If you are preparing for a meeting with a prospect, also review this post 5 Things You Must Do The Day Before Meeting With a Prospect.

One of the easiest ways to fail as a salesperson is to avoid following up after a sales meeting. Too often, salespeople cut the process short by waiting for the next meeting with his/her prospect. We might send them a short follow-up email or make a quick follow-up call, but it’s not a substantial touch and it often leaves the ball in your prospect’s court. For example, how often have you…

• failed to send a thank-you note/email of real value?
• forgotten to input meeting information into your CRM?
• neglected to recap important discussion points or action items (even for internal use)?
• chosen not to think about how you can go above and beyond for this next client?

While…