Sales conversations revolve around words—questions asked, objections raised, promises made. But any seasoned sales leader knows that what a prospect doesn’t say can be far more telling than what comes out of their mouth.
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In enterprise sales, the art of follow-up is a key ingredient to closing deals and building long-lasting relationships with clients. Following up -- in the "right way" -- can go a long way in helping you stay top of mind, showing your commitment to your client's success, and demonstrating your value as a trusted partner.
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Many sales leaders fail to monitor any prospecting metrics or efforts among their salespeople. 18% indicated their company does not set out specific metrics/goals on how much time reps should spend prospecting. 32% of sales leaders indicated they don’t know how much time reps prospect.
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