Productive but not effective (is a complete waste of time)

If you make 100 phone calls to prospects today but have no idea what to say to them, you’ve wasted your time.

If you make 100 phone calls but don’t leave voicemails, it’s as if you never called.

If you take 30 minutes to research your new prospect only to leave a 30 second voicemail, was that 30 minutes worthwhile?

Knowing what to do is important.  Being efficient at execution is important.

But there’s a huge difference between efficient and effective.  You need both.