Reps should not build their own lists. Instead, they should own the CRITERIA for the list.
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.
- Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
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- Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let’s talk about training and coaching.