Stay Top of Mind: The Simple Sales Follow-Up Trick That Works
Keep Your Best Prospects Front and Center
You’ve heard the saying out of sight, out of mind—and when it comes to your top sales targets, it’s not just a saying. It’s a real risk. I don’t care how organized you are or how powerful your CRM system is—if you’re not actively keeping your highest-potential leads visible, you’re losing opportunities.
In this post, I’m sharing a simple, old-school tactic that will amplify the effectiveness of your follow-up strategy. It’s not fancy. It’s not digital. But it works. Let’s dive into Productivity Hack #2.
1. CRMs Are Powerful—but Not Perfect
Let me be clear: I’m all in on CRMs. They’re a huge leap forward from the days of paper reg cards and illegible sticky notes. I rely on mine daily, and I can’t imagine running a sales operation without one.
But let’s not forget something: CRMs are logical, not emotional. They don’t create urgency. They don’t trigger creativity. And they definitely don’t spark energy.
When you’ve got 250 leads sitting in your system, your most important prospects can easily get buried in the noise. That’s why it’s crucial to go beyond your CRM and supplement it with a strategy that keeps your best leads front and center.
2. Identify Your “B+” Leads
Who belongs on your radar?
Not the contract-ready buyers. You’ve already got those locked in. I’m talking about what I call the “B+” leads—those with real potential but who still have hurdles to clear.
These are the buyers who’ve expressed interest but need guidance. They have questions. They need clarity. They need you.
Spend a few minutes each week identifying the 5–10 leads that represent this sweet spot. These are the people who deserve a little extra attention—and your most intentional follow-up.
3. Create a Physical, Handwritten List
Here’s where it gets beautifully simple: write them down.
Yes—on paper.
Grab a legal pad or sticky note. Write your “B+” list by hand. Keep it on your desk, not hidden in a digital folder or buried inside your CRM.
Why? Because your desk controls your attention. When your top targets are physically in your line of sight, they’re also top of mind. That list silently (and persistently) calls out for your focus all day long.
4. Use This Simple 4-Item Format
Your CRM holds the full background details. Your handwritten list just needs the essentials. Here’s the format I use:
- Prospect Name
- Key Action to eliminate their biggest barrier
- Last Contact Date
- Next Contact Date
That’s it. Clean. Focused. Effective.
Every time you update the list—when someone buys, when a barrier is cleared, when you schedule that next conversation—you’re actively reinforcing your commitment to follow through. You’re applying daily clarity to your sales priorities.
5. Train Your Brain to Prioritize High-Impact Leads
Here’s the real magic: this system trains your brain.
By consistently viewing and updating your “B+” list, you build internal urgency. You take ownership. You start to think more creatively about how to move these people forward.
And when you can say at the end of the week, “Here’s exactly what I did to nurture these leads,” that’s where you add the most value—to your company, your paycheck, and your customer.
Don’t underestimate the power of building habits that win. Sales success is less about fancy tools and more about how you consistently use them.
Try It for a Week—Here’s What You’ll Notice
This is one of the simplest, most effective ways to gain momentum in your sales follow-up. Try it for just one week. Keep your top 5–10 “B+” leads visible. Update it daily. Watch how your energy shifts.
You’ll think differently. You’ll act more decisively. And most importantly—you’ll close more.
Reflection Prompt: Which “B+” lead will you put at the top of your list today?
Until next time—keep learning, keep growing, and remember: Learn more to earn more.
