Sales have changed immensely in the past quarter-century. Before, a salesperson might have picked up the phone, cold-called a lead and then followed up whenever the mood struck. And why not? Back then, the lead wasn’t being inundated daily with similar cold calls, not to mention the fact that emails weren’t even a part of the conversation.
Nowadays, however, leads are bombarded with options. Not only that, but they are savvier than ever before, with unparalleled access to information about the relative merits of different products. To engage them effectively, a salesperson needs to be speedy, organized and persistent.