Getting referrals business should be top priority in your sales prospecting techniques
Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. That’s not happening with cold calling. Account execs remain overwhelmed with conflicting messaging, technology overload, and lack of resources. Teams are working all hours, lack sufficient sleep, and skipping vacation.
Oh, and they’re not making quota—not even close.
According to CSO Insights, “Only slightly more than half of sales representatives (53%) are meeting or exceeding their quotas according to our recent (2018) World-Class Sales Practices Study. While this is concerning in its own right, even more, concerning is that this is the fifth straight year of decline. Compare this to other functions … If a 50/50 success rate were present in any other department, the reaction would be swift and definitive.”
According to CSO Insights,
