Matt Ryder argues salespeople don't lack leads but fail at follow-up, leaving free money in their CRM. He compares CRM proficiency to a sniper's baseline skill and insists even sloppy follow-up beats no follow-up. Reps who only close inbound deals without nurturing prospects are worthless to the business.
You don't have a lead problem, you have a follow up graveyard. You probably don't even know how to look up leads and filter in the CRM. If you don't, you are not a good sales rep. Just straight up, it's like a really basic tool. It's if I was in special operations, which I was when I was in special operations, I was a sniper. And if I went to anyone that I was working with and said, hey, cold barrel, 300 meters, watch your clicks. If they didn't know, I would have hated them. It's because that is such a baseline level of professionalism that I couldn't imagine working with someone or going to war with someone that didn't know that. And like, like I speak to tons of salespeople and business owners that have no idea how to use the tools. Like I don't know, can someone shoot me a video on how to filter in the CRM? Fuck you. Just go try. You fucking right. There's free money sitting in your CRMs, in your spreadsheets because you just can't be bothered following up in people. Fucking do it and know that it's not going to be that good the first few times and just get better at it. You spend so much time refusing to do the thing that if you just did a shitty version of the thing, you'd get a tremendously better result. It doesn't need to be perfect. Just go out, do it, follow up asking you to make more money and you're more valuable to the business owner. Because if all you can do is close inbound leads, you're worthless. Like not as a person, but as a sales rep. Because that's the lion that roars and pretends to be a lion but then starves to death when daddy doesn't feed at a steak that's pretenzes.
