Pro tip: Keep your sales team motivated to make their calls by gamifying your sales operation. But you can conquer this fear little by little and build your confidence by researching your prospect ahead of time, using cold calling scripts, and constant practice with the help of mock-up calls. Regardless of the cause, this fear could inhibit your effectiveness and productivity. Takeaway: The fear of making cold calls may arise from different reasons, including the risk of failure and sounding annoying to the prospect. Almost half (48%) of business-to-business (B2B) sales reps are afraid to make cold calls. Make sure it’s realistically attainable yet high enough to produce results. Remember this as you set sales quotas on minimum calls per day for your sales team. This does not include time doing other tasks, breaks, or being distracted by peers-it is the actual dialing, calling, and conversing. Takeaway: The time it takes to schedule one appointment is roughly 4.5 hours per week. It takes an average of 1.5 hours of cold calling daily for five days to win one appointment. Speaking on behalf of the business rather than communicating in terms of “I” appears to give more credibility to the business’ brand and creates more opportunities. Takeaway: An interesting finding from this research involves how a sales rep using the word “we” in association with the organization they represent impacts calling success. Successful sales reps use the word ‘we’ 65% more times. By immediately mentioning who you are, where you’re calling from, and why you’re calling, prospects become more open to hearing what you have to say and moving on to the next sales pipeline stage. During this phase, one of the driving success factors is your promptness in stating your reason for calling. Takeaway: If you utilize some of the previous stats on when to make cold calls and manage to get an answer, you’re now ready to deliver your opening line. Stating your reason for calling in your opening line increases success rates by 2.1x. While you only have around a 35% to 40% chance of getting an answer on the first attempt, that number continuously increases when you retry up until the sixth attempt, where the conversion rate increases by up to 70%. This stat shows how important persistence is when attempting to connect with someone. Takeaway: Much of your time placing cold calls will be spent leaving a voicemail due to a non-answer. Six cold calling attempts is the optimal number to have the best chance of connecting with a lead. These outbound call statistics show how the small details that go into this sales activity often lead to a better connection and cold calling success rate. Placing a cold call has two objectives: first, to make contact with a lead, and second, to move that lead forward in the sales process. (Source: Revenue.io) Driving Factors to Success of Cold Call Statistics It is not advisable to call prospects outside of their working hours and during their personal time when they are spending time eating out or taking a break. The peak connection time is around 9 a.m., steadily fluctuating every hour throughout the day and going down significantly from 4 p.m. Takeaway: As every sales territory’s working hours vary, it is best to make prospecting calls whenever your target is picking up the phone. The worst time to make prospecting calls is around 1 p.m. Based on this data, sales teams ought to schedule cold calls with top targets from 3 pm to 6 pm in their own time zone. The peak engagement happens between 4 pm and 5 pm, followed by 3 pm to 4 pm, then 5 pm to 6 pm. Takeaway: Decision-makers tend to engage more with sellers in the late afternoon. The best time to call decision-makers is between 3 p.m. Scheduling a task or activity on Pipedrive (Source: Pipedrive) slot still produces significantly better results than that early afternoon time frame. time slots are the two best hours to place calls based on success in connecting with a prospect on the first attempt. Takeaway: If you’re trying to carve out an hour a day to make a good portion of your calls, this stat tells you everything you need to know. to 5 p.m., 71% more effective than 11 a.m. The optimal cold calling time range is from 4 p.m. More time spent talking to the prospect means they are engaged with what a rep is saying and potentially interested in learning more. This is in contrast to non-effective reps who spend closer to three minutes and 36 seconds. Sales reps with a solid average cold call conversion rate tend to spend an average of five minutes and 50 seconds on the phone. Takeaway: One of the biggest driving factors for cold call success rate is the time spent on the phone. Successful cold calls, on average, last 2:36 minutes longer than unsuccessful ones. Freshsales built-in cloud telephony (Source: Freshsales)
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