{"id":2493,"date":"2019-12-25T04:30:41","date_gmt":"2019-12-25T10:30:41","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=2493"},"modified":"2019-12-23T02:22:55","modified_gmt":"2019-12-23T08:22:55","slug":"sales-tip-340-quantifying-what-matters-at-bats-chris-mckenzie","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-340-quantifying-what-matters-at-bats-chris-mckenzie\/","title":{"rendered":"Sales Tip 340: Quantifying What Matters (At Bats) &#8211; Chris McKenzie"},"content":{"rendered":"<p><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/12\/Chris-McKenzie-150x150.jpg\" alt=\"\" width=\"150\" height=\"150\" class=\"alignright wp-image-2526 size-thumbnail\" srcset=\"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/12\/Chris-McKenzie-150x150.jpg 150w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/12\/Chris-McKenzie-300x300.jpg 300w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/12\/Chris-McKenzie-100x100.jpg 100w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/12\/Chris-McKenzie-250x250.jpg 250w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/12\/Chris-McKenzie-200x200.jpg 200w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/12\/Chris-McKenzie.jpg 328w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/>&#8220;The way to quantify at-bats it&#8217;s not by the cold calls we make, but it&#8217;s by the conversations you&#8217;re having.&#8221; &#8211; Chris McKenzie in today&#8217;s Tip 340<\/p>\n<p><strong>Activity metrics are great, but does it really matter how many dials you make or emails you send if they\u2019re not actually resulting in conversations?<\/strong><\/p>\n<p><a href=\"http:\/\/dailysales.tips\/340\/#disqus_thread\" target=\"_blank\" rel=\"noopener noreferrer\">Join the conversation below<\/a> and learn more about Chris!<\/p>\n<p><a href=\"https:\/\/top1.fm\/episode-83-getting-in-the-strategic-zone-with-chris-mckenzie\/\" target=\"_blank\" rel=\"noopener noreferrer\">Chris McKenzie on Sales Success Interview<\/a><br \/>\n<a href=\"https:\/\/www.linkedin.com\/in\/christopher-mckenzie-bdr\/\" target=\"_blank\" rel=\"noopener noreferrer\">Chris McKenzie on LinkedIn<\/a><br \/>\n<a href=\"https:\/\/zoom.us\/ent?zcid=2582\" target=\"_blank\" rel=\"noopener noreferrer\">Zoom<\/a><\/p>\n<p>Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: <strong>512-777-1442<\/strong> or Email: <strong>scott@top1.fm<\/strong><\/p>\n<h3>Transcript<\/h3>\n<p>Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I\u2019m your host, Scott Ingram. Today is Christmas, so I don\u2019t imagine you\u2019ll 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\u2019s later this week, or even into January. What I\u2019ve 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&#8217;s a little clip and a little taste for you:<\/p>\n<p>Scott Ingram: And I guess the results show that you put up four times the results.<\/p>\n<p>Chris McKenzie: Yeah, yeah, exactly. And I mean that&#8217;s, I feel like the way to quantify at-bats it&#8217;s not by the cold calls we make, but it&#8217;s by the conversations you&#8217;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&#8217;s the true at-bat. And that&#8217;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&#8217;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<\/p>\n<p>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\u2019s held, but this insight in particular I thought was pretty useful as you\u2019re working on your own plan and approach for 2020. It\u2019s 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\u2019re not actually resulting in conversations? Why not measure the quality and quantity of conversations instead?<\/p>\n<p>Anyway, there\u2019s plenty more over on the <a href=\"http:\/\/top1.fm\" target=\"_blank\" rel=\"noopener noreferrer\">Sales Success Stories podcast<\/a> and we\u2019ll have that link as well as links to connect with Chris directly at <a href=\"http:\/\/dailysales.tips\/340\/#disqus_thread\" target=\"_blank\" rel=\"noopener noreferrer\">DailySales.Tips\/340<\/a><\/p>\n<p>Check that out when you\u2019re ready, and be sure to come back tomorrow for another great sales tip. Merry Christmas!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;The way to quantify at-bats it&#8217;s not by the cold calls we make, but it&#8217;s by the conversations you&#8217;re having.&#8221; &#8211; Chris McKenzie in today&#8217;s Tip 340 Activity metrics are great, but does it really matter how many dials you make or emails you send if they\u2019re not actually resulting in conversations? Join the conversation&#8230;<\/p>\n","protected":false},"author":2,"featured_media":2526,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":"","tve_updated_post":"","tve_custom_css":"","tve_user_custom_css":"","tve_globals":{},"tcb2_ready":0,"tcb_editor_enabled":0,"tve_landing_page":"","_tve_header":"","_tve_footer":""},"categories":[40],"tags":[],"class_list":["post-2493","post","type-post","status-publish","format-standard","has-post-thumbnail","category-daily-sales-tips","entry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.7 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Sales Tip 340: Quantifying What Matters (At Bats) - Chris McKenzie - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-340-quantifying-what-matters-at-bats-chris-mckenzie\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 340: Quantifying What Matters (At Bats) - Chris McKenzie - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"&#8220;The way to quantify at-bats it&#8217;s not by the cold calls we make, but it&#8217;s by the conversations you&#8217;re having.&#8221; &#8211; Chris McKenzie in today&#8217;s Tip 340 Activity metrics are great, but does it really matter how many dials you make or emails you send if they\u2019re not actually resulting in conversations? 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