by Townsend Wardlaw
In the demand-creation prospecting world, I am often brought in to discuss the basic metrics and measures required for sales organizations to perform effectively. I typically encounter situations where there are no resources in place – no appointment setters – or they are in place but significantly underperforming.
Sales people like to debate efficiency vs. effectiveness. However, the reality of the situation is that prospecting effectiveness doesn’t vary all that much. I’ve studied this over millions of outbound calls across ever imaginable industry so I’ll say it again – the ratios associated with prospecting dials to conversations really don’t change based on volume so there is no such thing as improving effectiveness.
The most common concern CEOs, Owners, and Founders have is they don’t want to be perceived as having their people doing telemarketing. I find this interesting to me because in a business context you need to get in front of people and getting in front of people is simply a function of persistent activity.
What’s the Difference? Read more at www.townsendwardlaw.com
TOWNSEND WARDLAW IS SALES CONSULTANT WHO WORKS WITH INDIVIDUALS AND COMPANIES WHO ARE TRULY MOTIVATED TO CHANGE AND GROW AND ACCOMPLISH AMAZING THINGS.