[Philip Ayazi]

Selling by The Numbers: Calls Made

Philip Ayazi

Participant

Jun 5, 2023

Hi,

I have been going through the selling made simple book and I just wrapped the Selling by the Numbers framework. I have made my one page plan and I calculated that I need to make roughly 7 calls a day when prospecting. I’m curious though, do I just need to make 7 calls a day regardless of outcome or 7 calls and actually speak to someone each day to reach my sales target? Sorry for the basic question. I am new to sales.

Thanks,

Phil Ayazi

[Jeff Graber]

Jeff Graber

Participant

Jun 5, 2023

Jeff Graber Jun 5, 2023

There are actually two numbers, here. Number of Dials and Number of Conversations.

How often do you reach someone and have an actual conversation with them? If that’s 1/10, then you can adjust your number of outbound dials to compensate so that the result meets your goals.

[Philip Ayazi]

Philip Ayazi

Participant

Jun 5, 2023

Philip Ayazi Jun 5, 2023

Thanks for the clarification Jeff!

[Will Barron]

Will Barron

Keymaster

Jun 5, 2023

Will Barron Jun 5, 2023

I think Jeff nailed it here Philip.

Your one page plan should list what you are in control of, which is outbound dials.

You can’t control how many people pick up each day but you can control how many people you reach out to.

So, reverse engineer the following –

How many deals > How many proposals > How many diagnosis meetings > How many conversations > How many calls

Finally, your initial one page plan is a hypothesis. You’ll learn more about making those numbers accurate in the Cadence Framework later in the book.

[Philip Ayazi]

Philip Ayazi

Participant

Jun 6, 2023

Philip Ayazi Jun 6, 2023

Thanks for the follow up will! I’m looking forward to getting through the rest of the book.

[Will Barron]

Will Barron

Keymaster

Jun 8, 2023

Will Barron Jun 8, 2023

Philip Ayazi wrote:

Thanks for the follow up will! I’m looking forward to getting through the rest of the book.

You’re welcome :).

FYI – Big update coming to the Selling By The Numbers book framework coming next week. Keep your eyes peeled.

[Ruben Preston]

Ruben Preston

Participant

Jun 15, 2023

Ruben Preston Jun 15, 2023

Will Barron wrote:

Philip Ayazi wrote:

Thanks for the follow up will! I’m looking forward to getting through the rest of the book.

You’re welcome :). FYI – Big update coming to the Selling By The Numbers book framework coming next week. Keep your eyes peeled.

Am I on the email list if I’m subscribed to the community? I don’t remember specifically opting into anything (not complaining, don’t want to miss out!)

[Will Barron]

Will Barron

Keymaster

Jun 19, 2023

Will Barron Jun 19, 2023

Yep, you won’t be able to miss it :P.

[Harsh S]

Harsh S

Participant

Jun 26, 2023

Harsh S Jun 26, 2023

That’s awesome! just started reading it and loved the book. looking forward to the updated copy

 

[Author]

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