While some sales teams might argue that cold calling is a strategy of the past, the statistics show otherwise: according to B2B sales company RAIN Group, cold-calling is second only to referrals as the number one lead generation technique. Cold-calling, however, is evolving with the 21st century, a time when technology makes it possible to know information about individuals, businesses, products, and services before a phone is even picked up. More accurately termed “warm calling” or “intelligent calling,” there is a greater emphasis today on the quality of phoned prospects rather than the  ...