Going to take Twitter seriously from today, so why not introduce myself? I'm Andy. - Helped Outreach scale it to $250M ARR - Co-founded Taplio (acq by Lem) - Now run Distribute, the follow-up system used by 10,000+ 10,000+ sellers run it. So do teams at Attentive, TrustArc, TripleWhale. (...because they all know the money’s in what happens after the call) What I'll be posting about: - The exact follow-up system we've run across $MS in closed deals - How to arm a champion for the meeting you'll never attend - What to send on hang-up, line by line, not "personalized outreach" - Why great calls still go dark, and the tells you can catch a week early Plus a LOT of other stuff you'll enjoy like a 🌮 So many people lose deals after a call that went great. Time to go get them back, hermanos!

John just closed $63K with Distribute. Plus a shot at becoming their go-to provider. That's what happens when the buyer's boss sees the full case without you in the room. Want the same outcome for your deals w/ Distribute? DM me "DEAL" to claim your 14-day free trial now.

A properly built follow-up with - One page - Their problem in their own words - The outcome in their numbers - One ask with a date on it Is absolutely enough to close a deal your champion couldn't close alone.

Your pipeline won't close because you're tracking the wrong metrics Everyone's chasing more calls booked, more emails sent, more activity on the dashboard. The problem? None of that tells you whether the person who signs ever saw anything. Calls booked: up 40%. Close rate: flat. Your forecast is built on a house of cards. Instead, we switch things up. - Track whether the follow-up got opened, not whether it got sent - Track whether it got forwarded to the person who signs - Track how long they spent on pricing This one change tells you which deals are alive on day 1. This way, you can stop forecasting on vibes.

If your sales coach only fixes the call, You're getting ripped off. The call is easy. It's the 20% of the deal you can actually see. We run the whole mid-funnel system. - Follow-up built on hang-up. - Business case for the CFO. - Plan with names and dates. - Every call scored. - An alert the moment the person who signs opens it. Great calls are nice. Our customers get signatures too.

The difference between a meeting with an exec and a deal with one? It's not your pitch. It's what you know about their team before you walk in. Don't show up and ask "so, tell me about your process." Do that, and you're the fifth vendor this month asking the same question. Our method: - 10 minutes on who they sell to and anything public - Email two people on their team before the meeting - Walk in with something they didn't know their own people were saying The exec call is then a conversation, not an interview.

Showing the full product tour is a race to the bottom The math is simple. Most sellers demo like this: - Big logo on the call, so show everything. - 45 minutes, every feature, every module. - Buyer sees one screen they'd never use. - "We'd probably only need 10% of this." You're handing them the exit line dude. Here's how we do it at Distribute: - Finish one sentence first: their problem is ___, so I'm showing ___. - Show that slice and nothing else. - Can't fill the blanks? Go back to discovery. Call 1: you find the number. Call 2: you show only what moves it. Discovery + the right demo = fewer "nice to haves." Showing less is the way.

I simply do not care how many demos you booked last month. But I do care about the sellers quietly following up within the hour while everyone else sends the recap the next morning. Gonna change the game for anyone paying attention.

Many sellers close one big deal and can't do it again. $160K one month. Nothing the next. Instead? Engineer repeatability. Build a mid-funnel system every deal runs through. One of our customers, Rachel, says every deal she's won where the buyer engaged with her Distribute page moved 2x faster than her normal cycle. Not one deal. Every one. Play the long term game.

Your sales methodology LIED to you. It told you to qualify budget, authority, need and timing on the first call. It told you to "just ask who the decision maker is." Because it was written decades ago, before buyers could research every vendor themselves with AI. Meanwhile, the best sellers I've worked with barely mention budget on call one. They put a number on the problem instead. Read and reflect, Mr. VP of Sales.