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Why we picked it Iannarino argues that honoring even small commitments you made on the call, like sending that one document you promised, is what earns you the right to follow up again later. It reframes follow-up as proof of reliability rather than a sales tactic, which fits founders who worry about coming across as pushy.
Keeping Commitments: Why Follow Up and Follow Through Make or Break Opportunities
From The Sales Blog (Anthony Iannarino) by Anthony Iannarino
- Small broken promises quietly cost you trust and future replies
- Following through on minor commitments builds credibility for the ask
- Reliability is a differentiator most competitors are sloppy about
