CHAPTER 22
The No-Lead-Left-Behind Sales Process
Every salesperson needs to employ a No-Lead-Left-Behind policy.
This means that you, a salesperson, have to embrace the attitude that a sales lead has value until it is proven otherwise and that the only way to quickly and accurately define the potential of that value is to reach out and engage with the customer making the inquiry.
It may be tempting to read this and tell yourself that lead follow-up isn’t a problem for you. But a number of studies suggest otherwise. I believe that it is important for you to understand the magnitude of the problem because it ultimately will be up to you to fix. Management can put into place all the procedures it wants to improve follow-up, but until you buy into ...
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