t Based t elopmen T v oun c c art 8 A f Cold calling has gone cold P The WHAoSales De A recent Baylor University Keller Center And LinkedIn reports that 90 percent of B2B Research Report found that for every decision-makers never respond to any form 330 cold calls made, only one appointment of cold outreach. Ouch. Mike Volpe’s was set (a 330:1 call-to-appointment ratio). Prospecting Armageddon The problem is not with the ‘calling’ Mike Volpe, one of our favorite start-up the problem is with the ‘cold’. Do your growth advisors, describes what he homework or get the cold shoulder! calls ‘Prospecting Armageddon’: a cycle of failure that traps any sales development team that skips the ‘relevance’ mandate. It looks like this: The Prosepecting Armageddon People filter and ignore BDRs send (even more) cold emails BDR miss BDRs use goals b/c tools to send low response even more cold emails mikevolpe.com Getting your Who/What/Where framework right will keep you out of this cycle of despair! 50