The ultimate newsletter for outside sales professionals.
Last week, we established that the primacy bias mandates that we must try to be first so that we can set the buying criteria but we didn’t tell you the whole story. There’s also a concept called the recency bias. The recency bias means that people more prominently recall recent events than those in the past. This creates an obvious incentive to be the most recent person to contact potential clients. Especially if they are looking at a lot of options, the recency bias helps to put you at the forefront of their thoughts. Combining the primacy and recency bias leaves us with one obvious conclusion, contact people early and often.
Three sales terms seem to be used interchangeably—sales productivity, sales efficiency, and sales effectiveness. The differences in these terms are subtle, but important. One way to think of productivity is as the product of efficiency and effectiveness.
Sales lead generation is a constant pressure to generate quality leads and nurture them as they become opportunities for sales. Outside sales can make this task even more difficult because you are…
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