Brief: Three Mistakes Sales Professionals Make When Following Up
Customer conversations
What’s Inside
Effective follow up advances the sales dialogue rather than restating it.Follow up is about taking opportunities to explore emerging customer needs, surface nascent concerns, and address all stakeholders. Follow up is what maintains, or even increases the momentum of the sale.
In Richardson Sales Performance’s brief Three Mistakes Sales Professionals Make When Following Up, we show why those who recognise the need for a sharper follow up strategy have a unique advantage that requires nothing more than some extra attentiveness and conscientiousness.
In the brief we show the three common missteps of:
- Using follow up messaging to seek guidance rather than provide it
- Communicating broad messaging that lacks customer-centricity
- Addressing only a narrow range of stakeholders
View recent thought leadership
Brief: How Agile Sales Professionals Use Sprints to Target, Message, and Engage Prospects
Download this brief to learn how Sprint Prospecting™ enables agility that quickly gets to the core of the customer’s needs.
Brief
Brief: Engaging Healthcare Professionals with Agile Messaging
Discover three ways sellers can deliver meaningful messaging to HCPs to gain access while staying in compliance.
Brief
Brief: Gaining Virtual Access to Healthcare Professionals
Download the brief to learn how healthcare sales professionals can front-load their efforts so their first outreach sparks interest.
Brief
Solutions You Might Be Interested In
![sales technology]()
Accelerate Sales Performance System
Learn More: Accelerate Sales Performance SystemBring clarity to the most critical skill gaps you need to address to move your business metrics with the NEW Accelerate Sales Performance System
![sales training delivery services]()
Sales Training Delivery
Learn More: Sales Training DeliverySpeed to proficiency is crucial for today’s competitive sales teams looking to upskill. We offer a variety of delivery options including live, virtual, and digital to meet you where you are and quickly lift you to where you want to go.
![sales training content]()
Sales training content that improves performance
Learn More: Sales training content that improves performanceGrounded in behavioural science, our Connected Selling Curriculum addresses all selling roles and all phases of the sales cycle to give your team the right learning at the right time.
![sales consulting services]()
Professional services tailored to your needs
Learn More: Professional services tailored to your needsWe define and target the most critical selling behaviours your team needs for sales success in your market and offer customized sales training, coaching and consulting.
