I like to think of myself as a follow-up wizard. At my last company, I was tasked with reactivating tons of expired trial sign-ups who never became paying customers. Using analytics and email metrics, I started to develop specific follow-up processes for the different types of customers we served. The VP of sales liked my process so much, she got the entire team using it. And in 4 months, the sales team’s share of MRR increased by 14%. The best part is, since I created this process based on our customers, I know how to re-create a metrics-based follow-up process for the next company I join.
