How Do You Follow-up? Take a look at these statistics.  Most of us have seen these numbers more than once and we instinctually know they’re accurate.   Painful, but accurate. We all know how important follow-up is but we struggle with actually doing it.  You’re busy.  You mean to.  You forgot.   Don’t feel bad, you’re not [...]

Digest the following sales management research; 48% of all prospecting attempts are aborted with the first perceived rejection 25% attempt it a second time An additional 12% will come back for a third try 5% stop after the fourth contact This means that 90% of sales people give up after only the fourth contact! The [...]