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B2B Beat Ep. 5: Follow Up With Prospects Effectively

In many B2B organizations, the follow-up process during a sale often gets delayed, forgotten or just flat-out ignored. When that happens, these companies are missing out on wins – because 80 percent of sales require five follow-ups.

But you can reap the benefits of following up by passing along a few best practices to your reps and making sure your marketing team partners with sales throughout the process. That’s why we brought Blair Bates, our senior director of sales, on this episode of “B2B Beat.” She gives us some insight into why following up with prospects is so crucial, challenges that often keep B2B companies from doing it, and practical tips for doing it more effectively.