sixteen emails in forty eight hours
the machine that works at scale can destroy the deals that matter.
a founder in the middle of an acquisition told me, in confidence, why he almost walked away from working with an outbound operation. after one meeting he received something like sixteen automated emails in forty eight hours. event invites, community invites, follow-ups to follow-ups.
he chose to work with me for one stated reason. i listen. he is an older school relationship guy, and for him every automated touch was a small proof that nobody was actually paying attention.
here is the uncomfortable truth for anyone building outbound machines, myself included. volume follow-up and relationship selling are not two intensities of the same thing. for certain buyers they are opposites, and the machine that works brilliantly at scale actively destroys trust with the exact people who write the biggest checks.
do you know which of your prospects need the machine turned off?
the machine economy brief
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