Follow up follow up follow up. Generating new leads is the benchmark of every sales business. You have to be actively generating new business 50-60% of the time. While generating new business is important, DO NOT FORGET TO FOLLOW UP. Follow up in my opinion is additional contacts made after the first attempt. Some may say that its additional contacts made after first contact. Either way don't forget it. I saw this on LinkedIn and thought I would share it here. 2% of all sales are made on the 1st contact 3% of all sales are made on the 2nd contact 5% of all sales are made on the 3rd contact 10% of all sales are made on the 4th contact 80% of all sales are made on the 5th-12th contact The fortune is in the follow up