If utilized correctly, cold calling can be one of the most powerful tools to acquire new prospects in the B2B sales arena.
- 69% of buyers still accept cold calls.
- 82% of buyers accept meetings when salespeople reach out to them.
- A DiscoverOrg study found that 75% of prospects in some industries have attended an event or scheduled a meeting based on cold email or call.
- 71% of prospects say they want to hear from salespeople when they are looking for ideas to drive strong business results.
So, how can you uplift your Sales Development Representatives (SDRs) results with more effective cold calling?
Firstly, you need to ensure your sales team has a cold calling strategy in place. This strategy should define your team’s objectives as well as include best practices for them to abide by such as tone of voice and follow-up time — both of which play a vital role in the success of cold calls.
It’s also important to understand that buying behaviors have changed and that this has complicated the traditional sales funnel. During the buying process prospects have the ability to conduct their own research through digital touchpoints and when it comes to making the decision, there can be multiple stakeholders involved with the focus being placed on ROI.
Capitalize on more opportunities with website visitor automation
However, irrespective of the shift towards digital, the average conversion rate is 1.88% in the UK and 1.96% in the USA. This means that more than 98% of website visitors don’t take action. This is where the opportunity lies.
By using website visitor automation such as Web Insights, you can effortlessly capitalize on these opportunities and turn cold leads into hot ones. Our technology instantly recognizes website visitors and automatically routes them to the relevant person within your business — all in real-time.
This will allow your reps to have more time to devote to core sales activities and deliver the right message to the right person at the right time, dramatically increasing your cold calling response rates.