Sales calls are nerve racking by nature, and even the most seasoned salesperson can run into their share of hitches on the phone. That being said, calling prospects is still one of the more effective roads for sales reps to take — and it doesn't look like that's going to change anytime soon.
So, it falls on reps to take the time to understand and master the art of the sales call. To help you get there, we've compiled a list of statistics that speak to the value and nature of the method — along with some strategic insight to help you through the process. Let's take a look.
Sales Call Stats
1. 82% of buyers accept meetings with sellers who proactively reach out. (RAIN Group)
This statistic shows that you can't be reluctant to make the first move and demonstrate the confidence and initiative to start a relationship with a prospect off on the right foot.
2. 71% of buyers want to hear from sellers early in the buying process. (RAIN Group)
In a similar vein to the point above, this statistic shows that you need to be proactive and willing to engage prospects early.
3. 53% of B2B sales professionals give up too easily when cold calling. (ValueSelling Associates, Inc.)
Cold calls are naturally awkward and can be demoralizing — the key here is to separate doubt and insecurity from the process and remain persistent.
4. 48% of salespeople are afraid to pick up the phone and make cold calls. (ValueSelling Associates, Inc.)
As I just mentioned, cold calls are pretty much the worst. But they're a necessary evil — muster the courage to hit the phone without reservation and stick it out once you're on the line.
5. 57% of C-level buyers prefer to be contacted via phone. (Crunchbase)
I just touched on it, but it's worth mentioning again — sales calling, uncomfortable as it might be, is still extremely relevant and necessary. So you need to practice, keep your chin up, and get comfortable with the process.
6. The typical buying group for a complex B2B solution involves six to 10 decision-makers. (Gartner)
Your sales calling often won't stop with a single call to a single representative. There's a good chance you'll be talking to different decision-makers with their own specific interests and preferences. Be mindful of that and willing to adapt.
7. 69% of buyers have accepted cold calls from new providers (Crunchbase)
Once again, cold calls have been around forever and are here to stay for the foreseeable future — remain willing to learn and engage in the practice.
8. 60% of salespeople struggle with lack of organization and consistency with outreach efforts. (ValueSelling Associates, Inc.)
It can be tough to compose yourself and get elements of sales calls like messaging in line. Take a step back and stay on top of your outreach efforts as best you can.
9. Organizations that don’t cold call experienced 42% less growth than those who used the tactic. (Crunchbase)
Here's another statistic that speaks to exactly how valuable cold calling can be for a sales org.
10. 42% of salespeople struggle with finding and accessing the right decision maker when conducting outreach. (ValueSelling Associates, Inc.)
This side of sales calls can be tricky, but remedying this issue starts with conducting thorough research on who you're supposed to be calling and remaining persistent in trying to access the right people.
11. Once you’re talking to a decision-maker, six is the ideal number of calls to win a sale. (Crunchbase)
Patience, persistence, and finesse — six can seem like a lot of calls and a lot of those conversations can feel like walking a tightrope. The best things you can do for yourself here are remain confident, stay well-informed, build solid rapport, and have faith in yourself and your offering.
12. Wednesday is the best day of the week to make a cold call. (Crunchbase)
This one is pretty self-explanatory — certain days work better than others. Think about scheduling calls around that trend.
13. The best time to call prospects is between 4 and 5 PM. (Crunchbase)
Similar to the point above — let this one inform how you schedule your calls.
14. The worst time and day to make a call is Friday afternoon. (Crunchbase)
Again, refer to the points above.
Sales calls can be every bit as tough as they are essential. They can be hard on all parties involved, but as research indicates, they're often central to a sales org's growth and success. If you approach your calls with patience, persistence, and composure, you should be in an excellent position to get the most out of them.
Originally published Jun 28, 2021 7:00:00 AM, updated July 12 2021