Most successful sales reps have a wealth of experience with cold calling. They are used to consistent action: qualifying prospects, sending cold emails, booking meetings, maybe following up a couple of times, and finally closing the deal.

A predictive dialer makes selling so much more exciting, doesn’t it? Sales teams that have it, have superpowers of sorts—they can close more sales, can reach a wider audience and don’t have to worry about wasting time listening to voicemails or busy tones when making outbound calls.

Thanks to CRM software most sales teams can’t complain much today.

Unless you’re cold calling someone whose office is on fire, there’s a good chance they have time for you.

There’s a cold, hard truth about cold calling few sales reps want to admit: It doesn’t actually matter what you say. Sure, you can practice your script until your lips go numb. But those first few words out of your mouth are way less important than how you sound.

One of the hardest things about being a sales rep is knowing if you’re doing a good enough job. But what is “good enough?” You might feel like you’re crushing it with your cold email campaigns only to find out your competition is getting double your response rate.

You hang up the phone… An hour long sales call is now in the books. It was a quality lead you’ve been trying to get time with for a while.

When we talk about sales strategies, it’s easy to obsess over specifics. How to write the best cold email or sales script. Where to find your prospects. How to ask for the close. But there’s one crucial fundamental that so many salespeople ignore: Timing.