AddisFly - B2B Follow-up SOP
B2B Follow-up SOP — Keep the Agencies Buying
The rule: no call ends without a next step. Every call is logged with an outcome, and the system requires the next follow-up date — it schedules the follow-up for you.
Why this matters
- Our active agencies are loyal — once an agency books with us, it keeps booking. The battle is won by staying in touch and by activating the hundreds of registered agencies that have never booked.
- A handful of top accounts carry most of the B2B revenue — losing one is a serious hit. They get priority attention, every week.
The daily flow (15 minutes to plan your calls)
- Open B2B Follow-up Command (search it, or Customer form → View → B2B Follow-up Command).
- Work top-down — the list is ranked by Value at Risk (how much revenue × how long silent).
- The Bucket column tells you the play:
| Bucket | Who they are | The play |
|---|---|---|
| Top Account | Top-30 by revenue | Protect: minimum one touch a week, no exceptions |
| Active | Booked in the last 60 days | Keep warm; ask for the next batch / upcoming groups |
| Lapsed | Used to book, gone quiet | Win back: find out why, offer to re-quote |
| Never Booked | Registered, never transacted | Activate: intro call, portal demo, first-deal offer (turn on the "Include never-booked prospects" filter) |
- Days Silent in red = overdue for a touch. Next Follow-up = "none" = the account has no scheduled next step — fix that today.
How to log a call (always this way)
- Open the Customer → Log Call (or tick a row on the report → Log Call for Selected).
- Pick the Outcome: Reached · No Answer · Interested · Deal Discussed · Not Now · Not Interested · Wrong Number.
- Write one line of Notes — what was said, what they need.
- Set the Next follow-up date (defaults to +7 days). The system will not accept the call without it — except for Not Interested / Wrong Number, which close the pursuit.
- Done — the follow-up is scheduled automatically and appears on the report and your calendar.
Do not log sales calls as free notes, emails-to-self, or ToDos — only Log Call counts in the coverage numbers the manager reviews.
For the sales manager
- Assign an Account Manager on each Top-30 customer (Customer form → Account Manager) — the report has the column; unowned top accounts are the first thing to fix.
- Review the report weekly: coverage (who's silent), next follow-ups (nothing scheduled = a gap), and per-rep call counts.
- Recruitment/HR calls (job applicants) are not sales calls — keep them out of this flow.