Are you less than thrilled with your B2B cold calling success rates?

Even the most experienced B2B sales professionals aren’t thrilled with the idea of picking up the phone and calling a new business prospect.

Yet, cold calling is still an essential part of selling. In fact, 78% of decision-makers polled have taken an appointment or attended an event that came from a cold call (source).

Improve your B2B cold calling success rates!

Analyze your data.

Without accurate contact information, it’s impossible to reach your qualified prospects and key decision-makers at your target organizations. If you find yourself regularly calling wrong numbers, take a look at your data and, if necessary, work with a market intelligence tool to improve its quality.

This will help your sales team make cold calls with confidence and save a tremendous amount of time prospecting – ultimately resulting in a greater B2B cold calling success rate.

Do your homework.

42% of sales reps feel like they don’t have the right information before making a sales call (source). Yet, in the age of information, there is no excuse for a sales rep to go into a conversation completely blind.

Use search engines, social media sites, and B2B data providers to do your research. Gather the name of the person you’re calling, their job title, the company they work for, and any recent industry news. Often times you’ll also find information about the person’s employment and academic history, professional certifications, web references, and more.

Using this information, you can piece together a fairly accurate idea of a prospect’s needs and pain points. As a result, this makes your first conversation that much smoother.

Call with purpose.

The biggest mistake a sales rep can make is to jump into a sales pitch too soon. Remember, the ultimate goal of a first call is to assess a prospect’s need and familiarize them with your products.

We advise against reciting everything you know about your product. Instead, highlight one specific service or feature that your prospect will be most interested in. If you get too “salesy” or try to communicate too much at once, buyers will be put off.

It’s no secret that most people don’t enjoy making or receiving cold calls. Fortunately, there are sales techniques to make them more comfortable, helpful, and successful. Looking for more ways to warm up your cold calls? Contact ZoomInfo today to learn more about our contact database!

About the author

Breda Hurley

Breda Hurley is Director of Customer Marketing at ZoomInfo, the leading B2B contact database and sales intelligence solution.

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