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.


PS – Whenever you’re ready, here are three ways we help sales teams grow their outbound sales:

  1. Connect on LinkedIn. I post daily about prospecting, sales, and how to be an outbound badass.

  2. Reply Method Guide. Our messaging framework for increasing response rates, setting more meetings, and closing more deals.

  3. Work with us. Get help increasing your team’s outbound sales by 2-3x. Schedule an outbound strategy session to learn three key strategies for crushing your revenue targets this year and see if Outbound Accelerator is right for your team.