Where’s the line between persistent follow-up…and being that salesperson?

In this episode of Head-to-Head, Kimberly Mackey of New Homes Solutions Consulting sits down with S. Robert August of North Star Synergies, Inc., to explore the human side of follow-up—how to earn the right to stay in touch, deliver value with every contact, and remain top-of-mind without crossing the line. The conversation digs into discovery-driven questions, setting expectations early, and why most sales teams struggle not with effort, but with consistency and intention.

This episode is especially valuable for sales leaders looking to strengthen follow-up discipline across onsite and online teams. Kimberly also shares a simple sales-meeting exercise: mapping follow-up cadence by buyer timeframe so teams stop guessing, start planning, and build confidence in what to say—and when to say it.

If follow-up feels awkward, forced, or easy to abandon, this conversation will help reframe it as what it should be: a professional skill, not a personality trait.