Cold calling is a proactive sales technique for B2B businesses. Although it involves making unsolicited calls to prospects who are not familiar with the business, this approach has several benefits. When conducted by highly articulate and well-versed sales executives, telesales can be effective. Apart from the caller and the technique, razor-sharp targeting is a must to derive tangible results from cold calling. Instead of bulk calling, narrowing down prospects based on the ICP criteria will ensure a positive response.

What is the Objective of B2B Cold Calling?

Cold calling is often misconstrued because of the pushy sales calls of aggressive salespersons in B2C and D2C companies. It mostly annoys recipients and doesn’t achieve the intended purpose of quick sales. On the other hand, the objective of B2B cold calling is not to trigger immediate sales. It is to initiate fruitful business conversations centred on the problem points. It is followed by systematically generating interest in the brand and the solution or value proposition. Qualifying leads are gradually steered towards conversion depending on when they are sales-ready. Above all, the objective of mutually beneficial business networking and rapport-building is noteworthy.

5 Benefits of Integrating B2B Cold Calling with Multi-Channel Sales and Marketing

1. Immediate Response/Feedback- Unlike marketing emails and advertising, telemarketing invokes an on-the-spot response from prospects. If they express even the slightest interest, sales executives can schedule an appointment to talk in person. 
2. Situational Improvisation– Since B2B cold calling involves two-way interaction between the business and the prospective client, there is massive scope for situational improvisation. It implies that sales reps can strengthen their pitches by tweaking them as per the immediate priorities.
3. Robust CRM for Loyalty Building– Client Relationship Management is a topmost priority for successful B2B businesses. It is the most effective way to retain customer loyalty and ensure a harmonious rapport for positive word-of-mouth. A professional B2B cold calling team can merge telemarketing, telesales, and CRM activities into a powerful, unified endeavour. 
4. Fulfil other Requirements or Seek References– Approaching prospects with a product/service, telesales executives might often be told that what they are offering is not required. A well-trained executive will always inquire about other requirements and try to cross-sell. Lastly and most importantly, even the most futile sales call can be made fruitful by seeking references.
5. Valuable B2B Database Additions- A well-updated, enriched, and accurate B2B database is a huge asset for effective sales and marketing. While cold calling is carried out using a database, it can be used to enrich it based on the conversation. It can facilitate other sales and marketing channels.

Conclusion

Using data analytics and marketing intelligence to identify key sales triggers is an important prerequisite to cold calling. A sales trigger refers to any insightful/credible data indicating the prospect might be interested in the business offerings. It includes fresh funding, a contract about to expire, hierarchical change, the appointment of a new decision-maker, and more. Before initiating cold calling, B2B businesses should know the associated legal, ethical, and privacy guidelines. Businesses can liaise with certified B2B marketing teams to streamline their cold calling campaign for assured compliance and tangible results.