The seven most important words that a CEO can say is, "Follow-up 100% on all sales leads!"
Some of the highlights included:
Sales, the prospecting is fundamentally a marketing activity, right. If you have your salespeople out marketing, they're trying to create interest in the product.
That's a marketing – you're only doing that because – hopefully you're only doing that because you're not getting a substantial enough flow of leads into the – good quality leads into the company. So you're doing it by necessity.
They've gotta follow up leads, they've gotta make quota and they've gotta fill out their expense reports. And only two of those are really mandatory. The third one – the first one, if you have 100 percent follow up of the sales leads you'll be doing three to four times better than your competitors. Who's going to win?
...They were not following up their sales leads. The CEO thought his problem was he wasn't generating enough leads. And the fact of it is he was. The ones he was generating just weren't being followed up.So I said, "Here, I can change that for you in five minutes." And so what I said is, "You know, here's our process. Here are the leads
This podcast was originally on the Accelerate! show with host, Andy Paul. You can visit original here >
I almost didn’t make it past the sales training class in my first job out of college. The bosses didn’t think I’d make it in sales because I wasn’t “salesy” enough. They thought I was too introverted and analytical.
And yet, over three decades I have built a successful career as a sales leader, author, speaker and consultant by being different, thinking differently and selling differently.
I’ve helped boost the performance of teams selling products and services as diverse as complex multi-million dollar communications networks to collectible professional sports memorabilia. I’ve worked with raw technology start-ups and Fortune 1000 companies and everything in between. I’ve worked with nearly every channel ranging from franchise networks to retailers, dealers, distributors, VAR and OEMs. And, I’ve sold in nearly every corner of the globe.