Moneyball Style Sales Management
Rich Hua stashed this in The Art of Sales
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Not impressed. Reads like an infomercial.
It kind of is an infomercial:
People have said that selling is a numbers game, but there’s more to it than dialing 150 numbers a day. You have to determine what actually works. For example, most companies waste expensive leads. Their salespeople make 150 calls but only call each number once. They’d get very different results if they called the same number multiple times. With Fortune 100 companies, we’ve found that the sweet spot is to make eight calls before tossing the lead. That’s the difference in my approach – I believe that data, not assumptions, should drive sales strategy.