Photo credit: Pacheco
Have you seen this slide that is regularly doing the rounds on LinkedIn presenting the amount of time a sales person needs to follow-up with a prospect to get a deal and how many sales people stops too quickly.
You can’t have missed it. It comes back over and over again and is coming from the so-called “National Sales Executive Association”? Well, if you didn’t know already: it is a fake. The NSEA simply doesn’t exist. But this slide seems to make the point there is value in chasing to secure a sale. Is there some sort of ground beyond this fact? Are sales people who do chase, don’t hear back, carry on crossing what I call “the valley of death” courageously (it’s very silent in the valley of death….), are they the most efficient sales people? Or is it a myth. I think it is a myth. So, here is the prospecting flow I follow to make sure a lead or a prospect is a real one or one worth qualifying out: