The first thing that most computer consultants drop the ball on in their marketing efforts is following up on their IT Sales Leads.

Why this is, I am not 100% sure about but it’s probably a mix of several things. If the salesman is also the Owner of the Computer Business then it easy to see how following up on technology sales leads could get lost in all of their other responsibilities.  If the salesman is a real salesman, then it might be the fact that many salesman are weak in details like following  up on marketing calls in the first place or it could be that both the owner or the salesman might be hesitant about following up calls on prospect because they aren’t sure how to do it or if they really should follow up at all. (more…)