Many sales teams approach prospecting with an emphasis on volume. They "smile and dial" their way through calling lists from A-Z, opting to leave qualification for later in the process. This often results in long hours of talking with gatekeepers, leaving fruitless voicemails for the wrong people, and filling the pipeline with deals that will never close.
The key to effective prospecting is not increasing the number of calls made. It is in focusing your team's efforts on those leads with the highest likelihood to result in closed business.
How do you identify these top priority leads?
Take the first step and download this tool that will help your salespeople prioritize their leads.
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Every day, your leaders and your workforce are faced with countless bits of information while making decisions that range from the pragmatic to the strategic. As they confront more and more information—requiring them to act quickly while considering varying perspectives—they are primed to rely on biased thinking.
Why? Because unconscious biases are shortcuts that help our brains compensate for overload. This affects how we make decisions, engage with others, and respond to various situations and circumstances, often limiting potential, inhibiting performance, and leading to poor decision-making.
You may be new to the topic of unconscious bias, or perhaps you already have a training initiative underway inside your organization. Regardless of your knowledge level, these complimentary resources will help as you create a workplace of inclusion and engagement.