For services tied to annual events like sales kickoffs, don't prospect immediately after. Instead, reach out 5-6 months later. For a February kickoff, the best time to call is July or August, when the team has recovered and begins planning the next event.
A sales consulting or outsourcing firm cannot rely solely on passive inbound marketing. To be credible to clients who need sales help, the firm must actively demonstrate the very outbound techniques it preaches, like cold calling. Failing to do so undermines its value proposition.
When a sales team claims outbound calling "doesn't work," the root cause is often a lack of activity, not a failed methodology. As Jeb Blount memorably states, "nobody answers a phone that doesn't ring." A focused burst of calls often proves the method's effectiveness immediately.
Structure the sales day with distinct blocks to maximize prospecting. Dedicate the morning to high-volume, synchronous activities like making 100 outbound dials. Use the afternoon for asynchronous, high-effort touches like personalized one-to-one emails, social media engagement, and video messages.