Andrew Jacoby

It doesn't mean the sequences aren't going.

Our goal is that your AE resources or whoever your salespeople are should not be involved unless there is a qualified, interested prospect on the other end of that line.

I would say the reason I'm, I don't, I would, it's a good, it's a good question.

Everybody would be happy with infinite book meetings, right?

So everybody gets on the phone with me and they're like, all right, well, I want 50 book meetings.

Where do you come up with that?

What we do is let's be realistic.

Let's go outbound and see what's possible in the real world.

Let's get a quota and let's try to beat that quota.

But let me give you this.

I mean, basically the financial algorithm is pretty simple.

You're paying me money for X, for sales activities.

We are going to try to convert those sales activities into leads.

You don't care about leads.

You care about meetings.

So what is the cost per meeting?

Then once we have that established, how many meetings do you need to close a deal?

And everybody screws this up as well because they think they close everybody.

And yeah, okay, on non-cold traffic, if it's your wife's or your husband's bridge partner, fine, you might close that deal or whatever, or golf partner, you might close that deal at a higher rate.

But if it's a cold call lead, somebody on the other end, your close percentage is going to go way down.