Ricky Pearl, founder of Pointer, #SalesAsAService and I discuss how to use outbound most effectively. It's not what you think and it's not what you are doing at the moment.
Most of you are going through the motions of outbound but your haste is getting in the way of your success.
Patience is lacking. Deep thinking and joint attention on the real problems and true intended, shared outcome is needed because at the moment the VAST majority (97-99% of the effort, money and time is WASTED TRYING TO CUT THROUGH THE NOISE marketers and salespeople have created.
Think about it for a moment.
Playing the "numbers game" works for a very few.
Playing the "long game" works for everyone except those who get churned through the machine and spat out the other side.
Ricky and I explore a much better way, a more thoughtful way and a way that gets more of you to the intended destination with substantially fewer casualties, significantly lower costs, eliminate the majority of your unwanted staff turnover, provide a steady stream of quality meetings with the right people who are already warm and receptive to you and how you can help.
Selling warm beats selling cold 6:1. Selling HOT outsells selling cold 18:1. But most of you will say, "It sounds like a lot of work, I can't be bothered", to which I ask, "Is it 18x more work, because that is the cost of inaction?"
Have a listen. Disagree if you have a strong case. Tell us why we are wrong. If you agree, tell us how we can improve our thinking. This is a topic we all need to consider because as times get tougher and the economy continues to throw uncertainty our way, we need to find ways to create #PipelineCertainty, #CRMhygiene and #BuyerSafety.
Lots more besides in this episode. Watch Ricky. He is one of the leaders of the future and you will do well to understand how he is building his sales operation and culture.
Contact Ricky via linkedin.com/in/rickypearl
Website: pointerstrategy.com.au (Sales as a service)
Phone: +61361847175 (Work)
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Would you like to be a guest on #TheInquisitorPodcast? Have you got a topic you believe will help salespeople perform better AND act with integrity. Let's plan out a show:
https://calendly.com/marcuscauchi/podcast-planning-call
Want to Work With Me?
I help principled sales professionals operating in unprincipled environments who are being asked to do things they know are not in their customers’ best interests, but they are expected to do them anyway.
They count on me, firstly, to help them navigate the narrow, and sometimes obscured path between doing what is expected, and doing what's right, and ultimately, to help them develop and execute a viable, sustainable plan to control their future on their own terms.
If you want to to find more meaning, more satisfaction and more certainty in your career, talk me about your personal vision and goals, or what you want for your team:
https://calendly.com/marcuscauchi/let-s-explore-coaching-training
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