There’s a big shift in the B2B sales philosophy. For years, revenue leaders determined the success of outbound by just the number of calls they made, the volume of emails sent & received, and the sheer number of meetings on the calendar. But this has been turned on its head by tighter company budgets, longer decision-making processes, and very picky buyers. The days of forcing your very expensive sales reps (account executives) to spend hours on cold calling and outreach rather than closing sales are costly.
