Key Takeaways
- During Covid, roughly 90% of B2B sales moved to remote channels like phone, video, and web, forcing telemarketing and cold calling teams to rebuild their playbooks almost overnight.
- Cold calling is still very alive post-Covid, but the bar is higher: you need cleaner data, multi-channel cadences, and empathetic, context-aware scripts instead of boilerplate pitches.
- Average cold call success rates hover around 2-3% today, down from ~4.8% in 2024, while 80% of deals still require at least five follow-up touches-persistence and process matter more than ever.
- Top-performing teams treat telemarketing as one part of an omnichannel engine, blending calls with targeted email and LinkedIn; this can consistently push dial-to-meeting rates above 6-10%.
- Covid permanently normalized remote and hybrid selling, so your outsourced telemarketing partners must be built for distributed SDR teams, robust QA, and rock-solid compliance in a digital-first world.
- Sales teams that outsource parts of their telemarketing to specialized providers like SalesHive gain faster access to proven scripts, AI-powered personalization, and battle-tested infrastructure without long ramp times.
- Bottom line: if you modernize your telemarketing strategy around data quality, human connection, and multi-channel workflows, phone-based outbound will keep generating pipeline-regardless of the next disruption.
Covid didn’t kill telemarketing and cold calling-it forced them to grow up fast. With nearly 90% of B2B sales shifting to remote channels at the height of the pandemic, phones became one of the few ways to create real-time human connection in a digital-first world. This guide breaks down what changed, why cold calling is still effective despite 2-3% average success rates, and how to run modern, compliant, multi-channel telemarketing programs that actually book meetings and build pipeline.
Introduction
If you were running telemarketing or cold calling programs when Covid hit, you probably remember the feeling: one week you’re dialing into office landlines with a predictable rhythm, and the next week every buyer you know is working from a kitchen table with a toddler on their lap.
Gatekeepers disappeared. Direct dials stopped working. States started issuing emergency telemarketing rules. And nearly every B2B seller on the planet moved to phone and video at the same time.
Covid didn’t just disrupt telemarketing-it rewired how buyers and sellers use the phone.
In this guide, we’ll break down what actually happened to telemarketing and cold calling during Covid, why phone outreach is still a critical B2B channel in 2025, and how to run (or outsource) a modern telemarketing program that thrives in a remote, hybrid, digital-first world.
We’ll cover:
- How Covid reshaped B2B buying and selling behavior
- Why cold calling survived (even as success rates dropped)
- How telemarketing and SDR services adapted their models
- Best practices for post-Covid telemarketing and multi-channel prospecting
- When to outsource vs build in-house-and how SalesHive fits in
Grab a coffee; let’s talk about what actually works now.
How Covid Reshaped B2B Telemarketing Overnight
Covid wasn’t a minor bump; it was an accelerant. A lot of trends that were already in motion-digital buying, inside sales, remote work-got compressed into a 12-18 month window.
Remote selling became the default, not the backup
When offices shut down, field sellers lost their primary channel. Overnight, they became inside sellers.
McKinsey’s research during the pandemic found that almost 90% of B2B sales moved to a videoconference, phone, or web model as companies scrambled to keep deals moving without in-person meetings.
At the same time, 70-80% of B2B decision makers said they preferred remote human or digital self-service interactions over in‑person meetings, citing safety, ease of scheduling, and speed.
In other words, your buyers didn’t just tolerate remote; they liked it.
For telemarketing and cold calling, this had two huge implications:
- The phone suddenly mattered more. With in-person gone, the phone (often combined with video) became one of the only real-time human touchpoints left.
- Competition for attention exploded. Everyone raced into the same channels-voice, email, LinkedIn, Zoom-at once. The noise level skyrocketed.
Digital-first buying got locked in
Gartner’s “Future of Sales” research projected that by 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels. Covid didn’t create that trend, but it definitely stomped on the gas.
McKinsey later confirmed that hybrid-mixing digital, remote, and occasional in-person-was becoming the dominant B2B sales model, with more than 90% of organizations planning to sustain the changes made to support remote/hybrid selling.
For telemarketing, that means you’re no longer the only or even the primary touchpoint. You’re one channel in a ten‑channel buying journey-still powerful, but only if you integrate with everything else.
