In this course of our Sales Fundamentals Training Series, we discuss basic techniques for a good Follow Up, an essential part of the sales cycle.  We begin with a discussion of the different types of follow-ups within the sales process. From here, we dive into understanding the keys of when an effective follow up begins.

Expanding on this concept, we speak about developing techniques that demonstrate our engagement to the prospect in order to build value. Then we take a look at ways to reignite the sale by providing new ideas and insights to the prospect as a reminder of why they are interested.

Wrapping up, we conclude our discussion with the 5-Step Follow-Up Process along with best practices to ensure progression of the sales cycle.

This course serves as a review for sales professionals looking to sharpen their skill set in regards to the Follow-Up, and how these techniques can ultimately lead to a higher close and conversion rate.

Course Series

This course is included in the following series:

3 CoursesSales Fundamentals Training

  1. Sales Fundamentals: Effective Follow Up Techniques and Strategies
  2. Sales Fundamentals: Product Knowledge
  3. Sales Fundamentals: The Sales Voicemail (VM)
Learning Objectives
  • Explore 4 types of Follow-Ups and recognize the stages within the sales cycle to send them.
  • Discover ways to avoiding “Salesy” follow up calls with prospects in order to stand out among sales professionals.
  • Identify when the Follow Up Begins along with the appropriate stages where a follow up should be carried out by the sales professional.
  • Explore the 5-Step Follow-Up Process and additional questions to ensure the continuation of the sales process.
Last updated/reviewed: August 28, 2023
Course Complexity: Intermediate

No advanced preparation or prerequisites are required for this course, but completion of the other courses in this series will be helpful.

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Instructor for this course
Course Syllabus
  Introduction to Sales Fundamentals: Effective Follow Up Techniques and Strategies00:38
  Follow Up Basics 4:16
  Following Up Timeline 7:53
  5 Step Follow Up Process 7:57
Continuous Play
  Sales Fundamentals: Effective Follow Up Techniques and Strategies20:43
  Slides: Effective Follow Up Techniques and StrategiesPDF