Structure · Sequence / Cadence Design

Design a Post-Discovery Follow-Up Cadence

Map a 10-day follow-up cadence that keeps post-discovery momentum alive and moves the deal to proposal.

repmanagerIntermediate⏱ 1-2 hours
When to use
Use this immediately after running a discovery call to lock in a structured follow-up plan before momentum dies. It's especially valuable when reps freelance follow-up and deals slip. Build one cadence template per service line so the agency has a consistent post-discovery motion.
The prompt
You are a sales operations lead at a digital marketing agency who specializes in converting discovery calls into signed proposals.
Agency: [AGENCY_NAME] — [SERVICES] | ICP: [ICP_DESC] | Trigger to start cadence: completed discovery call for [SERVICE_LINE] | Tools: [SEQUENCE_TOOL] + [CRM] | Typical sales cycle: [CYCLE_LENGTH]
Design a 10-day post-discovery follow-up cadence that delivers the recap, the proof, and the proposal — and surfaces any blockers before they kill the deal.

- 4-5 touches across 10 business days
- Touch 1 = same-day recap email (within 4 hours)
- Must include at least one async video touch (Loom) and one calendar nudge
- Channel mix: email primary, LinkedIn secondary on touch 3 or 4
- Stop conditions: proposal signed, no-fit reply, explicit decline
- Every touch must add new value — no "just checking in" messages

Return a numbered table with columns: Touch # | Day | Channel | Goal | Asset / Deliverable | Owner (AE / SDR / Founder). Below the table, list stop conditions and the recommended CRM stage update for each touch.
Variables
  • [AGENCY_NAME] — Your agency's name
  • [SERVICES] — Service lines the agency sells
  • [ICP_DESC] — Ideal customer profile
  • [SERVICE_LINE] — The specific service discussed on discovery (SEO, paid, web)
  • [SEQUENCE_TOOL] — Outreach, Salesloft, Apollo, HubSpot Sequences
  • [CRM] — HubSpot, Pipedrive, Close, Salesforce
  • [CYCLE_LENGTH] — Typical days from discovery to close (e.g., 21 days)
Example input
Agency: Pivotpoint — performance creative + paid social | ICP: DTC ecom $5M-$30M | Trigger: discovery call completed for paid social retainer | Tools: HubSpot Sequences + HubSpot CRM | Cycle: 18 days
Example output
Touch # | Day | Channel | Goal | Asset / Deliverable | Owner
1 | Day 0 | Email | Recap + confirm next step | Recap email w/ agreed scope bullets + proposal date | AE
2 | Day 2 | Email | Build proof | 90-second Loom walking through a similar DTC case | AE
3 | Day 4 | LinkedIn | Soft touch, humanize | Connect + short message referencing one discovery insight | AE
4 | Day 7 | Email | Deliver proposal | Proposal PDF + 60s Loom walkthrough + calendar link | AE
5 | Day 10 | Email | Surface blockers | "What would need to be true to move this forward?" — direct ask | Founder

Stop conditions: proposal signed, explicit decline, no-fit reply.
CRM updates: T1 → Discovery Complete, T4 → Proposal Sent, T5 → Decision.
Pro tips
  • Always send the Day 0 recap within 4 hours — response rates drop sharply after same-day.
  • Have the founder send Touch 5 — a different sender breaks pattern and surfaces real objections.
  • Build this as a CRM-triggered sequence so reps can't skip steps when things get busy.
Works with
ClaudeChatGPTGemini
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