“The way to quantify at-bats it’s not by the cold calls we make, but it’s by the conversations you’re having.” – Chris McKenzie in today’s Tip 340
Activity metrics are great, but does it really matter how many dials you make or emails you send if they’re not actually resulting in conversations?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today is Christmas, so I don’t imagine you’ll be listening to this tip on the day that I release it, but I wanted to maintain the momentum of the show and have a little bit of a backlog for you to binge through when you get back from the break whether that’s later this week, or even into January. What I’ve got for you today is a quick excerpt from my latest interview episode on the Sales Success Stories podcast featuring Chris McKenzie who is currently the top Enterprise BDR at Zoom. Here’s a little clip and a little taste for you:
Scott Ingram: And I guess the results show that you put up four times the results.
Chris McKenzie: Yeah, yeah, exactly. And I mean that’s, I feel like the way to quantify at-bats it’s not by the cold calls we make, but it’s by the conversations you’re having. So if you can create a process or implement a strategy where you are getting more people to answer the phone or even answer your emails the more conversations you have I mean that’s the true at-bat. And that’s what I tried to do with my process. You know, from working on international focus to leveraging data to find people that have problems and are more likely to answer the phone and respond to my emails and set something up. You know, it’s just a lot more at-bats and more at-bats for me means more at-bats from AEs, which means more revenue for the company
Scott Ingram: As is typical for that show, the full interview is well over an hour and Chris is doing some really smart things to massively over-perform in each BDR type role that he’s held, but this insight in particular I thought was pretty useful as you’re working on your own plan and approach for 2020. It’s this idea of measuring what matters. In this case conversations. Activity metrics are great, but does it really matter how many dials you make or emails you send if they’re not actually resulting in conversations? Why not measure the quality and quantity of conversations instead?
Check that out when you’re ready, and be sure to come back tomorrow for another great sales tip. Merry Christmas!