Sales Hustle is now Sales Transformation
June 22, 2022

#335 S2 Episode 204 - LESS IS MORE: Why Quality Prospecting Is Underrated But Effective

Sellers often focus their energy on the “Spray and Pray” strategy of prospecting, and most of the time miss what really matters the most, finding the right fit. This is the mindset that Collin Mitchell wants to solve today, as he discusses why it is better to focus your time on making quality the top priority of your prospect list. So tune in and learn more in the latest episode of Sales Transformation!

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HIGHLIGHTS

Less is the new more in sales
Focus more on quality over quantity
Build lists in a customized way

QUOTES

Collin: “Focusing more on quality than quantity deals that are bigger deals that are worth more. And they take a certain level of creativity to reach out in a meaningful way.”

Connect With Collin on LinkedIn and find out what’s new in Sales Transformation and other things he’s up to!

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!


Sellers often focus their energy on the “Spray and Pray” strategy of prospecting, and most of the time miss what really matters the most, finding the right fit. This is the mindset that Collin Mitchell wants to solve today, as he discusses why it is better to focus your time on making quality the top priority of your prospect list. So tune in and learn more in the latest episode of Sales Transformation!     

Join Our Free Podcast Community HERE!

Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! 

Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!

HIGHLIGHTS      

  • Less is the new more in sales
  • Focus more on quality over quantity
  • Build lists in a customized way

QUOTES

Collin: “Most of the most elite sellers, top performers at large sales organization positions that I have spoken to, they know that less, actually equals more commission for them.

Collin: “Focusing more on quality than quantity deals that are bigger deals that are worth more. And they take a certain level of creativity to reach out in a meaningful way.”

Collin: “You got to be thinking as a seller, how can you dedicate a certain amount of time to doing those higher-quality revenue-generating activities versus just the high quantity.”

Connect With Collin on LinkedIn and find out what’s new in Sales Transformation and other things he’s up to!

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE! 

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[00:00:00] In the world of sales, you either sink, swim, or break through to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold DMS through LinkedIn, you're missing the mark big time. Learn how a fully managed revenue generating podcasts can change your life and your pipeline@salescast.co.

[00:00:55] All right. Welcome to another episode of sales transformation. This is co Mitchell. I am your host. And today I want to talk about a topic that, uh, some people may not have thought about and some are already, uh, thinking about this particular thing. And what I'm talking about is less, is more, is less the new, more in sales.

[00:01:15] And what I mean is. A lot of people are just playing the numbers game of sales, more calls, more emails, more messages, and they're strictly playing the numbers game. Meaning if we do this many calls, if we do this many activities and get this many deals and we can maybe hopefully hit our targets. Um, but actually most of the most elite sellers, top performers at large sales organiz.

[00:01:44] That I have spoken to, they know that less actually equals more commission for them. And what that means is working less prospects, focusing more on quality than quantity deals that are bigger deals that are worth more. And they take a certain level of creativity, uh, to reach out in a meaningful way. Um, and not just strictly this spray and pray approach of using.

[00:02:14] On an email. And so if you are not, and maybe, you know, it, it, it somewhat depends on what you do as a seller, but not that much. Um, and what you sell matters a little bit, but if you, as a seller have not thought about how can I be doing a certain percentage of my time dedicated. To working deals that are worth more, that take a different level of creativity to reach out in a much more meaningful way.

[00:02:42] Maybe that means research. Maybe that means reading their quarterly reports, um, whatever that looks like. Maybe that means having a podcast, inviting those people on as a guest to build relationships and playing the long game. You gotta be thinking as a seller, how can you dedicate a certain amount of time to doing.

[00:02:58] Higher quality revenue generating activities versus just the high quantity. And in some situations it makes sense to do both, but in, you know, higher ticket sort of engagements, you're pretty much doing almost all quality to quality touches versus quantity. So think about that. If you have not been. Yet now is a time to start to think about how you can start to integrate.

[00:03:30] Building lists in a much more customized way, reaching out in a much more customized way, a much more personalized way to knocking down bigger deals. Because in this case you're gonna be working less prospects. You're gonna have a let you're gonna have fewer. Quantity of deals in your pipeline, but the deals you have are gonna be worth a lot more.

[00:03:51] Now, I don't suggest that you go all in on this. I, I, I would say you have a healthy ratio. Uh, maybe you start with like 70, 30 and see how that feels. If you enjoy today's episode, please write a review, share the show with your friends and as. We're listening for your feedback. You can go to sales, transformation.fm and drop me a voice dam.

[00:04:13] Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and wanna get started in your journey with other people on the same path, head over to sales cast. Dot community and crush your numbers on your leaderboard. Yeah. It's free sales cast.community.

[00:04:30] Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best templates.