For startups and technology enabled sales teams, meeting a prospect in person feels like a waste of time. Why spend half a day with just one customer, when you could email or call hundreds? But while this might feel like common knowledge, it doesn’t mean in-person selling is dead.

Every sales rep hates hearing no. But it’s just part of the job, right? You can’t win every deal and when a prospect turns you down, it’s time to just move on. But hearing no doesn’t always mean you did something wrong. You might just be talking to the wrong person.

Hit the phones! Hit the phones!Hit the phones!

For all the advances in technology we’ve witnessed over the last two decades, the business world still runs on email.

The first call. The first email. The first meeting. Getting the ball rolling is the easiest step but if you don’t have a follow-up plan, you’ve already lost. Why? Because amazing deals and valuable relationships don’t happen on the first try, or even the second or third try.

The follow-up bible has arrived! Grab your free copy of The Follow-up Formula: How to Get Everything You Want by Doing What Nobody Else Does.

Steli recently gave an interview at the NYC Enterprise Sales Forum, a community for B2B sales professionals involved in complex sales cycles. Whether you’re doing enterprise sales or not, you'll still get value out of listening.

Show up. Follow up. Follow through. The Hustle Formula. If there’s any real “secret” to success, that’s it.