In the context of effective salesperson follow-up, what is Grace primarily focusing on when she maintains contact with influential people at her customers' companies?

Grace is primarily focusing on "connect" because effective follow-up involves building and maintaining relationships with key stakeholders within her customers' organizations. By keeping in touch with influential people, she fosters trust and rapport, which can lead to long-term business partnerships and opportunities for future sales. This strategy is not about closing deals immediately but rather about creating a network of connections that can facilitate ongoing communication, collaboration, and support.

Establishing these connections can also ensure that Grace stays informed about her customers' needs and changes within their organizations, positioning herself as a trusted advisor rather than just a salesperson. Such an approach enhances her ability to respond to evolving challenges and offer tailored solutions, ultimately benefiting both her clients and her sales success in the long run.