Prospecting flow. How to avoid the death valley?

Photo credit: Pacheco

Have you seen this slide that regularly goes around on LinkedIn presenting the amount of time a sales person needs to follow-up with a prospect to get a deal and how many sales people stops too quickly.

You can’t have missed it. It comes back over and over again and is coming from the so-called  “National Sales Executive Association”? Well, if you didn’t know already: it is a fake. The NSEA simply doesn’t exist. But this slide seems to make the point there is value in chasing to secure a sale. Is there some sort of ground beyond this fact?… Read the rest