A short sales-advice clip urging sales representatives to prioritize follow-up and asking for referrals. The speaker emphasizes that converting leads already contacted is easier than acquiring entirely new prospects and recommends working one’s pipeline and other people’s pipelines.
Do you do follow up? Do you do referrals? One of the easiest ways to be a long term successful sales rep is just to keep working the leads that you have and that you've already spoken to. It's easier to get someone to buy who has already been spoken to than what it is to get someone to buy who's never been spoken to. It just is. So are you asking for referrals? Are you doing follow up work? Your pipeline is a much easier way of doing it. Work other people's pipeline, because they're probably not.
