There’s something a little bittersweet about writing a final blog post.

When I started blogging in May 2019, I didn’t fully know where it would lead. I simply knew I had things I wanted to share — ideas about business, customer relationships, better systems, and practical improvements that help people work smarter and serve others well.

Over time, this blog became a place for me to share what I was learning and what I was seeing in the real world. It became a place to talk about CRMs, automation, follow-up, AI, workflow improvements, and the very human side of running a business well.

And for that, I’m deeply grateful.

If you’ve spent time here reading what I’ve written over the years, thank you. Truly. I never take it lightly when someone gives their time and attention to something I’ve created. There are always a hundred other things competing for that attention, and I’ve always appreciated the people who chose to spend even a few minutes here.

This blog has been an important part of my journey.

It gave me a place to think out loud, test ideas, share what was working, and, hopefully, encourage business owners and leaders who were trying to build something meaningful without drowning in manual work, missed follow-ups, or disconnected systems.

But sometimes growth means more than just adding new things. Sometimes it means getting clearer about where different kinds of content belong.

That’s where I am now.

My work has expanded, but one thing has not changed: I still care deeply about helping people simplify operations, improve follow-up, make better decisions, and use technology in ways that feel practical, thoughtful, and genuinely helpful.

Going forward, I’ll be continuing that work through two distinct publications.

If you’re looking for practical small business guidance — including automation, follow-up, CRM use, and ways to make your business run more smoothly without losing the human touch — the SMB Automation Brief is the best place to stay connected.

If you’re more interested in broader leadership and technology topics — including emerging technology, execution, risk, and business value — the Enterprise Technology Leadership Brief will be the better fit.

You can also subscribe to my LinkedIn newsletter, Emerging Tech Perspectives. 

Both are designed to provide focused, useful content for different needs, and you can choose the one that fits you best using the buttons below.

So while this blog is coming to a close, the work itself is not going away. It’s simply moving into clearer, more intentional homes.

Thank you again for being part of this chapter.

Thank you for reading.
Thank you for supporting my work.
Thank you for allowing my words a place to land.
​
I’m grateful for the journey, and I hope you’ll stay connected for what comes next.

Please choose your selection below to keep my content coming your way!

We've all been there.

You have a great conversation with someone, and then life happens. A few weeks (or months) go by, and suddenly you're not just following up, you're reintroducing yourself.

Really? It wasn't the first time, that's for sure!

That used to be me. I had strong leads and great chats, but no system—just crossed fingers and forgotten names.

Now? I've set up a simple follow-up system with reminders and light automation that keeps things moving without sounding robotic. It's a relief to have a system in place, knowing that I won't miss out on any potential opportunities.

Whether you're reconnecting, checking in, or trying again after silence, this 3-part formula is simple and easy to follow, helping you do it with ease.

Step 1: Context + Connection
Start by reminding them who you are and how you're connected. Don't skip this—even if you think they remember you. And if it's been a while? Name the gap. Keep it human. This human touch is what keeps the connection alive, something like this:

"It's been a bit since we last connected—just wanted to reach out and see how things are going."

A reference to your last conversation, a shared project, or even something they posted online can go a long way in making your message feel genuine.

Step 2: Something Valuable
Here's where most people get stuck. A follow-up that says "just checking in" often gets ignored because… It's easy to forget.

Instead, offer something useful. A tip, a link, a question—anything that gives them a reason to engage. Even something simple like:

"Thought you might appreciate this quick idea based on what we discussed."

Stat to keep in mind:
According to The Brevet Group, 80% of sales require at least five follow-ups, but 44% of people stop after the first one. That's a lot of missed chances to stay in the conversation.

Step 3: A Clear, Low-Pressure Next Step
Instead of leaving things vague, make it easy for them to take action. Invite them to a quick call. Offer a helpful resource. Ask a focused question that moves things forward, without pressure.

"Would it be helpful if I sent over a few quick ideas for [topic]?"

And if they don't respond?

Wait a week or two, then try again with a slightly different angle or tone. You can say:

"I completely understand if now's not the right time—just wanted to check in one more time in case this slipped through."

If you're reconnecting with a former client or referral partner, even something as simple as a personal note or a quick video message can help you stand out.

Systemize the Follow-Up—But Keep It Human
You don't need fancy tools to stay consistent. Even basic CRMs or no-code automation tools can help you remember when to follow up, add personal notes, and keep everything from falling off your radar.
The key isn't being perfect. It's being present.

Want to Automate Your Follow-Ups Without Sounding Robotic?

Download the free checklist: 5 Ways to Automate Follow-Ups Without Sounding Robotic

These quick, actionable tips will help you stay top of mind, without losing your voice in the process.

​By: Kathy Kent Toney, CEO & Founder of Kent Solutions

​Imagine driving down the highway with a blindfold on. Sounds terrifying, right? Well, that's essentially what running a business without proper pipeline visibility is like. You're hurtling forward, oblivious to the obstacles and opportunities lying ahead.

A clear view of your sales pipeline is crucial for making informed decisions and driving sustainable growth. Pipeline visibility gives you insight into lead sources, conversion rates, deal stages, and more, enabling you to steer your business in the right direction.

So, how do you go about this? Let's dive deeper to learn the benefits!

1. The Guesswork Trap

Operating based on assumptions and gut feelings rather than data-driven insights is a risky game. You could miss out on prime opportunities or waste resources on ineffective strategies, leading to stagnant growth and frustration. But with the power of pipeline visibility, you can avoid this 'Guesswork Trap' and feel secure in your decision-making, confident that you're not missing out on any opportunities.

2. The Leaky Pipeline Problem

Without visibility into your pipeline, leads can easily slip through the cracks. A lack of proper follow-up processes and nurturing can result in lost prospects and revenue. In fact, studies show that companies that follow up within an hour are nearly seven times more likely to qualify the lead than those that wait longer.

3. Aligning Sales and Marketing Efforts

Pipeline visibility allows for better collaboration and alignment between your sales and marketing teams. With a shared view of the pipeline, they can effectively nurture leads, deliver cohesive messaging, and increase conversion rates.

4. Optimizing Your Funnel

Visibility into your sales process enables you to identify bottlenecks and inefficiencies and make targeted improvements. By streamlining your funnel, you'll see higher conversion rates and accelerated growth, empowering you to take control and be proactive in your business growth.

5. Staying Ahead of the Curve

In today's rapidly changing business landscape, agility is critical. Imagine the power of proactively adapting your strategies to stay ahead of the competition and capitalize on emerging opportunities! This gives you the confidence and reassurance to face the future, knowing that you're not just keeping up, but leading the way.


Pipeline visibility drives informed decision-making, improved sales and marketing alignment, and the ability to optimize and scale effectively. It's the secret weapon for sustainable business growth and long-term success.

# # #

Ready to remove the blindfold and gain the clarity you need to drive your business forward?

Book a demo today to discover the power of increased pipeline visibility through our Workestrate CRM, which is revolutionizing my sales and marketing processes! I'd love to show you how you can revolutionize your pipeline visibility.
​
Don't miss this opportunity to take your business to the next level!