Dan McDade

Founder and President of PointClear

PointClear is a prospect development partner, providing the strategy, analytics and execution services needed to optimize B2B sales and marketing processes, and drive revenue.

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Topic:
  • sales

Sales executives won’t invest in enough follow-up actions on prospects

Sales executives will continue to invest 1 to 3 follow-up actions on prospects when 6-12 follow-up actions are needed.

Organizations such as the Bridge group found that sales reps often invest just a single email or voicemail when following up on leads. This is the primary reason why so few leads are effectively followed up on, and why so many leads end up in a black hole.

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