Inbound marketing initiatives can only do so much - they cannot force companies to pick up the phone.  For these prospects, telemarketing (cold calling) is the essential tool in the armoury.  Unless a call is made, no sales appointment will be forthcoming.  Implement ‘Telesales by Numbers’ – work out how many appointments you want to achieve per week, how many calls are needed to make this number of appointments, and then divide by 5 days to reach your daily call total.  Always make time for your telemarketing – the more often you call, the easier the process becomes.  Expect some people to hang up or be rude, but don’t be put off.  If you can tell someone isn’t interested, don’t be too forceful – this will put them off forevermore!  And when your head drops after the 100th call, remember you are now 100 calls closer to your next sale.  If you don’t pick up the phone, you can be sure your competitors will.