The top of the funnel, or TOFU — that magic interface between a company and untapped opportunities — is the growth constraint on every business. It’s kind of like the running game for an NFL team: if it’s weak, you…
In this blog series’ introduction, “Going Fast — Adapting to Life at 1,000 Dials a Day,” I asked this question: “Does this change our ideal BDR/SDR-to-AE ratio?” And I answered, in brief, “Yes — you need fewer BDR/SDRs per AE…
Call it what you will — sequence, cadence, rhythm, playbook — sales, like a golf swing or a first date, goes more smoothly when the moves are in the optimal order. Intuitively, it would seem that going a lot faster…
Everyone has coaching on their mind. Are we coaching enough? Are we coaching effectively? How can we know if our coaching is making a difference? Then someone from ConnectAndSell comes along and says, “Hey! Did you know your reps can…
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…