Why Would I Refer You if You Don’t Follow Up? [February Referral Selling Insights]

No More Cold Calling

You’ll end up paying for it. She made it clear that she wasn’t the final decision-maker and said she would follow up. I always have a follow-up call scheduled before I send anything, but I didn’t this time. I trusted that she would follow up.

Communicating with Decision Makers

Engage Selling

Would you like to speak to more decision makers and close more deals in 2014? You can do so simply by rethinking how you attempt to connect with the decision makers.

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Prevent Falling Down On The Follow-Up

Pipeliner

Many representatives will fall-down on the follow-up is that the thought brings up fear and negativity. So it is only a small percentage of salespeople who tirelessly work to prevent falling down on the follow-up. Sales Tips for Patiently Following Up.

One Thing To NEVER Do When Following Up On Literature

MTD Sales Training

You finally reach the decision maker (DM) after a lot of work and getting past a few tough gatekeeper screens. There are statements and questions most sales people ask when following up on literature that create obstacles and hamper the sales process.

Stop “Following Up,” and Start Closing

Mr. Inside Sales

Is it something like: “I’m just calling to follow up on our proposal….”. The post Stop “Following Up,” and Start Closing appeared first on Mr. Inside Sales. How do you open your 2 nd or 3 rd. call to prospects whom you’ve already pitched?

Top 4 Reasons Salespeople Struggle to Reach Decision Makers

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Three separate, but related, incidents occurred this week, all having to do with reaching decision makers. I.I.can''t talk to you without following the script. Conceptually, he needs to know that he can reach senior decision makers.

How to Find the Decision Maker (& 25 Qualifying Questions to Ask Them)

Hubspot Sales

There’s nothing more frustrating than getting your prospect’s commitment to buy — before realizing they’re not the decision maker. Before we discuss how to find the decision maker, let’s get clear on who the decision maker is. When looking for the decision maker, do not reach out to the first person you can get ahold of and ask, " Are you the decision maker?" Create a decision maker persona.

3 Ways for Better Follow Up in Sales

Score More Sales

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. Here are three ways to follow up better and gain more opportunities: Look at Data.

Are You Patiently Following Up?

Smooth Sale

Attract the Right Job or Clientele: Patiently following up stirs up emotion in almost everyone. But a small percentage of salespeople view follow-up as getting their game on for achieving their goals. Most people fall down on follow-up.

Following Up on Literature to Set the Appointment: Tip #1

MTD Sales Training

You worked hard to get the contact information of the decision maker (DM). There are statements and questions most sales people ask when following up on literature that actually hamper the sales process. The prospect feels as if he has not lived up to your expectations.

How to Effectively Follow-up After Sales Meetings

Openview

The average salesperson is losing up to 40% of their deals because they’re not following-up effectively. And then you send 2-3 follow-ups…but no response. The truth is that the follow-up stage begins before you even start talking to your prospect.

Following Up on Literature to Set the Appointment: Tip #3

MTD Sales Training

You worked hard to get your foot in the door , and you finally reached the decision maker (DM). Sales people make several mistakes on the follow up call to set an appointment after sending literature.

Following Up on Literature to Set the Appointment: Tip #2

MTD Sales Training

You did everything right: you prospected and qualified the decision maker (DM), got pass a tough, sophisticated gatekeeper screen and reached the DM who agreed to receive your wonderful package after you established some good rapport.

3 Ways for Better Follow Up in Sales

Score More Sales

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. Here are three ways to follow up better and gain more opportunities: Look at Data.

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

Pointclear

Following the prayer, the quarterback threw a quick pass over the middle to score. The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. They simply don’t know how to follow-up a lead. Don’t give up too soon.

Grant Cardone’s 7 Simple Tips To Improve Sales Follow-Up

InsideSales.com

Read this article to find out more about sales influencer Grant Cardone’s seven simple tips to help you improve your sales follow up technique. RELATED: Infographic: Sales Follow-Up Guide – How To Talk To Customers So They Listen. Why Should You Follow Up?

