January 20, 2025 • 20 mins
In this episode, Brandon and Caleb break down 15 eye-opening sales statistics that can revolutionize your sales game and help you close more deals. Every insight and stat is backed by real research from authorities in the sales space.
From mastering follow-ups to leveraging the perfect cold-calling techniques, there’s something here to challenge every sales pro and take them to the next level.
FREE MARKETING AUDIT: MavenMarketingAudit.com
Our Website: https://frankandmaven.com/
Instagram: https://www.instagram.com/frankandmavenmarketing/
TikTok: https://www.tiktok.com/@frankandmaven
Twitter: https://twitter.com/frankandmaven
LinkedIn: https://www.linkedin.com/company/frank-and-maven/
Host: Brandon Welch
Co-Host: Caleb Agee
Executive Producer: Carter Breaux
Audio/Video Producer: Nate the Camera Guy
Do you have a marketing problem you'd like us to help solve? Send it to MavenMonday@FrankandMaven.com!
Get a copy of our Best-Selling Book, The Maven Marketer Here:
https://a.co/d/1clpm8a
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Brandon Welch (00:00):
The average is like 2% success on cold calls,
but 70% of people essentiallywill accept it when they feel
it's relevant to their needs.
Right, that sounds like no duh,but cut all the crap and get
straight to their needs.
Man, Welcome to the MavenMarketing Podcast.
Today is Maven Monday.
I'm your host, Brandon Welch,and I'm here with Caleb.
(00:21):
How many hours of sleep haveyou had this week, AG?
Caleb Agee (00:25):
I've been doing pretty good.
Honestly.
We've got a baby in the house,but she freaked us out.
You remember when your babyslept all night long the first
time, yeah, and then they don't.
And you wake up and you're like, is she okay?
Yeah, yeah yeah, we did that weliterally did that this week
but, I'm thinking it's the firstof many, so I'm going to sleep
a lot Gotcha there you go.
Brandon Welch (00:44):
You know what I'm saying.
Caleb Agee (00:45):
Good yeah.
Brandon Welch (00:46):
In the spirit of love.
We had a faithful listener.
Point out that I looked prettytired last week.
Caleb Agee (00:53):
Oh, and I was, because I just got back from 17
hours of driving and.
Brandon Welch (01:00):
I think I got four hours that night and then
we did the podcast the next day,so I just want to apologize.
You deserve better than that.
Yeah, Not that there's a wholelot to work with here, but
listen, you deserve my best andyou didn't get it.
Caleb Agee (01:11):
But it was a good episode.
I think we've got a face forradio, yeah, or a face for
podcast.
Brandon Welch (01:22):
Face for podcast.
Yeah so, hey, this is the bigdream and we have 15 big dream
bullets for you.
Today.
We were doing some consulting,we do sales training events, we
do some strategic planningevents for companies that we
just we love to do.
That it's on mission for us andput me back into the just
(01:42):
research mode of the modernstate of sales and it's worse
than I thought.
Caleb Agee (01:48):
Yeah, harder.
It's rough out there, harderthan it was.
Brandon Welch (01:50):
Yeah, and so what's happening is that this
idea of there's a market that isready to buy, that's just a
fewer and farther between in anygiven category.
People require more handholding, more pursuit in this season
(02:11):
that we've been in and maybethat we're going to be in, and
so we just gathered these andthey were like some of the
biggest takeaways from our timewith this company that we did
this strategic engagement for,and I was like you know what Our
audience needs to hear that.
So, without further ado, todayis 15 sales stats that will make
(02:33):
you a better pro.
Caleb Agee (02:34):
That's right, yeah, yeah.
So we're going to just jumpright into it and we'll cite our
sources so you can go read moreif you'd like.
We're not just making these up.
Brandon Welch (02:44):
Yeah, yeah.
Caleb Agee (02:45):
I think it was Abraham Lincoln who said you
can't trust everything you readon the internet.
Brandon Welch (02:49):
But you can trust everything you hear on this
podcast.
Caleb Agee (02:51):
Yeah, so here we go.
Number one 80% of sales requirefive one, two, three, four,
five follow-up phone calls afterthe meeting.
80%, four%, so Four out of five, yeah, of your sales
appointments.
Brandon Welch (03:07):
I've talked to some salespeople this week that
literally were like, man, youknow, those leads didn't work
out or they didn't you know.
You know there was there's justa poor performance in December
and or the first part of January.
And that was the thing I askedand it was like, well, I called
him, you know, and it came outto like two follow-up points of
(03:31):
contact for like the last 10sales of this salesperson.
And I'm like, think about howyou buy.
That's a really good filter forall this.
Like think about what it takesyou to get you across the finish
line, like all the way from.
I don't think I'm going to dothat to.
Maybe I'll do that to.
I think I'm interested.
(03:51):
Just that journey, it's atleast five follow-up phone calls
right.
So that's from Invesp, that is asales research organization
Number two with that 44 sales.
Sorry, 44% of salespeople giveup after one follow-up call.
It takes at least five, yetwe're giving up after one.
Caleb Agee (04:13):
Yeah, you can or your people are giving up after
one.
