Be Greedy When Others Are Fearful: One VP's Perspective on the Phone

Call avoidance. It was a problem in 1997, 2007, and most assuredly is still a problem in 2017. Today, sales leaders are battling rep reluctance, generational preference, and vendor “thought leadership” blasting the phone as antiquated. This is both an easy sell and entirely wrongheaded. Great SDRs, great AEs, and great leaders have grit. Cultivating grit requires embracing tension, encountering pushback, and experiencing confrontation. That’s why I’m happy to share this...