(I don't care what LinkedIn sales gurus say)
Here's why:
I recently analyzed 1.8M cold calls, and here's what the data says:
- Average connect rate on the phone: 6.36%
- Average connect to conversation rate: 29.31%
This means to book 1 meeting, you need to make at least 361 dials/day.
(Adjust the dials based on your meeting show and qualification rate)
Someone might say this is BS what about emails?
Email reply rates are at an all-time low, and I have yet to see an SDR team making it work (Clay agencies are a different topic). Someone may comment, "Oh, I get 10 positive replies per day."
Guess what? SDRs don't get paid for positive replies.
They get paid for SQLs.
The only exception?
Top 1% SDRs who are bucketing every single conversation and building a follow-up list of "Good fit, not now" leads.
That list compounds over time, and these top performers make fewer dials over time because they'll get a 20-30% connect rate and a pool of warm call lists that'll close at 2-4x higher than cold lists.
Otherwise, ignore 99% of LinkedIn influencers who get paid to promote bs products with 0 responsibility if you win or lose, and make the phone your best friend.
There's no other way.
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