Quality vs. quantity: the never-ending debate.
I lean heavily on personalization and context to outbound calls and emails.
But certainly there’s a balance between quality vs. quality.
And my vote is for quality AND quantity.
Here’s a tip for striking a balance between the two:
✅ Annual Contract Value.
If your ACV is higher than $10k, it makes sense to spend more time researching. Spend 5-10 minutes on each prospect (or more) to find a compelling reason for them to engage with you.
If your ACV is lower than $10k, lean more towards quantity. You have less time since you need to land more deals to hit your revenue targets. You can only afford to spend a few minutes apiece on these prospects (3×3 or 5×5 method applies here).
If your ACV is lower than $1.2k, it’s a quantity game at that point. Spend little (if any) time personalizing your approach.
Start testing by spending more time than you think necessary personalizing. Then run a test on the other extreme: minimal personalization and segmentation.
Run the numbers to find the sweet spot for the right amount of effort that lands a quality deal.
How do you strike a balance between quality and quantity?
Join the conversation on LinkedIn here.
Jason
PS – Whenever you’re ready, here are three ways we help sales teams grow their outbound sales:
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Connect on LinkedIn. I post daily about prospecting, sales, and how to be an outbound badass.
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Reply Method Guide. Our messaging framework for increasing response rates, setting more meetings, and closing more deals.
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