Selling (Hunting) 2016: Harder or Easier Than 10 Years Ago? A Comparison of Sales Calls, Emails and Voice Mails in 2016 vs. 2006-2015,
29th January 2017 | Journal Of Sales Transformation
Author Robert James has been a business developer tasked with selling software and services to Fortune 500, public sector and SMB accounts in search for new business since 2005. During that time, he says he has generated more than $25 million in new client revenue from cold calling and exceeded quota multiple times for five different companies. Since 2006, he’s logged 27,000 business development activities (calls, emails and voice mails) in an Excel spreadsheet for analysis, with the aim of improving his cold calling.