Blog post written for a client:
You Can’t Close a Lead You Can’t Reach
Sales used to focus on “Dialing for Dollars”. This mantra meant sales was just a numbers game. The more people you talked to, the more you closed. Productivity was measured by the number of calls and conversion ratios.
But today, sales calls are going unanswered; sales conversion ratios are tanking. The buyer only wants to answer the phone when they are ready.
Why is this? Let’s go through two all too familiar scenarios.