Matt Ryder argues elite closers win deals through persistent follow-up and relationships, not just fresh leads. He compares salespeople who only work company leads to lions in a zoo, and pushes referrals and outbound outreach as the real skill.
What elite closers know that most people don't is that you are going to get a lot of sales from follow up. So you better start getting like good relationships with people. If you're only ever relying on like brand new leads, which a lot of these like kind of new generation salespeople are, then like, in my opinion, you're kind of like a sales cuck, right? Think of a lion on the pride, like on the savannah doing a big roar, right? They go out, they get their meat, they do the hunting and then think of a lion that's in the zoo and he does a big roar, gets up in the morning, but he starves to death if daddy doesn't feed him a steak. And so like, for me, as like a top rep and as someone who provides for a family, I am not going to live or die by whether daddy decides to feed me a steak that day. And I'm going to put all of the things in place to mitigate myself against the business being solely responsible for my lead flow. So that's why referrals, outbound, all those kind of things come into play. And if you are a top rep and you are doing those things, just because you're the top rep at your shitty little company and you do none of those things doesn't mean you're a top rep.
