In the Know with Kelly Grafton: Cold call stats that answer your biggest questions

In this episode, Kelly Grafton sits down once again with Dr. Bitty Balducci, Assistant Professor of Marketing and cold call researcher, to unpack the questions SDRs ask most often. Using fresh data from MemoryBlue calls, Bitty reveals what the numbers really say about common scenarios and sales techniques.

You’ll learn:
- The average success rate of cold calls at MemoryBlue and how it compares to Fortune 500 benchmarks
- Why longer calls with more back-and-forth exchanges boost the odds of booking meetings
- Whether there’s a “golden hour” or best day to call prospects
- How prospect seniority (low, medium, high status) shapes your approach and why high-level executives respond better to informal language
- What the data says about common openers like “Did I catch you at a bad time?”
- How often prospects ask for an email, and why pushing back respectfully creates better outcomes

The missed opportunities SDRs have to use phrases like “Since you said…” or “What I’m hearing is…” and how to add them in naturally.

Packed with statistics, patterns, and practical applications, this episode gives you the facts you need to refine your calls and close more meetings.