Sales Happens Between the Meetings: How to Stay Visible

There’s a saying that rings especially true in sales: Deals don’t close in the meeting—they close in between. It’s in the space between those discovery calls, follow-ups, and proposal reviews that decisions are made. And yet, that’s also the space where many salespeople fall off the radar. 

So, how do you stay visible, relevant, and top-of-mind without crossing the line into “too much”? The answer lies in a thoughtful, human-centered approach—one that keeps the relationship warm without setting off alarm bells. 

Here’s how to master the art of subtle, strategic visibility. 

1. Deliver value in every interaction

Staying visible starts with shifting your mindset: you’re not just following up, you’re offering value. 

Instead of sending another “just checking in” email, try sending something useful: 

• A short article relevant to their industry or challenge 

• A quick follow-up summarizing your last conversation with next steps 

• A new insight you’ve uncovered that could help them 

These small gestures prove that you’re thinking about their business, not just your quota. And they often spark renewed engagement, even from cold leads.

2. Use technology to stay present

Visibility doesn’t have to be loud. In fact, some of the most effective touchpoints are the quietest: 

• An automated reminder email a few days before your next call 

• A shared calendar invite with clear objectives 

• A LinkedIn comment or “like” on a recent post 

These moments of presence show that you’re in their orbit without being overbearing. Tools like email scheduling, CRM notifications, and social listening alerts can make these actions feel timely and authentic.

3. Build a thoughtful follow-up cadence

Persistence isn’t the problem—how you persist is. 

Avoid robotic sequences and generic follow-ups. Instead, think of your outreach as a rhythm: personalized, spaced out, and intentional. A good guideline for follow-up? If your message doesn’t clearly answer “why am I reaching out now?”, it’s probably too soon. 

Your follow-up cadence should also be flexible based on where the prospect is in their decision-making. Recently engaged? A tighter rhythm works. Ghosted after a proposal? Give it breathing room before circling back with something fresh.

4. Make use of non-sales touchpoints

Not everything has to be a pitch. 

Staying visible between meetings can mean sending a quick congrats on a company milestone, sharing a mutual contact’s success story, or even just saying, “Saw this and thought you’d find value.” These moments humanize the relationship and remind prospects that you see them as more than a potential deal. 

They also build trust—and trust is what keeps the door open when timing isn’t quite right.

5. Let your content work overtime

One of the most effective ways to stay visible is to create content that does it for you. 

Whether it’s a newsletter, a blog post, or a short video, content can be a silent but consistent reminder of your expertise. It invites engagement without demanding it, and it often leads prospects back to you when they’re ready to re-engage. 

Even a simple, relevant post on LinkedIn can spark interest and remind someone, “Oh right—I meant to follow up with them.”

6. Respect their pace, but stay in the picture

Finally, remember this: staying visible is not the same as chasing. 

If a deal slows down or goes quiet, it doesn’t mean the relationship is over. It may simply be paused. Your job is to remain present without pressure. Think of yourself as part of the decision-making landscape, not an interruption to it. 

You don’t need to push. You just need to be there—offering value, showing up authentically, and making sure that when they are ready to decide, you’re the one they think of first. 

In sales, silence doesn’t mean inactivity 

What happens between the meetings is often what matters most. It’s where trust is built, relationships mature, and buying decisions come to life. By staying visible in thoughtful, non-intrusive ways, you create space for those decisions to tip in your favour—naturally and on their terms. 

In the end, great salespeople aren’t just great talkers. They’re the ones remaining present and adding value. 

Want to learn how a CRM can help you make sure you are remembered between meetings? Chat to the team to learn more. ‘