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Google+ Debate: Does Cold Calling Still Work?


When was the last time someone cold called you at work and actually got you interested in doing business with them?

Cold calling is hard work and, as a lead generation strategy, it just feels old school. Despite the challenges of cold calling, however, many B2B marketers say that cold calling still produces some of their highest quality leads–even if it doesn’t bring in large quantities of them.

In our B2B demand generation survey, B2B marketers reported cold calling as their third-highest quality lead generation channel.

B2B Lead Generation

Of course, the Web has afforded us other ways that make it easier to identify leads without cold calling. For instance, prospects might download your white paper, visit your website, or follow you on Twitter. The rise of online marketing has led many to proclaim that cold calling is dead. A quick Google search of “Is Cold Calling Dead” returns 45 million results. But is it?

Whether cold calling still works in today’s hyperconnected world is the subject of our next live Google+ debate. We’ll explore whether cold calling is still a worthwhile activity with a panel of inside sales and inbound marketing thought leaders.

The event will begin at 1 p.m. Central on Wednesday, January 30th. To watch online and ask thought leaders your own questions, visit my Google+ page, add me to your circle and leave a comment in the feed that day. You can also follow on Twitter at #coldcall2013.

Cold Calling is Dead

Click the image above to watch the debate.

Our panel will answer three questions, with time for each to offer a rebuttal. I’ll be the moderator. After all scripted questions are answered, I’ll ask our panel a few of the best Google+ questions.

Mike Volpe, CMO at HubSpot
Mike Volpe is Chief Marketing Officer at HubSpot, a marketing analytics software company. Volpe is in charge of the company's lead generation and branding strategy, which he manages via inbound marketing. Under his leadership, HubSpot has won more than 30 marketing awards and been featured in over 20 marketing and business books. Volpe’s focus on inbound lead generation has resulted in more than 1 million leads, helped grow HubSpot’s customer based from 10 customers to more than 8,000 and generated $50 million in revenue.

Kenneth Krogue, President at
Kenneth Krogue co-founded in November 2004 and has more than 24 years of sales and marketing experience. Prior to, Krogue was an original founder of inContact and later worked as their Chief Operating Officer. He was listed among the Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals in 2010, and again in 2012. He also writes a weekly Forbes column on lead generation and inside sales.

Anneke Seley, CEO at Reality Works Group
Anneke Seley was the 12th employee hired by Oracle and she quickly established herself in inside phone sales after she created OracleDirect (Oracle’s inside sales team) and led the team to become a billion-dollar sales organization. After leaving Oracle, she founded the inside sales team for FICO (formerly Neuron Data) and led the team to generate a third of the company’s total revenues in it’s first year. Anneke currently runs Reality Works Group, a consultancy that helps inside teams realize high-performance inside sales teams.

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Derek Singleton

About the Author

Derek Singleton joined Software Advice after graduating from Occidental College in Los Angeles, California. At Software Advice, he manages content related to the CRM software market and reports on business-to-business (B2B) marketing technologies, topics and trends.

Connect with Derek Singleton via: 
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