You can find the challenge inthat that hopefully you're in
the majority, not the minoritybut, also realize that if you're
in competition in your sales,if they're shopping you with
other people, um, be the onethat gets to five and I,
(04:33):
statistically, you will be morelikely at that sale.
Brandon Welch (04:37):
So, yep, I've got a guy, I've got a sales
professional, like he's likesand litter level, like trained,
and he's on me right now and Ibet I've gotten 16 emails from
him and phone calls and somehowhe got a hold of my number and
he's good and you know what.
Eventually, I'm going to talkto him.
I don't have any intention inthis moment to buy what he's
doing, but I'm going to talk tohim because I'm impressed.
Caleb Agee (04:55):
Yeah, yeah, exactly.
Brandon Welch (04:57):
The effort.
I don't think he pursuing methis hard right.
Yeah, yep, yep.
What's number three, caleb?
Number three the averagesalesperson only makes two
attempts to reach a prospect.
Wow, yeah, that would be inline with the that's from.
Caleb Agee (05:22):
HubSpot yeah, that's again just reinforcing the
follow-up.
Yeah, Only two attempts.
Brandon Welch (05:27):
Number four, addressing pain points.
49% of cold calls aresuccessful when the sales rep
mentions a specific challenge orpain point relevant to the
prospect, versus hey, caleb, Ijust wonder if we could get
together for coffee, right?
Yeah, that's what a lot ofsalespeople are just trying to
get together with you, right,and we don't got time for that
(05:48):
as an American public.
So if you just say, hey, areyou man?
Are you having a hard timerecruiting video guys right now?
Oh my gosh, what's up?
Carter the Camera Guy?
Carter the Camera Guy is aguest today.
Yeah, oh my gosh, what's upCarter the camera guy?
Carter the camera guy is aguest today.
Yeah, but are you having a hardtime entering data for your
(06:08):
billing cycle or whatever?
What is the pain point?
Caleb Agee (06:11):
you think you can solve.
Brandon Welch (06:12):
Just mentioning that and it's like no duh.
But that one hack, according tothis, gets you about a 50%
better chance.
Caleb Agee (06:19):
Wow, that's pretty crazy Of setting the appointment
.
Yeah, clarity Cl, wow Ofsetting the appointment.
Brandon Welch (06:22):
Yeah, clarity, clarity.
Caleb Agee (06:24):
Yeah, that was from Bigly Sales.
Bigly Sales Number five.
93% of the potential success ofyour cold call is attributed to
the tone of your voice duringthe conversation.
Did you know that you can heara smile?
Brandon Welch (06:38):
You can hear a smile man.
Let me tell you what.
Caleb Agee (06:40):
And you can also hear a frown.
It's pretty wild.
Brandon Welch (06:44):
Just the tone of the voice.
It's just that's why a lot ofsales trainers put the mirror up
in front of you and you knowwhat it changes your psychology
too.
It changes the muscles firing.
It's actually easier to smile.
It takes less muscles, right,we all know that.
So smile, just tone of voice.
Caleb Agee (07:00):
Yeah.
Brandon Welch (07:01):
Smile while you type too.
Caleb Agee (07:03):
That's not a vocal exercise, but if you smile while
you type, it changes the toneof your email too.
Brandon Welch (07:11):
There's an OG Frankly Friday about that
somewhere.
Number six it takesapproximately one and a half
hours of cold calling to secureone appointment.
Now think about this Everybodyputs cold calling off.
It's a failure point.
It doesn't feel good to gettold no or to get to the dead
(07:32):
end of 60 phone lines.
But if you just had in yourmind, okay, I have a 40-hour
week or I have 20 hours, I'mgoing to make calls this week
and if I consistently do thatfor 20 hours, I'm going to end
up with about 15 calls in thiscase, yeah.
But I think that's soberingjust to say, okay, that's what
(07:52):
it takes, so set yourexpectation.
But it's also encouragingbecause it's like, hey, if
you've been doing this for anhour, your call is coming, your
appointment is coming right,it's coming.
Now there's a lot of industries.
I would argue that's fromRotorio.
They train like they have acustomer service tool that goes
over a lot of industries.
So I would say, if you're moreof an expert-driven company,
(08:15):
that would have to be lower.
I would think.
But still it's not unreasonable.
Don't say nobody answers, it'sjust you haven't called enough
people, you haven't calledenough, you haven't spent enough
time.
Caleb Agee (08:23):
All right, Number seven opening a cold call with
how have you been has a 600%higher success rate than the
average call.
Brandon Welch (08:33):
That's from Gong.
Caleb Agee (08:34):
Yes.
Brandon Welch (08:35):
Also a sales training tool 600% is pretty
wild.
That's instead of saying well,hey just wanted to check in with
you, just want to follow up.
Just want to follow up with you.
Yeah, gag me right.
It's like hey, caleb, how youbeen.
And just let me talk.
What principle are we utilizingthere?
Caleb Agee (08:57):
Well, I'm not sure which one you're driving at this
particular moment.
Brandon Welch (09:01):
Well, it's about you, yeah it's the most
seductive word in advertising isyou right, empathy?
Caleb Agee (09:04):
How have you been?
