Why have salespeople stopped following up with prospects?

During a recent training session, a delegate proclaimed that following up is a waste of time and I never get any sales from following up so I just don’t bother anymore, I wasn’t shocked, in fact, I wasn’t even surprised as this isn’t the first time I’d heard this kind of response.

So my question is why have salespeople stopped following up prospects?

At first glance, this may seem like a simple question with a straightforward answer. However, the truth is that there are many reasons why salespeople may not be following up with prospects as they should be and I want to explore why this is and dispel some of the myths around following up.

The reality is and always has been that if you aren’t following up, you are definitely losing sales, so let’s look at some of the potential reasons why salespeople aren’t following up.

Read the full article here

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