Cold Calling Quantity Versus Quality

There has been a rather heated discussion in one of the LinkedIn groups re this very subject that was generated by the question “How many calls can you do per day?” So Flyn Penoyer decided to write something on the subject.

First and foremost you must understand that these things are not mutually exclusive. You can significantly increase both quality and quantity of calls at the same time.

The motivation for this article is that it has been his experience in working with inside groups or even field sales people that make calls. Flyn has found that they’re usually quite inefficient and thus don’t make near as many calls as they could in the same period of time and without degrading the quality of their effort.