Christian PolkYour Friendly Neighborhood Sales Trainer

How to activate 👀🔥 no-sale prospects 🤫💰️📈

2 Oct 2026 · 1 min

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0:56

In this segment Christian Polk outlines a practical method for increasing sales by re‑engaging prospects that other team members have marked as "no‑sale." He suggests partnering closely with a setter to target these idle leads, noting that a higher personal close rate (e.g., 40%) compared with a teammate’s lower rate (e.g., 15%) can translate into additional closed deals—potentially two extra deals per month. Polk emphasizes the need for a clear definition of when a lead becomes "free": after 30 days of no contact following a sales call. He advises creating a smart view in the CRM that filters for leads meeting this 30‑day, no‑contact, sales‑call condition, and then automating a text message outreach (e.g., “Hey, are you still interested in XYZ outcome?”) as soon as a lead appears in that view. The overall message is to automate the follow‑up process to capture missed opportunities and boost conversion rates.

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So, and this is also something you could do if you do have your own setter or like you get really tight with the setter is like you go after no sales. Okay. Like obviously you want to be following up with yours, but in other people's no sales, if you're closing 40% and like the bottom guy's closing like 15%, like just by math alone, like that's an extra like 25% of the deals that they're not closing. Let's just say be conservative, extra 2 deals or so per month. Like just from that alone. And it's like with that, it's just activity. I would, I would try to automate this as much as possible. So what you need is you need clear understanding on when a lead becomes free and And as soon as a lead becomes free, set up an automation to where you send a text in the CRM reaching out to them. I think it's for you after 29 days, on the 30th day, it's free. Yeah. So you should have a smart view in your CRM that's 30 days, no contact, had a sales call. And as soon as it pops into that smart view, it sends a text. You can have it as simple as like, hey, are you still interested in XYZ outcome?