Do you use sequences so follow-ups send on a schedule and stop when someone replies?

A sequence is a planned series of emails and call reminders. HubSpot, Outreach, Salesloft and Apollo all have them, and they stop automatically when the person replies.

How to automate it

How to automate “chase prospects who have gone quiet”

Here are 2 ways to spend less time on this, best first. Each comes with steps you can follow today.

20 min

typically, every day

55%

of the time can be automated

Easy

to set up

Fix 1 of 2

Software featureBest fix

Put follow-ups into a sequence so they send on schedule

Sequences send a planned series of emails and call tasks and stop automatically when the person replies, so you never have to remember who to chase.

Typically saves about 50% of the time1 h to set up

1Use what your CRM or sales tool has: HubSpot sequences, Salesforce Sales Engagement cadences, Outreach, Salesloft or Apollo sequences.
2Build one sequence for each common situation (cold, post-demo, gone quiet).
3Mix automatic emails with manual tasks for calls and personal touches.
4Check reply and meeting rates monthly and rewrite the weakest step.

Tools: HubSpot sequences · Salesforce Sales Engagement · Outreach · Salesloft · Apollo

Fix 2 of 2

Process fix

Agree a fixed number of follow-ups, then close the loop

Endless chasing eats time on deals that are already dead. A set cadence ending in a polite breakup email frees the time and often gets a reply.

Typically saves about 30% of the time20 min to set up

1Agree as a team how many touches before a deal or lead goes cold (for example 6 over 3 weeks).
2Write one short breakup email that asks if you should close the file.
3Mark the deal lost or nurture after it, with a reason.
4Let marketing nurture handle it from there.

Tools: Salesforce, HubSpot, Pipedrive, Microsoft Dynamics 365 or Zoho CRM

Quick wins

Have you tried…

Do you use sequences so follow-ups send on a schedule and stop when someone replies?: A sequence is a planned series of emails and call reminders. HubSpot, Outreach, Salesloft and Apollo all have them, and they stop automatically when the person replies.

Who does this task

Roles in our library that list this as one of their common tasks. Each guide covers the rest of that role’s week.

Sales Development Rep (SDR / BDR)Account Executive Inside Sales Rep

HourLeak · the 8-minute work audit

How many hours does this cost you?

The free 8-minute check works out where your week goes and gives you your top fixes. The team scan does the same for everyone and adds it up, so you know which leaks to fix first.

Take the free check Scan my team, $49

Answers are anonymous. Leaders only see team totals.