When I came across this article I thought; if you delete any reference to digital, automated processes and email - it could be lifted from a 1980's sales manual.

I'm going to do you a favour and say don't bother reading it - don't be fooled into believing you need to hone your telephone cold calling skills to fill your pipeline. 

I'll go even further and say if you are a sales VP or CEO and you are telling your salespeople to man the phones to drum up business - you are letting down all your employees.

Latest count - 590 million people on LinkedIn. That's a big number. How many people sitting by their phone hoping to be cold called? Yes - think about it.

If you can't be bothered to engage with your prospects, customers, buyers, decision makers and influencers where they are active - you shouldn't be shocked when your competitors wipe the floor with you.

Stop refusing to acknowledge what's staring you in the face. If you still think cold calling is better that social selling you could be heading to extinction.