Brandon Welch (09:05):
right?
Empathy, curiosity, just dothat.
Hey Carter, how you been?
It implies that we've met eachother, even if we haven't.
But even if it doesn't, it'snot like pretending like you've
met each other, right?
It's just a friendly way totalk.
It's just a friendly way totalk.
Yeah, how?
About 69% of buyers accept coldcalls when they feel the
(09:28):
solution being pitched isrelevant to their needs.
So you take it from that reallylow average.
The average is like 2% successon sales or on cold calls, but
like 70% of people essentiallywill accept it when they feel
it's relevant to their needs.
Right, that sounds like no duh,but like, cut all the crap and
(09:48):
get straight to their needs, man, yeah, Right Interesting thing
you can pay attention to is ifyou started with, how have you
been?
Caleb Agee (09:56):
You know what their needs are.
You can empathize with wherethey are mentally and who they
are and all of that.
So interesting thing.
We're not trying to manipulateanybody or anything like that.
Brandon Welch (10:09):
Just good, old fashioned empathy, empathy.
Caleb Agee (10:11):
Understand who they are.
Brandon Welch (10:12):
Yeah.
Caleb Agee (10:13):
And understand how you can help them.
Yeah so number nine 76% of topsales performers.
76% of all of the top salesperformers say they perform
research before calling theirleads, compared to 47% of
average salespeople performresearch.
Brandon Welch (10:34):
So the top guys are performing research, the
average guys aren't.
Caleb Agee (10:38):
Yeah.
Brandon Welch (10:39):
And the takeaway is do research.
Yeah, and the takeaway is doresearch Like you could be in
B2B.
I think that's pretty obvious.
Like, look at the website, lookat the LinkedIn profile, find
out what this person's historyhas been.
Look at the Twitter feed andsee if they've been complaining
about something.
See what they've been sharingon LinkedIn.
If you can get it on thepersonal realm of any kind, like
(11:00):
, just use your context clues.
Realm of any kind, like, justuse your context clues.
In the B2C world we talkedabout.
Like, researching might justliterally be looking at what zip
code they live in, where theirkids might go to school, what
sports team they might have abumper sticker for on their car,
and research can be like, doneon a website with an intake form
(11:24):
.
Like are you asking enoughquestions to qualify, not just
qualify but, like you know, meetthe first interaction with some
value, mm-hmm, um and gives youlike a 26, 27, 28 points on
your increased likelihood ofthat success.
Caleb Agee (11:42):
Yeah, that's right.
Brandon Welch (11:43):
Yeah, how about number 10?
Caleb Agee (11:45):
Number 10.
It's your turn, it's my turn,you got it.
Brandon Welch (11:49):
It takes an average of eight cold calls to
reach a prospect first.
Did you know that?
Caleb Agee (11:54):
I do now.
That's from sellingsignalscom.
Eight cold calls to reach aprospect.
Brandon Welch (12:01):
And we already learned earlier most people give
up after one.
Caleb Agee (12:03):
Yep, and that you need to spend an hour and a half
to get one to pick up.
Brandon Welch (12:08):
Yeah, so if you can just tune your mindset to go
, that one call wasn't a failure, that was like cool, crossed it
off the list.
I know on average I've got todo seven more and it's like you
can still get a little bit ofexcitement for it.
Right, make a little game outof it.
It's like when I get to eight,okay, maybe my last one answered
(12:30):
on two and this one might takeme until 12, but I'm going to
keep track of my average.
When I was in essentially B2Bsales, I kept a log and it
wasn't any more sophisticatedthan a legal pad and I just
wrote down the notes of when Icalled, when they answered or if
I happened to stop by, whenthey happened to be there, and
then I would make my rounds andget back to that person at the
(12:53):
same time, same place.
I would just keep a log of allthe times that I had done that
so I knew where I was.
I used the math to go okay, myaverage.
I haven't even hit my average,so I can't complain or feel bad
about it.
Caleb Agee (13:04):
Yeah, number 11, wednesday and Thursday, between
10 am and 12 pm and 4 pm to 5 pmare the best times to cold call
for B2B.
So if you're in B2B, this is avery specific statistic.
It's from HubSpot, so that is apretty credible source there.
(13:24):
Wednesday and Thursday, 10 tonoon and 4 to 5, end of the day
or middle of the day essentiallyare the best times to cold call
.
Brandon Welch (13:34):
With a little empathy, I think you would come
to this conclusion with somecommon sense that most people
are really busy on Mondays.
Most people are really tiredand ready to get to the weekend
on Fridays and that would be ahorrible experience to have to
wait a weekend to get back tothe follow-up call Tuesday.
A lot of business being donestill so.
Wednesdays and Thursdays arekind of midweek.
(13:56):
There's a little slump.
A lot of business being donestill so.
Wednesdays and Thursdays arekind of midweek.
There's a little slump.
There's a little bit of maybelack of overstimulation there,
and so in those times of dayit's like 8 am is always
business time, four to five is.
I'm kind of like maybe mytank's empty of focus and I
would be open to a distractionfrom a salesperson, right?
Caleb Agee (14:15):
Yeah.
Brandon Welch (14:19):
So use some common sense and empathy, even
if you're not in the B2B world.
