Over my years in sales, I can attribute my success to my diligence and level of activity. I knew I was always outperforming our competitors because my level of activity and contact points were 5 times higher than everyone else’s.
People are busy and as a sales professional, you are very rarely at the top of anyone’s list. So to be really successful you need to engineer a position where you keep connected to your prospect so that you stay at the front of their mind. This applies when you are hunting an inbound or outbound lead, or connecting with an existing account or opportunity.
I have seen this in all countries I have worked in and across multiple sales and account management teams. It goes something like this…