Often times, the most detailed parts of a sales process make the biggest impact. Although it takes some time to create these processes, they pay off in terms of membership sales and ancillary revenue. That is why we created a Follow-Up Cadences E-Book to help you and your sales team master the art of lead nurturing. The three types of prospects you should be following-up with include leads, guests, and members. Yes, we even count members as potential prospects for up selling opportunities.