CHAPTER 23
Standing Out by Following Up
Great follow-up that makes you stand out is all about the process—on a personal level.
You may think that your company has a procedure for sales follow-up, but it probably doesn’t. I have surveyed hundreds of companies about their sales processes in the past two years. I found that fewer than 20 percent have a written documented process for lead follow-up. Which means that the responsibility for figuring out how to effectively engage with customers is laid at the feet of the salesperson. It’s your process. Speaking of which, exactly what is your process for following up sales leads?
For instance, exactly how long does it take you to follow up on a sales lead from the time you receive it until you talk ...
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