How do you know when a B2B deal actually needs a follow-up?
Follow-up reminders sound simple until you have a pipeline with deals moving at completely different speeds.
One prospect might need a follow-up in 3 days, while another is waiting for procurement, a technical decision, or a project that starts two months later.
Fixed reminders start creating noise pretty quickly.
For teams with longer sales cycles, how do you decide when a deal actually needs attention? Do you rely on the rep, fixed rules, or something based on the last activity and deal stage?
The interesting distinction seems to be between “a reminder is due” and “this deal is actually at risk of going stale.” Do you have evidence that missed follow-ups correlate with lost/deferred deals, rather than just creating more activity for reps?