Many sales professionals swear by the traditional, grind it out,
numbers-based approach. This is where you pitch, pitch, pitch, and
then pitch some more.
But there's a different approach that is gaining traction among sales
professionals--one that doesn't deny the need to play the numbers
game, but relies on quality of interactions over quantity.
So before you pick up the phone and start "dialing for
dollars," read the following ways to improve the performance of
your outbound selling. Think of it as getting the numbers on your side.
- Find the decision makers — all of them
- Get ahead of the curve
- Leverage your relationships
- Establish credibility
- Keep the relationship going