Just because you have a technology does not mean you should use it. Salespeople seem to be addicted to e-mail. I guess it’s easier to send an e-mail and hope that you made a point then it is to pick up the phone and find out for sure.

Don’t get me wrong. I understand how difficult it is to get people on the phone today. I’ve had many a game of ‘phone tag.’ However, writing an e-mail is not the same as talking, even if you do get through easier.

That’s exactly why using the phone is critical. Stop using e-mail when you should use the phone. What you lose in time to contact, you’ll more than make up for in a shortened sales cycle.