1. It takes 12.73 dials to connect when calling a list of prospects with direct phone numbers, and 18.83 dials when calling switchboard numbers
Connecting to a prospect while dialing using switchboard numbers takes 67% more dials than dialing using direct numbers. Direct dialing will also help you increase your conversion rates, as you can circumvent the gatekeepers and reach the decision-makers directly.
2. C-level and VP buyers across industries prefer the phone even more (57%) versus directors (51%) and managers (47%)
This data refutes claims by the naysayers that C-level executives do not prefer cold calling, as more than half of them are willing to answer cold calls. While reaching out to these top decision-makers, research by checking their websites, LinkedIn posts, and press coverage to confirm whether cold calling could be a suitable outreach method. Cold calling company for windows and doors replacement This research will also help you in making a good first impression.
3. B2B sales representatives spend less than an hour each day (55 minutes) speaking to prospects
B2B cold calling statistics state making 35 calls per day on average — which is less than the benchmark of 60 calls per day — takes around 55 minutes for the sales reps surveyed in this study.
4. 94% of consumers think unidentified calls might be fraudulent
This finding is a reality check for salespeople as it impacts the sales volume, sales velocity, and productivity of businesses. So, ensure that you mention the reason for the call while calling your prospects.
5. 70% of sellers connect with buyers and generate meetings using the phone
Once again, this demonstrates how cold calling technique remains indispensable in today’s sales process.
6. 38% of sellers connect with buyers through voicemails, but only 21% of buyers prefer to be contacted through voicemails
As per this analysis, 17% of buyers who don’t prefer voicemails, receive voicemails from sales representatives. In such cases, having a well-prepared sales voicemail script for your prospecting calls will help you book more meetings.
7. Each sales rep leaves 70 voicemails per day on average and spends 25 hours every month on voicemails
This means a sales team of 50 sales reps might spend 1,250 hours per month just leaving voicemails. To save time, automate this process by using cold calling software to leave personalized and pre-recorded voicemails with one click and revise the voicemail script once or twice a month as needed.
8. The estimated conversion rate for cold calls is around 6.3%
While this seems to be quite low, click-through rates for cold emails hover around 0.5%. Also, cold calls are better when it comes to building rapport with the prospects and identifying their needs/problems – which fares better if you’re focusing on a personal selling strategy.
Related: Here are the 25+ cold calling scripts to effectively handle different selling situations!
9. Salespeople responding to leads within the first 5 minutes see a 100x increase in contact rates
This data illustrates how crucial a quick follow-up is. By optimizing response times using tools like auto-dialers and lead capturing software, your chances of closing deals with the existing leads will improve.
10. Ask between 11 to 14 targeted questions to prospects during a discovery call
This analysis has found that asking more than 14 questions has a diminishing rate of return and asking fewer than 11 questions might not allow you to cover enough ground and get all the required information during the discovery call.
11. Focus only on 3 to 4 customer problems during the discovery call
The targeted questions must focus only on 3 or 4 problems as looking at more than 4 problems might spread your prospect’s focus too thin.
12. Unlike cold calls, salespeople talk a little less – only 46% of the call duration – than prospects (54%) in a discovery call
The talk-to-listen ratio becomes inverted during discovery calls as this data shows — top-performing sales reps listen more than talk during the discovery call.
13. A prospect is 12% more likely to show up for a 30-minute meeting than a 60-minute one
This shows that you need to keep their product demos svelte and without any fluff to hold the prospect’s attention.
Top cold calling statistics for running successful demo calls
14. Prospect’s interest dips after 9 minutes during a demo call
Data in this study shows that the prospect’s interest dips roughly after the nine-minute mark and unsuccessful deals had presentations that lasted 11.4 minutes on average. So, you can divide the call duration into segments that each last 9 minutes or less. After each segment, you can switch things up like a new speaker or a display to regain the prospect’s attention.
15. While 80% of sales require 5 follow-up calls after a meeting, 44% of sales reps give up after the first follow-up call
This analysis also says that only 8% of salespeople make the fifth follow-up call. Best lead generation company for home improvement company If this 80% of prospects have said “no” four times before saying “yes” the fifth time, perhaps 8% of salespeople are getting 80% of the sales! So, be tenacious and ensure relentless follow-ups.
Benchmark statistics for handling objections
16. Top-performing salespeople pause 5 times more than average reps after listening to objections
Unsuccessful reps might feel agitated after receiving objections and tend to interrupt customers during the call. Keep your cool while handling objections, always.
17. 54.3% of top-performing salespeople follow up with questions after listening to objections
By asking questions, salespeople can clarify the prospect’s objections raised during the call to provide them with the right solution. You can use methods like the mirroring tactic, where you repeat the last few words of your buyer’s sentence and frame it as a question to get them to elaborate on the objection.