I am unbelievably excited to release Issue #2 of the Outbound Index.
I have a confession to share – I have gone through the full 5-stage Kübler-Ross coping model with the buzz around Social Selling.
Here’s how it went:
Having Sales Reps prospect me is one of the most eye opening parts of my job.
Being a quant type of guy (nerd might fit too), I decided to track & categorize the sales processes that Reps have put me through over the last few weeks.
Here’s what I saw:
23 sales processes
13 sent a single email
6 added 1 call to the email
2 executed a generic 3+ touch process
2 executed 4+ touches (and sounded like they knew about my concerns & day-to-day role)
By my math, that's a less than 9% of Reps doing something more than drive-by prospecting. This left me wondering, what is it that drives 1 Rep to commit to a process – where 9 others fall short?