It's part 3 of 5 - and as noted below, in this short clip we introduce one of the hottest debates in sales leadership - Quantity v's Quality (of engagement) We've all been there right? Sales leadership say "make more calls" but we all know there's only so many (calling) hours of the day. We know that more activity usually ends up with the chance of more engagement - but at what cost? Typically this results in lower quality engagement - you're being asked to simply do more, not change how you do it. What's the sacrifice? Research, understanding, alignment, relevance. Knowing who you are talking to, having good insights to determine the right angle, having the relevance to get to the next step! Also - just how many opportunities and connections are wasted, because your timing, your approach or your relevance was completely wrong? How long will it be before you can re-engage? "But wait!!!" I hear you cry, "We can't spend hours doing research!" Maybe not (deal size dependent) but are you even afforded the right amount of time to work out who is the right contact, why they will be interested, and what to talk about? The tools and insights are often just a bunch of clues as to what to do, and there's always the question mark over the quality of the data, let alone knowing how and what to say as a result. To date, Sales leadership has had little choice other than to crack the whip louder - and we want to change that. For us, it's not about giving sellers datapoints, more telemetry, more insights that requires more inference. It's about guiding the seller with clear help: - Who to talk to (prioritized, company and people) - Why they will be interested (aligned, to what they are working on) - What to talk about (engagement, open questions relevant to your solution) This is what we deliver! What's your story? Are you quality or quantity driven? How long do you get to research? What do you review and how long does that take you today?
In part 3 of our launch primers, we introduce the quality v's quantity debate. Where does your sales team sit? Where's the balance of activity and outcome in your sales team? How do you approach increasing sales?
VP, International Customer Success
12moI think it was Peter Kay that said, “garlic bread was the future”. Well, he was wrong, as AI is clearly the future 😁