You're juggling client relationships and lead follow-ups. How can you strike the perfect balance?

While prioritisation is a no-brainer, however lots of sales reps find it difficult to answer the how part. The devil is usually in details :) . Following are some suggestions: 1) Understand your AOP/Target, sales cycle and analyse how many new deals you would need to close. 2) Work backwards based on your conversion ratio. You’ll get a fair idea on leads you would need. 3) Usually there are multiple lead sources for an org. Chalk out your plan for leads from various sources and work with teams to set qualifications 4) On other hand look at existing client engagements and stage of those engagements. Prioritise time allocation for client engagements in critical stages of a project. 5) Plan a schedule for routine client connects

Select any weekday for lead generation and follow-up. Batch processing of similar tasks streamlines your workflow. Schedule back-to-back calls or targeted email outreach during your peak focus time. Automate repetitive tasks like sending personalized follow-up emails based on lead behavior or pre-recorded video introductions. Identify leads that best align with your ideal client profile (ICP) and dedicate more time to personalized outreach. Schedule client meetings, this allows for uninterrupted time with existing clients while minimizing disruption to your dedicated client and lead days. Address urgent lead inquiries, respond promptly to highly qualified leads who express immediate interest.

One tip here is that each of my clients tends to communicate differently internally. Some are old school, while others use Slack. Some do everything on white boards and butcher block, others use all of the latest technology. The key here is to adapt your communication method and style to that of your clients. By speaking to them on their terms, not only will you be more successful in communicating effectively, but you will also be demonstrating a respect for their company culture.

Not only should you set realistic goals but it can be helpful to categorize your clients and customers properly. One old school method of doing is this is breaking a client list down into A, B, and C accounts, with A accounts requiring communication by-weekly, B accounts monthly, and C accounts quarterly. Once you have established the communication frequency that makes sense for your customers, set/schedule appointments at the appropriate time interval to stay on top of your clients' demands.

Go beyond selling. Share relevant industry insights and proactively identify client challenges that you can solve. This fosters long-term, mutually beneficial relationships.

Striking the perfect balance between client relationships and lead follow-ups requires a strategic approach that prioritizes communication, organization, and empathy. Segment your time effectively. Dedicate specific hours of the day to client interactions and others to nurturing leads. Leverage tools to track communications, ensuring that no client or lead feels neglected. Personalize your interactions, showing genuine interest in clients' ongoing needs while providing timely and valuable information to leads. Ultimately, the key is to maintain a consistent, transparent, and value-driven approach that reinforces trust and demonstrates your commitment to both existing clients and potential opportunities.