25 Touches

Out of the thousands of salespeople I’ve trained - whether they’ve been 21 year old SDRs straight out of college or 60 year old enterprise sellers with decades of experience, normally they’re not following up enough.

They make 2 calls with no answer and say cold calling doesn’t work. They send 5 videos with 0 responses and say videos don’t work.

Here’s a story that shows why this isn’t enough:

I closed a deal after 25 touchpoints with a Chief Revenue Officer across SMS, calls, LinkedIn, videos, voice notes and email. The mad thing is I never spoke to him once and he never replied to any of my messages.

After 20 or so touches, it was disheartening that I'd not received a single reply as I had put a lot of effort into the personalization.

BUT then one of his colleagues (his head of sales enablement) messaged me to say he found the content informative and wanted his team to learn more. 

A few months later they became a customer, but the crazy thing is that I’ve still never spoken to the CRO who initiated the sales process.

The moral of the story here is that sales and outbound often do not have obvious results. But in the background people are seeing what you’re doing, absorbing and actually enjoying it.

Cheers,

Michael Hanson

CEO GrowthGenie