Number 12 is 92% of allcustomer interactions happen on
the phone.
This is important to me becauseI feel like the younger the
workforce gets, the less theyare attached to a time where
phone calls were the thing youhad to communicate with, and so
(14:39):
and I'm not trying to be like anold man- yeah, Calm down
grandpa Talking about these dangkids.
Caleb Agee (14:45):
But hey, it's true.
Brandon Welch (14:47):
And like real business, and a lot of your
decision makers are still from agenerational gap where the
phone and the tone of voice andthat connection was the way.
I would also argue that you getlike a million more signals
when you're talking to somebodyon the phone from pace, from do
they pause?
From their excitement level.
(15:07):
You can hear what's going on inthe background.
You get a lot more data thansending an email or a text where
it's just like it's open totheir interpretation, and so our
rule over here is like whenit's anything of consequence,
call, pick up the dang phone,yeah, and follow up with an
email for a you know.
Caleb Agee (15:26):
Paper trail.
Brandon Welch (15:27):
Paper trail, and then also clarity, and then also
, you know, promote someprofessionalism.
Caleb Agee (15:32):
Maybe loops everybody else into if there are
more parties.
Brandon Welch (15:35):
Lots of great things that can happen with
email, but dude.
Caleb Agee (15:40):
Pick up the phone.
Brandon Welch (15:41):
Go where the energy and the activity is On
the phone.
Caleb Agee (15:45):
Number.
That was from Salesforce.
I don't know if I said that,but number 13, continuous
training gives a 50% higher netsales per employee.
That's from duallyai.
Brandon Welch (15:57):
If you're a business owner and you clicked
on this going oh yeah, I'm goingto get some, I'm going to send
this to my salespeople and I'mgoing to fire them up Forward.
Caleb Agee (16:06):
It Say watch this.
Brandon Welch (16:07):
Here's the mirror .
Buddy, are you doing salestraining?
Because there's your gains 50%higher.
Just focus.
These weren't hard statisticsto find.
There are a gazillion videos onYouTube.
All the better if you have aconsistent training program and
(16:28):
you have some agendas and somespecific objectives, but they
don't have to be rocket science.
Just get together for 30minutes a week and do some
training either.
Talk about prospects, talkabout products, talk about next
steps, talk about overcomingobjections, talk about pricing.
Um, even just that focus willhelp.
What's number 14?
Caleb Agee (16:49):
number 14 the most successful cold callers convey
their value within five minutesyeah, I would say that's even
too long I was.
I was to say that feels long,five minutes.
Yeah, uplead is the source forthat.
Brandon Welch (17:01):
Yeah, I think it's like get to the well.
The reason I'm calling today isbecause I think I can help you
improve this profit center.
The reason I'm calling today isthat I have a track record of
helping families get 10 to 15%more out of whatever I a track
record of whatever it is.
Then you have my attention,right, yeah, so you get them out
(17:24):
of relational hot air mode andinto contemplating and imagining
what your partnership couldlook like.
Caleb Agee (17:32):
That's right.
Brandon Welch (17:32):
Number 15,.
Last statistic that you need totake into your new year to make
you a better sales pro.
Wouldn't you know it?
Sales reps who listen more thanthey talk have a much higher
success rate, with the idealbalance being 57 listening to
43% talking.
That seems low to me, but thisfinancesonlinecom diced it out
(17:56):
and that's like the best balancethey found listening to some
calls that's so specific.
Caleb Agee (17:59):
Yeah, finances online 57 and 43.
Yeah.
Brandon Welch (18:02):
Yeah, I think I'm going to take that home and be
like hey, listen, I know I'vebeen talking more like 55 or
listening 55% of the time.
I'm going to try to kick thatto 57%.
Yeah, Two ears one mouth right,that's how we were designed.
That kick that up to 57%.
Two ears, one mouth right.
That's how we were designed.
That's how we were made.
Just do it, and sometimes it'snot waiting your turn to talk.
(18:25):
I was watching a really, reallygood interviewer.
That's something I'm trying todo is study good interviewers
and podcast hosts.
Last night, rick Beato, and hehas like some of the most famous
coolest musician guys on thispodcast, but he comes with that
research, but he's asking verypointed questions, but then he's
taking repeating what they saidback to them.
(18:46):
So, anyway, listen more thanyou talk, guys.
We wanted to just give you aquick boost in that department.
It's tougher than it has been.
That's the takeaway.
It has been the headwinds aren'tgone, but usually getting
better results is just a matterof deciding to do so and putting
(19:08):
a little bit extra intensityand focus on your follow-ups and
that empathy and curiosity thatcomes inside the call yeah.
Caleb Agee (19:16):
And that empathy and curiosity that comes inside the
call yeah.
The danger when we have aseason of abundance is that we
get used to it and when thingsget hard, we're not ready for
the work that it takes to put in.
And I don't think things aregetting harder, but I think,
relatively, they're just goingback to a place where they've
(19:36):
been before, which is where thecustomer likes to see effort.
They like to see you work, yeah.
They like to see you care aboutthem, and the one who does the
most will win win the sale.
