Colleen’s Blog

If your sales are suffering right now, I want to make you aware of a shocking statistic. According to a study conducted by our friends at InsideSales.com, an incredible 30% of leads are never followed up on by the sales team when passed on by the marketing department. Can you believe it?! It doesn't matter if you have a client base of 10 people or 10,000 people. Ignoring 30% of your leads is a great way to create a sales disaster in your business. At the very least, I'm sure we can all agree that even if your sales are on target, that extra chunk of business can't hurt! Now that we have that surprising stat out of the way, let's discuss what's required in your follow up.

Have you noticed the number of personable business owners who can’t manage to get their sales results to a level that they are happy with? They understand their industry and are likable as well, yet their prospects always seem to brush them aside for their competitors. Does this sound familiar? Many salespeople today seem to believe that the influx of new communication technologies that have arrived over the past 5-10 years are insignificant and meaningless to their selling. Nothing could be further from the truth. Too many salespeople still rely on their smile, firm handshake or charm to get them more sales. Chances are, they aren’t happy with their results.