It’s tempting for salespeople to grossly overestimate how many prospects they meet at a conference will close. And, this should be no surprise. In no other setting are buyers this nice to us! It’s great. It’s amazing. And, It’s almost a total mirage. Unfortunately, MOST prospects you meet at conferences are not as interested as they appear. Frankly, not even close to as interested as they appear. They are away from cold weather, colder KPI’s, they’ve had a couple of glasses of pinot grigio and they are going to be courteous. Since, courtesy is not the typical language salespeople hear, we get excited. DON’T!
The key to effectively following up after a conference is two-fold: first determining who to follow up with and second moving the relationship forward and not backwards. Most salespeople build the start of great relationships and then go backwards when they get home.
Live from Unleash: How to Effectively Follow-up After a Conference
ON DEMAND REPLAY
Your contact information, including email, may be shared with the sponsors of this event for the purpose of following up on your interests.
Meet The Speakers
Director of Marketing