Brandon Welch (19:49):
Awesome.
Yes, so it's a short episode.
Hopefully it's a good episodefor you and we'll be back here
every Monday answering your reallife marketing questions.
Because marketers who can'tteach you why?
Caleb Agee (20:03):
are just a fancy lie .
Brandon Welch (20:04):
Have a great week .
The average is like 2% success on cold calls,
but 70% of people essentiallywill accept it when they feel
it's relevant to their needs.
Right, that sounds like no duh,but cut all the crap and get
straight to their needs.
Man, Welcome to the MavenMarketing Podcast.
Today is Maven Monday.
I'm your host, Brandon Welch,and I'm here with Caleb.
(00:21):
How many hours of sleep haveyou had this week, AG?
Caleb Agee (00:25):
I've been doing pretty good.
Honestly.
We've got a baby in the house,but she freaked us out.
You remember when your babyslept all night long the first
time, yeah, and then they don't.
And you wake up and you're like, is she okay?
Yeah, yeah yeah, we did that weliterally did that this week
but, I'm thinking it's the firstof many, so I'm going to sleep
a lot Gotcha there you go.
Brandon Welch (00:44):
You know what I'm saying.
Caleb Agee (00:45):
Good yeah.
Brandon Welch (00:46):
In the spirit of love.
We had a faithful listener.
Point out that I looked prettytired last week.
Caleb Agee (00:53):
Oh, and I was, because I just got back from 17
hours of driving and.
Brandon Welch (01:00):
I think I got four hours that night and then
we did the podcast the next day,so I just want to apologize.
You deserve better than that.
Yeah, Not that there's a wholelot to work with here, but
listen, you deserve my best andyou didn't get it.
Caleb Agee (01:11):
But it was a good episode.
I think we've got a face forradio, yeah, or a face for
podcast.
Brandon Welch (01:22):
Face for podcast.
Yeah so, hey, this is the bigdream and we have 15 big dream
bullets for you.
Today.
We were doing some consulting,we do sales training events, we
do some strategic planningevents for companies that we
just we love to do.
That it's on mission for us andput me back into the just
(01:42):
research mode of the modernstate of sales and it's worse
than I thought.
Caleb Agee (01:48):
Yeah, harder.
It's rough out there, harderthan it was.
Brandon Welch (01:50):
Yeah, and so what's happening is that this
idea of there's a market that isready to buy, that's just a
fewer and farther between in anygiven category.
People require more handholding, more pursuit in this season
(02:11):
that we've been in and maybethat we're going to be in, and
so we just gathered these andthey were like some of the
biggest takeaways from our timewith this company that we did
this strategic engagement for,and I was like you know what Our
audience needs to hear that.
So, without further ado, todayis 15 sales stats that will make
(02:33):
you a better pro.
Caleb Agee (02:34):
That's right, yeah, yeah.
So we're going to just jumpright into it and we'll cite our
sources so you can go read moreif you'd like.
We're not just making these up.
Brandon Welch (02:44):
Yeah, yeah.
Caleb Agee (02:45):
I think it was Abraham Lincoln who said you
can't trust everything you readon the internet.
Brandon Welch (02:49):
But you can trust everything you hear on this
podcast.
Caleb Agee (02:51):
Yeah, so here we go.
Number one 80% of sales requirefive one, two, three, four,
five follow-up phone calls afterthe meeting.
80%, four%, so Four out of five, yeah, of your sales
appointments.
Brandon Welch (03:07):
I've talked to some salespeople this week that
literally were like, man, youknow, those leads didn't work
out or they didn't you know.
You know there was there's justa poor performance in December
and or the first part of January.
And that was the thing I askedand it was like, well, I called
him, you know, and it came outto like two follow-up points of
(03:31):
contact for like the last 10sales of this salesperson.
And I'm like, think about howyou buy.
That's a really good filter forall this.
Like think about what it takesyou to get you across the finish
line, like all the way from.
I don't think I'm going to dothat to.
Maybe I'll do that to.
I think I'm interested.
(03:51):
Just that journey, it's atleast five follow-up phone calls
right.
So that's from Invesp, that is asales research organization
Number two with that 44 sales.
Sorry, 44% of salespeople giveup after one follow-up call.
It takes at least five, yetwe're giving up after one.
Caleb Agee (04:13):
Yeah, you can or your people are giving up after
one.
You can find the challenge inthat that hopefully you're in
the majority, not the minoritybut, also realize that if you're
in competition in your sales,if they're shopping you with
other people, um, be the onethat gets to five and I,
(04:33):
statistically, you will be morelikely at that sale.
Brandon Welch (04:37):
So, yep, I've got a guy, I've got a sales
professional, like he's likesand litter level, like trained,
and he's on me right now and Ibet I've gotten 16 emails from
him and phone calls and somehowhe got a hold of my number and
he's good and you know what.
Eventually, I'm going to talkto him.
I don't have any intention inthis moment to buy what he's
doing, but I'm going to talk tohim because I'm impressed.
Caleb Agee (04:55):
Yeah, yeah, exactly.
Brandon Welch (04:57):
The effort.
I don't think he pursuing methis hard right.
Yeah, yep, yep.
