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 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 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 7: Life at 1,000 Dials a Day — The Cadence Question
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…
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…
Part 5: Life at 1,000 Dials A Day — How Will Our Reps Know What to Say Without Research?
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…
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,…