If you’ve been reading any of our earlier posts on follow-up you’ll have seen how follow-up for the sake of follow-up isn’t a particularly effective strategy – and especially not if your approach is to say “I’m just calling to follow-up…”.
Nonetheless, follow-up is a vital topic. According to the Gartner Group, almost 70% of leads [...]

The one area that people seem to ignore the need for consistent and thorough follow up is early in the process, the area we refer to as above the pipe. Most sales people tend to have a very Glengarry Glen Ross approach, give a lead one try, and if you do not get the desired [...]

We all have similar things to say about this topic thus far, and with the way things are going these days, sales people should listen. I have yet to go on a rant over here at the SBU. For those of you who know my personal blog, you know I have my moments of utter [...]

I had just transitioned from inside sales to my first outside sales position where I was selling some high end estate planning vehicles in the home. My clients all had net worth’s in the 5-10 million ranges, and appearance was everything. After a week or so it became clear to me that my lifted Jeep [...]

I will admit that ‘follow up’ isn’t one of my strong points. I have a natural tendency to dislike and shy away from doing something that I myself don’t like happening to me. I don’t like being followed… which is basically what follow up calls are all about. In the same way that as a [...]

As a good friend of mine says, “Words mean things.” She’s right. One’s choice of words to describe an activity can provide insight into how that individual views that activity.

A common occurrence in the media sales business is the follow-up.  That event in which a seller must re-contact a decision maker and ask the status of the sale they are trying to consumate.  Many sellers find this event an awkward moment – filled with anxiety and trepidation.  I’ve often heard a follow-up phone call handled [...]