How do you follow up with leads systematically?

Required tools

• Dynamics 365 Sales — Standard seller access.

Set up the routine

1. 1.Set the number of attempts and channels

   For example, six attempts over three weeks, spread across email, phone, and LinkedIn. Write it down as a sequence that everyone follows.

2. 2.Create a view for today's follow-up

   Topics with activity due today or earlier. This should be the salesperson's first screen in the morning.

3. 3.Always next activity

   No conversation ends without a planned next action and a date. This is the single most important habit for follow-up.

Keep it maintained

1. 4.Clean up weekly

   Topics without a planned activity should either be assigned one, qualified, or disqualified. Ten minutes a week keeps the list manageable.

2. 5.Move cold leads to slow follow-up

   After the final unanswered attempt: disqualify them with a reason and add them to a marketing list. They are not lost, just not a good fit right now.

3. 6.Measure response time and conversion

   Two numbers matter. When the time to first contact goes down, conversion usually goes up — and then you know the process is working.