Cold Call Science: Metrics and Trends to Book More Meetings with Colin Specter

This episode of the Live Better Seller Better Podcast features Colin Specter, Vice President of Sales at Orum. Cold calling is as much an art as it is a science. Colin shares what the data has shown to work in the world of cold calls and how sellers can increase their own conversion rates.

There is a mathematical formula that you can use to derive the number of calls you have to make to get to your desired outcome. Colin shares what metrics you should be tracking and how you can tweak your messaging to increase conversion and book more meetings. 

HIGHLIGHTS

• Cold call metrics you should be tracking
• Increase conversion rates and identify call dispositions
• Buy more time and get permission to ask one question
• Trends and patterns in landing meetings through cold calls

QUOTES

Colin: "You want to look at your dial-to-connect ratio, you want to look at your connect-to-conversation ratio, how many conversations are you getting out of each at-bats? And then, how many of those conversations are leading to a meeting?"

Colin: "There's different openers, there's different ways people love to approach the cold call. It really comes down to tonality and enthusiasm in many cases. But there's all kinds of openers. You could try what works for you. The one that we use here at Orum most commonly is 'hey, KD, Colin with Orum here. Are they keeping you busy today?'"

Colin: "It's also not as common that you will book a meeting on the first connect. Most of the connects, we find, happen after that initial conversation after that initial connect. So do you have a playbook to get people back into your call list after those dispositions?"

You can find out more about Colin in the links below:

• LinkedIn: https://www.linkedin.com/in/colinspecter/
• Website: https://www.orum.com/

Live Better. Sell Better. is sponsored by our proud partners:

Vidyard | vidyard.com

Dooly | dooly.ai

Chili Piper | chilipiper.com