Faceless Activities Need A Face

This is a hill I will die on.

I’ve sold million-dollar deals to the largest brands in the world.

To get well-qualified opps with big ACVs and the right DMs (Director, VP, C-Level) you only have a pool of ca. 75 leads:

→ Ca. 80 accounts that could be a fit

→ Only 10-15 are perfect fits to hit your #

→ Ca. 5 highly influential leads per account = 50-75

To work yourself up to them––network intros, team members––you’ll have to perform what I call “faceless activities”, a lot:

→ Camping through Sales Nav for intros

→ Deep research (even with AI) to form a hypothesis

→ Coming up guerilla tactics like exec dinners, podcast etc.

Highly strategic work.

None of these activities will show up in any CRM, until you’ve made the first move––but still, each new move needs purpose.

Sadly, most sales orgs still haven’t understood that. They still force their teams (especially SDRs) into 150 activities––a day! 

It’s the old logic from the early 2000s: X # of touches = Y $

To their surprise, with terrible results. But since there’s no other way, they keep flogging this dead horse over and over.

They talk about “sharpening the axe”, but don’t have patience.

Here’s what I propose instead:

→ Give scores to relevant information that helps you advance

→ Also track exchanges for intros: partners, old clients, friends

→ Track completion of pre-outreach steps like account mapping 

And let go of this crap. It burns top accounts & salespeople.

Who's also tired of sh't? 🤡