How many cold calls should a top notch sales person make in a day ...

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1. It depends on: “Who you’re calling – C-level execs with gatekeepers, senior/mid-level manager, or individuals.” Why you’re calling – “Dialing for dollars” vs.”calling to establish a business relationship”

   In Daily dialing capacity

2. Who you’re calling – C-level execs with gatekeepers, senior/mid-level manager, or individuals. “Why you’re calling – “Dialing for dollars” vs.”calling to establish a business relationship”” If you are “dialing for dollars,” I’d consider that telemarketing, not cold calling.

   In Daily dialing capacity

3. If you are “dialing for dollars,” I’d consider that telemarketing, not cold calling. “The examples below assume that you are calling to establish a relationship and rapport, with the objective to initiate a longer term sales process that might take weeks, months, or even years to close.” Three (3) examples from personal experience:

   In Daily dialing capacity

4. Three (3) examples from personal experience: “Software Products: Higher Education Market” Call Target: University professors

   In Daily dialing capacity

5. Software Products: Higher Education Market “Call Target: University professors” # Calls: 15-25/day

   In Daily dialing capacity

6. Call Target: University professors “# Calls: 15-25/day” Call Objective: Establish relationship, set up product demo call for the next week.

   In Daily dialing capacity

7. Call Objective: Establish relationship, set up product demo call for the next week. “Process: Most targets have LinkedIn profiles. 15 minutes per call researching their background and their fund, then preparing questions and an effective voicemail script.” Generally the same outcome is sought as the first example – generate interest and then set up a more substantive call for a few days to look at sample data and research together.

   In Account research timeboxing

8. Call Objective: Establish relationship, set up product demo call for the next week. “I then knew teaching styles and assignments from the syllabi and their research interest, making it easy to develop a questioning strategy for the cold call.” Call preparation for each call took about 15 minutes to read the online info available and write out a call guide – questions I planned to ask and how I expected to lead the conversation.  Separately, there was the voicemail script should I receive a voicemail – common in academia. But when you get them on the phone, they can be a chatty bunch.

   In Contact research

9. Call Target: C-level executives, Managing Directors, Traders, Fund Managers “# Calls: 20-25/day” Call Objective: Establish relationship, set up product demo call for the next week.

   In Outbound activity targets

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