About This Episode

In this episode, Brian, Tim, and Robb use their combined knowledge to deliver expert tips and tricks on how to build a successful follow-up process that results in closed deals. Sales may be one of the most brutal parts of building a company, but by implementing the strategies and mindsets shared in this episode, you’re certain to harness the power of prospecting.

2:38 – Robb kicks things off by asking Brian how he approaches prospecting from the owner’s side. Brian shares why it’s easier to prospect as an owner at the beginning stages of your company and more difficult as your organization grows.

8:19 – Robb asks Tim to share how he handles the followup. Tim admits that as an owner it can be difficult to prioritize sales when you have other, owner-related items on your agenda and gives advice on how to overcome that challenge.

11:48 – We move back to Brian to see what he does when a prospect ghosts him in the middle of the sales cycle. Brian talks about the value of creating follow-up templates in advance and setting up automation cycles for certain prospects, driving home the importance of crafting the right messaging to reach your audience.

18:54 – Tim shares how he approaches ghosting situations, detailing where he and Brian have similar and different tactics. 

22:24 – The guys re-emphasize the importance of setting up some sort of rhythm or cadence for your followup plan, starting with the expectations you set at the end of every call.

26:15 – Robb wraps it up by asking Tim and Brian the number one thing owners need to work on when it comes to prospecting and closing deals. Tim stresses how crucial it is to continue in the follow-up cycle, and Brian reiterates how building a framework helps close deals.