Regulations and risk moved to the foreground
While most of the headlines focused on health policy, there were important changes around telemarketing too. For example, New York’s 2019 Nuisance Call Act restricts certain unsolicited telemarketing calls during a declared state of emergency-like the Covid emergency the state declared in March 2020.
That’s one example, but the broader point is this: compliance went from “yeah, legal handles that” to a frontline concern. Telemarketing providers and in-house teams had to quickly tighten dialing rules, scrubber logic, and scripts to stay onside of TCPA, state DNC laws, and emergency restrictions.
If you’re evaluating telemarketing partners today, you want to know how they handled that period-because it tells you how they’ll handle the next regulatory shock.
Why Cold Calling Still Matters in a Digital-First, Post-Covid World
Let’s address the elephant in the room: with everyone living in their inbox and on Zoom, is cold calling still worth the pain?
Short answer: yes-if you do it right, and you don’t treat it as a lone wolf channel.
The numbers look ugly… but they don’t tell the whole story
Across recent benchmark studies, average cold call performance doesn’t exactly look inspiring:
- Multiple 2025 analyses peg the overall cold call success rate (dial to meeting) at around 2-3%.
- It now takes roughly 18 or more dials just to reach a single prospect in many outbound programs.
- Around 87% of Americans don’t answer calls from unknown numbers, and roughly 80% of cold calls go to voicemail.
On the surface, that sounds brutal.
But averages hide the interesting part: the gap between “average” and “dialed-in.” Top SDR teams that combine good data, smart timing, and personalization routinely hit 6-10%+ dial-to-meeting rates—3-5x the norm.
Buyers still take meetings from cold outreach
Despite lower connection rates and all the digital noise, buyers still respond to well-executed telemarketing:
- One aggregate of cold calling studies found 82% of buyers have accepted meetings after a series of cold calls.
- 6 out of 10 buyers say they prefer to be contacted by phone for high-value or complex solutions.
So while your reps might get beat up trying to get someone live, once they do, there’s still meaningful upside-especially for large deals where human trust is a big part of the decision.
The flip side: email and digital aren’t a magic bullet
Cold email has its own headwinds:
- Recent SDR benchmarks put cold email reply rates at around 5%, down from ~7% the prior year.
- Buyers are using more channels than ever-up to 10+ touchpoints in a single B2B purchase-which spreads their attention thin.
If you’re betting everything on email or LinkedIn automation because phone looks hard, you’re just shifting where the pain shows up. The teams winning in 2025 are the ones orchestrating phone, email, and social together, not declaring any single channel “dead.”
What Changed Inside Telemarketing & Cold Calling Services During Covid
Telemarketing vendors and SDR-as-a-service shops went through the same shock your internal team did-plus a few extra.
Here’s how the serious players adapted (and what you should expect from them now).
1. Fully remote SDR teams became the norm
Before Covid, plenty of call centers still ran big, centralized floors. When lockdowns hit, they had to spin up work-from-home models basically overnight.
The ones that figured it out invested in:
- Cloud-based dialers and CRMs with strong access controls
- Call recording and QA that worked for home-based reps
- Remote onboarding and coaching frameworks
- Secure handling of customer data outside a physical office
SalesHive is a good example: they built and scaled a fully remote SDR workforce across the U.S. and Philippines, supported by their own AI-enabled sales platform, rather than trying to drag an office-only model through a pandemic.
If a provider can’t articulate how they manage and coach distributed callers today, they’re playing a pre‑Covid game in a post‑Covid world.
2. Data quality went from “nice to have” to survival issue
When prospects left the office, bad data hurt twice as much:
- Office switchboards and desk lines became useless overnight.
- Many decision makers changed roles, companies, or geographies in 2020-2022.
Telemarketing programs that still relied on old, office-heavy lists saw connect rates fall off a cliff. Providers that prioritized direct dials, mobile numbers, and recent enrichment kept the phones ringing.
Today, with average connect rates in the 3-10% range for outbound calls, list quality is often the biggest lever you have.
3. Scripts and messaging shifted toward empathy and relevance
Covid made tone matter.
Early in the pandemic, buyers were understandably stressed-health concerns, layoffs, supply chain chaos. Telemarketers who plowed ahead with aggressive, ROI-only scripts sounded tone-deaf and got shut down fast.
