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February 2011

Mark LaRosa’s answer to Do all great startup salespeople make a certain number of outbound calls and emails a day?

In an established company with an established product, you can count outbound calls, and you can require minimum amounts of calls, because you have a defined product, a defined market, a defined price, and a well-defined pitch. When all of those are in place, then you can very easily dictate that it is simply a numbers game – and you insist on driving as many calls as possible to get the required results. It will be well defined, that 100 calls leads to 10 sales, or something like that.