Corporate growth, good or bad, can be traced to sales lead follow-up! It counts more than product quality, brand name, or money spent on marketing. Once you achieve critical mass on follow-up (90%), it is within your power to accurately control your future by spending on marketing programs with predictable outcomes and growing the sales force. When you achieve this follow-up, a stunning cascade of events occurs:
1. Sales forecasts are met.
3. Pretax profits jump several points.
4. Turnover in the sales ranks is reduced.
5. Sales expenses are reduced.
6. Marketing demonstrates a consistent ROI.
This ensues because sales and marketing are simply doing the job the prospect expects: they presume to speak to someone in your company when they inquire. If you ignore them, they will buy from someone else.