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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.