A day in the life of a sales prospecting team has changed dramatically in the last 10 years. With the rise of technology, traditional smile-and-dial cold calling campaigns aren’t as effective as they used to be. Near to 70 percent of the buyer’s journey now takes place online, without even so much as making any contact…

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Unless your entire business is based on a “1-click” transactional sales model, the old rule of “You don’t have a sale until you have a conversation” remains pretty well entrenched. Sure, there’s lots of companies doing great things with inbound marketing, demand generation, lead nurturing, and “pre-qualifying” of prospects–but even then, unless you’ve got a relatively simple product with few set-up requirements, at some point a prospect is going to need a sales rep to step in and “bridge the gap.”

And as we’ve been preaching for years, the trick is giving yourself every possible opportunity to actually have that conversation.

With that end in mind, B2B lead generation outsourcers Green Leads has a “standing policy” for reps to work harder on “off peak” holidays (e.g., President’s Day, Columbus Day, Martin Luther King Day).


Because a lot of companies, even if they don’t take the day off, they “take the day off.” There’s less noise, less static floating around the prospecto-sphere. It’s about better opportunities for getting a decision-maker’s undivided attention. And Green Leads has had a lot of success doing it . . .

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