Sales Leakage Blog: Recent Comments

Comment on Interim Sales Management is the answer to stoking the fires in the belly of the sales beast!

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Comment on If Sales Lead Follow-Up Jumps To 100%...

Automotive Recruitment — Sat, 05 Jun 2010 16:37:23 GMT

We do a lot of training with the auto industry and there are more than a few auto businesses who are nowhere near 100% follow-up.

One major reason we have found is that many of the people charged with following-up (usually salespeople) don't know how.

There is some great material on follow-up (as well as sales generally) in Neil Rackham's book 'S.P.I.N. Selling'. In particular, the distinction between a continuation and a progression is powerful knowledge for any salesperson.

Comment on Sales & Marketing Management and the SLMA Partner on a New Business Social Networking Site for the Industry

Lead Management Software — Sat, 10 Apr 2010 11:02:13 GMT

Sounds good, will you publish the white papers?

Comment on If Sales Lead Follow-Up Jumps To 100%...

lead management software — Fri, 25 Sep 2009 14:17:17 GMT

I believe 100% follow up on every lead is crucial. I work in an industry where each lead closed brings in a steady flow of income each month so any lead that isn't taken advantage off is a potentially a big loss.

Jonathan Mac

Comment on If Sales Lead Follow-Up Jumps To 100%...

Nate — Sun, 19 Apr 2009 17:04:17 GMT

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Nate in Michigan

Comment on Resumes Need To Talk About Performance, Skip The I Love People Routine

Lynn M — Mon, 02 Mar 2009 20:53:15 GMT

Sales resumes should be part of a Brag Book and those on interviews should listen to what the needs of the hiring manager are just as they would first listen to the needs of the client. The Brag Book should be used as the interviewee's brochure (just like a product brochure) and they should highlight how they've accomplished what the hiring company needs now by guiding the interviewer through the "brochure" and highlighting those accomplishment. I agree with you on the resume. Unfortunately, most resumes start out with a manufactured objective and it goes downhill from there. Specific detail as you've outlined above will definitely make a candidate's resume stand out from the rest.

Comment on If Sales Lead Follow-Up Jumps To 100%...

Richard Erschik — Tue, 06 Jan 2009 17:45:38 GMT

Nice BLOG subject Jim, about 100% lead follow-up. But do you how many companies (people) don't want 100% follow-up? I have found lots over the past 22 years that don't want the extra work that MORE business would require. Crazy as that may sound, I have run into sales manager "types" that are happy with their salary, bonus, dynasty and the status-quo. Golfing with Fred in NC, fishing with Joe in MN, sleeping with Mary in (wherever) with little or no concern about anything MORE being sold. I know that sounds crazy, but if I hadn't seen it with my own eyes you'd have a hard time convincing me of the reality. Our service assures 100% lead follow-up, but I have toned down our USP (Unique Selling Proposition) to a 50% increase in follow-up that makes the increase more tolerable and worth pursuing. I know you know a lot of that and experience is a wonderful teacher. Richard Erschik

Comment on If Sales Lead Follow-Up Jumps To 100%...

Sydney BMW sales — Thu, 04 Sep 2008 11:39:21 GMT

Hello James,

Yes it's fundamental and you're right: most businesses don't do it.

I'm reminded of a quote from sales training a few years ago: You can't improve what you don't measure.

Unmeasured sales and marketing activities squander opportunities.

Comment on If Sales Lead Follow-Up Jumps To 100%...

Lead Generation — Wed, 13 Aug 2008 14:01:04 GMT

For me, we can continue following up the leads but it depends on the "sales style". But we should remember the line between following up and harassing someone.