Quality over Quantity in Outbound Sales

The latest data on setting a meeting suggests a range of 3 to 15 touch points, with an increasing average of attempts per prospect over the years. It's getting harder to reach people through traditional channels like phone and email. Therefore, in outbound sales, it's crucial to prioritize and allocate efforts wisely, aiming for quality over quantity. The objective is to treat accounts unequally and focus on choosing where to spend efforts. A key lesson in sales is to shape the sales pipeline more like a 'martini glass' than a pipeline, emphasizing the importance of a strategic and selective approach in outbound sales.