LAS VEGAS, Nevada — In Episode 9 of The Closing Code podcast, hosts Clinton James and Josh Konigsberg tackle a silent killer in sales: poor follow-up. Titled “Fortune Is in the Follow-Up: Why You’re Leaving Deals on the Table”, the episode features an honest, strategy-packed conversation that challenges sales pros to reframe the way they engage with prospects after the pitch.
“Follow-up isn’t sexy, but it’s the difference between getting ghosted and getting paid,” says Konigsberg, Partner and Co-Founder at Law Firm Marketing Pros. Backed by data and decades of real-world experience, the duo breaks down how many reps stop at one or two touchpoints, when most sales take five or more.
James, a seasoned digital sales expert, adds, “If you don’t have a system, your pipeline is leaking cash. A scheduled strategy session with no follow-up is just a missed opportunity.”
In this episode, listeners will learn:
- Why “no response” doesn’t mean rejection, and how to stop taking it personally
- The psychological barriers that prevent reps from being persistent
- How to develop a consistent, multi-channel follow-up cadence without sounding pushy
- Smart ways to use AI tools like ChatGPT to tailor your follow-up outreach
- The truth about sales cycles in high-ticket services like legal marketing
The hosts also share their own personal sales systems, from Clinton’s six-touch manual cadence to Josh’s AI-assisted mega-offer strategy inspired by Alex Hormozi. They emphasize the importance of using voice, video, SMS, email, and social media to stay top of mind without being a pest.
Konigsberg sums it up: “A closer follows up with intention. A chaser just checks in.”
Listeners will walk away with actionable scripts, mindset shifts, and a clear reminder: if you believe in your solution, following up means serving, not badgering.
Meet the Hosts
Clinton James brings over 20 years of expertise in sales and digital marketing. As CMO and Partner at Proven Marketing Solutions, his innovative sales frameworks have driven millions in revenue and enabled countless businesses to grow sustainably. Clinton’s passion for coaching has made him a trusted mentor for sales teams aiming to close big-ticket deals.
Josh Konigsberg, Co-Founder and Partner at Law Firm Marketing Pros, is a digital sales trailblazer with nearly 30 years of experience. An award-winning leader and multiple best-selling author, Josh has mentored over 300 agencies and boasts an impressive track record of six-figure deal closures. Josh’s commitment extends beyond sales with impactful community outreach efforts.
Click below to watch the full episode.
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About The Closing Code
Selling high-ticket digital marketing services isn’t just an art—it’s a code waiting to be cracked. Enter The Closing Code, the podcast where agency owners, sales pros, and entrepreneurs come to master the craft of closing deals that matter.
Hosted by Clinton James and Josh Konigsberg, seasoned marketing professionals with a combined 60-plus total years in Marketing and Sales experience, with the results (and battle scars) to prove it, each episode takes you behind the curtain of the digital marketing sales world. With their agencies bringing in a combined revenue of in excess of $27 million, they don’t just talk the talk—they walk the walk.
Get ready for no-BS conversations, tactical advice, and honest insights on topics like landing big retainer clients, building lean and mean sales teams, crafting a sales process that actually works, and closing more deals. From expert guests to real-world case studies, this is where strategies get real, and sales skills get sharp.
Whether you’re scaling your agency or leveling up your sales game, this podcast delivers the kind of straight-shooting wisdom you can take to the bank.
