Editor’s Note: We’re pleased to welcome Chris Haig as a new blog author. Chris has 20+ years of software sales experience and we’re pleased he’s going to share his knowledge and insights about avoiding sales burnout and other B2B sales topics.
After twenty years of selling software and IT products, the one thing that’s been getting harder year after year is the one thing you can’t avoid in sales. You have to get people on the phone to have discussions. No matter how many articles people post about how ‘cold calling is dead’, it’s simply not – no way, no how. Why else would the big trend be to move to Inside Sales teams and Business Development Rep models? The trends don’t lie. E-mail and website tools also have their place, but anyone who’s been in Sales for a while knows you can’t hit those magic numbers waiting for leads to come to you. It just doesn’t work that way. Two to three percent responses from e-mail campaigns won’t do it either. Those inside sales teams and BDR’s are not just servicing incoming inquiries (in most cases). Continue reading