Episode 71 - Why Your Sales Follow-Up Strategy is Failing (And How to Fix It) with Dave Molenda

“If you don’t sell something, your company is out of business. Done. No questions asked.” – Dave Molenda

Most salespeople think they have a follow-up system. The reality? Almost half of all salespeople never follow up after their initial conversation. And the ones that do? Most give up after two attempts—when the majority of deals close between the 5th and 12th contact.

That’s why this episode of Call The Damn Leads is a must-listen. My guest, Dave Molenda, is the founder of Positive Polarity, a business coach, and the host of the Positive Polarity Podcast. Dave built a multi-million-dollar construction products company during the 2008 recession—not by selling harder, but by selling smarter.

In this episode, we dive into:
✅ Why most follow-up systems are broken
✅ The difference between the customer journey and the prospect’s journey
✅ How to follow up without being annoying
✅ Why "if they like me, they’ll call me" is the worst strategy in sales
✅ How to take control of the follow-up process before your prospect ghosts you

If you’ve ever lost a sale because the prospect “needed time to think about it” and then disappeared, this episode is for you.

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Key Takeaways from This Episode

🎯 Your Follow-Up Should Be About Them, Not You

Most salespeople make follow-up calls about themselves:

• “Hey, just checking in to see if you’re ready to move forward.”

• “I wanted to follow up on our last conversation.”

The problem? That’s about YOU. Instead, follow up in a way that adds value to your prospect’s life:

• Send an article relevant to their industry.

• Connect them with a potential referral partner.

• Share insights based on your last conversation.

“Imagine if instead of saying, ‘Just following up,’ you said, ‘Hey, I saw this article about your industry and thought of you.’ It shifts the conversation from being about you to being about them.” – Dave Molenda

🚀 The Biggest Mistake Salespeople Make: No Clear Next Step

Ever heard a prospect say, "I’ll think about it and get back to you”? If you leave it at that, you’ve already lost the sale.

Instead, get permission to follow up.

• Ask: “What’s the best way to follow up with you?”

• Lock it in: “Let’s put something on the calendar so we don’t have to chase each other down.”

• Send a calendar invite to confirm the follow-up.

“If you don’t control the follow-up process, the deal is already dead.”

🔥 Order Takers vs. Sales Professionals

Most businesses are filled with order takers, not sales professionals. What’s the difference?

🚫 Order Takers:

• Wait for prospects to “get back to them”

• Rely on marketing to bring in leads

• Get frustrated when deals don’t close

✅ Sales Professionals:

• Proactively set next steps

• Follow up with intention

• Build long-term relationships

“Order takers say, ‘Do you want fries with that?’ Sales professionals know how to influence decisions.”

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The Real Reason You’re Not Closing More Deals

Most salespeople stop following up after two calls. But research shows:

📌 80% of deals close between the 5th and 12th follow-up.
📌 Only 10% of salespeople ever make more than three follow-up attempts.

That means 80% of the deals are being closed by just 10% of sales professionals.

Are you in that 10%?

“Sales isn’t about luck—it’s about consistency. The people who follow up the most, win.”

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Connect With Dave Molenda

Dave is an expert at helping businesses grow through sales, leadership, and follow-up strategies. If you want to learn more, check him out:

🔗 Website: https://www.positivepolarity.com
🎙 Podcast: Positive Polarity Podcast (Available on Spotify, Apple Podcasts, and YouTube)

 

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Final Thoughts: Are You Following Up Like a Pro?

Your competition isn’t better than you. They just follow up more and better than you do.

Take action today:
✅ Stop making follow-up calls about YOU—add value instead.
✅ Set clear next steps before the conversation ends.
✅ Commit to following up at least 5-12 times.

And most importantly…

📞 Go call the damn leads!

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Call The Damn Leads

“By sales professionals, for sales professionals.” Each week, Drewbie Wilson, a sales vet with 20+ years in the game, brings you humor, real-world stories, and powerful strategies to help you excel in your sales career.

Expect a wild mix of:

• Real Sales Stories: Tales that entertain and inspire

• Proven Tactics: Practical tips for boosting your sales game

• Humor and Energy: Fun takes on the ups and downs of sales life

• Expert Advice: Learn from seasoned pros across different fields

Whether you’re in sales, an entrepreneur, or just looking to grow your business skills, don’t miss out on these invaluable lessons and entertaining stories. Want to be a guest? Pitch your story at   https://callthedamnleads.com/pages/podcast.

• Follow Drewbie on Facebook - https://www.facebook.com/drewbierides

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And most importantly…

📞 Go call the damn leads!