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…
Part 12: Life at 1,000 Dials a Day — Won’t That Break the Bank?
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…
Part 11: Life at 1,000 Dials a Day — How Much Is Enough?
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…
Part 10: Life at 1,000 Dials a Day — Who Calls Whom?
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…
Part 9: Life at 1,000 Dials a Day — Is There an Alternative to Hiring Blind?
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…
Part 8: Life at 1,000 Dials a Day — How Many of These, How Many of Those
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…
Part 6: Life at 1,000 Dials a Day — Too Fast to Coach? Or Just Fast Enough?
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…
Management by Serving Suggestion: How to Guarantee Sales Development Non-performance
"Management by Serving Suggestion" is a phrase that jumped off my tongue at the end of a visit to one of our customers, who will remain anonymous for obvious reasons. I was trying to capture what it was that bothered…
Coach by the Numbers, Part 4
To conclude this four-part blog series on coaching, here's a step-by-step guide for using the "Coach by the Numbers" process to get each representative on your sales development team up to an optimal level of cold-calling success. Get rigorous about…
Coach by the Numbers, Part 3
To summarize, in reverse order, the content in Part 1 and Part 2 of this four-part blog series: Sales development conversations are like prize fights: you will never get to use your late-round skills if you are knocked out in…