Best of PowerViews: Are You Tenacious About Sales Follow Up?

Pointclear

There are a few topics that come up regularly. For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. LinkedIn is more buttoned up. Lori Richardson, Score More Sales, Are You Tenacious About Sales Follow Up? Click to start video at this point —Lori regularly encounters issues with sales follow up.

How to Master Your Sales Call Follow-Up

Chorus.ai

So, you followed our tips for the perfect cold-calling approach. It’s a road paved with rejection, with 92% of all salespeople giving up on a lead after four rejections , while 44% give up after only one. That’s a lot of follow-up sales calls!

23 Follow-Up Sales Email Templates to Send Instead of "Just Checking In"

Hubspot Sales

Send over a longer how-to guide and offer to follow up in person if they want. If you’d like to discuss these pointers or anything else around [topic], let’s set up a call. Would you like to follow up about this on a call?

7 Sales Demo Tips for Selling Software

DiscoverOrg Sales

A lot of companies struggle to get prospects to show up to sales demos. Take a look through their company website and identify the following: What are they selling? Who are the relevant decision-makers at their company? Your SaaS product is new! Exciting!

Why You Should Never Start a Follow-Up Email With "I Haven't Heard From You"

Hubspot Sales

To give you a taste, here are the opening lines of follow-up emails I received in the past few weeks. I just left you a voicemail as a follow up to my message yesterday.". "I I followed up with some of these reps to determine if this approach gets responses.

Don’t Be a Trade Show Vulture! Here’s 10 Steps for Event Follow Up Success

Sales Hacker

In this article I’m going to explain how to PROPERLY execute an effective trade show follow up campaign without being a blood sucking lead vulture. 10 Steps for Effectively Following Up with Leads After a Trade Show or Event.

Matt, Kyle, and the Less-Traveled Road to Customer Retention

DiscoverOrg Sales

The idea was based on the Sales Development Rep/Account Executive relationship: The AEs get to come in and have meetings already set up – so they can spend their time with prospective customers. I know I can forward an email and trust that Kyle will follow up.

Travel 249

3 Sales Tactics for Creating a Sense of Urgency by Asking the RIGHT Questions

DiscoverOrg Sales

Your prospect seems really excited, but you didn’t get them to verbalize what they really liked, what concerns may prevent them from moving forward, or how they are going to arrive at a decision. Thus, making your follow-up akin to throwing darts with a blindfold on and hoping for a bullseye.

A 10-Step Plan for Global Account-Based Sales Development

DiscoverOrg Sales

Perhaps the hardest decision in a global account campaign is to determine the scope. That is, it starts with marketing and is followed up by sales. They manage all the factory installations worldwide and are made up of 67 sites organized into six technology platforms. Before you undertake a global account-based sales campaign, make some good technology decisions to support collaboration, teamwork, and efficiency.

Top 10 Do’s and Don’ts for Selling to CIOs

DiscoverOrg Sales

When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. Every single CIO on our panel wants you to know about them and their company before they even pick up the phone. After that, it’s up to you to make the most of your next steps when selling to the CIO.

3 Words to Ditch To Improve Your Sales – Sales eXecution 304

The Pipeline

Words impact and reflect you view of things and situations, and while many will argue that it’s just semantics, they fail to realize or acknowledge the degree to which words you choose reflect and signal your intent; something that your buyers pick up and are influenced by as much as anything.

[TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email

DiscoverOrg Sales

By now, you’re probably wondering why we decided to test this email in a not-so-english-speaking city that throws people in jail (up to a year) and fines them ¥30 million for sending email without permission. If this email template works with busy start-up founders in Tokyo, then there’s a good chance it will work for you and your list. Problem was, the trip was a last-minute decision, which explains why we only had 2 weeks to book our meetings.

The 5-Step SMB Sales Call Follow-Up Framework [Templates]

Sales Hacker

For years now, I’ve taught a simple follow-up framework to salespeople and RevenueZen clients who are going after SMB and mid-market buyers — perfect for when you’re talking directly to the decision maker and there are only a few stakeholders involved.

