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No Shows are the bane of existence for an outbound sales team.

Cold calling success or failure is determined by two simple metrics.

Do you ever have a prospect stop you at the beginning of a cold call by saying “sorry who are you and where are you calling from”

A lot of SaaS solutions are sold to company leadership. But they’re actually used by and have the biggest direct impact on people lower down in the organization.

There’s a recent wave in sales development and it’s called revenue intelligence. Companies in this space provide technology that analyzes conversations between reps and prospects. The idea behind this is to uncover coaching opportunities, identify the likelihood of a deal closing and discover insights into what your best reps do that leads to the results they achieve.

Here’s a scenario.

At Sales Science we’ve set over 3000 meetings over the phone in the past 12 months. Not MQLs that we’ve spoken to over the phone to book a meeting - but actual cold calls. Build a list, write a script and call the prospects.

In the first article in this series we looked at the best way to open cold calls. You can catch that here if you haven't seen it.

We’re onto the third stage of the world’s best cold calling framework.