S
S

Skiipbayless

AE

Fire Starter
Contributor
Good Citizen

For those who sell to massive enterprises.. what are your cold call pick up rates?

Hi all,


For context, we sell to massive service providers, my other experience was was selling to small businesses 10M and under.. so any day could have 10 connects from complete cold calls


Now that I'm in a new company, selling to enterprises, I'm calling directors, sometimes I'll do manager level.. but there are days for 50 dials and 0 pick-ups. Cell or direct line. My question is for those in similar situations is this normal? Have had some success, but curious if anyone experienced this as well

📞 Cold Calling
17

24 comments

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CuriousFox
WR Officer
12
🦊
This is why you send carefully crafted emails. Then you call to follow up.
Money
Executive
11
Head of Sales
Correct - Enterprise buyers are spammed by sellers all day, v rare they'll pick up. Focus on how you'll solve a problem you know they have. If relevant to their priorities, they'll schedule. Here's the Josh Braun voicemail template I use:  

“Hey {prospect}, caught your {insert take, comment, etc.}. I found it to be {reaction}. Anyway, I have an idea that might not be on your radar related to {aligned value prop}. No need to call me back. Check your email. Oh yeah, this is Money.”

Diablo
Politicker
1
Sr. AE
This is awesome
Gyro25
Notorious Answer
0
Account Executive
Gonna try this. Enterprise has been kicking my ass. I've been trying to tailor and customize as much as I can. 
jefe
Arsonist
0
🍁
JB does have some really solid content. Just need to sort through the crap to get there.
InQ5WeTrust
Arsonist
3
No marketing, mayo isn't an MQL
Foxy be crushing it. In enterprise, you have to be multithreaded or you will drown. 
Skiipbayless
Fire Starter
1
AE
Very true!
cw95
Politicker
1
Sales Development Lead
No better advice than this one here.
goose
Politicker
2
Sales Executive
I'm in a position where I sell to enterprise clients but they are my clients so it's not a cold call.  Having an inside track with these people lets me see the other side.  Truth is, they aren't going to answer.  Too risky.

Buying cycles are too important for larger customers for them to rely on a random incoming call.  

In my opinion, your best option is to leave voicemails that pique curiosity and provoke research.  Follow those up with personal emails.  Utilize your Linked In connections to connect some dots.  Be patient.  Enterprise selling requires effort and consistency.
Justatitle
Big Shot
1
Account Executive
I believe outreach or salesloft did a study on this and from the data they gathered companies greater than 3000 with a director or above title had less than a 1% connect rate on cold calls. You have to send out curates content and reference it in emails you send and even then the rate only increases slightly. I know for my company the close rate on outbound in larger companies is less than 1%… not trying to burst any bubbles with this data just being transparent.
FromaBlankPerspective
Politicker
1
District Manager
Custom, well-written emails are going to be a more effective way to get in front of them. Referrals are the best at that level though and case studies from a similar industry/company size if you can't get a reference.
rainmakerinthemaking
Politicker
0
Enterprise Sales executive
I don't think there is a diff in calling SMEs and large enterprises. As long as you draft ur script according to the relevant values, I think you will be fine. 
whathaveyousoldtomorrow
Opinionated
0
sales
I use linkedin and drive bys with bougie sweets. The team reaches out to say thank you, as a min. I also work for a monster company in the tech space, so they know who we are. Will be different if working for a little guy. 
JohnnyDamone
Opinionated
0
AE Inside Sales
You work for salesforce?
whathaveyousoldtomorrow
Opinionated
0
sales
no, but I do work for a big name. def NOT gong. never. 
JohnnyDamone
Opinionated
2
AE Inside Sales
I love Gong. It allows me to realize how annoying and weak my voice sounds to customers lolololol. 
whathaveyousoldtomorrow
Opinionated
0
sales
good one. 
MCP
Valued Contributor
0
Sales Director
That’s cheating (or at least very privileged). Most don’t have the luxury of unlimited bribes and the big brand name. Try it without and see what happens.
whathaveyousoldtomorrow
Opinionated
0
sales
Cheating? LOL - Privileged? Dude, you are deranged. 
cw95
Politicker
0
Sales Development Lead
As others said - you give it a few bells then send a really laid back email to the person you want to chat too. Push hard at first and you're a goner. 
JohnnyDamone
Opinionated
0
AE Inside Sales
I’m learning the hard way rando calls are a big waste unless I know the buyer person a, why they might want to buy, and even 1-2 things about the company. I do tend to get lost in research sometimes though
hh456
Celebrated Contributor
0
sales
open rate - 15%
close rate - 7% of the 15% open rate.

idk what that puts me at but maybe like 2-3% close rate from the original contact list?
techsales
Politicker
0
Enterprise Account Executive
0.0% - I never make cold calls
Blu
Opinionated
0
Business Development Representative
Cold call pick up rate is typically under 3%. I think the bread and butter for massive enterprise is tailored emails. My experience anyways.

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