The image of the hard-working salesperson , phone pressed to ear , dialing nonstop to make money is pervasive in sales culture . But in the modern B2B world , this image is less a reflection of success than the epitome of inefficiency . The traditional “chase”—the high-volume, low-message outbound model—is on the decline. This isn’t because the salespeople are less skilled or the product is less valuable , but because the entire dynamic between buyers and sellers has fundamentally and irreversibly changed . Continuing with the old model is like navigating an unfamiliar city with an out-of-date map .
To understand why our approach works so well, we must first diagnose the underlying problems that make traditional pursuit a losing game .
The most significant change over the past two decades has been the shift in control over information . Buyers no longer rely on salespeople for information. With just a few clicks of the keyboard , they can access product reviews , competitive comparisons , pricing details , and peer reviews . On average, they complete 60% to 70% of their purchase online before speaking to a sales representative.
This empowerment model is ingrained in consumers to resist traditional henan mobile number database sales approaches. Today’s buyers do n’t want to be “ sold ”; they want knowledge and advice . If a salesperson doesn’t do their homework and just makes a general call , it’s immediately considered a waste of time . In a world where value is just a Google search away, such interruptions are worthless . Traditional chasing is inherently interruptive , which is the exact opposite of the modern buyer ’s preferences.
The gross inefficiency of “ spray and pray”
The old outbound model was a numbers game at its crudest . The strategy was to take a large list of names , enter it into a dialer , and then instruct the team to "cast a prayer net" - call as many people as possible , hoping that a small number of people would eventually stick around. This approach was extremely inefficient and cost a lot of money .