Branding Blog

Cold Calling or Inbound Marketing? or maybe BOTH!

Written by Dale Berkebile | Fri, Jun 08, 2012
Somehow today I ran across an article entiteld:

Why Cold Calling Is A Waste Of Time (And What You Should Be Doing Instead)

You can read it here. Anyhow, I found it kind of funny for two reasons: 1. I just finished a post about a Brandwise article being promoted in Spain and now I am promoting an article from Ireland, and 2. because this article shares many of Hubspot's theories on inbound marketing. So this article sounded a little canned to me, but none the-less it is a good article.

I know more inbound marketers than I can shake a stick at and I often find them to not be getting the clients they claim is possible with inbound marketing. Why is this? Well it may partly be because although they are good at busy work they are not good at sales. They are scarred to pick up the phone and make a sales call and they do not know how to do online prospecting to get the sales job started and fill the pipeline more than their current inbound marketing website is currently doing.

This is why I think it is important to do both sales calls and inbound marketing (at least for most businesses). If you want to learn some new online prospecting techniques check out this ebook on 3 Things you can Do now to GET Sales in Two Weeks.

Sarah's article is really good for the most part… except for the fact she, personally has not tried cold calling. Anyone who has done some serious cold calling will tell you that it is possible to have better luck than Sarah mentions. I think it is important to understand the power of effective sales and part of a good salespersons tools is calling. A sale can be made on the phone if you have the skills you need. If not, you are caught in cold calling hell and better just stick with inbound and hope and pray it all works out.

Or on the other hand, why not get good at both inbound and cold calling. Use inbound to fill the funnel and calls to close the deal. What are your thoughts on this topic? Do you hate cold calling? Is cold calling dead in the digital age? Are you getting rich from inbound? Share your thoughts.