The better programs adjusted by:
- Opening with genuine context and a lighter touch
- Asking how the prospect’s world had changed instead of delivering a monologue
- Shortening the distance between “hello” and a clear, low-friction next step (like a 20-minute exploratory call)
Even now, the style that worked during Covid still works: curious, relevant, and respectful of time beats “Thanks for taking my call, I’ll be brief” followed by a five-minute pitch.
4. Compliance and governance leveled up
Telemarketing providers had to react quickly to:
- State telemarketing restrictions tied to emergency declarations
- Heightened sensitivity around robocalls and spam traffic
- Ongoing TCPA enforcement and carrier-level call blocking
The mature ones responded by tightening:
- Dialer rules: time-of-day restrictions, state-based logic, and emergency awareness
- Consent tracking: clearer recording of opt-ins and opt-outs
- Script review: avoiding language that could blur lines between informational and sales calls in restricted jurisdictions
If your telemarketing shop shrugs and says, “We just leave compliance to you,” that’s a red flag. You’re the one who will eat the fines or reputation damage.
Best Practices for Telemarketing & Cold Calling in a Post-Covid World
Let’s get tactical. If you’re running telemarketing today-internally, outsourced, or hybrid-what should your playbook actually look like?
1. Start with a tighter ICP and cleaner data than you think you need
Post-Covid, spray-and-pray is dead. When it takes 18+ dials to reach someone, every number had better be worth calling.
Practical steps:
- Define your ICP ruthlessly. Use your CRM and win/loss data to map your best customers by industry, size, tech stack, trigger events, and buying group composition.
- Invest in quality data. Pay more for fewer, better records-direct dials, mobile numbers, and recent verification. Low-cost, bulk datasets are a false economy when connect rates are already under pressure.
- Clean continuously. Make list hygiene a weekly habit, not a quarterly project. Remove bounced emails, bad numbers, disqualified accounts, and closed-lost opportunities from active calling lists.
2. Make phone the centerpiece of a multi-channel sequence, not a one-off touch
The data is clear: most sales require at least five follow-ups, yet many reps stop after one call.
Design sequences that:
- Combine calls, emails, and LinkedIn touches over 15-20 business days.
- Use email and LinkedIn to warm up the name and brand, so when you call, you’re not a complete stranger.
- Treat voicemails as part of the narrative: short, specific, and followed by an email referencing the message.
Example (simplified) cadence for a new prospect:
- Day 1: Email #1 (short intro) + LinkedIn view
- Day 2: Call #1 + Voicemail + Email #2 (“Just left you a quick voicemail…”)
- Day 4: LinkedIn connection request with tailored note
- Day 5: Call #2 (different time of day)
- Day 8: Email #3 (case study or relevant insight)
- Day 10: Call #3 + Voicemail
- Day 14: LinkedIn message (if connected)
- Day 18: Final call and breakup email
This approach mirrors how buyers actually research: asynchronously and across channels. Your telemarketing becomes one thread in a cohesive story, not random noise.
3. Modernize your cold calling scripts for a hybrid world
Old-school scripts with long intros and feature dumps don’t cut it when prospects are hopping between Zoom calls.
Upgrade your approach by focusing on:
- Short, human intros. “Hey Sarah, this is Mike with Acme. I know I’m calling out of the blue-mind if I take 30 seconds to tell you why I reached out, and you can decide if we keep talking?”
- Context cues. Reference something specific: their role, a recent company initiative, a tech stack clue, or a common Covid/post-Covid challenge in their industry.
- One clear problem. Don’t pitch the whole product. Pick a narrow pain that your ICP actually feels.
- A low-friction next step. Aim for a 20-30 minute discovery call, not a full-blown demo, unless they volunteer.
Train SDRs to sound more like consultants than telemarketers: ask sharp questions, listen, and tailor the convo in real-time. Call recordings from your best reps become gold here-turn them into talk tracks and snippets for training.
4. Optimize for when and how you call
Hybrid work scrambled calling windows. The “never call during lunch” rules from 2015 don’t really apply when everyone’s calendar looks different.
A few principles:
- Test multiple time bands. Early (8-9 AM), mid-morning, early afternoon, and late afternoon (4-6 PM). Let data tell you where connects cluster for your ICP.
