"When you do get a warm, lead call, follow up, don't let it go cold," Bishop reminded. "Talk to them within 24 to 48 hours."
And, when it comes to making meetings better, Bishop noted salespeople must remember they have two jobs: to talk business and, sometimes, to provide emotional intelligence. "You need to figure out what makes a good meeting for them," she added. "Too many go in and treat meetings like fishing expeditions. Go in and plan every meeting. You may need to focus the meeting on developing a rapport or demonstrating that you are trustworthy. It's a challenge in today's world if you go into a meeting and tell people you provide quality, excellent service. That's a very 'me, too' approach. It's better to understand their pain points—what the problem is for you."