Following up with executives

Skipping the follow-up email after a discovery call?

Big mistake. Especially after talking to executives.

Mike Fiascone shared some great advice a in a recent post:

Here’s the deal:

• Recap emails are key to keep everyone on the same page and accountable.

• Spend some real time on these - like up to an hour. Make sure it's polished.

• For regular updates, keep it simple. But for the big meetings? Go all out.

Why even bother with a detailed follow-up?

1. It shows you’re actually listening (equals trust).

2. Helps you and the client digest all the info.

3. It’s gonna get passed around to folks on both sides.

4. Use it to remind them about what they promised.

What to include

• Where things stand.

• Where y'all wanna go.

• What's driving the change.

• Impacted business areas.

• Key players.

• Next steps.

Pro Tip: Stick all this in a doc and attach it to your email for clarity.

Mike has a great example email in his post.

7 tips for nurturing prospects

Sam's breaking down the sales game for us with some solid advice on pulling prospects from the woodwork - literally.

Here’s how he keeps it real:

• Chill and connect: Sales is a marathon, not a sprint. Start by really getting what ticks off your prospect. Understand their pains and goals deeply.

• Custom vibes only: Tailor every message—whether it’s an email, a DM, or a call. Make sure it hits right and brings value.

• Value bomb every time: Drop useful insights or solutions every time you touch base. Position yourself as the go-to expert.

• Stay on their radar: Keep following up but keep it cool—no need to push too hard. Build trust and a real connection.

• Listen up: Tune into what they’re saying back. Adjust your game based on their needs and feedback.

• Flex your solutions: As they evolve, tweak your pitch to match their current vibe and challenges.

• Show the wins: Prove your worth with clear ROI from what you’re pitching. Show them the real deal.

• Consistent energy: Keep that relationship warm, even if it takes months. Persistence pays.