GM to the Top 1% 👋
Let me start with a confession.
I got my first sales job when I was 16.
It wasn't at a SaaS company. It wasn't a BDR role. It was a tennis shop in Southern California.
My job was simple: help people pick racquets, ring them up, restring their grips. Minimum wage plus a tiny commission on accessories.
Most of the other kids working there treated it like a summer gig. Show up, fold shirts, go home.
I treated it like a competition.
One Saturday, a guy came in looking at the Wilson Pro Staff series. He picked up the Pro Staff 100. Swung it a few times. Put it back. Left without buying.
My manager didn't think twice about it. Customer browsed, customer left. Normal.
But something bugged me. He'd mentioned he played doubles. The 100 is a baseline racquet — it's built for power from the back of the court, not control at the net.
So I did something nobody at that shop had ever done.
I looked up his contact info from the store's mailing list. And I wrote him a follow-up email.
🎯 THE EMAIL THAT CHANGED EVERYTHING
He came back that weekend. Bought the Pro Staff 97. Added a bag, two cans of balls, and a restringing membership.
My biggest sale of the summer.
But here's what actually mattered:
I didn't follow up to sell him something. I followed up because I noticed something he missed.
That distinction is the entire foundation of enterprise sales.
The reps who follow up to "check in" are selling.
The reps who follow up with an insight are serving.
And buyers can feel the difference in the first sentence.
🔑 THE PRINCIPLE THAT STILL HOLDS 18 YEARS LATER
Every great follow-up I've ever sent — from that tennis shop to closing $500M+ in enterprise deals — follows the same structure:
1. Reference something specific they said or did. Not "great meeting you." Something that proves you paid attention.
2. Add value they didn't ask for. The tennis customer didn't ask for a racquet recommendation. But the insight was relevant to his actual need.
3. Make the next step easy. "Happy to string it to your preferred tension if you want to come back in." No pressure. Just a clear door to walk through.
That's it. Three parts. Works at a tennis shop. Works on a $10M enterprise deal. Works everywhere in between.
🤖 AI MAKES THIS FASTER (NOT BETTER)
AI can draft your follow-ups in 30 seconds. But it can't notice that a doubles player is holding a baseline racquet.
The observation is human. The execution can be AI-assisted.
Here's the prompt I'd use today:
"I just met with [prospect] who [specific observation]. Write a follow-up that references what I noticed, adds one insight they didn't ask for, and suggests an easy next step. Under 100 words. No corporate tone."
The AI handles the writing. You handle the noticing.
That combination is unstoppable.
✍️ YOUR HOMEWORK
Look at your last 5 follow-up emails. For each one, ask:
Did I reference something specific they said? (Not "great call" — something real.)
Did I add value they didn't ask for?
Did I make the next step effortless?
If the answer is no to any of them, rewrite one today using the 3-part structure above.
💬 QUESTION OF THE DAY
What's the best follow-up you've ever received — as a buyer or a seller?
Hit reply. I read every one.
📈 Share Morning Sales & Earn Rewards
Know a seller who needs a system, not just tactics? Share your link: {{rp_refer_url}}
🎁 Your rewards:
1 referral = The $500M Sales Vault (exact strategies to becoming the #1 seller)
3 referrals = 500 AI Sales Prompts PDF
5 referrals = Private Community Access
10 referrals = 30-min strategy call with me
You've referred {{rp_num_referrals}} people — only {{rp_num_referrals_until_next_milestone}} more until your next reward!
See you tomorrow,
Edward Founder, Morning Sales
P.S. Tomorrow I'm telling you about the time I flew to Mumbai for a deal that almost fell apart on the plane ride over. The lesson I learned that night changed how I prepare for every high-stakes meeting.