Following Up With Stakeholders After Meetings

A group meeting without 1:1 follow ups is like a wedding without a photographer. Sure, it happened. But if no one remembers it, what did it actually do? Reps spend hours prepping for the big meeting. Deck’s tight. Stakeholders are there. Some smiles, some nods, maybe even a few good questions. Then they send…a generic recap to the thread. And then they wonder why momentum stalls. Here’s how to turn polite applause into pipeline movement: 1. 1:1 messages are your post game locker room. Want buy in? Don’t rely on the group chat. Send tailored notes to each stakeholder. “You flagged onboarding risk...here’s how we handled that for [peer company].” It shows you listened - and it invites the next conversation. 2. Executive stakeholders don’t care about your product. They care about their scoreboard. Skip the features. Speak to what moves their metrics. “Here’s how this helps you reduce implementation time by 30%” hits harder than a 20-slide deck. 3. Surface the quiet no. Group meetings are a performance. Objections get buried. But a single DM like “Curious to get your honest take...any hesitation on your side?” can unlock the real blockers. I know of a rep who's entire deal turned when a silent stakeholder said, “Honestly, I didn’t get it.” That message led to a 15 minute call. And the win. The meeting gets the attention. The follow up gets the deal. Don’t let your pitch die in the group thread.

If you’re an AE and still sending “Recap Emails” after discovery calls, let me save you 12 months of frustration: You're making a mistake. You are confusing the buyer. You’re flooding them with everything you heard—but not what they need to do next. It feels helpful. It feels “consultative.” But in reality, it kills momentum. Here’s what I teach my AEs instead: Only one thing matters between first meeting and proposal: Progress. Forget the fluff. The notes. The recap. The follow-up should be this simple: “Great meeting with your team. Looks like there’s strong potential to help. As a next step, we’ll need to do a deeper dive into your environment so we can show you a tailored demo and proposal with implementation details and costs. Let’s schedule that session—it should take about an hour. After that, we’ll be ready to deliver a proposal.” That’s it. No persuasion. No selling. Just forward motion. Why does this work? Because: Buyers don’t read your bullet-pointed essays. They don’t remember action items buried in paragraphs. They don’t need more “convincing” before the demo. They need clarity. Ownership. Urgency. And when you stop treating every meeting like a closing opportunity, you’ll finally start getting to the point that matters: Proposal on the table.

"Can we schedule another call? I don't remember what we discussed." A prospect sent me this. After we'd already had THREE calls. I looked back at my notes: First call: Demo with IT team Second call: Pricing with Finance Third call: Implementation with Ops Different stakeholders. Different questions. Different emails. Each with separate attachments and follow-ups. No wonder they were confused. The problem wasn't my product. It was how I shared information. I had created a mess of scattered content. A mentor noticed my frustration. "What if you gave every stakeholder access to EVERYTHING, organized by THEIR priorities?" So for my next deal, I tried something different: Created a single digital room for the entire account. Inside: - Section for each department's concerns - All previous call recordings, organized by topic - Every question answered, accessible to all stakeholders - Timeline showing who needs to do what, when The result? The CIO messaged me: "Just reviewed the security details the IT team discussed. This answers my questions. Moving to approval." He never even needed a call with me. Here's what changed: Old approach: Siloed conversations that force YOU to be the connector. New approach: Transparent space where stakeholders can self-serve information. When stakeholders get confused, deals die. When they can find answers on their own, deals accelerate. The average B2B purchase involves 6-10 decision makers. Are you expecting each one to piece together your value from fragmented emails? Or are you giving them ONE place to align? Stop being the bottleneck in your own deals. Start building bridges between stakeholders. Agree?

✨The Power of the Follow-Up: Where Deals Are Won (or Lost)✨ In medical sales, the initial conversation is just the beginning, but the real magic happens in the follow-up. How many times have you had a great meeting, only to let the opportunity slip because you didn’t follow up effectively? Here’s what I’ve learned: It’s not about being pushy, it’s about being present. Here’s how I approach follow-ups to add value and keep the conversation going: - Recap and reinforce: After a meeting, I send a quick recap of the discussion, highlighting the key points we covered and emphasizing how my solution can help. - Provide something extra: Every follow-up includes something valuable, an article, case study, or even a simple insight related to their challenges. This keeps me top of mind while building trust. - Stay consistent: I schedule follow-ups like any other meeting. Whether it’s a week later or a month, I stay committed without letting leads go cold. The best follow-ups aren’t just reminders, they’re opportunities to deepen the relationship and show you’re invested in solving their problems. Sales isn’t about the one big pitch; it’s about creating multiple touchpoints that deliver value every step of the way. What are your strategies for effective follow-ups? Share your tips below. I’d love to learn from you!