---
title: Fix Your Follow Up Failure To Grow Sales, Chris Wills
description: More leads is rarely the answer. Chris Wills explains why you need better systems to grow your sales on The Sales Podcast with Wes Schaeffer.
image: https://thesaleswhisperer.com/hubfs/_Podcast_Images/Chris_wills_sales_podcast_572.png
---
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Aug 11, 2022
# Fix Your Follow Up Failure To Grow Sales, Chris Wills
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## Better Sales Systems Creates Sales
***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***
## [Professional Sales Tips](https://thesaleswhisperer.com/)you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...
- Marketing for over a decade
- 7-year focus on financial advisers
- Early in the paid marketing space like YouTube and Facebook ads
- An internet marketing guy he followed took his skills to old school industries that weren't great at marketing and Chris did the same
- Chris was drawn to the financial markets when he was younger so he focused on that niche
- He was a "traditional" marketing agency for his clients
- It worked, but he saw the problem that more leads is not always the answer
- Get a better backend in place to nurture these leads
---
Related episodes and posts
- [Blinking cursor syndrome](https://thesaleswhisperer.com/blog/how-to-overcome-blinking-cursor-syndrome-2/)
- [Repurpose your content](https://thesaleswhisperer.com/blog/ana-hoffman)
- [Fix your follow-up failure](https://thesaleswhisperer.com/daily)
---
- You need a multi-media, multi-step follow-up sequence
- Too many companies just want to pay for "hot leads" and they stack names into a system that can't handle them
- You need to get better at converting your leads
- A lot of companies are fine and offer a great product/service that people want but they can't sell!
- They focus on the easy wins and they end up being fat, dumb, and happy
- They really don't know how to sell
- Most companies do not have a CRM or they are not using it properly
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLJkXYko3zhWTRgDpDbtLnyNfy2%2FMRVwot15IRuu27vChMV0DCqBa6%2B78d2DU1Y7JJierZHOYVw4RP4VYKDI9t2wc8uABTSD36vB2LFUUjeY4AoXo%2BjxNJ3wrps2HkD7cbXnH3TQUFaH3T%2BH3%2FDz564I7VEFQiMDWb%2F2OB42xqac%2FESq%2F0pO17R2bqYcQcqkB694oRlVwicH&webInteractiveContentId=178194433547&portalId=443614)
- Let your authenticity come through your marketing
- Content is still king
- Sort, sift, and separate by being effective
- Fix your follow-up failure
> More leads is not always the answer."
- A monthly newsletter is not follow-up
- You must do more to follow-up
- Master intent-based prospecting
- Look at who is opening your emails and watching your videos
- Do lead-scoring in your CRM
- Not all leads are created equally
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLKwBB00%2B%2BQP0r%2BmvIz5%2B2Ff%2BSuATpjnzeGYB2nrxJPpxBVlu4edlp3ta1s30TOruxAHObRuUchRE8u7fw3iKl3Waft%2FGHQlcR7szKCgSdQ7gG%2Fx6hC%2F63kaN5T5T%2F%2F0yujSqY8%2B0OfiJm39pGN6eBBsPnZ5Xh5mM%2F3%2B21TMRbCjDH1mGq4W4WhKfFnS3US6%2FH0rxSSRZPoDMhyeVm0BHbAa&webInteractiveContentId=184500196010&portalId=443614)
- Create timely, essential reports
- Report on industry news
- Create a simple selfie video
- You can't avoid prospects by giving free, valuable content
- What are the FAQs and SAQs
- How to handle the blinking cursor syndrome
> There's always someone who wants to buy and you can dumb-luck your way into a sale with decent marketing."
- Have a content calendar
- Make it a priority
- Retarget your website visitors, especially your YouTube visitors
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLKwBB00%2B%2BQP0r%2BmvIz5%2B2Ff%2BSuATpjnzeGYB2nrxJPpxBVlu4edlp3ta1s30TOruxAHObRuUchRE8u7fw3iKl3Waft%2FGHQlcR7szKCgSdQ7gG%2Fx6hC%2F63kaN5T5T%2F%2F0yujSqY8%2B0OfiJm39pGN6eBBsPnZ5Xh5mM%2F3%2B21TMRbCjDH1mGq4W4WhKfFnS3US6%2FH0rxSSRZPoDMhyeVm0BHbAa&webInteractiveContentId=184500196010&portalId=443614)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Assemble Your Best Sales Team With Founder Matt Green](https://thesaleswhisperer.com/blog/matt-green)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
May 23, 2023
Move beyond sales methodologies to become effective at sales \[ LISTEN NOW ON APPLE PODCASTS \]
[Read more](https://thesaleswhisperer.com/blog/matt-green)
[](https://thesaleswhisperer.com/blog/geoff-ketterer)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Unleash Your Sales Team's Full Potential With Geoff Ketterer](https://thesaleswhisperer.com/blog/geoff-ketterer)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Mar 26, 2025
"Good leadership is the cornerstone of everything." \[ LISTEN NOW ON APPLE PODCASTS \] The Sales...
[Read more](https://thesaleswhisperer.com/blog/geoff-ketterer)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Make The Move From Tactical To Strategic Sales With RevHeat's Ken Lundin](https://thesaleswhisperer.com/blog/ken-lundin)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Nov 06, 2024
"You need to focus on sales-led growth." \[ LISTEN NOW ON APPLE PODCASTS \]
[Read more](https://thesaleswhisperer.com/blog/ken-lundin)
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