The most important, fundamental need of a salesperson is to make sure they’re calling on the right people at the right accounts. We refer to it as the “Who to Call and Why” level of the sales hierarchy.
Mastering the who & why is what dictates how much waste you’ll have in your entire sales process. When you add prospects who aren’t likely to buy to a salesperson’s lead list, you ensure there will be wasted effort and activities, and that waste will now permeate the entire funnel stages – follow-up, outreach, and closing.
