{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Cold Calling in the Age of AI and Multichannel Selling","description":"This article was written by Hans Peter Bech and is read by an automated voice. When I first wrote about this subject in 2017, social selling was the fashionable alternative. Salespeople were encouraged to establish a professional presence on LinkedIn, publish useful content, engage with potential customers and develop relationships before making a direct approach. Those activities have not disappeared. LinkedIn still measures them through its Social Selling Index, which covers professional branding, prospect identification, engagement and relationship-building. But the term social selling has largely lost its status as a revolutionary sales methodology. It has become one element of normal B2B prospecting. Today, the fashionable terms are signal-based selling, intent data, multichannel outreach, revenue intelligence and AI-assisted prospecting. The terminology has changed, but the fundamental question remains: When does it make economic sense to approach someone who has had no previous contact with you? ","author_name":"The channel to global market leadership","author_url":"http:\/\/tbkconsult.com\/blog\/","html":"