Do you take the time to follow up with potential clients?
Maybe a client told you right now is not the time they want to work with you. Just because they said no then doesn’t mean you should give up.
Sales representatives need to have a follow-up process to know when it’s time for them to contact old business deals. In this episode of “The Sales Evangelist Podcast,” host Donald Kelly speaks with Jake Tacher on the importance of doing follow-ups to gain clients.
Jake shares his wealth of knowledge and experience in the sales world, shedding light on the critical role of follow-up in sales success and providing actionable insights for sales leaders and individual contributors. Discover the three follow-up strategies he shares in this episode.
Jake’s Background and Expertise
- Jake is a seasoned fractional CRO professional and sales director. With a career that spans from starting as an SDR to becoming a sales manager, he now focuses on driving growth through sales coaching, consulting, and recruiting.
- Jake also offers sales training programs and shares his extensive experience transforming underperforming SDRs into high-performing assets.
The Definition of Effective Follow-Up
- Jake defines effective follow-up as any contact attempt-based activity with a prospect that aims to push them along the buyer’s journey.
- Whether it’s aiming for a meeting or a closed deal, the essence of follow-up lies in continually engaging with prospects to move them closer to the desired outcome.
Challenges and Solutions in the Follow-Up Process
- Jake addresses the common challenges faced by sales professionals regarding the follow-up method.
- He highlights the fear of rejection and the need for preparation or confidence in approaching follow-up conversations.
- Jake observes that these obstacles often stem from inadequate training and resource allocation within sales organizations.
Tactical Approaches to Effective Follow-Up
- Jake offers a systematic approach to enhance follow-up effectiveness.
- He emphasizes the importance of staying organized and prepared, suggesting daily task reassignment and contextualizing follow-up tasks to provide specific details for each prospect.
- Furthermore, he stresses the significance of offering valuable resources and customized solutions during follow-up interactions.
The Power of Data in Follow-Up
- Jake elaborates on the effectiveness of leveraging data during the follow-up process.
- By citing averages and typical scenarios, he suggests that prospects can better relate to and trust the offered solutions.
- Utilizing third-party sources and real-time industry developments, Jake recommends integrating data-driven insights tailored to each prospect’s specific pain points and objections.
Operationalizing Follow-Up in Sales Teams
- Jake proposes a structured approach for sales leaders to operationalize effective follow-up within sales teams.
- He recommends creating a follow-up calendar and asset vault, organizing follow-up strategies, and putting valuable resources based on various buyer avatars and potential objections into a system that is easily accessible and conducive to consistent execution.
Key Takeaways for Sales Leaders and Individual Contributors
- Jake’s insights emphasize the importance of facilitating and enabling success for sales professionals. He encourages sales leaders to streamline the follow-up process and empower their teams.
- He urges individual contributors to take ownership of their sales process and constantly seek growth and improvement.
Jake Tacher offers practical wisdom and actionable strategies to elevate the follow-up game. He empowers sales leaders and individual contributors to utilize a systematic, resource-driven approach that puts the client’s needs and objections first.
Learn how sales leaders and representatives can develop follow-up processes to help bring in more clients in this episode of “The Sales Evangelist Podcast.”
- This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
- This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
- This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
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