Follow Up or Give Up?

Here’s a prospecting statistic that might surprise you: According to research firm SiriusDecisions, the average salesperson makes only two attempts to reach a prospect. That might include an initial cold call, a follow-up voicemail, or a pair of emails, but the fact that most sales reps give up after two tries is shocking. Why? Because, […]

Nurturing versus Cold Calling

Over the weekend Jennifer, who was reading my book “The Sales Magnet” asked me if I felt the “old-way relationship marketing” is dead. Her boss had told her to “stop going about things the old way. Relationship marketing is dead. Just get out there, get leads and move on.” It didn’t sit well with Jennifer, […]