phone prospecting
-
Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling
- April 2, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I have data that shows that the very people who don’t score well at hunting (reluctant, ineffective or both) also score poorly at Social Selling while those who score the highest for Hunting score higher for Social Selling too. Check out this data from Objective Management Group’s (OMG) evaluations of more than 1.7 million salespeople:
-
Call Reluctance is Just as Popular as Ever!
- March 7, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
While some are quick to blame the low (as bad as) 15:1 dial to conversation ratio, that number is driven in part by salespeople who don’t try hard enough to get their prospects to the phone.
-
What Percentage of New Salespeople Reach Decision Makers?
- June 20, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I reviewed a new set of around 8,500 rows of data today. I wanted to know what percentage of salespeople were able to get past gatekeepers, including voice mail systems, and reach decision makers. This was very interesting!
-
What Do You Blame When Salespeople Don’t Schedule Enough New Meetings?
- May 23, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most salespeople suck on the phone. If you read that article, you learned about 10 common mistakes that salespeople make on the phone. But those are strategic and tactical mistakes – they are skill-based. What happens when you have salespeople who won’t even make calls? Could they be suffering from call reluctance? Objective Management Group (OMG) measures 21 Sales Core Competencies and one of them is the Hunter Competency.
-
Top 10 Mistakes Salespeople Make on the Phone (Funny Read)
- August 13, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Earlier this week, I wrote the “Get Your Butt Out of Your Head” article. At that same tournament, I heard an even funnier story from its director. He told us about a team who went 0-7, losing each game by the mercy rule. For those of you who aren’t familiar with it, if a team is losing by 12 runs or more after 4 full innings, the game is stopped, showing mercy to the team who was getting slaughtered.