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The Follow-Up Is the Close | Dietmar Doehring
Dietmar walked into a company president's office unannounced, pitched himself on the spot, and walked out having been offered a bigger role than the one he applied for. That same boldness is what he says most sellers are missing, not in their pitch, but in their follow-up.
The Sales Director for North America at Trimble, where he leads 23 reps across SMB, mid-market, and enterprise, Dietmar has spent over 15 years climbing every level of the sales ladder from technical engineer to director. Along the way he's developed a follow-up philosophy rooted in one simple truth: if prospects aren't looking forward to hearing from you, you're doing it wrong.
He breaks down what he calls the 90% rule, the data-backed reality that after 30 days, 90% of SMB deals will never close and shares the exercise he runs with every seller on his team to calculate exactly how much a stalled opportunity is costing them in real dollars. Dietmar also opens up about the personal moments that shaped him most, from waiting too long to ask out the woman who became his wife, to the leadership lessons that nearly derailed his career before a VP pulled him into his office and told him his words now carry more weight than he realizes.
Whether you're a sales rep struggling to get callbacks, a manager trying to build a team that shows up when it matters, or a leader looking to earn the kind of trust that makes people go the extra mile, this conversation will change how you think about follow-up forever.
In this episode you will:
- Understand why email is not a communication tool and what to use it for instead
- Learn how to deliver so much value in your follow-up that prospects actually look forward to hearing from you
- Discover the Dear John letter strategy and when it's time to cut ties with a deal that isn't moving
- Recognize what it takes to become the right person at every stage of the sales ascension path
- Apply the "how much are you worth per hour" exercise to protect your most valuable asset — your time
🔔 Subscribe wherever you listen to podcasts.
Get more from Manny!
Get my book, The Follow Up Paradox!
Get my planner, That Follow Up Sales Planner!
YouTube
Book Manny to Speak
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By Manny Vargas
5
2121 ratings
Dietmar walked into a company president's office unannounced, pitched himself on the spot, and walked out having been offered a bigger role than the one he applied for. That same boldness is what he says most sellers are missing, not in their pitch, but in their follow-up.
The Sales Director for North America at Trimble, where he leads 23 reps across SMB, mid-market, and enterprise, Dietmar has spent over 15 years climbing every level of the sales ladder from technical engineer to director. Along the way he's developed a follow-up philosophy rooted in one simple truth: if prospects aren't looking forward to hearing from you, you're doing it wrong.
He breaks down what he calls the 90% rule, the data-backed reality that after 30 days, 90% of SMB deals will never close and shares the exercise he runs with every seller on his team to calculate exactly how much a stalled opportunity is costing them in real dollars. Dietmar also opens up about the personal moments that shaped him most, from waiting too long to ask out the woman who became his wife, to the leadership lessons that nearly derailed his career before a VP pulled him into his office and told him his words now carry more weight than he realizes.
Whether you're a sales rep struggling to get callbacks, a manager trying to build a team that shows up when it matters, or a leader looking to earn the kind of trust that makes people go the extra mile, this conversation will change how you think about follow-up forever.
In this episode you will:
- Understand why email is not a communication tool and what to use it for instead
- Learn how to deliver so much value in your follow-up that prospects actually look forward to hearing from you
- Discover the Dear John letter strategy and when it's time to cut ties with a deal that isn't moving
- Recognize what it takes to become the right person at every stage of the sales ascension path
- Apply the "how much are you worth per hour" exercise to protect your most valuable asset — your time
🔔 Subscribe wherever you listen to podcasts.
Get more from Manny!
Get my book, The Follow Up Paradox!
Get my planner, That Follow Up Sales Planner!
YouTube
Book Manny to Speak