Warm Calling
Quick definition
Calling prospects who have already had some form of interaction with your company, such as a website visit, content download or LinkedIn connection.
Detailed explanation
Warm calling sits between cold calling and inbound leads. You call people who haven't explicitly asked for contact, but who have shown signals of interest. For example: someone downloaded your whitepaper, liked your LinkedIn post, or visited your website multiple times. This context gives you a much better opening than "I'm calling randomly." You can start with "Saw you read our article about X last week..." or "We're connected on LinkedIn and I saw that you..." Warm calls have a 4-7x higher conversion rate than cold calls because there's already some form of trust or interest. It does require your systems to be in order: your CRM must track who downloaded what, your marketing automation must track website visitors, and your LinkedIn Sales Navigator must show engagement. The best warm callers do 2 minutes of research before calling: they check the LinkedIn profile, see what content the prospect viewed, and prepare 2-3 openings.
Synonyms
Examples
An SDR sees in HubSpot that a prospect visited their pricing page 3x this week. She calls: "Hey Lisa, saw you were browsing our site this week. Are there specific questions I can help with?" 42% books a meeting vs 12% for cold calls.
A salesperson sees that a LinkedIn connection liked and commented on their post about "5 mistakes in B2B sales". 2 days later he calls: "Hey Tom, thanks for your reaction to my post about sales mistakes. Do you recognize that in your own team?" Starts natural conversation that leads to demo.
When to use this?
Use warm calling as follow-up to content downloads, website visits, LinkedIn engagement or event participation. Don't wait too long – the best moment is 24-48 hours after the interaction when your company is still top-of-mind for the prospect.
Match-day approach
We build a "warm call trigger system" in your CRM. Certain actions (pricing viewed, demo video watched, 3+ pages visited) automatically trigger a task for your SDR. We train your team in openers that reference the interaction without sounding like a stalker. Plus scripts for different scenarios.
Related terms
Cold Calling
Reaching out to potential customers by phone without prior contact or relationship.
Outbound Sales
A proactive sales strategy where you approach potential customers, instead of waiting for them to come to you.
Lead Generation
The process of attracting and identifying potential customers who have interest in your product or service.
Learn more
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