The 7 Steps You Need To Get More Sales Calls Booked

In this video, I'm going to explain the exact ways that you can actually speak to more of your prospects in 2025. It's going to get harder and harder and harder in order to actually be able to get your prospects to speak at the phone. So what I'm going to do is break down the exact steps that you need to take in your business or as a sales rep in order to maximize the potential of being able to actually talk to your leads. My name is Matt. I've been running outbound sales teams for a very long time. I was 100k per month commission closer and then I managed to grow multiple eight figure companies in the agency space, fitness space, and then the coaching space as well. All these required a lot of outbound dialing, a lot of calling leads, getting in touch. There are some key things you need to do in order to actually be able to get your leads on the line so you even have the chance of selling them. The first thing that you need to understand is that speed to lead is incredibly important. And there are a number of studies that state that the faster the speed to lead, the better the chance you have of actually selling them, even down to like the per minute level. So if you are able to get someone within 30 seconds, you have, I think some of the stats are about 200% higher likelihood of being able to get that prospect on the phone and selling them than what you do if it's like two minutes. And so most people think they have a speed to lead or they think they have a process for it because like, you know, it goes into the CRM and then gets tossed to somebody or it goes into a slack channel and gets pain. It's like, oh no, we have a fast speed to lead. A lot of time you don't even have a way of tracking it. And so one of the important things you can do in 2025 in order to actually be able to have a higher pickup rate and have a chance of talking to your prospects, is that you have an actual speed to lead system where the person is dialed with, worst case scenario, five minutes. Now there's a couple of things that go along with this. The first is that you have to have the correct ratio of, of sales reps to leads. If you don't have that ratio down, then like you can't have a speed to lead. And I'll give you an example. If I was to give you the person watching this, let's just say that you're doing sales and I was to give you a million leads a month that there's no physical way that you could handle that many leads. And so giving you that many leads is just a waste of time. You'd probably give me the exact same amount of sales. And if I gave you a thousand leads, because a thousand leads is a lot, it's a lot to deal with. If that's your full time job, chances are you'd be spending most of your time just trying to get in touch with them. And then you're only going to have one or two touch points maybe with each person because then the people you do get on the phone you have to spend time with. And so there's not infinite time. And so we can't just handle an infinite amount of leads. So you have to have that staffing ratio correct. Right. And we can link, actually did a video a little while ago on like how to sort of have that ratio. Okay, so we'll, we'll link that down below. The next thing you have to understand is that you want to have a system or some sort of auto dial system that people are on, almost like a call center. There's a reason why call centers are so, so much better than most businesses. So like at my company, so dialer IO, we built out outbound systems for people and then we use our own contact center software that the mom lead is generated. There's an API that sent it straight and it's dialed because the guys are just online all day with a headset in and you pre program exactly what happens. Something like that. I think it's essential either that or like you probably overstuff and then have a quite militant system to be able to actually speak to people. So that's how you get your fast speed to lead. Okay. Number two is all about spam flag monitoring. Okay. There are a number of different things that would cause a spam flagging. I'll do a separate video on that. But the important thing is that you are monitoring for it. Now if you're monitoring and it just like says whether it's been spam spam flagged or not, that's probably a scam. You're not really paying for anything. Each carrier has a different spam flagging metric and a different company which monitors the spam flagging for them. And so if you are simply says whether it's been spam flagged or not, or your sales manager or you are just calling yourself on the numbers, like these are futile ways of doing things. All you're doing is seeing if it's spam flagged by your carrier. So unless you have Verizon phone, a Sprint phone, T mobile, whatever other ones you're going to be using, there's sort of no point doing it. So you actually have to pay for proper spam monitoring. We do that. We have our own spam monitoring and we, we monitor every single number that's in our system, 24 hours a day, seven days a week, in real time on every single carrier. So having that's really important because if you have numbers that are spam flagged, then you are going to get significantly reduced pickup rates and you're just not going to have a chance to actually speak to your prospects. AT&T is always the first one to go, which has about 30% of the overall carrier network. And so like the moment, let's say you're at 20%, the moment you lose at and T, which will be the first one, every single time, you're going to drop massively. And so you have to figure out ways of monitoring and then have more numbers than what you think you need and then rotate these things in and out. Right. The next one is all about quality training. So there are a lot of this is for managers and also for your people selling. One of the key things that people don't realize is that the length of the conversation is tracked and monitored at all times. And if that conversation is really short, consistently, like under a minute on average, like let's say you do 5,000 calls and it's like, you know, 3,000 hours of talk time, like those numbers are going to be flagged as spam. And so you need quality training to be able to have your openers really solid, to give yourself the best chance of actually being able to, to get the results that you're looking for. And so in order to maintain the ability to have people pick up, you actually have to have the skill to keep them