The Coaching Effect Blog

The Coaching Effect Blog

    # of Dials to Reach C-Level Customers

    by Kristi Shoemaker / April 8, 2011

    EcSELL Institute Sales Coaching Summit Session Summary

    Instructor: Simon Blackburn, ConnectAndSell

    Simon Blackburn of ConnectAndSell shared some eye-opening statistics on outbound calling based on their research and experience with their own customers.


    How many dials does it take to get one live conversation (on average)?

    -          Director level       22 dials

    -          VP Level                 27 dials

    -          C – level                 30 dials

     How many dials per day can be made by a sales person (on average) per day?

    -          Inside sales         39 dials

    -          Field sales           20 dials

    ConnectAndSell provides a tool to increase the number of live conversations for your reps. As an example, ConnectAndSell had 1000+ live connections in January 2011. It would take 25+ sales people to reach this same number in the same 30 days.

    EcSELL Institute has incorporated ConnectAndSell into its sales process. Read a case study on how EcSELL Institute condensed 8 hours of calling to one hour. CLICK HERE


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    Kristi Shoemaker

    Kristi Shoemaker

    Kristi is a marketing communications and public relations expert with over 30+ years of experience in a variety of industries. She was an integral part of EcSell's go-to-market strategy and execution from 2008 - 2012. Kristi enjoys taking a holistic approach by integrating all the key marketing disciplines to create synergies that generate maximum results. She is currently the president of KLS Consulting in Lincoln, Nebraska.

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