Cornish: Call reluctance stalls B2B sales reps at three follow-ups
Robert Cornish · Richter Hits $4.5m Fine Tuning Sales Process For F500 Brands · Oct 6, 2020 · at 7:31
Robert Cornish is the founder of creative and sales enablement agency Richter, discussing why large enterprise sales teams fail to close leads.
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“We found that on average people follow up about three times, but it takes a team plus contacts to actually close a deal. So there's a big discrepancy between those two. And you start looking and go, why are they not following up? And you start finding that they're running to call reluctance. They're running out of gas.”
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