B2B sales leader and business owner, people have been prospecting

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A little while ago I got to spend a week in London at the European SiriusDecisions Summit; a two-day event focused on helping B2B Sales, Marketing, and Product leaders grow their business through market research and operational frameworks.




One of the most memorable experiences there came in the form of a conversation with a senior marketing leader about prospecting and sales execution. He told me a story about a rep from his company who, in an effort to reach a decision-maker and close a deal at month-end, decided to FaceTime his customer while on vacation. “What do you think about that?” he asked. I have to admit my initial reaction was viscerally negative, but then, something strange happened.

For context, as a long-time into me for years.


I’m also a firm believer that the future of sales won’t involve china telegram data bothering customers until they buy something from us. That’s why my initial reaction was similar to how I felt when Gary Vaynerchuk, perennial straight-shooting and occasional f-bomb-dropping entrepreneur, asked my New York City audience this simple question; “Who HATES IT when another human being calls them on the phone?” 40% of us, including me, raised their hands. Why? Because in this age of extreme distraction, many of us are conditioned to reject unwanted encroachments on our precious time. But strangely, my negative sentiment concerning Mr.


FaceTime quickly turned to admiration. While I personally don’t like getting sales calls on vacation (never mind video calls), I whole-heartedly applaud that rep for trying something new and different!

From prospecting and pitching to discounting and negotiation, all too often sales reps fall back on old, familiar tactics despite the fact that their effectiveness has diminished.