Sales Follow-Up Email Strategy

Lessons from 8 Sales Professionals

Everyone sends emails that don’t get responses – it’s almost a rite of passage for doing business in the digital age. Unfortunately, most people give up after a single attempt to reach out. In fact, ​70% of salespeople give up entirely if they don’t get a reply to their first email.

Mastering the art of follow-up emails is a power that shouldn’t be underestimated. It can connect you with influencers, start conversations with sales leads, grow your network, find you mentors, build your personal brand, and on and on.

It’s crucial that you don’t give up after one try, because it’s proven that tenacity in sales will get you results. In fact, 80% of prospects ​say ​no ​at least four times​ before saying ​yes​. That means that those who follow up a minimum of five times are ending up with 80% of the sales.

It’s clear that following up consistently is essential, but there’s still a lingering question:

How do you do it properly?

Table of Contents

Sales Follow-Up Email Strategy

Lesson 1

Setting Up Your Follow-Up Process

with Damian Thompson of LeadFuze

Damian shares why having a set follow-up process is critical, outlining his exact omni-channel approach, and sharing how to ditch expectations and passive-aggressive behavior.

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Sales Follow-Up Email Strategy

Lesson 2

Focusing On Your Prospects' UX

with Dan Murphy of Culture Amp

Dan is all about amping up the activity, cultivating the best sales experience, and leading with a natural sales style that ultimately leads to providing value in every exchange.

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Sales Follow-Up Email Strategy

Lesson 3

Asking For Your Prospects' Permission

with Gaetano DiNardi of Sales Hacker

Gaetano stresses originality in follow-ups, speaking prospects’ language, knowing when to pivot properly, and deploying proven guerilla sales tactics.

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Sales Follow-Up Email Strategy

Lesson 4

Adding Value In Every Interaction

with Jake Dunlap of Skaled

Jake lives for a multi-channel follow-up strategy that is highly-personalized, filled with value, and unique enough to cut through all the noise.

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Sales Follow-Up Email Strategy

Lesson 5

Using the Right Cadence

with Matt Heinz of Heinz Marketing

Matt's designed an immensely structured and thoughtful approach to follow-ups by diversifying his touchpoint channels, using an appropriate cadence, personalizing every detail, and knowing when to cut his losses.

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Sales Follow-Up Email Strategy

Lesson 6

Eliminating Desperation From Your Follow-Ups

with Nate Wright of Inbox Attack

Nate has a customer-first mentality ​always​, is highly adaptable to his clients’ needs, and pushes hard to show he’s human and that he genuinely wants to help clients achieve their goals.

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Sales Follow-Up Email Strategy

Lesson 7

Choosing the Right Communication Channels

with Rex Bibertson of The Sales Developers

Rex is laser-focused on following up on the right channel, getting prospects on the phone, putting in the work needed, and setting himself apart from the competition.

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Sales Follow-Up Email Strategy

Lesson 8

Building Relationships to Build Trust

with Steve Woods of Nudge

Steve believes follow-ups are all about consistency, broadening your approach, engaging across the right channels, and establishing trust throughout the sales process.

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