Cold calling isn’t what it used to be. But don’t let anyone tell you that cold calling is dead. It has simply morphed into what I call “gold calling.” This process has proven to raise lead rates three times over for all sizes and types of companies.

The way most manufacturers generate leads now is a world away from the way they did it even a few years ago. It’s obvious to most companies that making blind cold calls to drum up significant business is a thing of the past. Instead, businesses use inbound marketing methods to get customers to come to them. If they are making an outbound effort, they use tools such as LinkedIn and Twitter to quickly research and mine for possible leads. So why are so many lead rates stagnating or even plummeting? 

Conducting business on a global scale is challenging enough, but having to deal with a slew of third-party vendors that provide different supply chain, transportation, customs brokerage and warehouse services adds a whole other layer of complexity to the equation. So it’s no surprise that companies involved in global trade are looking to outsource those managed services in order to interact with fewer vendors.

With a growing number of large enterprises having sourcing and manufacturing capabilities throughout the world, supply chains have become intricate and complex. Raw materials flow across borders to manufacturing plants scattered around the globe; are then forwarded on further in the supply chain where they’re made into finished products; then, advanced to the packaging phase; and then sent out to various distribution center stops before finding their way to a retailer’s shelf or directly to a consumer’s door.

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