Sales Transformation

#606 S2 Episode 475 - OUT-BALANCED: Balancing the Leads in an Outbound Channel

Mar 22, 2023

08:29

SALES IS A CIRCUS, YOU HAVE TO DO SOME BALANCING ACT

A lot of sellers assume that the more leads you have, the better your chance of getting a deal. Unfortunately, that is not the case anymore. Today, Nancy is back, and she will be discussing with Collin the importance of having the right size of leads and how every industry has its own unique ramp-up period, which you need to consider when you plan on making cold calls. Learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

NANCY: RIGHT SIZE YOUR LEADS

“I was on the phone with a client earlier, and one of his accounts wanted to stop his program because he was getting too many leads. Well, I say, ‘Then hire more people, so you don't do it’. I guess it's a balance, you need to know how many leads you can handle and handle them well, that's the key.”

NANCY: DIFFERENT INDUSTRY, DIFFERENT RAMP-UP PERIOD

“The larger the company, the longer it takes to get the attention of a decision-maker. That's just the reality. So when you go into a call campaign, you have to look at all of those factors to set reasonable expectations. Unfortunately, a lot of people give cold calling a bad rep, ‘Oh, it doesn't work. It doesn't work.’ And the reality is, it does work, but every vertical or industry has a different ramp-up period.”

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Nancy Calabrese | Twitter | One of a Kind Sales

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