There’s an ongoing debate about the role of telephone sales and whether they’re effective anymore. Many pundits have long asserted that “cold calling is dead,” but is any form of outcalling or inside sales effective now?
Declining success rates. A new survey and report from Zipwhip (registration required), intended to promote messaging, argues the phone as a channel is experiencing decreasing effectiveness for multiple reasons. Indeed, plenty of anecdotal evidence indicates reaching prospects over the phone is a growing problem across markets, whether the targets are consumers or b2b buyers.
Widely cited data from separate studies argue that fewer than 2% of cold calls result in meetings and that cold calling is ineffective more than 90% of the time. But these statistics are from old studies that don’t appear to be available anymore, only the passing third-party citations. Yet these assertions appear to support anecdotal experience.
Conversely, there are some who still argue that cold calling can be successful if done properly.
87% mostly ignore calls. The Zipwhip survey (n=520 U.S. adults) found that 87% of respondents said they ignore phone calls from unknown numbers “often” or “very often.”
How often do you ignore/reject phone calls from businesses and unknown numbers?