Keeping a full pipe line involves a lot of no-so-glamorous work behind the scenes prospecting. Here a few tedious tips courtesy of Sales 2.0.

Schedule follow-up calls sooner. If someone is interested in doing business with you, don’t make them wait. Move the process along at a quicker clip than usual for warm prospects.

Take thorough notes. If you are working with several individuals to sell a prospect, the more detailed your notes the easier it is for your coworkers to jump in and wrap it up. People become frustrated and lose trust when they are asked to repeat themselves. Don’t make your colleagues ask questions the prospect has already answered.

Document best practices. It’s amazing how knowing the product and how to answer objections can make the difference in the sale. Have everyone throw in their two cents about what has worked for them and compile a list of best practices, which can be updated as they develop new techniques.

Keep accurate lists of prospects. Maybe you have purchased an outside list, bought leads from a vendor or received referrals. However you acquired the name, it should go directly into your system with an explanation of the prospect’s needs. That way, you never miss an opportunity to sell to these individuals. A name slipping through the cracks is like money falling out of your pocket.

It’s all pretty dull, but prospecting is the backbone of sales success and success can be found in the details.