What's number three, caleb?
Number three the averagesalesperson only makes two
attempts to reach a prospect.
Wow, yeah, that would be inline with the that's from.
Caleb Agee (05:22):
HubSpot yeah, that's again just reinforcing the
follow-up.
Yeah, Only two attempts.
Brandon Welch (05:27):
Number four, addressing pain points.
49% of cold calls aresuccessful when the sales rep
mentions a specific challenge orpain point relevant to the
prospect, versus hey, caleb, Ijust wonder if we could get
together for coffee, right?
Yeah, that's what a lot ofsalespeople are just trying to
get together with you, right,and we don't got time for that
(05:48):
as an American public.
So if you just say, hey, areyou man?
Are you having a hard timerecruiting video guys right now?
Oh my gosh, what's up?
Carter the Camera Guy?
Carter the Camera Guy is aguest today.
Yeah, oh my gosh, what's upCarter the camera guy?
Carter the camera guy is aguest today.
Yeah, but are you having a hardtime entering data for your
(06:08):
billing cycle or whatever?
What is the pain point?
Caleb Agee (06:11):
you think you can solve.
Brandon Welch (06:12):
Just mentioning that and it's like no duh.
But that one hack, according tothis, gets you about a 50%
better chance.
Caleb Agee (06:19):
Wow, that's pretty crazy Of setting the appointment
.
Yeah, clarity Cl, wow Ofsetting the appointment.
Brandon Welch (06:22):
Yeah, clarity, clarity.
Caleb Agee (06:24):
Yeah, that was from Bigly Sales.
Bigly Sales Number five.
93% of the potential success ofyour cold call is attributed to
the tone of your voice duringthe conversation.
Did you know that you can heara smile?
Brandon Welch (06:38):
You can hear a smile man.
Let me tell you what.
Caleb Agee (06:40):
And you can also hear a frown.
It's pretty wild.
Brandon Welch (06:44):
Just the tone of the voice.
It's just that's why a lot ofsales trainers put the mirror up
in front of you and you knowwhat it changes your psychology
too.
It changes the muscles firing.
It's actually easier to smile.
It takes less muscles, right,we all know that.
So smile, just tone of voice.
Caleb Agee (07:00):
Yeah.
Brandon Welch (07:01):
Smile while you type too.
Caleb Agee (07:03):
That's not a vocal exercise, but if you smile while
you type, it changes the toneof your email too.
Brandon Welch (07:11):
There's an OG Frankly Friday about that
somewhere.
Number six it takesapproximately one and a half
hours of cold calling to secureone appointment.
Now think about this Everybodyputs cold calling off.
It's a failure point.
It doesn't feel good to gettold no or to get to the dead
(07:32):
end of 60 phone lines.
But if you just had in yourmind, okay, I have a 40-hour
week or I have 20 hours, I'mgoing to make calls this week
and if I consistently do thatfor 20 hours, I'm going to end
up with about 15 calls in thiscase, yeah.
But I think that's soberingjust to say, okay, that's what
(07:52):
it takes, so set yourexpectation.
But it's also encouragingbecause it's like, hey, if
you've been doing this for anhour, your call is coming, your
appointment is coming right,it's coming.
Now there's a lot of industries.
I would argue that's fromRotorio.
They train like they have acustomer service tool that goes
over a lot of industries.
So I would say, if you're moreof an expert-driven company,
(08:15):
that would have to be lower.
I would think.
But still it's not unreasonable.
Don't say nobody answers, it'sjust you haven't called enough
people, you haven't calledenough, you haven't spent enough
time.
Caleb Agee (08:23):
All right, Number seven opening a cold call with
how have you been has a 600%higher success rate than the
average call.
Brandon Welch (08:33):
That's from Gong.
Caleb Agee (08:34):
Yes.
Brandon Welch (08:35):
Also a sales training tool 600% is pretty
wild.
That's instead of saying well,hey just wanted to check in with
you, just want to follow up.
Just want to follow up with you.
Yeah, gag me right.
It's like hey, caleb, how youbeen.
And just let me talk.
What principle are we utilizingthere?
Caleb Agee (08:57):
Well, I'm not sure which one you're driving at this
particular moment.
Brandon Welch (09:01):
Well, it's about you, yeah it's the most
seductive word in advertising isyou right, empathy?
Caleb Agee (09:04):
How have you been?
Brandon Welch (09:05):
right?
Empathy, curiosity, just dothat.
Hey Carter, how you been?
It implies that we've met eachother, even if we haven't.
But even if it doesn't, it'snot like pretending like you've
met each other, right?
It's just a friendly way totalk.
It's just a friendly way totalk.
Yeah, how?
About 69% of buyers accept coldcalls when they feel the
(09:28):
solution being pitched isrelevant to their needs.
So you take it from that reallylow average.
The average is like 2% successon sales or on cold calls, but
like 70% of people essentiallywill accept it when they feel
it's relevant to their needs.
Right, that sounds like no duh,but like, cut all the crap and
(09:48):
get straight to their needs, man, yeah, Right Interesting thing
you can pay attention to is ifyou started with, how have you
been?
Caleb Agee (09:56):
You know what their needs are.
