The purpose of constructing an outreach plan is to generate conversations with prospects in hopes of winning their business, eventually.
What often happens in the earliest days is we haven’t properly defined what exactly makes for a good (or bad) customer.
In a previous life, my team was responsible for Lead Management at Groupon as we oversaw 6M+ leads. This meant ranking, tagging, allocating and swapping leads amongst 800 sales reps covering 173 markets in North America, every day.
Every few weeks, I sit down with my dear friend Danny at our favorite local spot, Arlequin Cafe. As friends do, we cover many topics, but we always find ourselves back on the topic of sales, and more specifically, how to properly build sales at the various companies…