Taking It Easy at 1,000 Dials a Day
In reviewing my Life at 1,000 Dials a Day series, I was struck by just how negative it was, and amazed that anyone would hang in there while we explored questions like “Will 1,000 dials a day chew up my…
Sales Tech Diaries: A Glimpse of Intelligence
When I sat down to write Part 12 of my blog series “Life at 1,000 Dials a Day,” I thought it was going to be easy: just do a little math that includes the price of sales labor — a…
Part 4: Life at 1,000 Dials a Day — Does Speed Kill Sales Strategy?
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…
Part 3: Life at 1,000 Dials a Day — Do My Little Tiny Lists Need Lots of Dials?
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,…
Part 2: Life at 1,000 Dials a Day — Will 1,000 Dials a Day Chew Up My Lists?
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…
Intro: Going Fast — Adapting to Life at 1,000 Dials a Day
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…
The Perfect List — A How-to Guide: Part 2
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…
The Perfect List — A How-to Guide: Part 1
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…
