How Cold Calling 2.0 Works, The Process Here is an overview of the Cold Calling 2.0 process, for a Sales Development Rep that is doing it full-time and passing opportunities to a quotacarrying salesperson. If you are a sales rep who can only prospect parttime, adjust the goals accordingly (send half of the volume of outbound emails, for example), and obviously the last step (“pass the baton”) won’t apply to you. Step 1. Get Clear On Your Ideal Customer Profile The simple most important thing you can do to make this program effective is to spend time getting clear on who your ideal customers are — both the kinds of accounts and the types of contacts in them. This is where most companies fall short from the start, by targeting the wrong prospects, at the wrong levels, going after too many kinds of companies, or not speaking in‘their language’. Step 2. Build Your List How can you build a database of the above kinds of prospects? Do you already have a list in-house? Can you buy one? Or do you need to build one from scratch…? Most companies approach and sell too low. Do you have decision-makers (or their bosses) as well as lower level people? How targeted is your list? Is it