- Call more than once. It takes an average of 6 attempts to reach a prospect; don’t make up your mind after one missed call.
- Use local presence thoughtfully. Local caller IDs can help but can also feel spammy if abused. Pair them with clear voicemails and quick intros so you don’t come off as a robocall.
- Treat voicemails as micro-pitches. 20-30 seconds max, one specific hook, and a reference to the follow-up email.
5. Manage remote and outsourced SDRs like a team, not a black box
Whether your callers are internal, outsourced, or a blend, post-Covid success comes down to how you manage and coach.
Best practices:
- Weekly call reviews. Block 60-90 minutes every week to listen to real calls with your SDRs and (if you outsource) your provider’s strategist. Focus on openers, discovery, and how they ask for the meeting.
- Shared dashboards. Everyone should see the same numbers: connect rate, conversation rate, meetings booked, and pipeline created-cut by segment and campaign.
- Feedback loops into messaging. Frontline conversations should inform your marketing content, email templates, and sales enablement, not exist in a vacuum.
Providers like SalesHive bake this into their model: you meet regularly with a strategist and SDR lead, review performance and call snippets, and adjust targeting and messaging based on what the market is actually saying-not just what’s in your slide deck.
6. Watch the right metrics, not just activity
If you only measure dials, your telemarketing program will always look healthy-right up until you examine your pipeline.
Shift your reporting focus to:
- Connect rate: Live conversations / dials
- Conversation rate: Conversations / connects (are reps holding people?)
- Meeting rate: Qualified meetings / conversations
- Show rate: Held meetings / booked meetings
- Down-funnel impact: Opps and revenue sourced from telemarketing
Use these metrics to answer questions like:
- Do we have a data problem (low connect rate) or a messaging problem (low meeting rate)?
- Are some segments or personas performing better than others?
- Which scripts or openers correlate with higher meeting rates?
Telemarketing in 2025 is as much a data and experimentation game as it is a "smile and dial" game.
Build vs Buy: Using Telemarketing & Cold Calling Services
One of the biggest strategic questions Covid raised for B2B leaders was: Do we really want to build all this outbound infrastructure ourselves?
There’s no universal answer, but there are clear tradeoffs.
When to lean in-house
Keep or build an internal SDR/telemarketing team when:
- Your product is complex or highly technical and requires deep domain knowledge.
- You sell into narrow, high-ACV segments where every conversation has big stakes.
- You have strong sales leadership and enablement capacity to recruit, train, and coach.
An internal team gives you tighter control over messaging, culture, and integration with AEs-but it comes with hiring, ramp time, and fixed costs.
When it makes sense to outsource
Consider telemarketing and cold calling services when:
- You need to spin up outbound quickly (new market, new product, or post-Covid pipeline gap).
- Your core team is maxed out on warm leads, but you’re not filling the top of the funnel fast enough.
- You want to test new ICPs or geos without making permanent hires.
A good B2B telemarketing partner brings:
- Experienced SDRs who already know how to work in a remote, hybrid world
- Existing tech stack (dialers, CRM integrations, QA tools)
- Proven scripts and cadences across industries
- Bench strength to absorb attrition and scale up or down
SalesHive, for example, has booked over 100,000 meetings for 1,500+ B2B clients by running cold calling, email outreach, and list building as a managed service with US-based and Philippines-based teams. You get enterprise-grade telemarketing without having to build a call center from scratch.
How to make an outsourced telemarketing partnership actually work
If you decide to outsource, avoid the classic “send us a list and we’ll make calls” dynamic. Instead:
- Co-define success. Meetings? SQLs? Opps created? Be specific about what a “good” meeting looks like.
- Bring your best ICP and messaging. Don’t hand over junk lists and a 3-year-old pitch deck and expect miracles.
- Demand transparency. You should have access to call recordings, dashboards, and real-time campaign data.
- Iterate together. Treat your provider like an extension of your team-weekly strategy calls, script tweaks, and feedback loops.
When you do this right, outsourced telemarketing becomes a force multiplier for your in-house sales team, not a black box.
How This Applies to Your Sales Team
Every B2B org felt Covid’s impact a little differently, but the telemarketing lessons are remarkably consistent.
