What's your data-driven approach to cold calling?

I often see companies hire someone to start outbound calling but it goes wrong because they aren’t given KPI’s (Key Performance Indicators) to work towards. The simplest ones to start with are calls made, contacts made and appointments/leads per hour. These will give you an indication of their effort application and success. A good a CPH (Calls Per Hour) target would be no less than 15 calls per hour. This is achievable even when researching and sending emails. Contacts per hour and appointments/leads per hour depend heavily on your industry but in my experience, 1 contact per hour and 1 appointment every 10 hours worked is pretty universal.

KPIs are the compass for refining cold calls, and the unsung hero is the conversion rate, particularly for SDRs. While securing meetings is easy, winning over "yes" from prospects demands Sherlock-level investigation and ninja skills. It's more than meeting badges; it's a treasure hunt during cold calls. This intel isn't just for show; it's the magic wand turning your demo into a sale. As an SDR, your conversion rate is applause for calling finesse. It's not just about sealing meetings; it's about making prospects nod, smile, and say, "Count me in!"

Creating a flow chart for a pitch is something I've tested recently with some newer members of a client project, not everyone can read from a script and make it flow naturally. Having a flow chart helps guide the conversation to the correct points and helps callers transition from questioning to close a lot more smoothly

Analyze your results! Most importantly when your digging into the data figure out what times got you the best results (the most conversations, the most meetings) 🤓 If you figure out the best times to call during the day and throughout the week you will not only book more meetings, but you will utilize your time much more effectively as well.