Call blitzing is becoming a regular and frequent event within most inside sales organizations. It makes sense — call activity is low, cold- calling ranks high on the “waste of time” meter, and salespeople complain about never finding the time for outbound calling. No wonder call blitzing is so popular.
Managers are happy when call blitzing day arrives because they get to watch a spike in the metrics. Marketing departments are salivating because their leads won’t age as quickly. And reps have more energy, momentum, and focus. Even predictive dialers are doing what they do best – connecting you with more live contacts.
Why can’t call blitzing happen every day? The biggest reason is because reps will run out of people to call. I know it sounds impossible — especially with all the sales intelligence tools and list-building tools out there. But it’s a reality, and one of the biggest complaints inside sales reps have today.
Here are some reasons why reps run out of contacts on call blitz days:
1. Just the term “blitz” suggests a “spray and pray” approach to outbound prospecting.
2. Very few people are answering their phones these days, which means lists are being touched over and over again.
3. Data isn’t being cleansed properly, so there are lots of duplicate contacts in the system.
4. Reps continue to prospect contacts and not companies.
5. Blitzing discourages any type of strategy, so reps are blowing through lists without much focus.
6. Reps get lazy and rely on blitz day to pump up their prospecting muscle.
7. Customers don’t feel needed. They know you are calling them on blitz day and they are your 42nd contact that day.
8. Reps hate list-building mainly because they were not hired to build lists.
9. Managers hate watching their reps build their call lists — they want them calling and presenting, not building lists.
10. When 40% of names on a given list are bad, the rep assumes the entire list is a joke and they stop trying.
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