Opportunity is said to be everywhere in B2B sales; data logged in January 2020 lists 5.9 million private businesses in the U.K. at the start of 2019 – more than 99% are small or medium-sized businesses (S.M.E.s) with 1 to 249 employees.

In the United States, In 2020, the number of small businesses in the U.S. reached 31.7 million, making up nearly all (99.9 %) U.S. businesses. The majority of small businesses hire fewer than 100 employees.

Quality engagement.

Selling to others, it’s not about the number of outbound activities actioned, but rather the number of successful engagements you have. “Spray and pray” should be a feature of sales activities left in the past.

Judging by the number of emails that land in my trash folder daily address to  info@ or mail@ and a few other variations, “Spray & spray” is alive and still kicking.

Success pays the bills and puts food on the table.

Suppose you send out 1000 targeted emails; your read rate is 5 per 100. In that case, you may have 50 leads, creating 50 conversations, if then those 50 conversations result in 10 costed proposals, this may well be felt as a good result.

We are in an age when 50% of all proposals result in a ‘No decision outcome.’ Have you taken this into account when calculating whats need from you to hit your target?

Success is often only won by skill, effort and determination.

Success comes from using the best people with the best tools available and combining them with the best data and support available.

It would be inappropriate for me to misjudge the level of fear and anxiety hold by many salespeople about the challenge of ringing significant numbers of strangers on a daily basis is not easy, cold calling is defiantly not for everyone.

Fear and anxiety are real and understandable.

Fear and anxiety is a reality held by many salespeople; the ability to have a meaningful conversation with strangers constantly has to be part of a salesperson’s D.N.A. I do not put my success down over the years to my natural ability alone; I would always put an element of it down to need and ignorance at the time.

D.N.A./Natural ability is helpful; I do not feel it is essential, and it is no guarantee of success; training, knowledge, understanding, and practice are essential for success. Past life experience can play a part; my several school changes undoubtedly prepared me for connecting to strangers.

Time, systems and process for sales engagement have moved on significantly during the 30 years of my career in sales and sales operational management. I would like to believe the days of just sitting a newbie down at a desk with a script to read from and telling them to ring these numbers have passed.