How to Follow-up
Vinícius Targher
Your Creative Piece in GTM—Crafting AI Solutions That Breaks Bottlenecks and Transform Workflows into Seamless Success
"I just deleted 12 'checking in' emails from my inbox. Each one a missed opportunity to deliver real impact."
I've been guilty of sending those same generic follow-ups. We all have. The hard truth? We're still treating follow-up as a way to chase deals rather than deliver impact.
The pattern is always the same:
The worst thing? We’re scalling this to Whatsapp and linkedIn DM’s
Here's the fundamental shift RevOps teams need to make:
OLD APPROACH:
→ Time-based sequences
→ Generic check-ins
→ Focused on next meeting
→ Same sequence for everyone
NEW APPROACH:
→ Impact-based sequences
→ Value-driven touchpoints
→ Focused on next insight
→ Customized by buyer's needs
Let me break down how this works:
Example Sequence Based on Impact Needs:
Touch 1: Share specific customer story highlighting similar pain point
Touch 2: Send relevant industry data about cost of inaction
Touch 3: Provide mini case study showing implementation timeline
Touch 4: Share whitepaper addressing their specific concerns
Touch 5: Offer impact calculator tool
Pro Tip: Don’t just send a link, text, or audio.
Be creative and introduce the material in an impactful way.
Back in 2015, I was an AE at a Sales Engagement Platform Startup. Since it was the first in Brazil, I used to educate my prospects.
My first touchpoint was right after the demos, where I would draw the qualification part of the funnel in the middle of their process.
YES, I draw! And NO, I’m no Picasso. (On whiteboards, pieces of paper—everywhere.)
2. Signal Recognition:
Your follow-up should address these specific impact needs, not just try to book meetings.
3. Content Alignment: Match your content type to their impact understanding:
Early Impact Understanding:
Mid Impact Understanding:
Late Impact Understanding:
Here's the game-changing part:
Stop measuring follow-up success by response rates. Start measuring it by impact delivered.
Key Metrics to Track:
Remember: In the Messy Middle, prospects aren't ignoring you – they're processing impact.
Your job isn't to rush them through that process, but to make it clearer and easier.
↓ Let's end this series with a question:
What's the most impactful follow-up you've ever received as a buyer, and why did it work?
#RevOps #SalesEngagement #followup #FUP
Simplifying AI complexity into strategies you can actually use.
2 周Biggest myth in follow-ups? Thinking persistence = progress. Newsflash: Annoying someone into replying isn’t the same as moving them toward a decision. Most follow-ups scream “Please validate my existence!” instead of “Here’s something that actually helps you decide.” The real pros don’t check in. They check forward. They know the next friction point before the buyer even hits it. So stop chasing ghosts. Start leading the conversation. ??