How to Do Both High-Volume and High-Value Selling
Outbound sales organizations continuously struggle to achieve the balance between high-volume calling and high-value calling. In this podcast I talk with John Steinert of TechTarget about:
- How to go from “Who should buy” to “Who probably will buy”
- How to augment the insight on your website visitors with intent to buy so sellers can prioritize their time.
- What to do if you’ve hit the point of diminishing returns where more volume just adds cost.
- How to get real Intent data, not just on accounts but also on the contacts who—it’s important to note—have consented to being contacted.