"I haven't heard back so I'll follow up with them..."

If that's your action plan for a deal that's gone dark or a new lead that won't reply, you're doing it all wrong.

The top 3 synonyms for "follow" are PURSUE, SEEK and CHASE.

Is that how you want to run your sales process? Is that what you want your reps doing with every deal?

Of course not.

Change the mindset. Eliminate "follow up" from your sales vocabulary.

Instead of pipeline reviews full of – "Okay, follow up with them...," require your team and yourself to be SPECIFIC. Be PRECISE.

Think in terms of VALUE, ACTION and EDUCATION.

Got an inbound that won't reply after requesting a demo?

Find ways to add value instead of hammering away to get a call on the books.

Got a prospect that tells you after the demo – "Let's follow up in a couple of weeks..."?

Assert yourself with action.

Got a proposal that's gone dark?

(First all, sending the proposal was your first mistake, but that's for another post...)

Create opportunities to share new information.

Sales, especially as a startup, requires you to lead your prospects. Add value, be specific and educate them on why and how to buy your product.

Stop the "follow up" and get cracking with action.