Reviving Human Connection in Sales Through phone and In-Person Interactions

If you’ve hung around me for longer than five minutes, you’ve heard me say that sales is about talking with people. The fact is, the more people you talk with, the more you’ll sell. The good news is that there are lots of people to talk with to make a sale. The problem is, far too many salespeople have quit talking with people. Email Prospecting Has Suddenly Stop Working Instead they keep prospects and customers at arms length through asynchronous communication channels like email - especially when prospecting.  They lean on email because it’s easier to hide behind a keyboard than pick up the phone and face rejection. But here’s the cold, hard truth: Email as a prospecting channel has suddenly stopped working.  Recent data indicate that salespeople today are sending three to eight times more emails than they were just a couple of years ago … yet they’re getting only a tenth of the response.  Let that sink in for a moment. Three times more email and a tenth of the response. These days you can send your prospecting emails dressed up in a pink bunny suit, riding a unicorn, tossing hundred dollar bills in the air and prospects are still going to ignore you.  Essentially salespeople and their AI minions are banging out more and more email to make up for the lower response rates leading to a vicious cycle of diminishing returns. At this point, for all intents and purposes, email prospecting is dead.  The Decline of Email Prospecting  What happened?  In the past, crafting cold email involved strategic thought and personalized messages unique to each prospect. It was a slow process which meant salespeople sent fewer but more effective prospecting emails that were at least tolerable for prospects.  If your email didn’t connect, your prospect would just delete it and, sometimes, at least respond that they were not interested.  Ten years ago, the slow decline of email as a prospecting channel began with the advent of sales engagement platforms like OutReach and SalesLoft. These platforms opened the door to reps to send streams of automated emails in multi-step cadences at the push of a button. Then two years ago, AI burst onto the scene and suddenly everything changed. A legion of enterprising tech entrepreneurs promised magical prospecting engines that would “replace” salespeople altogether. Just push a button and AI does the hard work to fill the pipeline. All Prospecting Email is Suspicious  These AI apps churn out prospecting emails using “hyper-personalization,” scraping tokens off your LinkedIn profile, grabbing a crumb of information from your Facebook feed, and slapping that into an email to make it look human.  But here’s the problem: buyers aren’t stupid. The second they sniff out that a robot is behind the curtain, it completely turns them off. People don’t like to be manipulated — especially by AI. Once they realize they’ve been duped by AI, they trust nothing else in their inbox.  And because AI can send emails 24/7 — relentlessly — without taking a coffee break or a vacation, inboxes have been flooded with this shallow AI-generated drivel.  The reality is that these platforms are basically spam machines that turned the slow decline of email prospecting into a fast moving avalanche of pain. These AI powered sales automation tools have scaled email volume to an extraordinary and unsustainable level. The deluge of AI generated email led to a phenomenon called the Great Ignore in which all prospecting messages — good or bad, human or AI generated — are cast into the same bucket and ignored by the prospects. Sales Prospecting Cynicism Buyers are drained, exasperated, and exhausted with this crap. I talk to decision-makers every day who say, “I don’t open any email from someone I don’t already know anymore. I just delete it. I don’t have time for that.” And if they do open your email and see it’s obviously AI text, rather than just deleting your email,