It’s a ton of effort for little results.

Let’s say you engage 100 net new contacts per week:

▶︎ 3 hrs to find 25-50 accounts 

▶︎ 3 hrs to find 100 contacts from those accounts

▶︎ 8 hrs to research 100 contacts

You’re already at 14 hours on the week without doing any actual prospecting yet.

▶︎ 2 hrs for sales admin. (queuing sequences, organizing data, etc.)

▶︎ 4 hrs to send LinkedIn connection requests, send follow up videos or DMs

▶︎ 8 hrs to call and leave voicemails

▶︎ 5 hrs of talk time spent doing discover/qualification (ii you’re lucky!)

▶︎ 2 hrs for internal obligations (meetings)

▶︎ 5 hrs to follow up with prospects from previous week’s prospecting

Total hours: 40 hours

✅ Scenario 1:

6 responses

2-3 negative replies (not interested, take me off your list)

2 neutral replies (reach out next quarter)

1-2 meetings set

✅ Scenario 2

Now if you had a 25%-35% response rate, everything changes:

25-35 responses

10-15 negative replies

10-12 neutral replies

5-8 meetings set

Want to know what it takes to get those types of results? 

Check out the slides from my convo with Sam Crew over at ExtraHop.



Full interview in iTunes and Spotify.


Join the conversation on LinkedIn here.


Here are three ways we can help you with your prospecting:
  • Reply Method GuideA proven messaging framework for increasing response rates, setting more meetings, and closing more deals from your cold emails and cold calls.
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  • Work together. Get help motivating your team, saving pipeline, and arming your reps with fresh prospecting tactics. Contact me to talk about training, coaching, and workshops.