Objective

Surface all “soft commitments” that prospects made during sales calls but were never followed up on. These moments are often buried in transcripts, CRM notes, or meeting recaps never logged as formal tasks. This playbook helps you find and act on them manually.

Tools Needed

• Gong or Chorus – Call recordings and transcripts
• Salesforce – Opportunity Activity History and Tasks
• Google Calendar – Meeting date cross-reference
• Google Sheets or Excel – Tracker to manage and organize the work

Step-by-Step Instructions

1. Pull a List of Target Opps

• In Salesforce, filter for:
  • Opps closed-lost in the past 6–12 months
  • OR opps with no logged activity in the past 30–90 days
• Export the Opportunity Name, Contact, Owner, and Stage fields
• These are your targets for analysis

2. Review Call Transcripts for Follow-Up Promises

• In Gong or Chorus, pull call transcripts for these opps
• Search for cues like:
  • “Let’s reconnect in Q2”
  • “Follow up after [project]”
  • “I’ll be ready after [event]”
• For each one, log:
  • The quote (word-for-word)
  • Who said it
  • Original meeting date
  • What follow-up was expected
  • Suggested timeline

3. Check for Follow-Up Execution

• In Salesforce, open each opp
• Check Activity History and Tasks
• Ask:
  • Was a follow-up task created?
  • Was a meeting or email sent around the time they requested?
  • If not → log it as a missed follow-up

4. Build a Missed Follow-Up Tracker

Create a simple sheet or table with:

• Opportunity Name
• Contact
• Follow-Up Quote
• Original Call Date
• Suggested Follow-Up Timing
• Follow-Up Status (Missed / Complete / Re-engaged)
• Next Action

This is your centralized view to prioritize outreach.

5. Re-Engage with High-Context Messaging

Use their words, not yours. Reference exactly what they said.

Example email:

“You mentioned back in January that Q2 might be a better time to reconnect after your platform migration. Just checking in — has that wrapped up?”

Customize each message based on the original blocker or commitment.

6. Log + Schedule Follow-Up

• In Salesforce:
  • Log your email/call as an Activity
  • If no response, set a follow-up task for 5–7 business days later
• Update the tracker to reflect the status

How Insider AI Automates This Entire Workflow

Why This Matters

Without Insider AI:

• Follow-ups that were verbally agreed to are forgotten
• There’s no system to track soft commitments
• You miss revenue from warm prospects that just needed a reminder

With Insider AI:

• No follow-up gets forgotten
• Reps are reminded when and how to act with context
• Pipeline is recovered systematically and repeatedly

Missed Follow-Up Tracker Template

Create a database with the following columns:

Outreach Script Library for Missed Follow-Ups

You can create a Notion sub-page called “Missed Follow-Up Scripts” and include the following reusable templates.

Budget or Timing-Related Delays

Subject: Following up from our last chat

Hi {{first name}},

Back in {{month}}, you mentioned that {{quote from call, e.g. “we’ll revisit after Q2 when the budget opens up”}}.

Just wanted to check in to see if anything has shifted on your end. I'm happy to pick the conversation back up if the timing is better.

Let me know if it's worth a quick catch-up.

Best,

{{Your Name}}

Project or Internal Initiative Blocker

Subject: Still tackling [project name]?

Hey {{first name}},

You mentioned during our {{month}} call that your team was focused on {{project}} and that we could circle back once that was wrapped.

Wanted to see if that’s behind you now and if there’s a good time to reconnect on [problem your product solves].

Always happy to keep it brief.

– {{Your Name}}

Waiting on a Stakeholder

Subject: Reconnecting as discussed

Hi {{first name}},

On our last call, you mentioned looping in {{stakeholder name or “your VP”}} before making a decision.

Did that conversation end up happening? I’m happy to help recap or reframe the conversation if it’s still on the table.

Let me know what’s easiest.

Cheers,

{{Your Name}}

"Ping Me Later" / Generic Follow-Up

Subject: Checking in as promised

Hi {{first name}},

Just wanted to follow up as we discussed during our last call . You mentioned {{mention exact quote or timing, e.g., “Q2 would be a better time to revisit”}}.

If that still holds, I’d love to reconnect. If something’s changed, just let me know.

Best,

{{Your Name}}