From Spinning Wheels to Revenue: Mastering Sales Follow-Up

In this episode of Love Your Sales, podcast host Leighann interviews Dave Molenda, a seasoned sales professional and business coach, about improving sales follow-up strategies. They discuss the common pitfalls salespeople face, the importance of consistent follow-up, and distinguishing between passive, aggressive, and assertive follow-up approaches. Dave emphasizes the need for intentional and value-added contacts rather than superficial check-ins. Additionally, they talk about Dave's approach to strengthening teams to improve customer experience, which he elaborates on in his Amazon bestseller, Growing on Purpose. Contact Dave – LinkedIn - https://www.linkedin.com/in/davidmolenda/ Website - https://positivepolarity.com/ Special Thank you to our Sponsors – Genhead – www.genhead.com and Accelerategrowth45 and the AG45 Soul Aligned Strategy Podcast – www.accelerategrowth45.com Robb Conlon – Intro and outro – Westport Studio - https://www.westportstudiosllc.com/ The Brave Ones – Instrumental Version Song by Jan Sanejko - https://artlist.io/royalty-free-music/song/the-brave-ones/119489 Ready to grow your business? Schedule a call with us today - https://api.leadconnectorhq.com/widget/bookings/discoverysalesleighann Channel Subscribe link - https://www.youtube.com/channel/UC-O7W9DzaRv4waodQKCprIg?sub_confirmation=1 #sales #businessdevelopment #entrepreneur #entrepreneurship #selling #relashionships #customerexperience #podcast #loveyoursales #lastingrelashionships #salescareers #salesmanager #salesdevelopment #traininganddevelopment #leadershipdevelopment #salespodcast #salestraining Leighann Lovely: Welcome to another episode of Love Your Sales. I am joined by Dave Melinda. Uh, Dave, uh, has had a quite a career, um, in sales, but after 30 years of starting his own company and growing it to a $10 million. Annual sales. Dave realized that his passion was helping companies thrive by overcoming their natural tendencies to retreat and spin their wheels on the wrong things. Dave's [00:02:00] current company, positive Polarity, is a Midwest business coaching firm. His recent book Growing On Purpose. Was an instant number one Amazon bestseller and will help strengthen your team and improve your customer's experience. Dave's latest project, the Positive Polarity Podcast has over 270 episodes and is rated in the top 2% of all podcasts in the world. Wow. According to listen notes.com. Dave Melinda is excited to be part of Love Your Sales podcast and is looking forward to the conversation today. I'm so excited to have you join me, um, today for a awesome conversation. Um, anD yeah, I'm, I'm just excited to pick your brain as you know, somebody who loves sales as much as I do, Dave Molenda: absolutely great to be here. Thanks for the invitation, Leanne. I'm excited. I can't believe you. You said retreat and spin their [00:03:00] wheels on the wrong thing. It's funny, we're gonna talk about that exact thing today because our topic is gonna be fun and it's gonna be challenging when it comes to the sales world. So hopefully everybody's strapped in and ready to go. Leighann Lovely: Yeah, and you know, it's, I, I, I use, I, I talk to people about that, that same thing. Um, and I had a boss who constantly would say, are you. Spending time on revenue generating tasks. Yep. And it took me a long time to finally like drill that into my head and then have a true understanding of what are revenue generating tasks, because we often mistake what those are for spinning our wheels just on things that really have. No importance, but we, we get it in our head that they do right as salespeople, Dave Molenda: right. No, absolutely. I [00:04:00] call it paid time versus no paid time. Right. So revenue generating is the technical way to say it. I just say pay time or no pay time. And if you're in front of a customer or a prospect or communicating with one to me, that's pay time. Mm-hmm. And you know, I, you can argue all day long if. Sitting on LinkedIn is pay time or not, doesn't really make you money at the end of the day. So, like you said, it's not really income generating. So, um, I think the topic today will definitely be something in the pay time category that will definitely make us some money. Leighann Lovely: Yeah, a a absolutely. So. Let's dive in. You know, let's talk about, you know, the importance, you know, something that we kind of just discussed prior to hitting the record button. Yep. Um, let's, what, where do you think that salespeople in general have a tendency to drop the ball and. [00:05:00] When you're working with somebody, what is something that you really help them hone in on to become more successful salespeople? Um, and, and here's something I just, I think that if you can get sales down in your career and you, you can implement these things in your life. Dave Molenda: Yeah. Leighann Lovely: And, and I'm a believer in that. So let's, let's dive into this. Let's, yeah. ...