If you’re a startup or growth-stage SaaS company
You probably:
- Rely heavily on inbound and founder-led sales
- Have some ad-hoc outbound, but it’s inconsistent
Telemarketing and cold calling services can help you:
- Test and refine your ICP with real conversations
- Quickly fill the top of the funnel while founders focus on late-stage deals
- Build a repeatable outbound motion you can later bring in-house if you choose
Start narrow: one vertical, one persona, one clear problem you solve. Use outsourced SDRs to book meetings and learn the language of your buyers.
If you’re a mid-market company with an existing SDR team
You likely:
- Have SDRs buried under lead qualification and renewal outreach
- Want to expand into new segments without distracting your core team
Telemarketing partners can:
- Cover net-new segments (new industries, regions, or product lines)
- Backfill capacity when hiring is slow or attrition hits
- Provide testing ground for new scripts and cadences
Use them as a flex capacity layer while keeping strategic segments owned by your internal team.
If you’re an enterprise with complex deals and long cycles
You probably:
- Operate with big buying committees and long stakeholder maps
- Have AEs spending too much time on prospecting
Telemarketing and cold calling services can:
- Map and engage multi-threaded buying groups early
- Feed your account teams with warm, qualified entry points
- Run large-scale outbound programs into specific account tiers
Here, telemarketing is about pipeline coverage and expansion, not just net-new logos.
Across all of these scenarios, the Covid-era lessons remain the same:
- Telemarketing must be remote-ready and hybrid-aware.
- Phone sits inside an omnichannel system, not outside it.
- Data quality, compliance, and coaching are non-negotiable.
Conclusion + Next Steps
Telemarketing and cold calling went through the wringer during Covid.
We watched nearly 90% of B2B sales move to remote channels, buyers normalize digital-first research, and cold calling success rates sink into the low single digits for average teams. At the same time, we learned that buyers still take meetings from cold outreach, that human conversations still drive confidence in complex decisions, and that phone-done well-is far from dead.
The teams winning today aren’t asking, “Is telemarketing still worth it?” They’re asking:
- Are we calling the right people with clean data?
- Are our calls part of a coherent, multi-channel sequence?
- Are our scripts and SDRs tuned to a post-Covid buyer reality?
- Are we measuring conversations and meetings, not just dials?
- Should we build, buy, or blend our telemarketing capacity?
If your answers to those questions don’t feel great, you don’t have to fix it alone. Providers like SalesHive exist precisely because building modern, remote-ready telemarketing teams from scratch is expensive, slow, and distracting.
Whether you keep everything in-house, fully outsource, or land somewhere in between, the mandate is the same: telemarketing has to be smarter, more human, and more integrated than it was before Covid.
You don’t control the next disruption. You do control how prepared your outbound engine is when it hits.
Now’s the time to tighten your ICP, clean your data, modernize your cadences, and decide which parts of the telemarketing stack you want to own versus rent. Do that, and cold calling will keep doing what it’s always done for the teams that respect it: open doors your competitors can’t seem to unlock.
📊 Key Statistics
Expert Insights
Treat Covid as a Dress Rehearsal for Permanent Remote Selling
Covid forced nearly every B2B sales team into phone- and video-led selling at once. Keep those muscles. Assume buyers will stay hybrid and design telemarketing programs that work whether your prospects are in offices, at home, or somewhere in between. That means cloud dialers, remote SDR coaching, and sequences that flex around time zones and varied work patterns.
Phone Alone Isn't a Strategy—Cadence Is
With 80% of sales requiring multiple follow-ups, a single cold call is basically a coin toss. Build cadences that combine calls, emails, and LinkedIn touches over 2-4 weeks. Use the phone for high-impact moments-pattern interrupts, discovery, and objection handling-while email and social lay the groundwork and follow through.
Data Quality Became the Real Gatekeeper During Covid
Gatekeepers went home, but so did your prospects-and bad data got exposed fast. Invest in verified direct dials, role-based targeting, and refresh cycles so your telemarketing partner isn't burning dials on dead numbers. Clean, segmented lists will do more for your conversion rate than another clever opener ever will.
