Sales work splits into two types: intelligence-based tasks like building lead lists and researching prospects, and judgment-based work like having conversations and deciding when to push on deals. Your best salespeople should focus on judgment work. Everything else can be delegated or automated.
There are 2 types of work that a salesperson could be doing. There's what we call intelligence-based work, which is, you know, operational and quite intensive, building a lead list, writing a message, scanning websites for signals, doing research on prospects. And then there is what you call judgment-based work, having a conversation with a prospect, knowing when to push, pull back on a deal, knowing which markets to go after, knowing how to, you know, go to a dinner with a prospect. The judgment-based work is the higher leverage work, which a prospect, which your salespeople should really be focusing on.
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
