Introduction: Are You Mistaking Busy for Productive?

There is a silent epidemic sweeping through sales organizations across every industry. It does not show up on a balance sheet, it does not trigger an alert in your CRM, and it rarely gets discussed in board meetings. Yet it costs businesses hundreds of thousands — sometimes millions — of dollars every single year. That silent killer is poor sales follow-up.

As Mark Durst, CEO of SalesNOW, so powerfully stated in a recent LinkedIn post that resonated with sales leaders everywhere:

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