Stop going in circles!
We already made those decisions!
Get that meeting!
Stop over-qualifying!
A lot of sales experts preaching the merits of strictly qualifying before going to see them.
Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, “Your Friend the Phone”.
One of the main reasons outside sales reps under-perform?
They’re not in front of enough prospects.
Math isn’t working for them…
For the outside rep, there’s simply one true objective:
Get that face-to-face meeting with your target account!
Remember the framework?
1.) Select targets
2.) Create and deploy weapons
3.) Plan and execute the attack
Selecting targets is first for a reason:
If we’re proactively calling target accounts…
The decision has already been made!
Just score that appointment!
Don’t have to battle everyday.
You have selected those targets…
Everyone on those list deserves a meeting!
Until someone can demonstrate conclusive evidence that sales teams are wasting tons of money and time on unqualified appointments?
I’ll remain on my crusade swinging the pendulum back the other direction!
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