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  • Cold Call Guide

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    Dan Barliba
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    1. An AI analysis of over 90,000 outbound cold calls found certain phrases and approaches led to higher success rates. Saying "How have you been?" led to a 10.01% success rate, much higher than the 1.5% baseline. 2. Starting with "The reason for my call is..." increased the success rate by 2.1x, as it provides a reason upfront. 3. The analysis found that longer monologues from the salesperson to sell the value of a meeting, rather than immediate discovery questions, was more successful in booking meetings from cold calls.

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    Cold Call Guide

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    1. An AI analysis of over 90,000 outbound cold calls found certain phrases and approaches led to higher success rates. Saying "How have you been?" led to a 10.01% success rate, much higher than the 1.5% baseline. 2. Starting with "The reason for my call is..." increased the success rate by 2.1x, as it provides a reason upfront. 3. The analysis found that longer monologues from the salesperson to sell the value of a meeting, rather than immediate discovery questions, was more successful in booking meetings from cold calls.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as pdf or txt
    21 views1 page

    Cold Call Guide

    Uploaded by

    Dan Barliba
    1. An AI analysis of over 90,000 outbound cold calls found certain phrases and approaches led to higher success rates. Saying "How have you been?" led to a 10.01% success rate, much higher than the 1.5% baseline. 2. Starting with "The reason for my call is..." increased the success rate by 2.1x, as it provides a reason upfront. 3. The analysis found that longer monologues from the salesperson to sell the value of a meeting, rather than immediate discovery questions, was more successful in booking meetings from cold calls.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as pdf or txt
    of 1

    We analyzed 90,380

    outbound, connected
    cold calls with AI and
    uncovered the
    following patterns
    and trends.

    1. “How have you been?”


    Success Rate (Booked a Meeting) Cold calls that opened with this question
    0 4 8 12

    boasted a 10.01% success rate compared


    Using the Phrase
    6.6x
    to the 1.5% baseline.
    Baseline

    2. “The reason for my call is...”


    Success Rate (Booked a Meeting)
    Beginning with a proactive reason for your
    0 2 4 6
    call increases your success rate by 2.1X.
    Using the Phrase
    Marketing 2.1x Humans crave reasons, so give them one!
    Influenced

    Baseline

    3. Sell the Meeting


    Salesperson Monologue Monologue Monologue Monologue

    Prospect
    Don't be afraid to go on a longer monologue than normal. Sell the meeting, don't do discovery.

    4. Educate, Don't Interrogate


    Successful Cold Calls Because you need to educate and inform
    Talk 55% 45% Listen the buyer straight out of the gate, top
    Unsuccessful Cold Calls reps “own” more of the conversation.
    Talk 42% 58% Listen

    5. The Longer the Call, the Better


    Every sentence you utter on a cold call
    Duration of Cold Call (Minutes)
    0 2 4 6 should serve one purpose: To get the
    Cold Calls
    With Followup Marketing 5:50
    listener to listen to your next sentence.
    Influenced
    Choose your words carefully.
    Cold Calls
    With No Followup

    Check out more research and insights at:


    gong.io/blog

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