You might be doing follow ups wrong..

Here's how to win more deals by changing the structure.

Author

Troy Munson
March 06, 2025

Most follow ups suck. Let’s change that.

By: Troy Munson

Let’s talk RevOps right quick…

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Here’s what you’re in for:

  • The typical follow up

  • The breadcrumb method that I now use all. the. time.

The typical follow up - stop doing this

I’m guilty of it. You’re guilty of it. We’ve all done this because it’s what we’re taught to do.

Here’s what I mean:

You have a discovery, it goes well, and you give the prospects all of the information as quickly as possible.

So, you give them:

  • Summary of the call

  • Use cases

  • Call recording

  • Action items

  • Next steps

….and most times they barely read any of it..

That’s the problem.

Within 10 minutes of jumping off the call, they'll remember less than 10% of what you told them.

Let’s change this.

The Breadcrumb Method & how to use it

The reason to implement this method is to stay top of mind while the prospect is going through the evaluation process. So, how do we do this? 

Let’s imagine our follow up call is in 2 weeks.

Here’s how you would go about it:

  1. Immediately after the call, send a brief summary of the call, simple action items, and next steps.

  2. ~3 days later, send more information very specific to the call and tailor it to the people that attended the call. Here’s an example:

“Hey all - looking forward to following up here in a week or so. Knowing that solving for [challenges] is a top priority this quarter I wanted to put this in front of you sooner than later.

Troy: you mentioned saving time for reps was important to you. On average, our customer’s reps save 4 hours/week each by taking notes for them & sending over the summary. Here’s an example. (attach link/doc)

Sarah: You mentioned [Competitor]. If it’s important to you, can you ask them how they solve for [Challenge you win at].

Lucas: Since you’ll be hands on keyboard, here’s our brief guide on how implementation looks. (attach doc)

Hope you find this helpful, let me know if you have questions.

Chat soon!”

  1. A few more days later, send over a use case relevant to their challenges and/or industry

Now look at what you’ve done!

In the span of a week or so, you’ve remained top of mind and they haven’t forgotten why you do.

You weren’t annoying. And everything you sent to them provided value and answered questions they care about. 

and that’s the breadcrumb method..

What are your thoughts?

ps - I read all responses so if you have any questions, let me know :)

Thanks for spending part of your day with me! See you next time — Troy

P.S. i luv you