Right here’s a query that’ll hold you up at evening: What do you do whenever you consider in “purchase or die” however you’re frightened of ruining future alternatives with annoying prospecting sequences?
That’s precisely what Angie Anderson requested throughout a current Ask Jeb session, and it’s an issue that’s plaguing salespeople in every single place. Angie subscribes to the purchase or die mentality however doesn’t need to destroy her odds of profitable sooner or later by turning into the prospect’s worst nightmare.
In the event you’re nodding your head proper now, you’re not alone. The strain between persistent prospecting and respectful relationship constructing is likely one of the largest challenges dealing with fashionable gross sales professionals, and getting it incorrect prices you offers—each now and sooner or later.
The Purchase or Die False impression That’s Killing Your Pipeline
Right here’s the brutal reality: Most salespeople utterly misunderstand what “purchase or die” really means. They suppose it’s about hammering prospects till they crack, however that’s not persistence—that’s harassment.
Actual purchase or die mentality acknowledges that the prospect is rarely not a prospect, however generally now is just not the precise time. The secret is figuring out when to push and when to tug again.
Your sequence size and contact frequency ought to be pushed by one crucial issue: deal complexity and account measurement.
Brief Cycle Gross sales Want Brief, Aggressive Sequences Run 10-14 contact sequences over 10-30 days with touchpoints each 2-3 days. These prospects have shopping for home windows which are sometimes at all times open, and the stakes are comparatively low.
Complicated Accounts Require Lengthy-Time period Relationship Constructing For large, high-value accounts, you can run sequences that reach as much as two years. Contact them month-to-month or quarterly to remain high of thoughts, ready for the precise alternative window to open.
The magic occurs whenever you monitor significant engagement. In any correctly executed sequence, 30-50% of prospects provides you with some type of sign—sure, no, and even “go away.” All of those responses offer you one thing to work with.
However right here’s the crucial half: While you get full radio silence from the opposite 50%, you cease. Pull them out of your sequence, slot in recent prospects, and circle again in 90 days or six months. You’ve gotten infinite time to go after them—use it strategically.
Why Generic Messages Get You Blocked Each Time
This brings us to the second main problem dealing with fashionable salespeople: crafting related messages that truly resonate with busy prospects.
James Baldwin completely captured this battle when he requested about leveraging instruments like ZoomInfo to create related messaging. He sees tons of data however doesn’t know what to make use of or how you can use it successfully.
That is the place most reps utterly miss the mark, and it’s costing them relationships.
The Analysis Failure That Destroys Credibility
Need to know the quickest method to get completely blocked? Ship a message that screams “I do know nothing about you or your corporation.”
This occurred to me just lately with a rep from a serious software program firm. They did every thing technically proper—multi-channel method, correct timing, skilled voicemails—however they failed on the most important aspect: relevance.
They prospected Gross sales Gravy with out doing even primary analysis. My LinkedIn profile was proper there. My content material was in every single place. I’ve actually stated 1000’s of occasions that if you happen to point out my books when prospecting me, I’ll nearly at all times reply. However they have been too lazy to look.
That’s not persistence—that’s gross sales malpractice.
Learn how to Flip Information Overload Into Related Conversations
The issue isn’t lack of knowledge—it’s data overwhelm. Trendy instruments offer you entry to large quantities of knowledge, however most reps freeze up making an attempt to determine what issues.
The answer is asking higher questions of your knowledge.
As a substitute of simply constructing lists, use AI-powered instruments to ask particular questions: “What are three dialog starters that may make this CEO all in favour of speaking with us?” or “Primarily based on current hiring alerts and earnings experiences, which accounts are almost certainly to want our resolution proper now?”
Probably the most insatiable human want is the necessity to really feel essential and important. While you display that you just invested even minimal time researching them, you immediately make them really feel like they matter.
However right here’s what separates elite performers from common reps: They don’t simply gather data—they use it to craft messages that really feel private and related with out being creepy or overly acquainted.
The Three Pillars of Related Prospecting
Constant Worth With out Seasonality In the event you remedy an actual downside at this time, you in all probability remedy that very same downside day-after-day of the yr. Don’t abandon sturdy messaging simply because they haven’t responded but. Your worth proposition doesn’t change based mostly on their response timing.
Strategic Data Utilization Search for current posts, firm information, hiring patterns, or business challenges that you could reference naturally. The objective isn’t to show you stalked them—it’s to point out you perceive their world.
Response Readiness The worst prospecting sin is getting engagement after which going darkish. If somebody takes time to reply to your outreach, reply shortly and meaningfully. That is the place many reps utterly drop the ball.
Your Prospecting Success Framework
For Sequence Technique:
- Map sequence size to deal complexity, not arbitrary timelines
- Area touchpoints each 2-3 days most for executives
- Observe significant engagement alerts, not simply exercise metrics
- Construct systematic re-engagement for non-responders after 90+ days
For Analysis and Relevance:
- Spend 5 minutes minimal researching every high-value prospect
- Use AI instruments to generate dialog starters based mostly on actual knowledge
- Reference particular, current data with out being invasive
- Concentrate on their enterprise challenges, not private particulars
The Integration That Modifications The whole lot
Right here’s the place all of it comes collectively: The perfect prospecting sequences mix persistent methodology with related messaging. You’re not selecting between being persistent or being related—you’re doing each systematically.
Your sequences ought to preserve constant worth whereas incorporating recent, related data at every touchpoint. This retains you high of thoughts with out feeling repetitive or generic.
Most opponents surrender after 1-2 makes an attempt with weak messaging. You’ll stand out by combining systematic prospecting with research-driven relevance over prolonged timelines.
Cease Making Excuses and Begin Getting Outcomes
The instruments exist. The knowledge is on the market. The frameworks are confirmed.
What separates winners from wannabes is execution self-discipline. Cease overthinking sequences and begin working them systematically. Cease sending generic messages and begin doing primary analysis.
Elite performers don’t simply work more durable—they work smarter, with techniques that stability persistence with respect and relevance with scalability.
That’s the way you construct sustainable gross sales success. That’s the way you preserve purchase or die depth with out burning bridges. And that’s the way you flip prospecting from a numbers sport right into a relationship funding that pays dividends for years.
