Using generic tactics will kill your conversion rates

[rifat28dddd]

I recall with loving fondness, the first enterprise sales job I ever had where even experienced AE’s would walk into customer meetings armed with the first call deck from three sales kickoffs ago, and the logo of the company they presented to last week still emblazoned on the cover.




Indeed, in modern sales organizations, reps are finding that the tactics or messaging they used as recently as last quarter aren’t landing as well as they used to.

Despite their familiarity and tendency to work from time to time, here are three reasons you should never fall in love with your sales tactics.

1. Times change quicker than you think
If you think the selling landscape hasn’t changed much in recent years, think again! According to research from the Bridge Group:

the number of outreach attempts baked into the average cyprus telegram data sales sequence has more than doubled over the past ten years
the number of quality conversations per sales rep per day has fallen by 45% since 2014
the average experience required of a new business development rep was half of what it was ten years ago.




Average sales outreach attempts over time (Source: The Bridge Group Sales Development Models, Metrics and Compensation Research 2021)

Arming new reps with stale tactics for connecting with buyers that are increasingly harder to reach is a recipe for failure. The game keeps changing. You need to change with it!