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1
We analyzed 90,380 outbound, connected cold calls with AI and
uncovered the following patterns and trends.
Opening lines that don’t work
2
The Best
Opening Line
Baseline
So what’s the best cold call
opener? “How’ve you been?”
We know. It’s a little awkward to
say to someone you’ve never
spoken with before. But it has a
6.6X higher success rate than the
baseline, which is a difference
worthy of your attention. It’s a
little different. It interrupts
patterns, which makes people
pay attention.
12
8
4
0
SuccessRate(BookedaMeeting)
Using the
Phrase
6.6x
“How have you been?”
Opening lines that don’t work
3
The Best
Second Step
Baseline
And after that polite opener, the
next thing out of your mouth
should be some version of John
Barrows’ “The reason for my call
is…’. You increase your success
rate by 2.1X when you start with
a proactive reason for reaching
out. People crave knowing why
something’s happening, even if
it’s a weak reason. So tell them
why you’re calling (after you’ve
rehearsed it 1,000 times).
6
4
2
0
DurationofColdCall(Minutes)
Using the
Phrase
2.1x
“The reason for my call is...”
4
Sell the Meeting
Don't be afraid to go on a longer monologue than normal. Sell the meeting, don't do discovery.
Prospecting calls aren’t about discovery. They are about selling your value to pique their interest
enough for a meeting. If it means you have to talk for longer bursts of time, that’s okay. You can
get away with “pitches” for up to 37 seconds.
Opening lines that don’t work
5
It’s OK to Talk
More
You’ll hold your prospect's
attention by making sure you
have something worth saying.
This is the one time in the sales
process when you can talk more
than you listen. In fact, an ideal
talk-to-listen ratio is almost the
opposite of what you’d want on
a discovery call.
Educate, Don’t Interrogate
Opening lines that don’t work
6
Keep Them on
the Phone
Your only job at this stage is to
keep the prospect on the phone
for five minutes. If you can hold
their attention, you’re twice as
likely to book a meeting as
someone who can only keep
them on a three-minute call.
6
4
2
0
DurationofColdCall(Minutes)
Cold Calls With
Followup
Cold Calls With
No Followup
5:50
The Longer the Call, the Better
gong.io/blog

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The Gong.io Cold Calling Training Deck

  • 1. 1 We analyzed 90,380 outbound, connected cold calls with AI and uncovered the following patterns and trends.
  • 2. Opening lines that don’t work 2 The Best Opening Line Baseline So what’s the best cold call opener? “How’ve you been?” We know. It’s a little awkward to say to someone you’ve never spoken with before. But it has a 6.6X higher success rate than the baseline, which is a difference worthy of your attention. It’s a little different. It interrupts patterns, which makes people pay attention. 12 8 4 0 SuccessRate(BookedaMeeting) Using the Phrase 6.6x “How have you been?”
  • 3. Opening lines that don’t work 3 The Best Second Step Baseline And after that polite opener, the next thing out of your mouth should be some version of John Barrows’ “The reason for my call is…’. You increase your success rate by 2.1X when you start with a proactive reason for reaching out. People crave knowing why something’s happening, even if it’s a weak reason. So tell them why you’re calling (after you’ve rehearsed it 1,000 times). 6 4 2 0 DurationofColdCall(Minutes) Using the Phrase 2.1x “The reason for my call is...”
  • 4. 4 Sell the Meeting Don't be afraid to go on a longer monologue than normal. Sell the meeting, don't do discovery. Prospecting calls aren’t about discovery. They are about selling your value to pique their interest enough for a meeting. If it means you have to talk for longer bursts of time, that’s okay. You can get away with “pitches” for up to 37 seconds.
  • 5. Opening lines that don’t work 5 It’s OK to Talk More You’ll hold your prospect's attention by making sure you have something worth saying. This is the one time in the sales process when you can talk more than you listen. In fact, an ideal talk-to-listen ratio is almost the opposite of what you’d want on a discovery call. Educate, Don’t Interrogate
  • 6. Opening lines that don’t work 6 Keep Them on the Phone Your only job at this stage is to keep the prospect on the phone for five minutes. If you can hold their attention, you’re twice as likely to book a meeting as someone who can only keep them on a three-minute call. 6 4 2 0 DurationofColdCall(Minutes) Cold Calls With Followup Cold Calls With No Followup 5:50 The Longer the Call, the Better