How it’s help to grow

The best prospects are the ones that look like your best customers. They’ll have similar pain, which means they’ll be easier to sell to and have higher retention rates. Study your buyer personas and learn to recognize your ideal buyer quickly. Review your customer base and identify key similarities between your most successful clients so you have a finely honed sense of what to look for.

One caveat: Don’t just focus on the whales. While it’s important to identify your largest target accounts as early in the year as possible, whales don’t come around often. Concentrate on understanding your business’ bread and butter — the type of customer that buys again and again.

In sales, specifically, cold calling involves contacting potential customers to introduce them to your business’s products or services and encourage them to invest.

Many industries rely on cold calling as part of their sales strategy, including the banking, insurance, and travel industries.