Simple Sales Tracking Blog

Does Cold-Calling Still Work?

In my last article I ranked cold calling at the bottom of the list as far as prospecting activities were concerned.
This caused a number of comments which I felt needed to be addressed.
I define a cold call as “calling on someone who doesn’t know you and is not expecting your call or visit.”
Now most experienced salespeople will have their cold calling story of the “big one” they got as a result of cold calling a prospect.  However for every one of those there are 100’s of prospects they burnt along the way as a result of a cold call.
Ask these same successful salespeople if they still cold call and the answer is always no as their business now comes from referrals.  But everyone has to cold call to get started I hear some of you saying.
The answer is that if you don’t have any other prospecting systems, then yes, you will have to cold call when starting out.  The plan then is to have your prospecting plan organised to get enough referrals to fill your diaries.
The punishment for not achieving this is cold calling and if you must do this then only ever cold call “C & D” type prospects  – that way if you burn them you haven’t wasted a major opportunity.
I was reading an article recently by Frank Rumbauskas the author of “Never Cold Call Again” and he mentioned some research by the Keller Research Centre at Baylor University in Texas.   The study was based on a group of 50 experienced and qualified salespeople who made a total of 6,264 phone-based cold calls over a two week period.  And the results were far worse than even he would have expected.  “Dismal” would be a compliment says Frank.

Here’s how it turned out:
72% of the calls were outright rejections.  People saying “no way,” hang-ups and so on
28% of the calls were labelled as “productive”.  These were people who didn’t hang up right away showed some interest, gave a referral, asked to be called at a later time and so on.

But what was most interesting is that the majority of the two week study period was spent working on and following up with this 28% of the list.  The time that went into it was extraordinary and very eye-opening when you see the final results.
That 28% – totalling 1,774 calls, resulted in 19 – yes, that’s NINETEEN  appointments.  Out of a total of 6,264 cold calls made!
The success rate of cold calls to appointments is 0.3% (based on the average closing rate of 20%, that would equate to just under 4 sales, from 6,264 cold calls)
Now that you have heard the horrific numbers experienced during the study, here is the conclusion drawn from it.

Experienced salespeople can expect to spend 7.5 hours of cold calling to get ONE qualified appointment.   That’s an appointment – NOT a sale!  Cold-calling is a numbers game – A BIG numbers game – and one we are bound to loose.

My suggestion is to follow a structured prospecting plan which will lead to the right number of referred leads and sales.

My next article will focus on how to achieve this.

Quote of the Month:
“At the age of three, we all possessed three important skills to make the sale:
Persistence, creativity, and the ability to ask one question after another”
Dirk Zeller

Brett Burgess is a Sales Trainer and Programme Developer for Sales Impact Group.

Filed under: Sales Techniques and Strategy, ,

How to track your sales pipeline and why it’s important

sales pipeline funnel exampleYour sales pipeline (or sales funnel) is an important part of your sales process, and when used will lead to closing more sales.

In its simplest form, a sales pipeline can be represented in 3 major stages, starting with Leads, then following on to Opportunities and finally to Accounts. For most of you reading this, you’ll already be familiar with the concept and likely be employing it in your selling activities.  For a more detailed explanation of each of the stages, take a look at a post we wrote a while back where we explain how the 3 step pipeline fits into Simple Sales Tracking.

A primary reason for tracking your sales pipeline is for projections, which include future/prospective:

– Cash flow / Earnings

– Demand for products and services

– Customer growth

– Scalability

If you consistently convert the same percentage of Leads into Opportunities, then into Accounts, over time you’ll be able to more accurately trend your projections and uncover your closing rates individually and for your group or company.

With you increased insight, you can begin to measure and test various approaches to your sales activities, rather than ‘taking shots in the dark’, you’ll begin to carefully measure the effect of each one.

Importantly, you’ll also begin to see where your customers are falling through the cracks and learn where more follow ups are needed and when.

Filed under: Sales Techniques and Strategy, , , , , , , ,

New text editor released

Yesterday, we published the latest release of Simple Sales Tracking, which includes a new text editor.

With better support for newer browsers and mobile – we think you’ll be pleased with the latest.  The controls are very similar to the old editor, so you should feel comfortably right at home.

 

 

new-rich-text-editor

The editor is used on all Sales detail pages, along with Contacts, Tasks and the My Resources page.

Filed under: New Features, , ,

About

Simple Sales Tracking is web-based sales CRM software for the tracking, analysis and forecasting of individual and team sales pipeline and contacts.

Built with simplicity at its core, focus is kept on key sales tasks, while eliminating unnecessary ones, helping to ensure buy-in of the entire sales team.
Go to SimpleSalesTracking.com

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