"We've been trying to reach you."
You've heard the line. It's the punchline of a thousand robocall jokes - and a symptom of the most expensive habit in outbound sales: buying leads by the cheapest price per record, loading them into a dialer, and pressing go.
Most floors dial the wrong people all day and call it effort. The $0.20 lead that costs $300. Agents who quit because the data quit first. Nine-touch cadences that never happen because nobody works what they bought.
James Higbee - President of McGRAW, the data company behind more than 100 active outbound operations in insurance, mortgage, auto, and home services - walks you through the five disciplines that separate floors that guess from floors that compound:
- Why fully-loaded cost per acquisition is the only metric that matters - and how price per record hides it
- When real-time leads beat aged data, and when they're a waste of budget
- How to match data type to your operation with a simple diagnostic framework
- Why filters beat freshness, and how cadence and re-work turn one buy into three
- How AI reorders the dial list, scores every record, and returns selling hours to your floor
Every chapter ends with a "What to do Monday" checklist you can run immediately - no new tools, no bigger budget.
Stop dialing the wrong people. Start reaching the ones worth the call.
Independently Published
979-8-1937-3952-4