We gauge this in a number of ways. First, we start by evaluating the number of cold calls made. Then, we break down looking at number of connections made, number of conversations started, and then finally number of meetings booked. The most important cold calling KPI is call-to-meeting conversion, but that’s only a piece of the puzzle and each of the other metrics are followed/tracked carefully to ensure the best conversions possible from the very start of the engagement.
Primarily, cold callers are using Phoneburner, which is a 1:1 power dialer. By utilizing this advanced technology, our cold callers can make up to 400 dials every single day, which is over 4x the output of an average internal sales development rep. Our cold calling strategists also provide them with lists built using some of the best data available like ZoomInfo / DiscoverOrg and Apollo, which not only includes phone numbers for office and direct dial, but also mobile numbers!
While this varies depending on the size of each clients total addressable market (which we create for free for each client during onboarding!), the average outbound cold calling cadence consists of 5 dials, and 1-2 voicemails. The cold callers will also follow-up their voicemails with an email to help increase conversion rates. This cadence results in the highest conversion rates of any channel.
Our outsourced cold callers are dedicated to either 1 or 2 clients max, depending on which package you choose. Our Growth package includes a cold caller that is working with only 1 other client, and their time is split evenly between both. If you decide you want B2B cold calling services dedicated to your account full-time, the CRUSH package is exactly what you’re looking for. You can also add additional cold callers if you would like to scale beyond a single rep!
Our cold callers can typically make 150 – 200 dials per day on a part time basis, and 300 – 400 dials per day on a full-time basis. That’s an incredible number when you consider the average SDR only makes ~40 dials per day.
Our cold callers go through ongoing training not only when they onboard to SalesHive, but also when they are assigned to a client. Initially, cold callers will go through a SalesHive Certified cold calling training program as well as a 3rd party training with our partners at ClozeLoop. Our QA team provides ongoing feedback based on call recordings and their managers work closely with them for ongoing coaching to continually improve performance and make sure they are hitting their quota.
Our cold callers are fully remote and located across the U.S. — we never offshore this incredibly important role to ensure the highest quality of outreach services for all of our B2B clients. Having a fully remote workforce around the U.S. also ensures we can source and hire the most talented cold calling reps without worrying about geographic location.