CEO directly, or into the C-Suite and what are your

[rifat28dddd]

JB: It is simple. How many dials you make. How many contacts you make and how many appointments did you make. Then, how many pieces of qualifying information you are able to get in. If you are in inside sales then you are selling directly over the telephone. It would be how many dials you make to contacts to how many sales you make. It is that transactional. That is basically it.

When you understand those things, then you can begin to coach your salespeople. One thing for sales leaders, when you are running phone blocks, don’t run an hour long, three and four-hour long phone blocks. I run 15- minute phone blocks, 15 minutes, 15 dials to set one appointment. You would be amazed at how much you can do in a shorter period of time and it definitely works better with the millennial mind.

GN: Do you believe that sales reps are more likely to connect with a prospect over the phone versus email or social media?

JB: Absolutely. Most people don’t respond well to direct israel telegram data solicitation in their email and their social media boxes. Social media is more of a community where we talk to each other and we engage each other and connect, but we don’t sell to each other directly. It is a really terrible place to actually sell. It is a really good place to gather information. It is a great place to build familiarity. But a terrible place to sell.

Email is a beautiful tool but—I don’t know if you’ve seen this lately—but I get ten emails from the same person. Your response rate to emails is only 1-2% and most emails are being sent by machine anyway. But phone—just last weekend we were calling insurance; business-to-business insurance and we had a 57% contact rate. I am used to getting 25-35% contact rates on outbound calls in sort to mid-cycle business-to-business.

The telephone is the easiest, fastest way to engage with another human being. It is going to give you the best conversion rate of any tool you use period and it just plain works. One of the reasons why it works is because phones are attached to people now not desks. So, it just works. The thing is for salespeople is you just have to go pick up the phone and use it. You have to get rid of all this noise that says the phone doesn’t work.

GN: What do you think about contacting the thoughts on the best way to handle that given those tools that are out there and the etiquette?

JB: I don’t know that there needs to be an etiquette. I think if you are in Germany or Japan, which are places where there is a defined hierarchy, and there are some other countries as well, that you probably, from a local standpoint, have to look at the local norms. But in the U.S., we don’t have those local norms.