Empathy and Context Beat High-Pressure Scripts
During Covid, hard-sell scripts backfired quickly. That hasn't changed. Train SDRs to open with context about the prospect's world, ask sharp questions, and offer a realistic next step instead of bulldozing to a meeting. Human, grounded conversations consistently convert better than perfectly memorized monologues.
Outsourced Telemarketing Only Works If It Feels In-House
If your telemarketing provider sounds like a separate company, buyers notice-and trust erodes. Share messaging frameworks, ICP definitions, objection handling, and success stories so outsourced SDRs talk like your own team. Expect weekly reviews of calls, pipeline, and learning so you're co-owning the strategy, not just renting dials.
Common Mistakes to Avoid
Treating Covid as a temporary blip instead of a permanent shift in buyer behavior
If you're still planning around a full return to in-person, you're ignoring the reality that most B2B buyers now expect remote-first, digital-heavy sales motions.
Instead: Design telemarketing programs assuming remote and hybrid are the default: invest in remote coaching tools, integrate calls into digital cadences, and optimize for shorter, more frequent virtual touchpoints.
Running telemarketing as a standalone channel
Cold calls that aren't supported by email and LinkedIn feel random and intrusive, leading to low connect-to-meeting conversion and higher opt-outs.
Instead: Orchestrate multi-channel sequences where calls reference earlier emails or social touches, and follow-up emails reference the call-so every touch builds on the last instead of starting from zero.
Ignoring compliance and state-specific telemarketing rules that tightened during Covid
States like New York implemented restrictions on unsolicited telemarketing during declared emergencies; ignoring these can lead to fines and brand damage.
Instead: Work with legal and your telemarketing provider to maintain up-to-date DNC, time-of-day, and state-of-emergency rules in your dialer, and document calling policies in your playbook.
Judging telemarketing success by dials instead of conversations and meetings
High dial counts with poor connect rates and zero meetings just create burnout and a false sense of activity.
Instead: Shift your dashboard to track connect rate, conversation rate, meeting rate, and cost per meeting. Use these to optimize list quality, talk tracks, and call windows-not just push volume.
Outsourcing telemarketing without tight alignment on ICP and messaging
If your partner is calling the wrong titles or using generic scripts, you'll blame the channel when the real issue is misalignment.
Instead: Co-create ICP profiles, qualification criteria, and core messaging. Listen to recorded calls together weekly and adjust targeting and scripts based on what the market is actually saying.
Action Items
Audit your current telemarketing metrics beyond dial volume
Pull 90 days of data and calculate connect rate, conversation rate, dial-to-meeting rate, and cost per meeting. Use this as your baseline to justify changes to data providers, cadences, or partners.
Rebuild your outbound cadences with phone as a featured, not only, channel
Create 15-20 touch sequences that blend calls, emails, and LinkedIn over 2-4 weeks. Make sure each call either follows or precedes an email so prospects recognize your name and company.
Tighten your ICP and refresh your calling lists post-Covid
Work with marketing and customer success to identify your best-fit accounts and personas today, then cleanse and enrich your lists to prioritize those segments for telemarketing campaigns.
Implement weekly call coaching for remote or outsourced SDRs
Block 60-90 minutes a week to review recorded calls, focusing on openers, discovery questions, and objection handling. Turn winning moments into scripts and talk tracks your whole team can use.
Align legal, ops, and your telemarketing provider on compliance
Document calling windows, consent requirements, state emergency rules, and DNC handling. Make sure your dialer and any outsourced partner enforce these automatically and log proof.
Pilot an outsourced cold calling program alongside your internal SDRs
Start with a narrow ICP, clear meeting definitions, and a 90-day trial with a provider like SalesHive. Compare performance, capacity, and cost per meeting to decide how to blend in-house and outsourced coverage.
Partner with SalesHive
On the telemarketing side, SalesHive runs both US-based and Philippines-based SDR teams that are fully remote-ready, trained on modern cold calling frameworks, and equipped with cloud dialers, conversation tracking, and robust QA. Their callers don’t just read scripts; they follow structured talk tracks tuned by industry, persona, and deal size, then feed learnings back into messaging weekly. On the email front, SalesHive’s eMod AI platform turns proven templates into personalized messages at scale, using public data to triple reply rates without burning your domain.
