Tips & Trends
In my 15 years of inside sales, I’ve noticed that most reps struggle with their approach to managing their book of accounts. To find great opportunities in your accounts, you must be like a miner sifting through rocks looking for gold. Whether you have 300 or 3,000 leads in your book, chances are that only a small percent will be gold, quite a few will be fool’s gold and most will just be rocks.
Last month I stood in front of a room of around 120 sales reps and ask them, “Raise your hand if you’d rather call your prospects on their direct lines vs. going through the switchboard.”