Find the meetings that never got a follow-up
Check every outside meeting from the last 90 days against your inbox and CRM, and follow up on each buyer meeting that never got a next step.
By Angelo Natale1 hourOnce, then every month
What it does
Some of your easiest deals are meetings that went well and then nothing happened. Nobody said no. The follow-up just never went out, or it went out once and stopped. Your calendar knows every meeting you had. Your inbox and CRM know which ones got a next step. The gap between them is revenue that’s one email away.
What you need
- Your calendar for the last 90 days
- Your inbox and CRM
- A spreadsheet
How it works
List every meeting with someone from outside
The last 90 days of your calendar: the date, the title and the outside people on the invite. Drop internal meetings, personal ones, vendors and recruiters.
Check each one for a next step
Did any email go to them in the 14 days after the meeting? Is there an open deal with a next step dated in the future?
Google Sheets: paste into A1, one row per meeting, then fill G downDate Meeting Their email Company Email sent within 14 days? Open deal with a dated next step? Follow up now? [DATE] [TITLE] [EMAIL] [COMPANY] No No =IF(AND(E2="No",F2="No"),"Yes","No")
Write the follow-up you should have sent
Email: swap in what they told youSubject: [THE TOPIC OF THE MEETING] [FIRST NAME] - I owe you a follow-up from our call on [DATE]. That's on me. You mentioned [THE PROBLEM OR GOAL THEY RAISED]. Is that still on your plate? If it is, [ONE CONCRETE NEXT STEP, E.G. I CAN SEND THE NUMBERS WE TALKED ABOUT]. [YOUR NAME]
Log every one
Each follow-up gets a deal in your CRM, or a note on the one that exists, with a next step and a date.
Stop the gap opening again
Every buyer meeting ends with a next step and a date, and the recap goes out within the hour. Then a deal that goes quiet shows up in your Monday view instead of disappearing.
What good looks like
Every buyer meeting from the last 90 days has a next step, a clear no, or a follow-up in their inbox this week.
An example, not a client story. A founder finds 37 outside meetings in 90 days. Nine were buyer calls with no email afterwards and no deal in the CRM. Nine follow-ups go out on Monday, each one naming what the buyer said on the call.
Mistakes to skip
- Pretending no time has passed. Own the gap in one line, then move on.
- Sending all of them the same template. Name what each one told you.
- Doing it once. Run it every month, or fix the habit that caused it.
More playbooks
- HubSpotAtAttioGmail+1
Log the real reason on every lost deal
Use a short fixed list of loss reasons, ask the buyer when you can, and count them every quarter to see what to fix first.Angelo Natale30 min - StripeHubSpotGmail+1
Win back customers who left
List everyone who cancelled in the last two years, find the real reason each one left, and write to the ones whose reason you’ve since fixed.Angelo Natale1.5 hours - HubSpotAtAttioGmail+1
Find the revenue already sitting in your CRM
Score every open and closed-lost deal on value, likelihood and timing, and draft the next step for the ones worth working now.Angelo NataleAn hour a day for a week