@eastonuniversity: Let's admit something. Salespeople can be really annoying. I say that as someone who has spent his entire career in sales. And some of the most annoying salespeople aren't even the ones calling too much. They're the ones who do all this work to get your attention... They prospect. They email. They call. They finally reach you. They have a conversation. Then... Crickets. They don't follow up. That's annoying too. But there's another salesperson we've all encountered. The one who keeps calling and saying: "Hey Matt, just following up..." Three days later: "Just checking in..." A week later: "Just wanted to see if you had any questions..." You don't necessarily have a follow-up problem. You have a messaging problem. Stop "Following Up" Here's the first thing I want you to change. Stop telling people you're following up. Your customer doesn't care that you're following up. They care about what you're calling about. So eliminate: "Just following up." "Just checking in." "Just wanted to see if you had any questions." Those aren't compelling reasons for somebody to engage with you. Matt makes this distinction directly in the coaching session: follow-up becomes much simpler when you understand the different types of follow-up calls you make and know exactly how to handle each one. You Probably Don't Need 100 Follow-Up Scripts Salespeople sometimes make this unnecessarily complicated. They search online for: "Best follow-up script." "Best follow-up email." "Best voicemail after a proposal." But think about your actual sales process. How many fundamentally different follow-up situations do you really encounter? Matt's argument is: Probably five or fewer. Identify them. Then create a skillful, precise and effective message for each situation. Now you're no longer winging it every time you pick up the phone. Follow-Up #1: The Inbound Lead Someone filled out a form. They called your company. They requested information. They downloaded something. This person has already raised their hand. Don't call and say: "Hi, I noticed you requested some information, so I'm just following up..." Matt recommends approaching this situation with high credibility and high authority. For example: "Heather, Matt Easton over here at Easton University. Wanted to give you a call personally to make sure my people got you all the information you needed on our sales coaching." Notice the difference. You're not begging for their attention. You're not apologizing for calling. You're not "checking in." You're making sure your organization took care of them. Follow-Up #2: You're Trying to Advance the Deal Maybe you've already spoken. Maybe the prospect needs a demo. Maybe another decision maker needs to become involved. Maybe you're trying to close the sale. Again: Don't "follow up." Don't "check in." Don't ask whether they have questions. Instead, return directly to the next step and the outcome. Matt's example is essentially: "Calling to see if it makes sense to get your team on board with the sales coaching so we can get you from $8 million to $12 million." Or: "Calling to see if it makes sense to get that meeting with Steve Rogers on the calendar so we can have that conversation and get your company from $10 million to $14 million." You're reminding them why the next step matters. Follow-Up #3: You're Waiting for Them to Do Something This is another situation almost every salesperson encounters. You think the deal is done. The customer says they're going to: Sign the contract. Upload the statements. Send the paperwork. Give you access. Complete the application. Then they don't do it. This is where salespeople get nervous. So they call: "Just checking to see if you had a chance to review the agreement..." Or: "Just wanted to see if legal had any questions..." Don't. Make Sure They Have What They Need Matt gives a simple structure: "I wanted to make sure you had [X] so you

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