The single biggest piece of advice I could give to new grads or sales people would be this: Follow up.
You wouldn't imagine the number of people that approach me after a presentation to tell me how much they'd love to work in our industry, or at my company.
I give them my email and ask them to write me.
On average, I would say that 10% of the people that approach me actually follow up.
This is where I win.
You know those people that say "I was just thinking about you," or "I meant to call you the other day?" You didn't. I always do. I follow up. Relentlessly.
I do what I say I'm going to do. And I do it over, and over again. You don't.
That is why I will win and you will lose. This is so important that it made it's way into our Janssen Family Manifesto: "Say what you're going to do. Do it. Repeat."
Simple. Not easy.
NOTE: I do not advocate the incessant, no value-add 'follow up' emails with no context.
Selling to someone who isn't interested is not 'following up', that's spam.