Recent Posts from Rita Melkonian

Following up with a prospect is one of the most important steps in the sales journey.

Get this: 

• 80% of prospects say “no” four times before they say “yes.”
• 40% of salespeople give up after the first “no.”

Yep, you read that right.

Imagine what your team is missing out on by giving up after the first (or fourth) rejection.

Following up again (and again, and again, and again) is the name of the game when it comes to sales.

But there are ways of going about it that will increase your revenue team’s chances of engaging with prospects.

Getting your follow up email subject lines just right is one of them, especially since it’s what will encourage your recipients to either open or toss your email.

You’ve reviewed the pipeline, and despite what seemed like qualified leads, bottlenecks remain, and the sales process isn’t optimized. Looking at spreadsheets after a bad month might suggest hiring more reps or increasing activity by 10%, but that’s not the real solution.

Instead, focus on understanding the "why":

• Why isn’t your outbound engaging?
• Where do relationships fall off?
• Which sequences aren’t engaging prospects?
• How could your reps spend their time better?

That’s the essence of sales engagement.

This work can be time-consuming and repetitive. Whether it’s spending hours crafting the perfect email for each prospect or managing admin tasks across various tools, these activities often create more work instead of reducing it.

After reading this article, you’ll learn how sales engagement can help your team:

• Book more valuable meetings.
• Have more engaged, two-way conversations.
• Spend less time on tasks that can be automated.