spray + pray

I recently trained 2 sellers who had opposite approaches to BD.

Leonard sent thousands of AI-written emails and booked 15 meetings in March.

Ben worked the phone, LinkedIn, SMS and email but booked only 5 meetings, despite working at the same company.

On paper, Leonard was a star. But then I dug in.

Leonard's 15 meetings:

• 50% no-showed

• The other 50% were unqualified

• 0 became opportunities

Ben's 5 meetings:

• 4 are qualified opportunities

• 4 have a proposal out

• 1 has already said she'll sign

• 1 is a fit for next year

Why the gap? Picking up the phone does two things AI can't:

- On a call you discover pain, and confirm they're the right person before you put time on the calendar.

- If a meeting comes from email, a quick pre-call lets you prepare knowing what they're trying to fix. The meeting isn't a painful discovery interrogation.

AI-written emails at scale will inflate your activity but create fake pipeline.

AI can write half decent emails but it still can’t listen, empathize and storytell on calls. That’s why calling is more important than ever.

Cheers,

Michael Hanson

CEO Cosmic Growth