Cold emailing and cold calling are two key methods used in B2B sales outreach. Here's a quick breakdown of their effectiveness:
| Method | Key Advantages | Major Drawbacks | Best Use Case |
|---|---|---|---|
| Cold Email | Scalable, cost-effective, detailed tracking | Delayed responses, deliverability issues | High-volume outreach |
| Cold Calling | Real-time feedback, personal connection | Resource-heavy, intrusive, high rejection rates | High-value prospects, relationship building |
| Hybrid | Combines benefits of both methods | Requires careful coordination | Comprehensive sales strategy |
Both methods have their place in a sales strategy. Cold emails are great for efficiency and scale, while cold calls excel in personal interaction. Combining them often delivers the best results.
Grasping the basics of cold emailing and cold calling is essential for building a successful B2B outreach strategy. Both methods aim to connect with potential customers, but they use different channels and offer distinct benefits. Here's a closer look at how each approach works and what makes them effective.
Cold emailing is the practice of sending emails to potential clients with whom you have no prior relationship, aiming to spark a business connection. Sales teams typically identify potential recipients by researching prospects that align with their ideal customer profile. In B2B settings, cold emailing has become a widely accepted practice. In fact, 86% of companies report that email prospecting delivers a "good to excellent" return on investment (ROI). Additionally, many buyers prefer email as their first point of contact.
One of the biggest advantages of cold emailing is its scalability. Tools like Leadsforge allow businesses to automate and personalize email campaigns, enabling sales teams to reach hundreds of prospects efficiently. On average, cold emails achieve a response rate of about 5.5%. Personal touches, such as including a recipient's name in the subject line, can boost open rates by as much as 22%. Success often hinges on thoughtful personalization and clear calls to action.
Cold calling involves directly reaching out to potential business customers by phone, even if they haven’t interacted with your company before. The primary goal is to introduce your product or service, gauge the prospect's interest, and potentially convert them into a paying customer through real-time conversation. This method complements digital outreach by offering a more immediate, personal touch.
Despite being perceived as more intrusive, cold calling remains effective. Nearly half of buyers (49%) prefer being contacted by phone, and 57% of C-level executives also favor phone calls. The real-time nature of cold calling allows sales reps to build rapport, address questions or objections instantly, and adapt their pitch on the spot.
Persistence is key to cold calling success. Research reveals that 60% of leads decline four times before eventually saying yes. On average, it takes about eight call attempts to reach a prospect. While the success rate for cold calls in 2025 sits at 2.3%, 27% of sales professionals say cold calling is "very effective" or "extremely effective". This approach excels at qualifying leads and gathering actionable insights through direct interaction.
The differences between cold emailing and cold calling lie in their communication style, timing, and scalability. For example, email marketing offers an impressive ROI of $40 for every $1 spent.
The most obvious distinction is how each method communicates. Cold emails rely on written messages that recipients can review at their convenience, while cold calls involve live conversations that demand immediate attention. Because of this, cold calling tends to be more disruptive, while emails are less intrusive.
When it comes to personalization and gathering information, cold calling has the upper hand. Phone conversations allow for a tailored experience and provide real-time feedback, enabling sales reps to adjust their approach on the fly. Cold emails, on the other hand, rely on pre-set personalization and lack the interactive element of a live conversation.
Both methods are highly trackable, but the metrics they focus on differ. Email campaigns measure open rates, click-through rates, and response rates, while cold calling tracks contact rates, call duration, and conversions. With the right tools, businesses can analyze and refine their outreach efforts for both channels.
Choosing the right method for B2B outreach can make or break your campaign. Cold emailing and cold calling each bring their own set of strengths and challenges, and understanding these differences is key to crafting a strategy that works for your business.
Cold emailing shines when it comes to efficiency and scalability. A single sales rep can reach hundreds of prospects through email, making it a cost-effective option for companies working with tight budgets or limited resources. Plus, email campaigns come with built-in tracking tools that let you monitor open rates, click-throughs, and other engagement metrics. This makes it easier to fine-tune your messaging through A/B testing. Another bonus? Emails are non-intrusive, allowing prospects to respond on their own time.
