Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)

by Jeb Blount

appointments, and sales you have made. You should track social prospecting activity on sites like LinkedIn, text messages sent, and even smoke signals (if that is relevant). You should measure how many new prospects or new information points you've gathered about existing prospects that you've added to your database. Once you are tracking your numbers consistently, the door is opened to an honest assessment of both the efficiency and the effectiveness of your sales activities. Efficiency is how much activity you are generating in the time block allotted for a particular prospecting activity. Effectiveness is the ratio between the activity and the outcome. Your drive is to optimize the balance between the two and maximize the outcome. Efficiency + Effectiveness = Performance (E + E = P) For example, you could be highly efficient in making prospecting calls on the phone. You are able to crush it and make 100 dials in an hour. But if those 100 dials result in no new information, no appointments, or appointments with low potential prospects (LPPs), then you were not effective and essentially wasted your time. Conversely, you could make 10 calls in the same period, setting one appointment with a highly qualified prospect and updating two records in your database. You would be more effective than the previous scenario but extremely inefficient because you wasted a ton of time and suboptimized your phone block. Without a doubt, there are dozens of variables that drive efficiency ...