The art of follow-up

"The fortune is in the follow-up." – Jim Rohn

Here's a typical scenario — a meeting happens between vendor and potential client. It was a good meeting wherein potential client says the solution is something that they urgently need and as an action, he will introduce it to other stakeholders for a more detailed discussion, say leading to a POC (proof of concept) or a demo that will finally end with a purchase. Weeks passed and nothing has been heard. Eventually, the lead becomes stale.