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Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Marylou Tyler, Aaron Ross

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2. Cold Calling 2.0: Ramp Sales Fast Without Cold Calls

Cold calling sucks! Isn’t there a better way? Yep, and here it is.

The First Breakthroughs

I’ve gone back and forth a lot about the term “Cold Calling 2.0,” mostly because it doesn’t involve any cold calling. In fact, if you’re making cold calls, you are doing everything wrong.

Cold Calling 2.0 means prospecting into cold accounts to generate new business without using any “cold calls.” I define a cold call as “calling someone who doesn’t know you and who isn’t expecting your call.” No one enjoys this – neither the caller nor the person being called, right?

Cold Calling 2.0 also means you have processes and a system in place to generate new pipeline and leads predictably – that is, an ...

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