Once upon a time, in the land of sales, there was a new SDR named Timmy. After a month-long training, Timmy went live and hit the sales floor. On his first day of prospecting, he remembered what the sales enablement team told him - “Dial 100 calls and you’ll get success”.
And so, Timmy started dialing - 1..2..3.. A 100 dials! But nothing happened. The HR folks on the other side kept banging their phones on poor Timmy. His manager suggested that he should make more calls. A month went by. Timmy was discouraged and close to quitting. Then one night, he had a dream…
A wise and old sales wizard with a giant beard, and hair as black as Timmy’s pipeline, appeared. The wizard knew what was happening. He wrote something on a piece of paper, handed it over to Timmy, and vanished in thin air...
The next day, Timmy’s entire strategy had changed. Instead of mindless dials, he started his research, built a persona of the VPs of HR, and joined the War Room to learn more. By day's end, Timmy spoke to 6 HR folks from 30 dials and booked meetings with 3.
“Timmy. How did you manage to get 3 meetings in a single day?” asked his manager.
“I followed a strategy”. Said Timmy
“What strategy?”
Timmy took out the piece of paper on which were written a 3 words:
KNOW THY PROSPECT
And so, Timmy prospected happily ever after...
PS: Do check out other videos from Bad Sales Advice series:
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