This includes management practices, hiring, training, and of course, the actual prospecting process. By emphasizing repeatability and consistency, the pipeline and revenue ramps generated by a new Sales Development Rep become very predictable, and the entire team’s results become highly sustainable. You must carve out time to work on these "important but not urgent" priorities. As with eating well and staying away from junk food, it takes discipline and