B2B Cold Calling Study Finds It’s Not So ColdMay 16, 2006
Go-to-Market Strategies sent out in a recent newsletter a couple results from their internal B2B cold calling study. I found them interesting and more positive than I would have expected.
- They dialed, on average about 15-18 prospects in an hour
- They connected with a person about 20-30 percent of the time
- They converted 20 percent of the calls – Where conversion is defined as objective of the call being reached (qualification established, product demo scheduled, information requested, etc.)
That makes cold calling look pretty good. I know this blog is primarily about marketing, but I’m on the phone quite a bit and these numbers indicate I could probably do even better if I keep focused. Maybe you could too?