Wanna know why your reps HATE your mandatory "Outbound Days" and "PipeGen Day" calls?

Wanna know why your reps HATE your mandatory "Outbound Days" and "PipeGen Day" calls?

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They don't work. They just don't.

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Here's why:

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⛔️ No one picks up cold calls

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The math ain't mathin'. Especially for AEs without a dialer.

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- Let's say you can make 25 calls manually in an hour

- Let's say you make 5 hours of calls

- 125 calls total x 5% pickup rate = 6.25 conversations

- The avg. rep turns 6.25 conversions into .29 meetings (4.6% conversion rate, Gong)

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Do that once per week as an AE for 4 weeks, and it's 1.16 meetings.

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That math simply doesn't work.

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You need to be using TitanX to increase connect rates to 25%+. Or a dialer like Orum 🥇.

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(Transparency: both are partners we love and recommend)

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⛔️ No enablement

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You're asking AEs to make calls with ZERO guidance. No talk tracks. No starter email templates.

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No training on how to work an account, how to use AI for account research, how to execute a proper cold call, etc.

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Zero coaching or reinforcement from their front-line manager.

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Nothing.

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You can't expect your reps to land meetings without proper coaching and training.

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⛔️ No leadership participation

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Senior leaders don't show up for these calls. And front-line managers don't participate.

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I literally heard a sales manager say this last week: "At this point in my career, I don't want to be making cold calls anymore." Yet, you're asking your reps to do it.

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Good luck getting your reps to do something you're unwilling to do.

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The best front-line leaders get in the pit with their reps and make it happen.

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⛔️ Ops/enablement runs the call

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I love my ops and enablement folks. But here's the kicker: you're not actively selling. And you're definitely not making cold calls.

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You shouldn't be leading a call focused on outbound if you're not doing it.

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Instead, co-host alongside a top rep or front-line leader.

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~~~

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What'd I miss?

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