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The Sales Evangelist

It’s time to level up and set yourself apart in an executive’s inbox, but you know it’ll never happen as long as you keep parroting the same lines your prospect gets from every other seller. In today’s episode, our host Donald Kelly gets into why we should NEVER use the phrase “just bumping this up” in a follow-up e-mail. Listen in to hear the things you should say instead!

The Problem With Saying “Just Bumping This Up”

  • When you say, “Just bumping this up,” you’re prioritizing yourself in their inbox and insinuating that they aren’t organizing their e-mails. This annoys prospects and turns them off.
  • Your prospects are busy people with a lot on their plate. “Just bumping this up,” is a filler phrase that doesn’t add any value and shows a lack of effort on the seller’s part.

How SHOULD You Follow Up?

  • Focus on the same pain point that you highlighted in the first e-mail. Then show the prospect your solution by making a quick video describing or demoing it.
  • Think from your prospect’s perspective. They’re busy people – if their objection is that they don’t currently have time to meet, let them know you can meet later on.
  • We use the Spotlight feature on LinkedIn SalesNavigator to identify prospects who have posted on LinkedIn during the last 30 days (try it free for 60 days at linkedin.com/tse). Use information from LinkedIn to identify triggers and bring those up in your follow-up.
  • You can also use testimonials or describe the experiences of other clients who you serve.


Check out episode 707 for more ideas on following up!

Sponsorship Offers

  1. This episode is brought to you in part by LinkedIn.

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  3. We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator.

Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse.

  1. This episode is brought to you in part by TSE Sales Foundation.

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.


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About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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