Advice for a 24 year old

Fanatical Prospecting by Jeb Blount

https://www.amazon.com/dp/B01617VD3I?ref_=kcr_store_sample

The only book you'll need.

Basically, the gist of it is that you are a monster when it comes to cold calling, initial contacting of prospects. I can call up to 250 prospects in a day. I have known people that reach out to 10 new people per day. They failed, I didn't.

As long as you are not a total social awkward, if you make 100-125 new contacts per day, you will succeed. If you don't, you will either fail or be below average.

There are some industries that are not like this, though. So, if you sell airliners for $50 million per airplane, there are only 300 or whatever airlines in the world, so it is a limited pool of buyers, so that is a long-term relationship game. But, they really can't go anywhere else, as there is only Airbus and Boeing as the only sellers.

But if you are selling regular old "stuff", then it is a numbers game. Send out 200 new emails per day. Make 200 phone calls. Whatever. I like phone calls because I get immediate feedback, I'm on with the owner or decision-maker and not hoping that they will return my email or whatever. If you have a great website and SEO and that gives you hot leads every day, that is great. But what are you going to do if you get 5 leads and it only takes you 2 hours to deal with them? What are you going to do the rest of your day? Prospect. Calls or emails, or something else.

/r/sales Thread