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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