You can do what the data tells you, or you can do what works.
Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence?
There actually was a time before the internet, before social media, before apps, and before sales technology tools. Back then, we stored and accessed lead generation data in our heads. Sure, we reviewed sales reports, and we knew our quotas and our clients, but that was it. The way we learned about our prospects was to call the corporate communications department and request an annual report. (They mailed it.) That was our data. We also discussed deals with others in our company who had connections in our prospect companies. Usually, the president and CEO knew others in their positions and had forged strong relationships, because that’s how business
