It’s surprising how much selling happens by sending follow-up emails. We all lead busy lives (for better or worse) and a well-timed nudge can result in a sale. I would estimate that this single behavior generates billions of dollars of revenue per year.
See also:
- A third of sales comes from doing nothing at all but some persistence is still required.
- One of the problems with founder-led sales is that founders juggling many things might drop this simple behavior and miss out on some sales
Links to this note
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Discovery Questions in Sales Calls Should Feel Consultative
I used to feel like asking a list of discovery questions to qualify a prospect during a call was awkward and not useful. Now I realize it’s actually a key part to a consultative sales experience and should feel conversational.
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In sales, it’s easy to mislead yourself into thinking a sales deal is on track when it’s not. A simple way to know that it’s not is to ask yourself if there is a clear next step that both parties have agreed to. Without it, you won’t close the deal and if you do, it’s probably a nothing sale.