The eBook "Time to Bury Your Cold Contact List" advocates for a shift from traditional cold calling to targeting active prospects who exhibit recent and relevant pre-purchase behaviors. The study highlights that active prospects are twice as likely to answer the phone and four times more likely to convert to leads compared to cold contacts. Personalization, based on behavioral insights, increases lead conversion rates by 8x and meeting rates by 19x. The approach emphasizes focusing on high-quality prospects and personalizing outreach to maximize sales efficiency and pipeline growth.

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