While we have heard a lot that telephone prospecting was going to disappear in recent years, I have never agreed with these forecasts. Some analysts have even talked about the extinction of the role of representative, nothing less! Nonetheless, it is true that traditional cold call prospecting has suffered a downfall. In the golden age of cold calls, a representative could make 40 attempts in 2 hours, hope to talk with 10 decision-makers and get 2 or, perhaps, 3 meetings. However, we are far from those numbers nowadays. Currently, a representative working at the top of the funnel can spend…