The five follow-ups every deal needs
- T+30 min after a call: personalized recap with the three things you agreed on and the one open question.
- T+2 days: the asset the buyer asked for (security doc, case study, pricing model), delivered — not "let me know if you want it."
- T+7 days silence: a soft nudge referencing something specific from the last call. Not "just following up."
- T+14 days silence: a value nudge — a new customer story, a relevant product change, a benchmark.
- T+30 days silence: a break-up email that's actually a re-engagement email, offering an off-ramp that some buyers use as a re-open.
What "sounds human" actually means
The tell of AI follow-up is the same in 2026 as it was in 2023: generic opening, three bullets, "let me know if you have any questions." Good AI follow-up references specific moments from the call ("you mentioned your Snowflake bill jumped 40% after the migration") and asks about the buyer's real deadline, not a fake one.
The bar is: your AE reads the draft, changes one word, and hits send.
What to automate vs approve
- Fully automatic: post-call recap, calendar reminders, asset delivery, CRM hygiene.
- Draft + human approve: silent-7d nudges, executive-level outreach, anything to your top-20 target accounts.
- Human-only: break-up conversations, price negotiations, executive introductions.
How CoLive does it
Echo, CoLive's follow-up agent, listens to every call via Orion, drafts the recap before the AE hangs up, watches deals for silence, and drops nudges into Slack for one-tap approval. Deals that would have died in the "waiting on champion" queue actually close.