It happens all too rarely, I bumped into a pal at a prospect yesterday. Lovely to catch up, and it meant we cut straight to the chase. He described the company as an “awesome commodity distribution operation”.
They’d just re-structured their salesteam, and one new charge is called Adam. He excitedly told the Boss that he’d got 1,000 prospects. Yet he hadn’t. As my pal Simon pointed out, he only had a thousand names on a spreadsheet. What he must do is stop prospecting from behind his laptop, and actually get out there and see people.
As Simon summarised, we need less “Laptop Larries”.