It’s a complete waste of time for reps to find email addresses and phone numbers. Or to validate contact information to make sure it’s correct.

A $50k+ salary plus commission employee shouldn’t do any activities that can easily be outsourced for $4-5 per hour.

It’s this thinking that kills a sales team’s productivity. And probably eats up 5-10 hours of their week.

A salesperson’s time is best spent prospecting and selling. That’s what you pay them for. And those are the skillsets you invest in.

Blake Johnston over at OutboundView has some strong opinions on this.

He came on the podcast earlier this week to jam on data, collaboration, and outbound trends.

It’s always a treat to chat with someone with his level of experience.

Check the slides for outbound trends to stay on top of with your team.


Listen to full interview in Spotify and iTunes.


Join the conversation on LinkedIn here.


Join me and 42 of the top sales speakers and quota-carrying reps on the Think Outside the Script summer tour.
Here are three ways we can help you with your prospecting:
  • Reply Method GuideA proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
  • Think Outside the Script. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
  • Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let’s talk about training and coaching.