Wingman analyzed 2 million minutes over 222,577 sales calls in the last 12 months.

And a big chunk of those were cold calls.

When a permission-based opener was used, 46.78% of those calls ended with next steps. Compared to 36.14% of calls advancing to next steps when it wasn’t used.

So they definitely work.

Here’s the formula for a permission-based opener:

[empathize] + [time] + [permission]

[empathize] “I know I caught you right in the middle of your morning and you’re probably slammed with meetings.”

[time] “But do you have a minute for me to tell why I’m calling?”

[permission] “And then you can decide if you’d like to keep chatting?”

Use that formula to build your own openers and have a little fun with it!

I’m running a webinar with Shruti Kapoor, CEO of Wingman, next week to chat all about these topics and more.

The theme is: Sales “Best Practices” That Actually Hurt Your Results.

Turns out upfront contracts are a good best practice. But we found and debunked a half dozen common best practices that are actually hurting your results.

Check it out here.

See you there?

Join the conversation on LinkedIn here.


Here are three ways we can help you with your prospecting:
  • LinkedInConnect with me for #DailyProspectingTips.
  • Reply Method GuideA proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
  • Prospecting Boot Camps. A 6-week program to help you or your team land more meetings with your ideal clients.