Good sales follow-up is boring, but it works

In business development, I used to think the best reps were the ones with the sharpest pitch. After watching enough deals stall, I think the best ones are usually the most consistent. They remember what the buyer said, send the thing they promised, and do it before the buyer has to ask twice. The follow-up that worked for me was short and specific. "You mentioned the current vendor misses Friday …