From Salespeople: “Should I Follow Up All Sales Leads?”

From Salespeople: “Should I Follow Up All Sales Leads?” Answer: Follow up only those you want to sell to. When salespeople, with a pained look in their eyes and a high-pitched whine in their voice, ask me “Do I really need to follow up all the leads?” I say “Of course.”  It’s not unlike the dental patient who asks if he should floss every tooth. The dentist’s answer is, “Only those teeth you want to keep.”  I tell salespeople to, “Just follow up those you want a sale from and leave the unfollowed-up leads to your competitors.” When asked why…

• Date: October 12, 2017
• Author: Victor Kippes
• Category: Blog

The answer:  Every time Marketing always has questions.  Will the market increase or decrease this year?  What do the buyers want most?  Would the buyers rather lease, rent or buy?  What are the benefits they want most from a product or service?  How do they want to be contacted? The list of questions is endless and Marketing doesn’t have the answers unless they turn to the end users and ask.  Of course, they can ask customers who have bought, but that is more like looking in the rearview mirror; they tell you very little about the future, only the past.…

• Date: October 12, 2017
• Author: Victor Kippes
• Category: Blog