Let’s call this the “Research Question.” Surely it is obvious to everyone that without “research” a rep is reduced to some rote pitch, or worse. Surely a sales rep can spare 3 minutes for a little research before making a…
It just makes intuitive sense, doesn’t it? If you go fast, it will all be a blur, and you’ll miss the good stuff. After all, how can you execute a carefully targeted Account Based Everything strategy without slowing down and…
As B2B sales managers hear about “Life at 1,000 Dials A Day,” they almost always ask this question. It seems obvious, right? If my list only has 1,000 contacts on it, and we are going at 1,000 dials per day,…
Here is a universal question asked about Life at 1,000 Dials a Day: “Won’t all those dials chew up my lists?” The answer is, “No. Quite the opposite. Done right, more dials will heal, not harm, your lists?” How can…
One comment theme on my recent LinkedIn post, “If cold calling is dead, who got these results last Thursday?”, was sales rep burnout. Sure, 8 reps having 255 conversations with CIO/VP IT decision makers in 5.5 hours sounds great; and,…
ConnectAndSell delivers sales conversations very fast: numbers like 1,000 dials and 50 conversations per day are routine. This speed naturally triggers at least 10 of these questions: Won’t our reps get burned out talking to so many people? Won’t our…
In Part 1 of this two-part blog post, why did I say, “Let your sales reps make perfect lists for you by letting them make perfect lists for themselves"? Because making perfect lists is easy if you start with any…
Everybody who does outbound prospecting thinks about lists, talks about lists, buys lists, scrubs lists, allocates lists to reps, reallocates lists to new reps, re-reallocates lists as territory models change, tries new list vendors — and often (usually when new…
Yesterday I got some very pointed, and welcome, feedback from Stan Fischer, my new friend in, and very much from, New York. Stan said that I have utterly failed to make a big deal out of the most important outcome…
As the great philosopher Yogi Berra may have said, prediction is difficult, especially if it’s about the future. But I’m in the mood to try something difficult today, so here goes. First, a prediction about how consumers will buy in…