To manage follow-ups without feeling overwhelmed, go beyond traditional rules: Group leads by behavior – Instead of prioritizing by urgency alone, segment contacts based on engagement (email opens, recent interactions). Leverage asynchronous follow-ups – Not every check-in needs to be live. Voice messages or short videos build connection without requiring real-time effort. Repurpose strategic content – A well-crafted email can be adapted for different leads, saving time while maintaining personalization. Set “action triggers” – Define clear signals that indicate when a lead should be prioritized, such as frequent website visits or resource downloads. Working smarter—not just harder—reduces pressure and drives better results.

When juggling heavy prospecting workloads and looming deadlines, staying strategic with follow-ups is non-negotiable. Rather than scrambling, take a structured approach. Start by categorizing leads—urgent, high-value prospects should be your top priority. Then, streamline with automation. A CRM can track interactions, schedule reminders, and even send pre-drafted follow-ups, ensuring no opportunity slips through the cracks. Finally, establish a rhythm. Blocking out dedicated time for follow-ups prevents them from being overshadowed by other pressing tasks.

Minha estratégia pra lidar com isso é treinar meus liderados se resume em: 1. Manter a sanidade em meio ao caos; 2. Elaborar uma matriz GUT 3. Agir de acordo com o estabelecimento das prioridades; 4. Monitorar os resultados

A well-documented Sales Process integrated into your CRM’s opportunity funnel is essential for success. Combined with optimized flows and automation, it ensures efficient task management and accelerates the sales cycle. This integration is rooted in a deep understanding of the Customer Buying Journey, aligned with Marketing’s strategy. As prospects progress, automation can trigger timely follow-ups based on their behavior. Additionally, a well-organized CRM dashboard offers visibility into key metrics, while effective coaching between sales reps and managers removes bottlenecks and drives smooth progress.

This so depends on the size of your business and unfortunately, generally speaking, the bigger the company, the more tools (thus friction!) you're given as a sales person. Essentially, frustration will more often than not make people revert back to a good ol' simple excel list of activities. The digital version of a notepad to do list. The issue really is that the creativity element of being in sales gets killed by tools, processes and friction in a business. Whenever a sales person has an idea, disruptions appear, CRM is out of date, case studies are difficult to find. Deadlines creep up when all your time has been sucked up by the above!!