> ## Content Index > Fetch the complete content index at: https://netpartners.marketing/llms.txt > Use this file to discover other available public pages before exploring further. # Case Study: 598% More Calls Led to 32% More Deals (Sales Calls Aren't Dead) - URL: https://netpartners.marketing/case-study-598-more-calls-led-to-32-more-deals-sales-calls-arent-dead/ - Published: 2025-09-19T19:16:22.000Z - Updated: 2025-09-19T19:27:41.000Z - Description: Speed Matters More Than Perfection - Author: Zoltan Juhasz - Tags: CLOSE CRM ## TL;DR Close tested calling ALL new trial users for 90 days. Result: 598% increase in calls made, 32% more deals closed. Turns out proactive calling works even for product-led growth companies. The key insight: speed + systematic approach = more revenue. ## The Bold Experiment Most SaaS companies rely on self-service trials and avoid "bothering" prospects with sales calls. Close decided to challenge this assumption with a straightforward test: **Hypothesis:** Proactive calling improves overall sales outcomes, even for leads that don't fit ideal customer profiles. **Method:** Call new trial signups quickly after registration. **Duration:** 90 days of systematic testing. **Goal:** Prove or disprove that calling drives results in a product-led growth model. [See the calling tools that made this 598% increase possible →](https://refer.close.com/8gibcc2siudi-ulezo?ref=netpartners.marketing) ## The Setup: How They Did It **Team Structure:** - Core sales team focused on ICP leads with strong signals - One dedicated rep assigned to call non-ICP trial signups - Goal: Quickly disqualify poor fits and identify hidden opportunities **Technology Used:** - Smart Views for filtered calling lists by industry - Power Dialer for efficient call sequences - Predictive Dialer for team calling sessions - Custom Activity tracking for disqualification reasons **Call Approach:** - Reference their trial signup immediately - Ask: "How's the trial going? What do you need to see to make a decision?" - Focus on disqualification over selling - Book discovery calls only for qualified prospects ## The Results: What Actually Happened **Quantitative Results:** - 598% increase in total calls made - 32% increase in deals closed - July and August became best months for new MRR in over 14 months - Higher deal values despite fewer total meetings **Qualitative Feedback:** - "I wasn't expecting a phone call. I really like that personal touch." - "You read my mind! You caught me at the perfect time." - Prospects appreciated the immediate, human response **Process Improvements:** - Faster lead qualification and disqualification - Better marketing-sales alignment - More focused discovery meetings with qualified prospects - Reduced time waste on poor-fit leads [See the calling tools that made this 598% increase possible →](https://refer.close.com/8gibcc2siudi-ulezo?ref=netpartners.marketing) ## Key Strategy Changes **From Reactive to Proactive** - **Before:** Open calendars, lots of booking links, many meetings daily - **After:** Blocked calling time, strategic outreach, quality over quantity **Simplified Onboarding** - **Before:** Comprehensive checklist potentially overwhelming trial users - **After:** Focus on one key question: "What do you need to see to decide?" **Better Qualification** - **Before:** Lengthy discovery calls with unqualified prospects - **After:** Quick disqualification calls, deep dives only with qualified leads ## The Call Script That Worked **Opening:** 1. "Hi \[Name\], this is \[Your name\] from Close" 2. "You just signed up for a trial - how's it going so far?" 3. "What do you need to see from us to make a decision?" **Follow-up Focus:** - What's your current process for \[their use case\]? - What's not working with your current setup? - What's your timeline for making a decision? **Outcome-Oriented:** - Qualified: Book discovery call - Unqualified: Helpful resources + graceful exit - Timing issue: Follow-up sequence ## Key Learnings **1\. Speed Matters More Than Perfection** Calling quickly beats waiting for perfect preparation. **2\. Disqualification is as Valuable as Qualification** Quickly removing poor fits lets you focus on real opportunities. **3\. Product-Led Growth + Proactive Sales Work Together** You don't have to choose between self-service and sales-assisted approaches. **4\. Team Buy-in Requires Results** Showing the data got everyone excited about calling. [See the calling tools that made this 598% increase possible →](https://refer.close.com/8gibcc2siudi-ulezo?ref=netpartners.marketing) ## FAQ **Q: Won't calling annoy prospects who want self-service?** A: Most prospects appreciated the personal touch when positioned as helpful support, not sales pressure. **Q: How do you balance calling with other sales activities?** A: Block dedicated calling time daily. Use efficient calling tools to maximize productivity. **Q: What if our team resists making more calls?** A: Share the data showing results. Make calling sessions collaborative and engaging. **Q: How quickly should we call after signup?** A: As soon as possible. Speed creates a positive impression and shows responsiveness. **Q: What about prospects in different time zones?** A: Use appropriate calling hours and follow up with email/SMS outside calling hours. --- [The Complete Sales Acceleration Playbook: 8 Proven Strategies That Actually WorkThe 8 Pillars of Sales Acceleration![](https://storage.ghost.io/c/01/d5/01d5859a-11f3-4d0f-8d1e-43bffd5eb371/content/images/icon/favicon-144.ico)GoHighLevel Playbooks and Marketing Automation for AgenciesZoltan Juhasz![](https://storage.ghost.io/c/01/d5/01d5859a-11f3-4d0f-8d1e-43bffd5eb371/content/images/thumbnail/photo-1565866039985-cc34b20ac6d5.jpeg)](https://netpartners.marketing/the-complete-sales-acceleration-playbook-8-proven-strategies-that-actually-work/)