Following Up with Influencers and Decision Makers

With February wrapping up, let’s push ahead,
March is on the horizon, with goals to be led.

Ping for progress, honk for the chase,
In 4 more days—March, we embrace!

Bumpity-bump, new ideas in line,
Making bridges connect, just in time.

Honk, ping, bump—let's keep our groove,
With That Follow Up Fix, sales on the move!

The month’s winding down, but we’re still on track,
Focused and steady, no looking back.

Cheers to another day, with March in sight,
On our way, nothing but might—Raise a glass, hey!!!

"Without a sense of urgency, desire loses its value." - Jim Rohn 

🎯 The Problem:

Sales professionals waste opportunities by treating influencer and decision-maker follow-ups the same as regular prospect communication.

😫 The Reality:

Key players are bombarded with pitches daily, and generic follow-ups get lost in their crowded inboxes, leading to missed opportunities and stalled deals.

💡 The Solution:

A strategic, multi-level follow-up system that respects power dynamics while maintaining momentum.

Unfortunately, most sales professionals fail at high-level follow-ups.

Here's why:

The #1 Reason:

Failing to understand the unique motivations and pressures of each stakeholder in the decision chain.

Other key obstacles:

· Over-relying on email alone

· Missing political dynamics

· Poor timing choices

· Lack of strategic value adds

Step 1: Master the Power Player Matrix 🎯

The C.L.E.A.R. Method – The Ultimate Acronym for High-Stakes Follow-Up

Executives and decision-makers have razor-thin time for randomness.

If you don’t grab their interest within seconds, you may miss the window of opportunity.

Otherwise you win in the long-game.

Yes, that’s on the table. But most quit.

That’s why the C.L.E.A.R. Method is a non-negotiable approach for elite-level sales professionals.

Here’s How You Apply It for Maxed Out Influence:

C. Context: Match Their Business Landscape

Deep-dive into their industry trends, competitive pressures, and current challenges before sending any follow-up.

Example: 

Say, “With supply chain disruptions impacting logistics costs by 17%, I wanted to share how [Company] is addressing this head-on.”

Why It Works:

Shows you’re not just selling.

You’re delivering insights they actually care about.

L. Level: Align with Their Authority

Different stakeholders care about different things.

Speak their language.

C-Suite → Big-picture vision, market impact, competitive advantage.

VPs/Directors → Budget efficiency, resource allocation, department impact.

Managers → Execution, workflows, process improvements.

Example: (VP-Director Level)

“Since your focus is on optimizing P&L impact, I built a breakdown of how firms like [Company] cut operating costs by 12% in Q2.”

Why It Works: 

Instantly proves you understand their role-specific pain points.

E. Engagement: Match Their Preferred Style

Some execs respond to quick bullet points, others prefer deep data reports or short videos.

Mirror their communication preferences.

Don’t know?

Dig deep.

Research their LinkedIn activity, past interviews, or assistant insights to determine how they ingest insights.

They don’t want information, they want insights.

Example: 

“I put together a 90-second video breakdown of how our solution streamlined workflows for [Similar Company]. Let me know your thoughts.”

Why It Works: 

Removes friction.

The easier it is for them to consume your message, the faster they reply.

MISS.

Make it simple, stupid.

A. Action: Propose Appropriate Next Steps

Never ask a vague “Let me know what you think.”

Always direct the next step.

Example:

“I’ll have (assistant’s name) calculate calendars for end of week as we discussed.”

Alternative: “How do you best make scheduling decisions?”

Why It Works: 

You eliminate indecision, reducing friction between interest and action.

R. Results: Focus on Relevant Outcomes

Decision-makers don’t care about your product.

They care about what it does for them.

That’s an old was as ancient as the times.

Example: 

“This strategy helped [Peer Company] increase revenue per employee by 22% in 90 days. Here’s what it would look like for you.”

Why It Works: 

Positions you as a trusted advisor, not a salesperson.

The CLEAR Method in Simulation 

Simulated Case Study:

A sales executive targeting a Chief Revenue Officer (CRO) at a $200M SaaS company implemented the CLEAR method:

Context: Referenced the CRO’s recent interview about aggressive ARR goals.

Level: Tailored the message to growth strategy, not product features.

Engagement: Sent a concise 60-second video breakdown of their approach.

Action: Offered two time slots for a quick strategy sync.

Results: Highlighted a peer company that increased LTV by 27% in six months.

Outcome: The CRO responded in four hours, leading to a $500K deal.

Final Takeaway:

Executives Don’t Ignore Relevance.

If You Apply C.L.E.A.R., The probabilities of response increase.

Power Exercise: 

Pick three high-value prospects in your pipeline.

Draft one C.L.E.A.R.-based follow-up per person.

Send them out right now and track responses.

Mastering the Power Player Matrix is your competitive edge in executive sales.

Apply it consistently, and you’ll be the one closing the biggest deals in the room.