PERSISTENCY: MODERN SELLING REQUIRES PATIENCE, PERSISTENCE, AND PROACTIVE ENGAGEMENT

NCMA

PERSISTENCY MODERN SELLING REQUIRES PATIENCE, PERSISTENCE, AND PROACTIVE ENGAGEMENT

One of the most important elements of successful sales engagement is persistence— how many times you go back to a prospect or lead and connect with him or her. To persist means “to continue steadfastly or firmly in some purpose or course of action.” That’s a fairly accurate depiction of the type of consistent follow-up and determination that yields concrete results for sales professionals.

According to a LinkedIn post by business success expert Angela Smith, 48% of leads never get followed up on by sales representatives, and 25% of the sales professionals stop after the second contact. Another 12% ceased attempts after three contacts. In fact, just 10% of sales professionals persist after three contacts with the prospect.

Maybe that doesn’t sound so bad— after all, they tried a few times, right? But the data shows that two or three attempts just aren’t good enough, because 80% of sales are made after…

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