Define Follow-Up Rules That Make Sense for RevOps

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1. The first response matters, but the SLA should also define what happens after the first attempt. “A high-intent inbound lead may need a short, concentrated cadence.” A lower-intent MQL may need a slower cadence with more education and less urgency. A customer expansion signal may require account review before outreach. An enterprise target account may require coordination between SDR, AE, and account owner before the first message.

   In Inbound-to-outbound follow-up

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