As most of my readers know I am a huge fan of using marketing to develop the lead flow for sales people so they don’t have to do cold calling. The main reason for this is the high cost of salespeople, and as a result, the high cost per lead that is created using this technique. However in certain situations, it does make sense to augment marketing with outbound cold calling.
Raphael Ducottet's insight:
Great article of Aaron Ross, author of the famous book "Predictable Revenue"