Digging Deeper: The Power of Determination and Follow-Through in Industrial Sales

Valerie Chittester
Feb 6
3 min read

Success in industrial sales is rarely about the quick win. It’s about persistence, strategy, and the ability to dig deeper into the sales process. Whether you're working with a new lead, nurturing a prospect, or strengthening relationships with existing customers, follow-through is what separates top performers from those who struggle to close deals. Determination becomes your greatest asset in an industry where long sales cycles, technical decision-making, and budget approvals create obstacles.

The Art of Consistent Follow-Through

Following up is more than just checking in. It’s about adding value every step of the way. Industrial buyers don’t make impulsive decisions—they research, evaluate, and justify their choices. You must stay engaged in that process, ensuring they see you as a trusted partner rather than just another vendor.

1. Stay in Their Line of Sight

Out of sight, out of mind. If you aren't regularly engaging with your leads and prospects, someone else is. Whether through emails, phone calls, LinkedIn messages, or in-person visits, be the salesperson who consistently provides useful insights rather than just waiting for a response.

2. Ask the Right Questions

Digging deeper means understanding their challenges beyond the surface level. Instead of asking, "Do you need anything?" try, "What challenges are you facing with your current supplier?" or "How have supply chain delays impacted your production efficiency?" Meaningful questions show you care about their business, not just the sale.

3. Follow Up with Purpose

Every touchpoint should have a reason. Did they mention a budget review in Q2? Follow up with industry insights that could support their decision. Did they say they’re not ready to purchase yet? Check-in with a case study or testimonial demonstrating your product’s long-term value.

4. The Sales Process in Action

The industrial sales process is methodical and requires a structured approach. Here’s how to implement strong follow-through:

Lead Qualification: Identify the right decision-makers, assess their pain points, and determine if they are a fit for your solutions.
Initial Contact & Value Proposition: Reach out with a tailored approach, demonstrating your understanding of their industry and offering insights that immediately grab their interest.
Needs Assessment: Engage in deep discussions to uncover your prospect's true needs, identifying opportunities where your product or service can provide real value.
Presentation & Demonstration: Showcase your solutions through in-depth presentations, product demonstrations, or trials, emphasizing how you solve their specific challenges.
Handling Objections: Be prepared for pushback and concerns. Use data, case studies, and industry trends to reinforce why your solution is the best choice.
Follow-Up & Nurturing: Maintain regular contact, providing updates, answering questions, and delivering relevant content to keep your solution top of mind.
Closing & Implementation: Once the deal is signed, ensure smooth onboarding and continue support to strengthen the relationship and set the stage for future business.

5. Be Persistent Without Being Annoying

There’s a fine line between determination and desperation. Persistence means staying on their radar without pestering them. Space out your outreach, mix up communication methods and always provide a new piece of value when you follow up.

Closing More Deals with Determination

Determined salespeople understand that ‘no’ often means ‘not yet.’ The industrial sector is built on trust, reliability, and results. If you give up too early, you lose the chance to be part of the conversation when the time is right. Keep pushing forward, keep offering solutions, and keep showing up. The deals you don’t close today could become your biggest wins tomorrow.

Are You Ready to Elevate Your Follow-Through Strategy?

At Jagged Edge Consulting, we help industrial sales professionals refine their processes, improve persistence, and master follow-through techniques that convert prospects into loyal customers. Let’s discuss how to take your sales game to the next level.

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