• The Sales Development Rule of 10

    Brandon Bornancin
    ON JANUARY 7, 2017

    Learn how to leverage the Sales Development Rule of 10:



    Sales Development Rule of 10.


    Hello! It’s Brandon Bornancin your host of sales strategies, tips and best practices to crush quota. Today I want to share the sales development rule of 10.


    The sales development rule of 10 is pretty simple. Follow up at least ten times until you get a response.


    Don’t take it personal.  If you don’t receive a reply from your prospects to your sales email, call or voicemail, don’t take it personal.


    Your prospects are busy. They aren’t sitting around all day waiting to get your call or respond to your email.


    That being said, most salespeople give up after 2-3 touches. Don’t be one of them.


    Make sure you have an outbound sales campaign built of at least 10 follow up touches and work hard to follow up, at least 10 times.


    And when you are writing your sales scripts for your follow ups, make sure you don’t say the same thing over and over again like.


    Look how amazing my technology is. Can we book an appointment. Are you free now? Does this date work for you. How about tomorrow. Does early next week work or is later better, You name it. We’ve all done this before.


    When you are executing the sales development rule of 10, Offer value to your prospects when you follow up. For example, yes I want to book an appointment with this bad ass fortune 500 company. If I keep following up just asking to book an appointment, that prospect is going to think I am annoying and immediately delete my message or mark me as spam.


    Differentiate your follow up by sharing strategies, ideas, best practices and content that move your prospects business forward. Share a whitepaper highlighting something that automates their workflow. Email them a best practice in their industry that eliminates wasted spend. Forward an important blog post that could be of value to your prospect. Identify a new approach that one of their competitors is utilizing that they should be lotaking a look at implementing. You name it.


    These are a thousand different ways to execute value-added follow up. Start building your content library and integrate it into executing your sales development rule of 10.


    Bottom line. The sales development rule of 10 is pretty simple. Follow up at least ten times until you get a response. Execute value-added follow up across every touchpoint.


    Just because a prospect doesn’t respond means absolutely nothing. They are BUSY. They could be in a meeting, taking care of a crying baby, fixing a flat tire, inputting thousands of records into Salesforce, bored in another company-wide conference call, reviewing KPI dashboards you name it.


    Your prospects are busy, don’t take their unresposniveness personal and leverage the sales development rule of 10 to execute at least 10 value added follow ups and book more appointments today.


    Thanks for tuning in. It’s Brandon Bornancin, your host of sales strategies, tips and best practices to crush quota. I’d love to hear in the comments section below strategies that you leverage to book more appointments using the sales development rule of 10.


    More to come so subscribe to our channel and connect with me here!



    Thanks for tuning in! I hope that you find these daily videos of value. Get the latest and greatest by connecting with me here on LinkedIn or subscribing to our blog here. Don’t forget to share this post with others that need to hear it. Your comments and shares are my fuel, so BIG thanks for stopping by and don’t forget to say ‘hello’ or ‘what’s up’ in the comments section below.


    About the Author
    Brandon Bornancin
    Brandon Bornancin

    Brandon Bornancin is a serial salesperson, entrepreneur, speaker, author and strategist who is obsessed with helping people maximize their sales, income and potential. Throughout his career, he studied the greats and become a top 1% performer and seven figure earner.

    Now Mr. Bornancin develops sales technologies and strategies to help companies crush sales quota’s at thousands of companies spanning Google, eBay, IBM, HP, Amazon and hundreds of others. He advises many of the world’s top-performing companies on the strategies required to build repeatable, scalable and predictable sales teams. He is recognized among the industry as one of the most up and coming Influential sales and marketing leaders in the industry.

Join thousands of professionals using Seamless
to maximize sales today!
10X Pipeline 4X Sales Crush Quota Live The Dream