5 Signs Your Prospecting Calls Are Actually Working
Wondering if your prospecting calls are getting results? These aren’t cold calls—you’ve warmed them up a bit and now you’re hoping for progress. But what should you really be measuring?
Here are five proven ways to gauge the success of your prospecting efforts.
- Do NOT Attempt a “One-Call Close.”
The days of the one-call close are behind us.
If someone’s ready to buy immediately, they’re probably doing it online without ever talking to a salesperson. So don’t pressure the call into becoming a transaction. That’s not the goal.
The real success? Securing the next step. Whether it’s a second call, a demo, or just continuing the conversation, your job is to guide—not close.
- You’re Able to Confirm a Time for the Next Call.
One of the clearest signs of a successful call? You’ve booked another meeting.
This is what I call BAMFAM—Book A Meeting From A Meeting. If you leave a call with a scheduled follow-up, you’re moving the relationship forward.
Even if the sale is still far off, this shows interest and alignment. That next meeting is a major win.
- You’re Able to Learn One Piece of Information About the Prospect.
Every prospecting call should give you at least one new insight.
It could be about their business challenges, goals, or even a personal detail. Use this to add context to your follow-ups and build a stronger connection.
Mentioning that detail in your next email or call proves that you’re listening—and that builds serious trust.
- The Prospect Shares a Concern They’re Dealing With.
When someone opens up about a real concern, that’s not just small talk—it’s a breakthrough.
It means they trust you enough to be vulnerable. And if they’re sharing something they don’t usually reveal? That’s huge.
This level of openness often signals a qualified lead—and gives you a real opportunity to show how you can help.
- Prospecting Calls Require Two Things: A Great Attitude and Patience.
Mindset makes all the difference.
Go into every call with a positive attitude and a long-game perspective. Even if nothing big happens on the first call, your energy and patience can make all the difference.
Expect success. Be deliberate with your questions. And remember: progress takes time, but consistency wins.
For more sales training, check out The Sales Hunter University—packed with resources to help you sell smarter, faster, and with more confidence.
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Copyright 2025, Mark Hunter “The Sales Hunter” Sales Motivation Blog. Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
