What’s a Warm Call?

Articles, Selling

Before we address what is a warm call, believe me when I tell you that I know what cold calling is. I started my B2B sales career going door-to-door peddling business calculators on the streets in Los Angeles. Pick a building or a street and knock on every door. 30 cold calls daily.

On the other hand, a warm call, while it may still be a cold outreach … I’m going in with a reason or reasons vs. this just being the next door to knock on or the next call to make. And … I have a plan. Ideally I know who, what, where, when, and why.

While folks will have differing definitions of what constitutes a warm call, here are some of the ways that they may have matched my criteria …

  • They are a good match for my ICP and my TBP.
  • There is reason to believe that they may need my services.
  • Ideally, I have worked with clients similar to them in the past. I know their industry.
  • A trigger event may have occurred which could create a need for my services.
  • I have done the necessary research on their company and who the key players are. I have identified primary and secondary points of contact.
  • They may have reached out to me.
  • I might have been referred to them.

Armed with this information, I no longer place a call or knock on a door asking … “Who would I speak to about …?” Or … “I’d like to speak to the person in charge of …” I have a valid reason to be there. Moreover, my introduction is now tailored for this specific call.

This brings up a very important point. I have never believed that the key to increasing your sales is to make more calls. For one thing, time is finite. There is also the burnout of smiling and dialing mountains of calls just to get to one “Yes”.

It’s not quantity, it’s quality. Fewer calls, but better calls, yield better opportunities with a much higher probability of closing. The time saved by not chasing unqualified opportunities can now be devoted to properly working qualified opportunities, once again, increasing their likelihood of closing 

What’s not to love about warm calls!

If you would like to explore whether or not Nimble CRM, my sales training, or Sales Coach Pro might be right for you, please book a free 30-minute Zoom consultation with me by going to my calendar. 

To learn more about our Nimble training and implementation services, please visit our Nimble CRM training services page. 

I would also be happy to connect you to a marketing professional who I know and trust or to an automated yet personalized and human-to-human LinkedIn prospecting system. Please reach out to me at craig@adaptive-business.com for an introduction!

Craig M. Jamieson

Craig M. Jamieson

Managing Member at Adaptive Business Services
Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!
Craig M. Jamieson

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