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.

In this episode, Kelly Grafton welcomes back Dr. Bitty Balducci, Assistant Professor of Marketing and cold call researcher, to explore the science of politeness in sales. Drawing from tens of thousands of calls, Bitty breaks down how simple choices in language can protect a prospect’s “face,” reduce friction, and create a more productive conversation.

You’ll learn:
- Why politeness matters in cold calls and how it prevents hang-ups and hostility
- The two components of politeness: niceties (please, thank you, respectful phrases) and deference (softening statements to recognize autonomy)
- When niceties are most effective during the call and when they can backfire
- How hedges like “could,” “may,” or “maybe” make next steps feel collaborative instead of forced
- The difference between politeness and formality, and how to use each intentionally

Packed with real call examples and practical tips, this episode gives SDRs the tools to communicate with confidence while respecting their prospects.

In this episode, Kelly Grafton sits down with Dr. Bitty Balducci, Assistant Professor of Marketing and cold call researcher, to explore how the words you choose can make or break your outreach.

You’ll learn:
- Why conversational language helps SDRs book more meetings
- How formality versus informality shapes connection with prospects
- The role of pitch in sounding both human and professional
- When casual cues work best and when to add structure
- Practical examples from real calls and data-driven takeaways

Backed by analysis of tens of thousands of calls, this episode will help every sales rep bring more confidence and authenticity to their outreach.