A rose is a rose. And a sales call is either cold or hot. No exceptions. Hot calls can yield a fantastic rate of return, but unless your prospects know you or are expecting you to reach out, it’s a cold call. And if you make 100 cold calls, you may talk to about 20 people, schedule 10 appointments, and if you’re lucky, close one new deal. That’s a 1 percent return on your time. Hot calls–when there’s the been an introduction and the prospect is expecting your call–shorten the sales cycle, increase your credibility, result in qualified prospects and mean securing new clients more than 50 percent of the time!