Account-Based Customer Success: The Refrain Remains the Same

DiscoverOrg Sales

The bigger an entity, the more complex the task of finding out who makes the decision, who influences it, who shepherds the buying process, and how all these stakeholders fit together. I come to the Account Based Everything movement as a long-time proponent.

Two different approaches to getting in-the-door

Sales 2.0

If you run a small company, you usually end up being one of your company’s early sales people. They ended up having 50 agents make 6,264 cold calls. I had to come up with a cool name for using networking in sales so I call it “social calling”.

Get the Most Out of Trade Shows with Pre & Post Show Prospecting Strategies

DiscoverOrg Sales

This is equally as important as the post-show follow-up. It goes in-depth on the topics of targeting, promotion and cleaning up your lead data. IT Marketing Strategies IT Sales Strategies Sales Development Trade Show Prospecting B2B B2B Insights B2B Sales B2B Sales Insights Decision Makers Good Data Good leads Henry Schuck lead dataTrade show season is here. What can you do to maximize both the time spent and your ROI to avoid these becoming a cost center?

Get the Most Out of Trade Shows with Pre & Post Show Prospecting Strategies

DiscoverOrg Sales

This is equally as important as the post-show follow-up. It goes in-depth on the topics of targeting, promotion and cleaning up your lead data. IT Marketing Strategies IT Sales Strategies Sales Development Trade Show Prospecting B2B B2B Insights B2B Sales B2B Sales Insights Decision Makers Good Data Good leads Henry Schuck lead dataTrade show season is here. What can you do to maximize both the time spent and your ROI to avoid these becoming a cost center?

Dominate at Trade Shows to Generate More Deals

Alice Heiman

77% of executive decision makers found at least one new supplier at the last trade show they attended ( Spingo ). His salespeople swiped a lot of badges but unfortunately, the booth visitors were not the decision makers they were hoping to meet. They did some follow-up but got very little response. The follow-up is rarely sufficient. Make a plan to follow-up after the show and prepare all the follow-up messaging.

The Art Of How Not To Get To Any Decision Maker By Dan Adams

Sales Training Advice

For this reason I was very disappointed to read a newsletter written by a major international sales training firm entitled: “The Art Of How To Get To Any Decision Maker” I thought I would write about it this month in a newsletter that I will call: “The Art Of How Not To Get To Any Decision Maker” The author, president of a major international sales training company, offered claims and advice to get past any gatekeeper/assistant.

Trade Show Prospecting Toolkit: The Ultimate Collection

DiscoverOrg Sales

We’ve got the ultimate collection to get the most of your trade show – with step-by-step instructions, plus creative tips for everything from making yourself memorable to follow-up techniques guaranteed to get a reply. To take full advantage of the trade show experience, reps need a game plan for pre-show, during the show, and post-show … and they need Marketing back-up. Follow up with prepared post-show sequences.

Two different approaches to getting in-the-door

Sales 2.0

If you run a small company, you usually end up being one of your company’s early sales people. They ended up having 50 agents make 6,264 cold calls. I had to come up with a cool name for using networking in sales so I call it “social calling”.

[VIDEO] Discover Org Charts: 5 Ways to Leverage Organizational Intel

DiscoverOrg Sales

Include decision-makers in email for better response rates. Strategic post-event follow-up. When we’re reaching out to an organization, we probably don’t know all the different buyers who will be influencing the decision regarding our sale.

[VIDEO] 40% more Demos & 2.5x bigger ACV: The Results of Our Account-Based Everything Experiment

DiscoverOrg Sales

In episode 3 of INSIDE LOOK, key players from the sales and marketing teams – share their strategy and key takeaways following a series of multi-channel, cross-functional plays for our HR dataset. The higher up in the org chart someone is, the closer they are to a decision maker.

How to Improve Your 2016 Real Estate Marketing Messages

Increase Sales

This is the fourth direct mail marketing postcard I have received from this particular Realtor without any sales follow-up. First, as the decision maker I would be do the interviewing. Follow her on Twitter or check out her profile on LinkedIn.