on the phone. It's sort of like a bit of a chicken egg scenario. But you really must have that. You have to have that quality training in place for your sales reps to be able to get your openers dialed in. Otherwise again, you're just going to be spam flagged and it's all going to go to. And then for managers, they have to understand the compliance regulatory issues and what's being looked for by these companies in order to actually spam flag and sort of keep your numbers at a high health and be able to recognize when things are not going right, be able to look at data like abandoned rates. Right. There are, there's about a 3% abandon rate, which is the maximum before you're going to have to start having significant issues. FTC flags, spam flags, talk time, number of frequency, you know, warming up numbers. A lot of things that I think managers should, should, should know because this is, this is out there. So with quality, TR can really maximize the ability for your business and your team and yourself to be able to talk to more and more people. I'm going to go through a couple more things in the end, but if you guys like this content, make sure you like and subscribe and all that kind of good stuff, the next one we're going to be talking about is number rotation. So this one is quite difficult to do if you don't have tech doing it for you. We have our own, like, proprietary number rotator that takes into account a ton of different factors. However, on the basis of it, if you rotate your numbers on a fairly regular basis, you're going to have a higher likelihood of getting to your prospects. And what I don't mean is like buy a number, use it for a week, and then burn it and then like get a new one. I mean, like rotating them throughout the day. Right. You don't really want to be using a number more than about 100 times a day. So if you're doing $300 a day and you're doing it on one number, the chances of that number being healthy, even if you have good talk to all that kind of stuff, it's just a really high frequency of using that particular number. And if it hasn't been warmed up correctly, it's going to be difficult in order for that to maintain health. Okay. So rotating your numbers is essential to maintaining a high pickup rate and being able to actually talk to your leads. And you can do this manually. We do it through tech. So if you want to find out more about that, you can go down to our website. And I believe that there's some guides there about how to increase pickup rates and all that kind of good stuff. So you can go there and check out those resources. Right. The next thing is better phone numbers getting off a system that uses the Twilio network. Twilio is a phenomenal thing. It's great for texting, but it's been hijacked by companies that figured out how to use it for dialing, when in reality it wasn't really meant for that. Okay. And so there's a whole bunch of reasons why it doesn't work. And I can do a whole separate video on that if you guys want me to. You can just comment down below, like why Twilio sucks for calling or something like that. But, but really it's about that network just isn't built for it. And so when you use it, there's a number of factors that stop that number from being delivered consistently to the prospect. And so that generally gets worse and worse. And then what happens is that people counteract that through like brute forcing, like stupid things like what, you know, here in the industry, like the bulldog strategy, or like, you know, triple dialing. Triple dialing is literally the number one thing that gets you spam flagged. Like, literally, if you look at any of the documentation around spam flagging, which is hard to find, but it's there, the number one thing is a triple dial. If you triple dial prospects, you will always be spam flagged and you will likely be FTC flagged. Okay, so we don't want to do that. But if you get onto a better network, even if it's a VoIP network or if you get onto a Tier 1 astantation or attend, it's a very difficult word to pronounce, right? Basically the quality of the number. Right. Quality of the routing network, then you will have a much better chance of getting through to your prospects. Okay? And the very last one is just an overall better software system. So I got sick of these not being very good, using things like Aliware, Kixie call tools, all these kind of things that just, in my opinion, just weren't fit for purpose and actually to be able to succeed. The way that spam flagging and the way that outbound dialing works is that if you don't do everything, there's no point doing anything. So, like, because they're looking for behavioral triggers, they're not looking for like threshold, right? And so if any of the behavioral triggers are triggered, then you're going to be spam flagged and then all of a sudden it becomes very, very difficult to actually speak to your people. So if you're going to do seven out of the 10 things you have to do, there's no point because the three are going to get you flagged. So what we've done is developed a system that is constantly adapting and changing over time, where we are feverishly trying to keep up to date with all the algorithms and what's happening and then putting in measures to make sure that our clients stick within the thresholds that are legally allowed, they stay compliant, because not many people are. And that's what allows us to have really high pickup rate and contact rates. But you know, we are a premium Service. It's about $250 per seat per month as opposed to something like clothes, which is about 150 or you know, some of the really, really like cheaper ones like Air Cool or something like that. But again, you know, there's a lot more things going on and so if you can find the best software for you and your company, try out different ones. Don't be fooled into a false sense of security. If you like, start brand new dialer and get 20% pickup rates day one. Like that's just the fact that you have like new numbers. It's all going to. Everything kind of ends up the same way unless you're doing a lot of these things. So you really want to have like a, I guess a more longer term or super high volume approach to it and then see like what the strategy is the dialer is using or the software is using in order to maintain those pickup rates. All right, guys, hope that was helpful. Make sure you like, subscribe notification bell, all that kind of good stuff and we will see you on the next video. Bye.