You let your boss know that you want to start applying an inbound sales approach to the way you sell to your potential buyers. Your boss is onboard but says you still have to meet your cold call and cold email quota each day. How would you respond?

  • “Actually, I’ll need to stop calling altogether. With inbound, everything can be done through our website forms, automated email, and our CRM. We’ll save everyone time.”
  • “That’s fine. Colding calling is a key part of transitioning into presentation mode, which is when you can really add value for the potential buyer.”
  • “Let’s compromise. I’ll still do some cold calling, but it will also be important for me to position myself as a thought leader. Can we lower the quota, so I can contribute to the company blog?”
  • “Interesting. Why not increase the quota? Cold calling is an important part of inbound since it helps you understand the buyer’s context if you get them to answer the phone.

correct answer:

  • “Let’s compromise. I’ll still do some cold calling, but it will also be important for me to position myself as a thought leader. Can we lower the quota, so I can contribute to the company blog?”