That said, cold emailing isn’t without its challenges. Emails can easily end up in spam folders or get lost in cluttered inboxes, no matter how well-crafted they are. The asynchronous nature of email means you might wait days - or longer - for a reply, slowing down the sales cycle. And while automation tools can help with personalization, achieving a truly tailored message at scale can still be tricky.
In short, cold emailing offers scale and efficiency, but it lacks the immediacy and personal touch that cold calling provides.
Cold calling is all about direct, real-time interaction. As Roman Milyushkevich, Chief Sales Officer at Scrape It Cloud, puts it:
"When done strategically, cold calling can be a sustainable and economic model that converts leads faster. It is a cheaper way to reach potential customers, build a personal connection, interact in real-time, answer queries, and analyze customer interest based on responses."
The ability to engage in live conversations allows sales reps to address objections on the spot and adjust their pitch as needed, speeding up lead qualification. In fact, 57% of C-level and VP clients prefer phone contact, and 69% of buyers have accepted at least one cold call in the past year. Unlike emails, phone calls ensure your message is delivered directly, bypassing spam filters or inbox overload.
But cold calling has its downsides too. It’s resource-heavy and often perceived as intrusive, which can create negative impressions of your brand. Rejection rates are high, with reps needing an average of 6–8 call attempts just to connect with a prospect. On top of that, salespeople today average only 4.4 quality conversations per day - a sharp 45% decline since 2014. Tracking performance can also be tough due to the unpredictable nature of live interactions.
| Method | Key Advantages | Major Drawbacks |
|---|---|---|
| Cold Emailing | Scalable; cost-effective; non-intrusive; detailed tracking; A/B testing | Deliverability issues; delayed responses; personalization struggles; easily ignored |
| Cold Calling | Real-time interaction; immediate feedback; faster lead qualification; personal connection | Resource-intensive; intrusive; high rejection rates; hard to scale; tricky to track |
Ultimately, the best approach depends on your business goals, audience preferences, and available resources. Cold emailing excels at reaching large audiences efficiently, while cold calling offers a more personal touch and faster lead qualification. These trade-offs set the stage for evaluating outreach success through performance metrics in the next section.
Tracking key metrics is essential to distinguish effective outreach from wasteful efforts. It’s not just about knowing the numbers - understanding them helps fine-tune your strategy and prove ROI to stakeholders. Cold emailing and cold calling produce different types of data, and analyzing these metrics can reveal where your efforts are paying off and where adjustments are needed.
Cold emailing and cold calling deliver results in distinct ways, so it’s important to set realistic expectations for each.
Cold email response rates generally range from 1% to 5%, with an average of around 3%. However, well-targeted campaigns can achieve response rates of 15% to 25%. Personalization plays a huge role here - emails with advanced personalization average a 17% response rate, compared to just 7% for generic messages. Additional benchmarks include an average open rate of 23.9% for B2B campaigns, delivery rates of 85% to 95%, and click-through rates between 2% and 5%.
Cold calling, on the other hand, typically sees higher immediate response rates, often about 5% higher than cold emailing. Despite this, only about 2% of cold calls directly result in a sale or meeting. Interestingly, though, 78% of decision-makers have agreed to an appointment or attended an event because of a cold call.
Persistence is key when it comes to email outreach. Campaigns with 4–7 emails in a sequence can achieve reply rates of about 27%, which is three times higher than the 9% seen in campaigns with just 1–3 emails. These response patterns are critical for evaluating the cost-effectiveness and ROI of each method.
When it comes to financial efficiency, cold emailing and cold calling offer very different cost structures and returns.
Cold emailing stands out as a budget-friendly option. For every $1 spent, email outreach delivers an ROI of $40. The average cost per B2B lead is about $51, factoring in expenses like account setup, email validation, and service fees. Its scalability is a major advantage - one sales rep can send hundreds of personalized emails daily using automation tools.
Cold calling, while effective in certain scenarios, comes with higher costs. It delivers an ROI of $1.80 for every dollar spent. The higher cost per lead reflects the need for human interaction, which can’t be automated like email campaigns.
