When sales are lost, it’s easy to assume the reason was price. Sometimes it is. But more often, the real reason is much simpler: someone followed up and someone didn’t.
Customers are busy. Purchasing managers are juggling dozens of priorities. Facility managers are dealing with staffing challenges, budget pressures, and daily emergencies. Even when they express interest in a product or solution, it may quickly fall to the bottom of their to-do list. The salesperson who stays visible—through a phone call, email, visit, or helpful piece of information—often wins simply because they remain top of mind.
Consistent follow-up is one of the few competitive advantages that costs nothing. It doesn’t require a larger marketing budget, a new product line, or lower pricing. It simply requires discipline. A prospect who says “not now” is rarely saying “never.” Yet many opportunities are lost because we assume silence means no interest when it often just means the customer got distracted by more urgent matters.
As we move deeper into the summer season, take a look at your open opportunities. Which customers have you not spoken with in the last 30 days? Which quotes are sitting unanswered? Which prospects seemed interested but never made a decision? A simple follow-up call this week may uncover an opportunity that has been waiting there all along.
Remember: your competitor’s greatest advantage may not be a better product or a lower price. It may simply be that they followed up one more time than you did.
Jancast # 215 June 11th, 2026 is now up
In this episode we talk about a new training app to teach robots how to clean.
Shiftapp.nyc, an AI training startup, is offering free home cleanings in New York City, it said on Thursday. There’s one catch: cleaners wear head-mounted cameras that record first-person footage while they scrub bathrooms, mop floors, and organize kitchens.
If you missed our previous SSB’s here is the list of Bullen brand products effective against Measles-
Here are our disinfectants, dilution rates, and their dwell time from the EPA Q list
Airx Brand
RX75 (RTU) -1839-83 – 10 min
RX79+ (RTU) – 498-179 – 10 min
RX89+ (RTU) – 498-62 – 10 min
RX44 ACE (2 oz per g)- 10324-154 – 10 min
RX78 Plus (1 oz per g)- 10324-155 – 10 min
RX Spray N Go – 1839-220 – 2 min
Citro Rx – 348-35 – 5 min
Truekleen Brand
Poten AB – (RTU)1839-83 – 10 min
Kleen 64 – (2 oz per g) 10324-154 – 10 min
C-1000 – (1/4 oz per g) 1839-86 – 10 min
3. How to Disinfect Properly
Clean first: Remove dirt, dust, and organic material
Apply disinfectant liberally to surfaces
Follow dwell time: Let the product sit wet on the surface for the amount of time listed on the label (usually 1–10 minutes)
Air out rooms: Measles can linger in the air for hours, so proper ventilation is key
Focus on high-touch surfaces: doorknobs, light switches, chairs, handrails, remote controls, and countertops