{"id":9811,"date":"2019-07-09T09:57:37","date_gmt":"2019-07-09T13:57:37","guid":{"rendered":"https:\/\/www.method.me\/?p=9811"},"modified":"2026-01-05T13:53:35","modified_gmt":"2026-01-05T18:53:35","slug":"after-the-sales-pitch-post-sales-call-practices-to-help-you-close-the-deal","status":"publish","type":"post","link":"https:\/\/www.method.me\/blog\/after-the-sales-pitch-post-sales-call-practices-to-help-you-close-the-deal\/","title":{"rendered":"After the Sales Pitch: Post-Sales Call Practices to Help You Close the Deal"},"content":{"rendered":"\n

Your sales reps know how to reach out to prospects. It\u2019s what they do best. It\u2019s the skill set you value them for.<\/p>\n\n\n\n

Your reps also know the importance of following up with prospects<\/a> after a sales call. That\u2019s a necessary part of their skillset, too. After all, sales, especially B2B sales, are based on strong, trust-filled relationships. The follow-up after the initial sales meeting is simply the next step in that important process. <\/p>\n\n\n\n

However, these follow-up communications are no longer as simple as just making a call. In 2026, there’s more to think about. In the midst of a hyper-competitive, fast-moving marketplace and everyone’s busy day-to-day environments, it’s essential to follow up in a way that cuts through the noise and helps you make valuable connections.<\/p>\n\n\n\n

Here are the essential post-sales call practices you and your reps should be following.<\/p>\n\n\n\n

Make a follow-up plan <\/strong><\/h2>\n\n\n\n

Your starting point is recognizing that the most effective sales reps don\u2019t do things willy-nilly. They make a plan.<\/p>\n\n\n\n

Now, don\u2019t get caught up in the word \u201cplan\u201d and worry that this means you need a comprehensive strategy. On the contrary, this can be done in a quick-and-dirty manner. It may even be better to think of the end product as an \u201cinformed approach\u201d rather than a detailed plan.<\/p>\n\n\n\n

Whatever you call it, the point is that a fruitful sales process always has some deliberate thought behind it. As the first step of your post-sales call follow-up, sit down and sketch out the way forward with your prospect.<\/p>\n\n\n\n

Timing doesn\u2019t matter \u2014 but other factors matter <\/strong>
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Most sales reps are comfortable with the idea of making a follow-up call. But everyone worries about the timing.
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When should I call? If I call right away, will I seem overeager? But if I call too late, will I appear uninterested? <\/em>
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Calm down. There is no definitive answer to these questions.
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Well, actually, there is a best answer. And here it is: the right time to call is as soon as you confidently answer some key questions about the potential sale.<\/p>\n\n\n\n

Answer these questions to inform your follow-up <\/strong>
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In order to build your \u201cinformed approach,\u201d take some time to consider the following questions before reaching out to your prospect.
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Review your notes from the sales call meeting, and ask yourself: \u201cWhat is the prospect\u2019s principal business problem they need help solving?\u201d <\/em><\/strong>This is what the prospect cares about, and it\u2019s what you should care about as you prepare your follow-up plan. Those pain points will help determine the tone, message, and channel you use.  <\/em><\/strong>
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What is the prospect’s \u201ccustomer lifetime value\u201d? <\/em><\/strong>The customer lifetime value (CLV) <\/a>is the monetary value of a customer’s lifetime relationship with your business. The CLV has many purposes, including setting marketing priorities, but it also helps turn the company\u2019s forecasting practices from quarterly earnings to a more customer or relationship-based perspective.
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Has your sales enablement team provided you with materials such as a buyer persona? <\/em><\/strong>A buyer persona<\/a> is a strategic document containing generalized buyer profiles based on your target customers’ industries, sizes, regions, business models and growth priorities. It\u2019s essentially a cheat sheet to help you formulate your communication plan.
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Have you identified the decision-makers? <\/em><\/strong>You\u2019ve spent a lot of time thinking about what <\/em>you\u2019re going to say. Just make sure you\u2019re saying it to the right person. Directing your communications toward a non-decision-maker isn\u2019t a winning strategy.
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Furthermore, what is the decision-maker\u2019s main priority?<\/em><\/strong> Are they looking for better workflow management or customer management<\/a>? Are they mostly focused on cost or time savings?
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Answering each of these questions will help you determine the what<\/em> and who<\/em> of your follow-up strategy.
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Engage using different channels <\/strong>
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Your immediate follow-up connection doesn\u2019t have to be a standard phone call. Keep in mind that different generations are accustomed to communicating using different channels. Baby-boomers are phone call people. Gen X people are emailers. And Millennials and Gen Z use social media<\/a> in the same way their parents used the telephone.
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Engage with non-sales content <\/strong>
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Similarly, your follow-up connection doesn’t have to pertain to the product or service in question. Instead, you can slowly build engagement with a prospect in many different ways. For example, consider the following ideas:
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