Disruptive Selling: Campaigning

With sales managers, ‘activity’ is all the rage. How many cold calls, first appointments, and lunches did you have this week? What is the status of this and what is the status of that? To be sure, successful salespeople are active ones. But high levels of activity alone do not produce deals. These activities have to be purposeful to work; there needs to be a mission behind them. Blitzing 100 CFOs with cold calls doesn’t lead anywhere on its own – that is purposeless.

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