EP Huddle #3
Field sales and inside sales are both important and effective in their own ways. But, they can be ineffective in their own ways too! For instance, if you were able to travel and meet with a large prospect in NYC to sell a $2M solution, you wouldn't just ask for a phone appointment. Conversely, you'd never want your field rep driving around the city trying to make 15 office visits a day.
One of the major challenges of inside sales is getting the decision maker on the phone. On average, it takes 7 outreach attempts to speak to a decision maker. Is it easier if you just got in your car, drove to their office and walked in?
The short answer is NO. No it's not. Field sales and inside sales are very similar when it comes to securing the first appointment. While you may see more people in person, chances are you're going to spend a long time sitting in a waiting room, or you'll be turned away completely and you've just wasted all that time and money (not to mention time you could have been with another client).
A few tips to increasing your chances of having a meeting.
What are additional ways that you can increase the likelihood of 'being seen' when you're making sales calls? Think about the type of decision makers you're working with, and think about other ways you can impact the likelihood of not being turned away.
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