Cold calling 2.0: the evolution of prospecting

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Cold calling 2.0 has been used by companies around the world to win new customers in a more predictable, scalable and efficient way. It is a term created by Aaron Ross and addresses a new sales process that allows the team to actively seek out new customers, while eliminating the disadvantages that a traditional cold call brings to the customer and the salespeople.

In other words, cold calling 2.0 is a method of prospecting cold accounts that does not use cold calls.

Cold calling is a sales prospecting strategy in which the salesperson calls a potential customer to offer a product or service. However, this prospect has not shown any interest in the solution being offered.

However, this strategy has been receiving criticism lately. With digital transformation, it is increasingly rare to capture a lead's attention for even a few minutes. This is due to several factors, such as the type of sales approach. You may have already had the unpleasant experience of receiving a call from an operator throughout the day.

However, this unplanned sales attempt hinders your activities UK telegram data is also unattractive. In other words, it makes you suspicious of offers, creates resistance and makes it difficult to have the patience to listen to the salesperson. Since it is now possible to access information and products in a convenient way, receiving a sales call has become unnecessary.

And that's where the new cold call, also known as cold calling 2.0, came into being. It consists of a way of prospecting new leads with whom you've never had any kind of previous relationship without using the traditional cold call. But how? Based on well-defined processes to generate new business and leads in a predictable and scalable way, knowing that an action today will lead to a certain result. In this new version, it's necessary to invest in ways to get to know and identify the profile of potential consumers. This way, you can focus your efforts on calls that have a greater chance of converting into sales in the future.



Main differences between cold calling and cold calling 2.0


Cold calling
Low value-added solutions: traditional cold calling is used to sell simple products and services, in the B2C (business-to-consumer) market and generally in telemarketing centers.



Restricted use of technology: the only tools used are the internet and the telephone.



Non-segmented audience: you call everyone offering your services (wasting time and money).



Without in-depth information: as you don't really know who is on the other end of the line, you also don't know if they are interested in or have a profile for your product.



Rigid sales script: that famous, memorized phrase that is used.



Focus on the product offered: you provide a lot of information about your product during the call, hoping that some of it will catch the lead's attention.