SalesHack #103: The Follow-Up Hack

Jerry Goldman is one of the sales greats of SaaS who not only beat quota 26 quarters in a row, he also beat cancer, and is one of the most genuine people you will ever meet.  I had the pleasure of working with Jerry at WebEx in the early 2000’s.  At the time, I didn’t realize it, but he was a master of follow-ups.

While leading sales at ConnectAndSell from 2013 to 2015, I collaborated with hundreds of companies to learn how to leverage high-velocity selling techniques.  It always blew my mind that some companies would have 1-3% conversion from conversation to meeting, while others could see 12, and even sometimes 18%!

What I was surprised to learn, is that it doesn’t have too much to do with the product, or the market, or even the message, and had everything to do with the mechanics.

Say what?  Rep A has 100 conversations, books 3 meetings (3% conversion).  Rep B has 100 conversations, books 18 meetings.  Same company, same market, could even be the same Rep (Rep A = Rep B).

What’s different? Rep A has 100 conversations with people that he or she has already spoken to.  Rep B dials into a cold list with 36% bad data, no knowledge about who they are or what they do, and just wings it.

The magic?  As Tom Snyder, Founder of Funnel Clarity, said on the webinar today, the magic happens with the 40% of buyers who are not actively buying, but they are the prospects who are open to a dialogue.

In golf, there is an old phrase, “in golf, is in life, it’s the follow-through that makes the difference.”  In sales, “it’s the follow-ups that make the difference”!

So, would you rather say “cold calling is dead” and continue not to do it?  Or would you rather give this proven technique a try, and see what it feels like to be Jerry Goldman and get 18 (or more) meetings per 100 conversations?

Click here to watch the webinar that shares the secrets of converting cold calls at 15-20%!

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