Sales follow-up
The deck, the intro, the security review. Thomas runs the post-call list while your reps stay on the phone.
- Intro to compliance leadThu
- Forward redlined MSAFri
- Schedule procurement reviewMon
The judgment
Northwind asked for the security questionnaire on the call. Standard play: send it within the hour. Mira's calendar said her counterpart was in a board meeting until four. Thomas held the send, queued the email with a four-hour delay, and surfaced the reasoning to Mira's pending queue so she could override if she wanted to push.
The email landed at 4:12 PM, when the prospect was back at his desk, not buried under twelve other unread threads from a distracted afternoon. Same questionnaire, different arrival slot. The difference between "I'll look at this later" and "I'm on it" is rarely the content. It's the moment.
"His calendar showed a board meeting until 16:00. Held the questionnaire. Queued for 16:10. Mira can override from her pending list if she wants it gone now."
What changes
- Sent the questionnaire immediately, got no reply for two days.
- Followed up Wednesday wondering if the deal had cooled.
- Re-sent the deck on Friday because the first attempt died in his inbox.
- Send held until the prospect was free to read it.
- Opened. Replied same day. Security review started Monday.
- Mira spent the saved time on two other live deals.
Try it
Hand Thomas your next pipeline call. He will know when not to send.