> I just can't imagine cold-calling/emailing people actually works.
For what it's worth cold calling is a bit different than it used to be—at least in software sales. Today many companies take an account-based approach. This means that there is a good amount of qualification happening before the cold call. Does the account use Salesforce, Gmail, other key integrations? How much ARR are they doing?
If the account is a good match, then the reps will go through the organization on LinkedIn and try and find 3-5 key stakeholders. Who knows about the problems this software solves? Who can be an influencer? A decision maker? Those people are put on a cadence that involves several touch points—emails, calls, social mentions. Stuff like that.
By the time the first cold call is made there is a fair chance that the person on the other end is interested in the solution—or at least in hearing a potential one. Because the research has been done upfront and leads that don't match have been disqualified, this is much more effective than the power dialing.
For what it's worth cold calling is a bit different than it used to be—at least in software sales. Today many companies take an account-based approach. This means that there is a good amount of qualification happening before the cold call. Does the account use Salesforce, Gmail, other key integrations? How much ARR are they doing?
If the account is a good match, then the reps will go through the organization on LinkedIn and try and find 3-5 key stakeholders. Who knows about the problems this software solves? Who can be an influencer? A decision maker? Those people are put on a cadence that involves several touch points—emails, calls, social mentions. Stuff like that.
By the time the first cold call is made there is a fair chance that the person on the other end is interested in the solution—or at least in hearing a potential one. Because the research has been done upfront and leads that don't match have been disqualified, this is much more effective than the power dialing.