👷🏼♂️ WORK IN PROGRESS 👷🏼♂️
Focusing on quantity to hit activity KPIs leads to below par, generic SDR and Sales touchpoints.
Focusing on quality differentiates yourself from the mass of Sales, and establishes yourself as a trusted and insightful business partner.
Ultimately hitting Sales activity KPIs is irrelevant - only meetings/deals on the board count.
Disqualifying is critical, and more often than not leads to the prospect (re)qualifying themselves (see RFP methodology where declining to participate, with a good articulation and positioning, can lead to obtaining a different status in the RFP race)
Thinking beyond the client's requests and providing insights not asked for, but relevant.