Numbers Only Tell Half of the Story
Written by Aaron Prickel Tuesday, 12 August 2008 10:00
Business development has typically been a numbers game -- a formula derived by tracking activities and successes. The formula predicts that X percent of the number of prospects you contact will grant you an appointment, Y percent will qualify for a presentation, and Z percent will become a customer. The "numbers" make the results of your activities predictable, and they will tell you how many additional contacts you have to make on average if you want to close a specific number of additional accounts.