Follow-up Calls

A follow-up call is when you make a call with a prospect where they remember everything you discussed in your previous call. This lets you continue a sales effort over multiple calls to the same prospect.

When you start a follow-up call, the prospect will pick up where you last left off. For example, if you left the previous call with some action items, you can use a follow-up call to continue the conversation assuming those action items have happened. This lets you work on moving the deal forward or ultimately closing the deal.

To start a follow-up call, use the Follow-up Call with [Prospect Name] menu on any call card, as shown above. This is available on the My Calls page, the Call Details page, and the Module Assignment Detail page.

By contrast, the New Call with [Prospect Name] menu option will start another call with the prospect without remembering any previous context, i.e., this will let you continue to practice an initial or cold call with the prospect.