You can empathize with wherethey are mentally and who they
are and all of that.
So interesting thing.
We're not trying to manipulateanybody or anything like that.
Brandon Welch (10:09):
Just good, old fashioned empathy, empathy.
Caleb Agee (10:11):
Understand who they are.
Brandon Welch (10:12):
Yeah.
Caleb Agee (10:13):
And understand how you can help them.
Yeah so number nine 76% of topsales performers.
76% of all of the top salesperformers say they perform
research before calling theirleads, compared to 47% of
average salespeople performresearch.
Brandon Welch (10:34):
So the top guys are performing research, the
average guys aren't.
Caleb Agee (10:38):
Yeah.
Brandon Welch (10:39):
And the takeaway is do research.
Yeah, and the takeaway is doresearch Like you could be in
B2B.
I think that's pretty obvious.
Like, look at the website, lookat the LinkedIn profile, find
out what this person's historyhas been.
Look at the Twitter feed andsee if they've been complaining
about something.
See what they've been sharingon LinkedIn.
If you can get it on thepersonal realm of any kind, like
(11:00):
, just use your context clues.
Realm of any kind, like, justuse your context clues.
In the B2C world we talkedabout.
Like, researching might justliterally be looking at what zip
code they live in, where theirkids might go to school, what
sports team they might have abumper sticker for on their car,
and research can be like, doneon a website with an intake form
(11:24):
.
Like are you asking enoughquestions to qualify, not just
qualify but, like you know, meetthe first interaction with some
value, mm-hmm, um and gives youlike a 26, 27, 28 points on
your increased likelihood ofthat success.
Caleb Agee (11:42):
Yeah, that's right.
Brandon Welch (11:43):
Yeah, how about number 10?
Caleb Agee (11:45):
Number 10.
It's your turn, it's my turn,you got it.
Brandon Welch (11:49):
It takes an average of eight cold calls to
reach a prospect first.
Did you know that?
Caleb Agee (11:54):
I do now.
That's from sellingsignalscom.
Eight cold calls to reach aprospect.
Brandon Welch (12:01):
And we already learned earlier most people give
up after one.
Caleb Agee (12:03):
Yep, and that you need to spend an hour and a half
to get one to pick up.
Brandon Welch (12:08):
Yeah, so if you can just tune your mindset to go
, that one call wasn't a failure, that was like cool, crossed it
off the list.
I know on average I've got todo seven more and it's like you
can still get a little bit ofexcitement for it.
Right, make a little game outof it.
It's like when I get to eight,okay, maybe my last one answered
(12:30):
on two and this one might takeme until 12, but I'm going to
keep track of my average.
When I was in essentially B2Bsales, I kept a log and it
wasn't any more sophisticatedthan a legal pad and I just
wrote down the notes of when Icalled, when they answered or if
I happened to stop by, whenthey happened to be there, and
then I would make my rounds andget back to that person at the
(12:53):
same time, same place.
I would just keep a log of allthe times that I had done that
so I knew where I was.
I used the math to go okay, myaverage.
I haven't even hit my average,so I can't complain or feel bad
about it.
Caleb Agee (13:04):
Yeah, number 11, wednesday and Thursday, between
10 am and 12 pm and 4 pm to 5 pmare the best times to cold call
for B2B.
So if you're in B2B, this is avery specific statistic.
It's from HubSpot, so that is apretty credible source there.
(13:24):
Wednesday and Thursday, 10 tonoon and 4 to 5, end of the day
or middle of the day essentiallyare the best times to cold call
.
Brandon Welch (13:34):
With a little empathy, I think you would come
to this conclusion with somecommon sense that most people
are really busy on Mondays.
Most people are really tiredand ready to get to the weekend
on Fridays and that would be ahorrible experience to have to
wait a weekend to get back tothe follow-up call Tuesday.
A lot of business being donestill so.
Wednesdays and Thursdays arekind of midweek.
(13:56):
There's a little slump.
A lot of business being donestill so.
Wednesdays and Thursdays arekind of midweek.
There's a little slump.
There's a little bit of maybelack of overstimulation there,
and so in those times of dayit's like 8 am is always
business time, four to five is.
I'm kind of like maybe mytank's empty of focus and I
would be open to a distractionfrom a salesperson, right?
Caleb Agee (14:15):
Yeah.
Brandon Welch (14:19):
So use some common sense and empathy, even
if you're not in the B2B world.
Number 12 is 92% of allcustomer interactions happen on
the phone.
This is important to me becauseI feel like the younger the
workforce gets, the less theyare attached to a time where
phone calls were the thing youhad to communicate with, and so
(14:39):
and I'm not trying to be like anold man- yeah, Calm down
grandpa Talking about these dangkids.
Caleb Agee (14:45):
But hey, it's true.
Brandon Welch (14:47):
And like real business, and a lot of your
decision makers are still from agenerational gap where the
phone and the tone of voice andthat connection was the way.
I would also argue that you getlike a million more signals
when you're talking to somebodyon the phone from pace, from do
they pause?
From their excitement level.
(15:07):
You can hear what's going on inthe background.
