In this brief segment, Jake Burhans breaks down the math behind cold‑calling sales. He estimates that roughly 100 outbound dials are needed to generate one qualified lead, and about 30 such leads are required to close a contract, meaning a salesperson must make around 3,000 calls to secure a single deal. Burhans then explains how a triple‑line dialer can dramatically increase call volume—allowing 500‑700 dials in a three‑hour session—so that the 3,000‑call target can be reached in roughly six days of focused calling. He also notes that, after a lead enters the sales pipeline, the typical cash‑flow lag is about 90 days before the deal is paid, due to follow‑up and readiness factors. The overall message is a pragmatic, data‑driven view of the effort and timeline required for cold‑calling success.
