What more a sales person can do instead of trying and following up?

Especially when it is about B2B sales;

A large part of selling is story telling, creating a vivid image of a situation for the potential customer to visualize. This story telling is not only limited to face-2-face meeting but it is a continuous conversation both offline and online that one is having with the potential customer

Story telling can take in the form of case studies, customer experience videos, and so on. The objective of the communication is to be fresh, interesting and continuously adding value, or atleast perceived to be adding value

Story telling is not a one off exercise but a continuous and consistent, not unlike a parent sharing a bed time stories with a young audience. Interestingly, the audience does not mind reruns of popular story (of course by pubic demand)

In the context Sales 2.0, - easy availability of information, knowledgeable customer, network for consumers, platform for customers to air their view, and so on, the sales person has to evolve into – domain expert, market knowledge, consultative and value added conversations (online & offline).

To directly respond to the question, simply following up for the sake of follow up would only begin to irritate the potential client, where as engaging the potential customer/ group of customers in a dialogue or conversation would probably bear positive results.

The conversation could also take the form of – informing the decision maker about a new developments in the market, congratulate on a new acquisition, changes in the technology and so on.

This is not to say that persistent “Gentle reminders” are not an effective tool, but it has to be tempered with interesting conversation, even if it’s one sided some times.