Interestingly, companies that blend cold calling with email outreach in coordinated sales sequences report up to 50% higher revenue growth compared to those relying on just one channel.
| Method | Average ROI | Cost Structure | Best Use Case |
|---|---|---|---|
| Cold Email | $40 per $1 spent | Low costs, high scalability | High-volume lead generation, initial outreach |
| Cold Calling | $1.80 per $1 spent | High labor costs, limited scalability | High-value prospects, relationship building |
| Hybrid Approach | 50% higher revenue growth | Balanced investment | Comprehensive sales funnel |
Beyond financial metrics, scalability and reach further differentiate these approaches.
Scalability is where cold emailing truly shines. A single sales development representative can manage email campaigns reaching thousands of prospects each month. Automation tools allow for advanced personalization, and combining email with platforms like LinkedIn enables multi-channel outreach. This approach improves delivery rates, expands contact coverage, and increases access to decision-makers.
Cold calling, however, is less scalable. Each call requires time and effort from a sales rep, and the quality of the interaction depends heavily on their skills and energy. Scaling up cold calling efforts typically means hiring and training additional staff, which increases costs.
Another advantage of email outreach is its ability to reach global audiences without being limited by time zones. Cold calling, by contrast, requires careful coordination to align with local business hours. For businesses targeting multiple regions, email campaigns often prove more efficient. Multi-channel strategies, such as those supported by tools like Leadsforge, can help you reach your Ideal Customer Profile by combining email and LinkedIn outreach.
Understanding these metrics helps allocate resources wisely and set practical goals for each outreach method.
When it comes to outreach, execution and personalization are everything. In fact, personalized emails can perform 202% better, and well-crafted subject lines can double open rates. To make the most out of your B2B outreach efforts, it’s crucial to fine-tune both your email and phone strategies.
The backbone of a successful cold email is research. Dive into platforms like LinkedIn, company websites, industry news, and social media to gather insights about your prospects. This level of preparation allows you to personalize your outreach, which can boost response rates by an impressive 140%.
Start with a subject line that stands out. Instead of generic phrases, reference something specific about the prospect's company - like a recent milestone or achievement. In the email body, open with a personalized introduction. Mentioning something relevant, such as a mutual connection or a recent announcement, helps build instant credibility.
Samuel Darwin, CEO of Sparkle.io, emphasizes the importance of personalization:
"Personalization is key to effective cold emailing, but doing it wrong can make your emails feel insincere or even drive people away."
Keep your email concise and focused on value. Address the recipient's pain points and tailor your solution to their needs. Adding social proof, such as case studies or testimonials, can further strengthen your pitch.
To scale your efforts, consider using AI-powered tools. Platforms like Leadsforge can streamline data enrichment and prospect research, while Smartwriter (starting at $59/month for 400 contacts) and Warmer.ai (starting at $97/month for 325 credits) can help generate customized content. But remember, automation should enhance - not replace - human insight. With 81% of sales teams already incorporating AI into their workflows, these tools are becoming indispensable.
Don’t stop after the first email. Follow up with additional value, like case studies or industry updates. Interestingly, 55% of replies to cold emails come from follow-up messages. Pairing this with cold calling techniques can further elevate your outreach.
Cold calling works best when it’s informed by research. Learn about the prospect's business, recent developments, and challenges before picking up the phone. Tools like Dialpad Ai Sales (starting at $60 per user per month) can assist with real-time transcription and even provide AI-driven prompts during calls.
Start your call by addressing the prospect by name, referencing something specific about their company, and clearly stating your purpose. While it’s good to have key points prepared, keep the conversation natural and engaging.
Timing and persistence are critical. Successful cold calling often requires multiple attempts before securing a meaningful conversation. Using power dialers and AI tools can boost efficiency, leading to a 50% increase in leads and appointments. After the call, send a follow-up email summarizing the discussion and outlining the next steps.
Combining email and phone outreach creates a powerful, unified strategy. When done right, this approach can increase prospect engagement by 4.7x. Start by sending a personalized email, then follow up with a call within 24–48 hours to reinforce your message and maintain continuity. Consistency across both channels is key - use your CRM to track interactions and ensure each touchpoint builds on the last.
