In a recent study, Growthonics analysed the work of a sales rep responding to 2,000 emails sent during a cold outreach campaign. Over a period of 1 month, we wanted to find out how much time was spent sending follow-up emails and managing the campaign, rather than bringing in the money. With this, we focused on positive and negative email responses and everything in between, and how the sales rep reacted toward it.

In this new environment, many companies are reluctant to purchase. With budgets on hold, there’s very little a salesperson can do. So, what’s the solution?