This morning I was doing some research on a potential vendor’s website. At one point, I ran into some gated content and was forced to provide my contact information. I didn’t want to be contacted, but I chose to complete the form anyway because the content seemed valuable.
Over the subsequent 2 hours I received 3 emails, 2 LinkedIn requests, and 7 phone calls (and counting) from at least 3 different SDRs and AEs at this company. The sheer volume was…intense. I felt bombarded, and it made them look disorganized and desperate. Not a great buy-side experience, or start to a potential relationship.
In Sales our job is to balance two opposing forces. We need to manage to the revenue targets of our company while simultaneously optimizing the experience of our buyers. This is not an easy tight rope to walk (as the example above demonstrates), and I’m curious to hear how others approach this. How do you find the right blend of persistence and buyer consciousness?