A quarter-long sales blitz is too long to maintain the necessary energy and focus. Instead, structure blitzes as intense, 30-day sprints. This keeps teams dialed in and allows for monthly pivots to new products or initiatives, maximizing impact without causing burnout.
Leaders can't just announce a blitz and expect results. The leadership and marketing teams must first do the heavy lifting: define personas, identify ideal company profiles, and build a targeted list for each rep. The blitz is the execution phase, not the planning phase.
When sales teams claim outbound calling doesn't work, the real issue is often a lack of activity. As demonstrated by a rep who generated four pipeline opportunities from 11 dials in 20 minutes, the problem isn't the channel's effectiveness but the failure to make consistent calls.
Salespeople often abandon deals that don't close and never return. Leaders should create a systematic process for revisiting this goldmine. Build and assign specific lists of inactive customers and deals that were lost months or years ago, as their circumstances have likely changed.
When reconnecting with a past customer or old lead, don't be deterred by an initial complaint. Listen to their issue, but then pivot the conversation to uncover new needs. A complaint about a past purchase can be a gateway to discovering larger, current problems you can solve.