Sales Leadership Is Missing It Big (and Here’s the Proof)

Research shows cold calling scripts and tricks don’t work, but referrals do.
When will sales leadership wake up? They still measure the number of dials and emails sent in a day, when the return on these sales activities is dismal. The last I heard, it took eight to 12 touches to reach a prospect—and that was before the world started working from home. Perhaps it takes so many touches because salespeople use cold calling scripts, talk about themselves, and ask dumb questions like:
Are you the person responsible for…?
Who is the person I should talk to about …?
Do you have these pains? (Lists them)
Can you help me? I’m trying to find the person responsible for … (fill in the blank). Is that you?
If the prospect says yes, there’s another barrage of questions:
Do you use (whatever they’re selling) or outsource it?
How’s that going?
Are you getting the results you need?
If they’re satisfied, the salesperson