TV Expert Interviews / Improve Sales Skills / Jun 6, 2023 / Posted by Lisa J. Smith / 67

Overcoming Blind Spots in B2B Sales (video)

Why Your Sales Process Needs More Follow-Up

Are you struggling to close sales deals even though you have a great product or service to offer? You might be missing one crucial step in your sales process: follow-up.

According to Lisa J. Smith, CEO and Founder of SmithCo, follow-up is often a blind spot for companies in their sales pipeline. Many people focus on the initial sale and networking but fail to continue the conversation with potential clients.

Lisa emphasizes that follow-up should not be seen as pushy or annoying, but rather as a way to stay top of mind with potential clients. It involves having multiple layers of sales conversations to qualify clients and understand the ebb and flow of their readiness to buy.

In today’s fast-paced business environment, being adaptable and nimble is crucial. However, automation should not replace the human touch in sales. Sales is about psychology and emotion, and automation can miss important nuances in timing and messaging.

So, take the time to follow up with potential clients and build relationships. It might be the missing piece in your sales process that can help you close deals and grow your business.

And if you need help with your sales strategy, Lisa offers a free 30-minute call to help businesses succeed in sales. Don’t miss this opportunity to gain valuable insights and energy from an expert in the field. Book your call today through the SmithCo website or Lisa’s LinkedIn, Instagram, or YouTube pages.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Author

Lisa J. Smith

Lisa J. Smith is the CEO and founder of SMITH co., a sales consulting firm focused on modern midsize B2B businesses. A dynamic public speaker and natural trainer, she has presented for multiple audiences in various industries across three decades. Having spent 30 years selling B2B services in every economic environment imaginable, Lisa has gained a multitude of diverse experiences and improved the financial situation of countless organizations. She is trained in design thinking, finance, business strategy, sales, advertising, and marketing. These skills allow her to spot and reveal the blind spots most B2B companies encounter in their sales funnel.

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