During the last few years much of the UK marketing press has predicted a bleak future for telemarketing, suggesting that digital channels provide much cheaper and simpler solutions. However a survey conducted by B2B Marketing and sponsored by The Telemarketing Company has found that 70% of organisations feel telemarketing is going to be either 'critical' or 'very important' to their marketing success in 2011.

Cold calling is one of the things most people seem to ask me for help with, usually because they want to get better results from it – although some people like to avoid it altogether!  However for a smaller business, often the problem with their cold calling isn’t cold calling – it’s something earlier in the process that’s causing them problems later on.