Ah — finally — my favorite topic: how much is that doggie in the window, anyway? Now that we have explored the mysteries, both wonderful and frightening, of Life at 1,000 Dials a Day, how much does it cost to…
When I do the “1,000 Dials a Day” math with someone as part of exploring whether such a speed-up might make sense for their team, I usually bring up a simple fact: if you don’t raise the bar, you are…
I generally try to avoid subtle questions with the kind of “it depends” answers consultants are so fond of. But then I went ahead and asked one in this blog series’ introductory article, “Going Fast: Adapting to Life at 1,000…
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,…