01The second call has a purpose
After sending a requested proposal, check whether the prospect has received and reviewed it. Ask for feedback, answer questions within the agreed scope and record the next step. If the proposal has not been read, record that separately rather than treating it as readiness to buy.
02Have a clear reason to follow up
Consider an additional follow-up when someone new joins the buying process, the prospect requests updated information or an internal review is scheduled. Record who to contact, what to discuss, when to follow up and who is responsible. Each conversation should have a purpose beyond a general reminder.
Illustrative example — not an AXCEND case study
Equipment and SaaS
An engineer asks about equipment compatibility before passing a quote to the purchasing team. In a SaaS project, the business sponsor is interested but the security team requests data-processing details. The sales representative passes the technical question to your specialist. Follow-up takes place after that response, without promising answers beyond the representative's expertise.
04Agree on additional follow-ups
Check the included scope on the service page. If the cycle needs further conversations, agree their price and purpose before the extra work begins. Willingness to continue a discussion and a completed deal remain different statuses.
05What proposal follow-up includes
We follow up after 2–3 business days with people who requested and received the proposal. The second call and related correspondence are included.
- Sending proposals on request via WhatsApp, Telegram or email is included.
- For long sales cycles, the third, fourth and subsequent calls are charged separately.
- The prospect is ready to consider a deal and asks for a quote, specific terms or a conversation with management. We provide their contact details and status. Your team prepares the quote and contract.