For many sales teams in the past, the solution to low conversion rates was to try and brute force the issue by calling hundreds of people a week to increase the chances of success. In the age of automation, the commonly thought-of application of technology is to automate the outreach process, sending out cold emails en masse to hundreds of recipients. However, this blind prospecting approach can backfire, as automated emails are more likely to get lost in someone's spam folder or be ignored because they feel artificial.
As a result, teams today are learning to focus on quality over quantity, which means being more focused and targeted in their outbound efforts. This approach involves a high level of research to pre-qualify potential clients, identify key decision-makers and craft messaging that aligns with the target organization's values, missions and goals.
