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Deeper Thought Mailbag #2: Micromanagers, The Case for Quality Touches
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While we’re on hiatus preparing for a new season of Rethink the Way You Sell, we wanted to bring you some content from Jeff you probably haven’t heard before. Jeff produced a premium podcast called Deeper Thought from 2020-2022 and you’re about to hear one of those episodes. Enjoy!
In this mailbag episode, Jeff tackles questions submitted by listeners on important sales topics. He starts by diving into how to inspire sales leaders to be better coaches focused on their team's activities rather than just micromanaging results. Jeff emphasizes the importance of leaders being present with their teams, not just staring at reports and numbers. He advises leaders to have the courage to challenge senior management if needed to do what's best for their team's development.
Jeff then gives advice to a new sales rep struggling with hitting call quotas and improving their numbers game. He stresses not just looking at the math, but mastering the art of quality prospecting through persistent outreach, valuable messaging that resonates, and viewing prospects as people you can truly help. Jeff argues you earn attention and meetings not just through sheer activity, but by building a reputation as someone worth talking to who won't simply be waited out.
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