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Given a choice, the majority of sales people want to spend time with these, doing everything they can to, simultaneously, find and qualify new opportunities.


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Or we hire appointment setting organizations to reduce the time sales people have to spend prospecting. But if prospecting is one of the most difficult parts of selling, why are we assigning our least experienced people to do our prospecting? Clearly, an experienced person will have a greater ability to engage a customer in the first call than an inexperienced one. They have a greater ability to engage the customer in a conversation about their business and problems, because they have a deep experience base in working with others on these issues.

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They will have a greater ability to challenge the customer, to get them to think differently because they know what customers face. The yield an experienced person will get from conversations is likely to be greater than the yield an inexperienced person might get from those conversations. Clearly, given the average duration of these conversations, there was not a lot of discovery or qualification going on, so one wonders about the quality of the meetings being set up. After all, why would we ever call anyone outside our ICP? But what if we reimagined this.

Clearly, these people were more focused on volume of conversations. Due to the high volume of feedback, we are unable to respond to individual comments.

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