You get a lot more data thansending an email or a text where
it's just like it's open totheir interpretation, and so our
rule over here is like whenit's anything of consequence,
call, pick up the dang phone,yeah, and follow up with an
email for a you know.
Caleb Agee (15:26):
Paper trail.
Brandon Welch (15:27):
Paper trail, and then also clarity, and then also
, you know, promote someprofessionalism.
Caleb Agee (15:32):
Maybe loops everybody else into if there are
more parties.
Brandon Welch (15:35):
Lots of great things that can happen with
email, but dude.
Caleb Agee (15:40):
Pick up the phone.
Brandon Welch (15:41):
Go where the energy and the activity is On
the phone.
Caleb Agee (15:45):
Number.
That was from Salesforce.
I don't know if I said that,but number 13, continuous
training gives a 50% higher netsales per employee.
That's from duallyai.
Brandon Welch (15:57):
If you're a business owner and you clicked
on this going oh yeah, I'm goingto get some, I'm going to send
this to my salespeople and I'mgoing to fire them up Forward.
Caleb Agee (16:06):
It Say watch this.
Brandon Welch (16:07):
Here's the mirror .
Buddy, are you doing salestraining?
Because there's your gains 50%higher.
Just focus.
These weren't hard statisticsto find.
There are a gazillion videos onYouTube.
All the better if you have aconsistent training program and
(16:28):
you have some agendas and somespecific objectives, but they
don't have to be rocket science.
Just get together for 30minutes a week and do some
training either.
Talk about prospects, talkabout products, talk about next
steps, talk about overcomingobjections, talk about pricing.
Um, even just that focus willhelp.
What's number 14?
Caleb Agee (16:49):
number 14 the most successful cold callers convey
their value within five minutesyeah, I would say that's even
too long I was.
I was to say that feels long,five minutes.
Yeah, uplead is the source forthat.
Brandon Welch (17:01):
Yeah, I think it's like get to the well.
The reason I'm calling today isbecause I think I can help you
improve this profit center.
The reason I'm calling today isthat I have a track record of
helping families get 10 to 15%more out of whatever I a track
record of whatever it is.
Then you have my attention,right, yeah, so you get them out
(17:24):
of relational hot air mode andinto contemplating and imagining
what your partnership couldlook like.
Caleb Agee (17:32):
That's right.
Brandon Welch (17:32):
Number 15,.
Last statistic that you need totake into your new year to make
you a better sales pro.
Wouldn't you know it?
Sales reps who listen more thanthey talk have a much higher
success rate, with the idealbalance being 57 listening to
43% talking.
That seems low to me, but thisfinancesonlinecom diced it out
(17:56):
and that's like the best balancethey found listening to some
calls that's so specific.
Caleb Agee (17:59):
Yeah, finances online 57 and 43.
Yeah.
Brandon Welch (18:02):
Yeah, I think I'm going to take that home and be
like hey, listen, I know I'vebeen talking more like 55 or
listening 55% of the time.
I'm going to try to kick thatto 57%.
Yeah, Two ears one mouth right,that's how we were designed.
That kick that up to 57%.
Two ears, one mouth right.
That's how we were designed.
That's how we were made.
Just do it, and sometimes it'snot waiting your turn to talk.
(18:25):
I was watching a really, reallygood interviewer.
That's something I'm trying todo is study good interviewers
and podcast hosts.
Last night, rick Beato, and hehas like some of the most famous
coolest musician guys on thispodcast, but he comes with that
research, but he's asking verypointed questions, but then he's
taking repeating what they saidback to them.
(18:46):
So, anyway, listen more thanyou talk, guys.
We wanted to just give you aquick boost in that department.
It's tougher than it has been.
That's the takeaway.
It has been the headwinds aren'tgone, but usually getting
better results is just a matterof deciding to do so and putting
(19:08):
a little bit extra intensityand focus on your follow-ups and
that empathy and curiosity thatcomes inside the call yeah.
Caleb Agee (19:16):
And that empathy and curiosity that comes inside the
call yeah.
The danger when we have aseason of abundance is that we
get used to it and when thingsget hard, we're not ready for
the work that it takes to put in.
And I don't think things aregetting harder, but I think,
relatively, they're just goingback to a place where they've
(19:36):
been before, which is where thecustomer likes to see effort.
They like to see you work, yeah.
They like to see you care aboutthem, and the one who does the
most will win win the sale.
Brandon Welch (19:49):
Awesome.
Yes, so it's a short episode.
Hopefully it's a good episodefor you and we'll be back here
every Monday answering your reallife marketing questions.
Because marketers who can'tteach you why?
Caleb Agee (20:03):
are just a fancy lie .
Brandon Welch (20:04):
Have a great week .
Popular Podcasts
24/7 News: The Latest
The latest news in 4 minutes updated every hour, every day.
Therapy Gecko
An unlicensed lizard psychologist travels the universe talking to strangers about absolutely nothing. TO CALL THE GECKO: follow me on https://www.twitch.tv/lyleforever to get a notification for when I am taking calls. I am usually live Mondays, Wednesdays, and Fridays but lately a lot of other times too. I am a gecko.
The Joe Rogan Experience
The official podcast of comedian Joe Rogan.