Why Do Sales Leads Die?
This is the first in a series of articles on sales enablement and improving sales productivity across the buying process and is excerpted from the forthcoming book “Facilitating the Buying Process – the New Role for B2B Salespeople”, by Mark Gibson.
I grew up in the country in South Australia and one of the expressions we learned as young adults when visiting the “big smoke” of the city of Adelaide, was “keep your wits about you”.
The definition of this idiom according to the Cambridge Dictionary online is “to be ready to think quickly in a situation and react to things that you are not expecting:”
In sales, we need to be ready to react to any situation quickly. Fortunately, there is far more predictability in the day of a salesperson than the first solo visits to the big city for a country boy.
But in sales in particular, you need to keep your wits about you… let me explain.
Minutes Matter in the Life of a Lead
In some companies, “I’m busy, I don’t have time to call the lead right now, I’ll get back to them in 15 minutes after my break” could get you fired.