This integrated approach can significantly boost your results. As noted by Abstraktmg.com:
"When you align cold call with cold email efforts, you create a winning combination that gets better results. Cold calls add a human touch, while emails provide written value, giving prospects the opportunity to consider your offer on their own time. When used together, these two approaches amplify each other - resulting in more appointments, better engagement, and, ultimately, more sales."
Keep a close eye on your response and conversion rates, and use A/B testing to refine your email templates, call scripts, and outreach timing. Tools like Leadsforge can help integrate your email and call strategies by providing enriched prospect data, ensuring your messaging stays consistent and effective across all channels.
When deciding between cold emailing and cold calling, the best approach depends on your business goals and your audience's preferences. Michael Maximoff, Co-founder of Belkins, puts it well: "Most people have a subjective, prejudiced opinion based on how they interacted with cold emails or cold calls. They had some bad experiences and don't like it. Or they received lots of spam."
Your industry and target audience play a big role in determining the right strategy. For example, industries like finance, legal, and manufacturing often see better results with cold calls, while tech and SaaS companies tend to thrive with email and LinkedIn outreach. Additionally, understanding how your audience prefers to communicate is key. With 58% of prospects describing sales calls as unhelpful and millennials leaning toward email, tailoring your approach is essential. In regulated industries like healthcare and biotech, email is often the preferred method for initial contact.
A smart strategy often involves using both methods in tandem. Test both cold emailing and cold calling for the first three months of your campaign to see which one drives better results. Leverage behavioral data to refine your efforts - for instance, follow up with calls to prospects who have opened your emails multiple times but haven't replied. Michael Maximoff stresses the importance of integrating data from previous interactions, cautioning against treating the two methods as separate silos.
Tools like Leadsforge can take your outreach to the next level by providing high-quality, verified lead data. Their AI-powered platform simplifies prospecting by allowing you to describe your ideal customer profile and instantly receive targeted lead lists. Whether you're crafting personalized email campaigns or preparing for strategic cold calls, having accurate data ensures your messaging stays relevant and impactful.
Ultimately, scalability hinges on factors like your total addressable market (TAM), resources, and technology. The goal isn't just to reach more potential customers - it's about turning those interactions into meaningful conversations that lead to closed deals.
To blend cold emailing and cold calling effectively, start by using emails to break the ice. Share concise, relevant information that addresses the prospect’s challenges or goals. This initial outreach helps establish a connection, making them more open to a follow-up call. When you do call, refer back to details from your email to create a smooth, engaging conversation.
Pairing these methods in a multichannel approach can lead to better results. Research indicates that combining both strategies improves your chances of reaching prospects and ensures fewer opportunities slip through the cracks. Set clear, measurable goals for each channel, and tweak your strategy as needed to match your sales targets. This combined approach can help you get the most out of your outreach efforts.
To boost response rates in your cold email campaigns, zero in on personalization. Craft messages that directly address the recipient’s specific needs or interests, showing them you’ve done your homework. A compelling subject line is your first chance to stand out - make it intriguing yet clear enough to grab attention. And when it comes to the body of your email, keep it short and straight to the point. Busy professionals don’t have time for fluff.
Timing matters, too. Aim to send emails when your audience is most likely to check their inbox - mid-morning or early afternoon often works best. And don’t underestimate the power of a follow-up email. A polite nudge, sent at the right time, can make all the difference in getting a reply.
Finally, keep an eye on your campaign performance. Regularly review your results, experiment with different approaches, and fine-tune your strategy to keep improving. Success comes from testing, learning, and adapting along the way.
Choosing between cold emailing and cold calling comes down to understanding your audience and what you’re aiming to achieve. If your prospects lean toward less intrusive communication and appreciate convenience, cold emailing is often the way to go. It’s efficient, letting you reach multiple people quickly - especially when you tailor your messages to resonate with each recipient.
On the flip side, cold calling is more effective when you need to establish a direct connection or get immediate feedback. This approach is particularly useful for high-value prospects who value personal interaction and a more hands-on touch.
To decide which method suits your needs, think about your audience’s preferences, the resources you have at your disposal, and the kind of relationship you’re trying to build. Matching your strategy to these elements can make all the difference in your outreach efforts.