The Sound of Your Phone Not Ringing

That silence you hear is the sound of your phone not ringing.

Maybe you don’t want to pick up the phone and make your calls. Maybe you think you should have enough inbound to keep you busy. Maybe you believe social selling is going to generate more than enough leads.

Maybe you believe that the guys and girls in product are supposed to design products that people clamor for. Maybe you believe that marketing is supposed to craft the irresistible offer. Maybe you believe that your prospects are supposed to beat a path to your door.

I know one company that has so many inbound leads now that their management reached out to tell me that they’re scared that their sales force has completely lost any ability (and all willingness) to prospect on their own. That isn’t your company, is it? And it isn’t going to be.

Today I am at Dreamforce and some cat named David shows up at my table while I am eating lunch to interrupt me and hand me a slick, four-color, glossy card about his company. Then he hands me another card which is an invitation to see a demo at a fancy restaurant tomorrow. David doesn’t have the money for the big booth. So David goes guerrilla.

You might be unhappy with David interrupting your lunch. You might be put off by the idea of hustling people into a lunch somewhere to pitch them. But David isn’t, and over time, David just might beat you. David knows his phone isn’t ringing, and he is acting accordingly.

Filed under: Prospecting, Sales 3.0

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