Three key principles to developing a team successfully include: No cold calling! Prospect into cold accounts with new methods, rather than surprising people on the phone or trying to negotiate around gatekeepers. For example, use simple emails to generate referrals to the right people, who then expect (and often welcome) your call. A focus on results, not activities! That means that dials and calls per day, or even appointments set, are much less interesting or even important. Rather, track metrics such as qualification calls per day or week, and qualified opportunities per month. Calls per
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