Thought Leadership – September, 2016

Thought Leadership - September, 2016

  • 80% of millionaires earned their cash on their own. Your past does not control your destiny. @MattManero
  • Develop sales pipeline every day. @JamieTShanks
  • Do not worry about what you cannot change. It makes it harder to focus on what you can. @JXNguyen77
  • Empty minds make the most noise. @Idillionaire
  • Excellence is achieved by the mastery of the fundamentals. – Vince Lombardi
  • Excuses do not change the fact that fear is a sign to do whatever it is you fear – and do it quickly. @GrantCardone
  • Exemplary leaders are always associated with changing the status quo. @SteveGutzler
  • Extrovert yourself to promote. @RobertSyslojr
  • Fear is an illusion. Break free from the mental limitations holding you back from your potential. @Idillionaire
  • Focus on your purpose. Do not allow negativity to distract you from where you are headed. @Idillionaire
  • Follow Up = Commitment + Creativity + Frequency. @Josh_Lowry
  • Give people a reason to come to work, not just a place to go to work. @SimonSinek
  • Hard work pays off. @DangeRussWilson
  • Have goals so big your problems pale in comparison. @GrantCardone
  • I get better work from people when they avoid guilt by not letting me down vs by being scared of me. @GaryVee
  • Leadership is what happens when you are there and what happens when you are not. @KenBlanchard
  • Once you make one excuse, it is easier to make a second, third, etc. – no excuses. @GrantCardone
  • Pay attention to who decreases or increases your energy – either cut off or embrace them. @Idillionaire
  • People work way better when you deploy honey than vinegar. @GaryVee
  • Start thinking about your purpose. Your why is the key to intentional living. @SteveGutzler
  • Successful people get out and do the work even on days they do not feel like it. @KelseyHumphreys
  • The average call me obsessed. The successful call me for advice. @GrantCardone
  • The way I measure my life is, am I better than last year? – Satya Nadella
  • Unless u move every relationship forward, u lose ground to competition. No treading water in sales. – Jon Manley
  • What is new, what is next and how do I get their first? @MCuban
  • When you push the envelope, it can push back. Progress requires pushing again and again. @SGBlank
  • You can have results or excuses, but not both. @Josh_Lowry
  • You get paid in proportion to the difficulty of the problem that you solve. @ElonMusk
  • You have to be odd to be number one. – Dr. Seuss
  • You have what you have because you decided to have it. @RobertSysloJr

All contents copyright © 2016, Josh Lowry. All rights reserved.

How to Master Sales Follow Up

Mastering Sales Follow Up

According to research by CTT, 48% of sales people never follow up with prospects. While we are taught early in life not to bother or pester people, sales success requires following up. For example, 80% of new sales require five to 12 contacts before closing a deal. However, the average sales person contacts a new prospect one to two times before stopping. If 48% of sales people never follow up and the average sales person follows up one to two times, having strong follow up skills creates a significant selling advantage against the compeition.

Follow Up = Commitment + Creativity + Frequency


  • Follow up. Forty-eight percent of sales people never follow up with prospects. Never make reasons for not calling them (e.g., Monday is a bad day to connect). Be unreasonable about following up.
  • Follow up fast. If you follow up within the first 60 seconds of receiving a lead, you increase your chances of conversion by 320%. Use speed to your advantage. Speed equals certainty with prospects.


  • Have a reason to follow up. Always have clear intent and state your purpose up front with the prospect. “The reason that I am calling you is __.” Each contact should add value and build trust.
  • Have a variety of reasons to follow up. Share relevant data and information. Connect prospects to customers that have solved similar problems. Etc. If you do not have a variety of reasons, you will stop following up.


  • Follow up often. Eighty present of sales are made between the fifth and 12th call. Never complain about prospects not calling you back or picking up the phone. Be persistent.
  • Use multiple channels to follow up. Always leave a voicemail and send an email. Incorporate pictures, social, text and video where appropriate. If you are not first in the prospect’s mind, you might as well be last.

The follow up formula enables you to build dependability and trustworthiness with prospects while helping them continue to move forward to address issues and solve problems. It also enables you to remain top-of-mind with prospects versus letting other sellers fill the space. Forty-eight percent of sales people never follow up with prospects and the average sales person only follows up one to two times with them. Use the follow up formula [Follow Up = Commitment + Creativity + Frequency] to create significant advantage against the competition.

All contents copyright © 2016, Josh Lowry. All rights reserved.

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