Because there are no annual contracts and onboarding is risk-free, you can pilot a cold calling or multi-channel outbound program without betting the farm. SalesHive handles list building, compliance-safe dialing, cold email, and appointment setting, then drops meetings directly onto your reps’ calendars. Your internal team stays focused on discovery, demos, and closing, while SalesHive keeps the phones ringing-even when the market, work patterns, or regulations shift again.
❓ Frequently Asked Questions
Did Covid make telemarketing and cold calling less effective, or just different?
Covid didn't kill telemarketing; it changed the context. During the pandemic, 70-80% of B2B decision makers shifted preference toward remote and digital interactions, and nearly 90% of sales went remote via phone, video, and web. That meant buyers were flooded with more outreach across more channels. Telemarketing teams that adapted with better data, empathetic messaging, and multi-channel support kept booking meetings. Those that tried to brute-force old scripts into a new environment saw declining connect and conversion rates.
How did buyer expectations for phone outreach change during Covid?
Buyers became more comfortable doing significant parts of their buying journey remotely, but less tolerant of low-value interruptions. Research from McKinsey and Gartner shows buyers now expect a digital-first, seller-assisted experience-meaning reps must add clarity and confidence, not generic pitches. For telemarketing, that translates into highly relevant calls, clear agendas, and a fast path to value. Tone and empathy also matter more; Covid-era calls that ignored the prospect's reality were shut down quickly, and that sensitivity still applies.
Are cold calls still worth it when email and digital channels have exploded?
Yes-if you treat calls as part of a system instead of a standalone tactic. While average cold call success rates sit around 2-3%, studies show that 82% of buyers have accepted meetings after a series of cold calls, and many still prefer phone for complex, high-value decisions. Meanwhile, email reply rates have fallen into the low single digits for many teams. Used together, email warms the conversation and the phone creates real-time engagement and qualification, giving you more at-bats with decision makers than digital alone.
What compliance issues around telemarketing surfaced during Covid?
Several U.S. states tightened rules on unsolicited sales calls during declared emergencies. For example, New York's Nuisance Call Act restricts certain unsolicited telemarketing during a state of emergency, on top of existing TCPA and state-level DNC rules. Many companies had to quickly update dialer logic, scrub lists more aggressively, and tighten script language to avoid being classified as prohibited sales calls. That playbook-treating compliance as a living part of your telemarketing strategy-remains critical as regulations continue to evolve.
How should we adjust telemarketing cadences for a hybrid, post-Covid workforce?
Assume your prospects are splitting time between home and office, juggling more meetings, and living in their inboxes. Build cadences that test multiple time windows (early morning, lunch, late afternoon), and always pair calls with emails and calendar invites. Don't rely on a single voicemail; expect that it takes 6+ touches to get a live conversation. Use your CRM and dialer data to see when connects actually happen and continuously refine your call times and sequences instead of treating them as static.
When does it make sense to outsource telemarketing versus keeping it in-house?
Outsourcing makes the most sense when you need to scale outbound fast, test new markets, or don't have the internal infrastructure to hire, train, and manage SDRs at scale. Specialized partners bring battle-tested scripts, AI-enabled tools, and a deep bench of callers who already know how to work in a remote, post-Covid environment. In-house SDRs are usually best for complex, high-ACV deals where tight product and culture alignment are critical. Many teams blend both-using outsourced telemarketing for volume and coverage while internal reps focus on late-stage discovery and closing.
What should we look for in a telemarketing and cold calling service after Covid?
Look for a provider with a strong track record running remote SDR teams, multi-channel capabilities (phone + email + LinkedIn), and proven outcomes like meetings booked and pipeline generated. Ask how they handled Covid-era disruptions: Did they move to cloud dialers? How do they manage list quality and compliance across states and countries? You also want transparent reporting, call recordings for QA, and flexible contracts so you can scale up or down without being locked into a long-term commitment.
How do we keep remote or outsourced SDRs motivated when connect rates are low?
Acknowledge that modern connect rates can be in the low single digits and design your management approach accordingly. Set realistic activity and outcome goals, and focus coaching on conversations and meetings, not just dials. Use call recordings to celebrate real wins-a great opener, a clever objection handle-even if it didn't end in a meeting. Give SDRs visibility into closed-won deals from their meetings so they see the impact of their work, and consider spiffs for milestones like qualified conversations, not just meetings booked.