RAB Insights

RAB Research Archive

Be persistent, yet respectful

BNearly half of all reps will abandon a prospect after one follow-up. Yet most sales require multiple touches.

That’s why successful reps are usually persistent. Because they give up less easily than their peers, they win far more deals.

Unfortunately, some people take persistence to mean extreme aggressiveness. If you’re calling and emailing prospects so frequently that even seeing your name gives them angry hives, you’re definitely going overboard.

Remember that following up only works if it leads to a relationship. Top reps know the difference between following up with prospects and chasing them down.

Source: Business writer Aja Frost