We've been busy these past two weeks and have some exciting additions to share with you!

What's New

We've built a complete prompt library that gives you ready-to-use prompts for practically every sales scenario you might face.

But that's not all - we've also added follow-up prompts that automatically appear after each AI response, helping you extend conversations and dig deeper without having to figure out what to ask next.

Contextual Recommendations

When you start a new AI chat, you'll now see suggested prompts from our library based on the last 3 items in your timeline.

MidFunnel analyzes where you are in your sales process and recommends the most relevant prompts from our collection for that specific moment.

For example, if your timeline shows:

1. An initial outreach email

2. A positive response from the lead

3. A meeting setup

MidFunnel will pull relevant prompts from the library, such as "Meeting preparation," "Discussion guide," and "Anticipate questions" to help you prepare for that upcoming call.

These suggestions come directly from our curated prompt library, ensuring you always have the right tools at hand.

Prompt Library

If you wish to ignore the suggested prompts and select one directly, you can do so by clicking the “Prompt library” button in your chat box.

Here’s a preview of what you’ll get:

Each prompt is ready to use and tailored to help you move deals forward with confidence.

What This Means For You

Picture this. You're looking through your pipeline and spot that deal from six months ago - you know, the one that went quiet after a promising start.

Instead of spending time crafting the perfect "remember me?" message, you open MidFunnel.

The AI looks at your last few interactions with the lead and suggests prompts specifically designed for re-engagement.

With a few clicks, you're not just sending another "just checking in" email.

You're creating a personalized message that references your past conversations, adds new value, and gives them a solid reason to respond.

The smart follow-ups help you keep the momentum going by prompting deeper exploration of the lead’s needs, challenges, and motivations - turning each interaction into an opportunity for meaningful discovery.

While you're reviving these older opportunities, MidFunnel helps you maintain relationships with your active lead’s too.

The system knows where each lead stands and suggests the right prompts to keep those relationships warm - whether it's sharing relevant insights or finding new ways to add value.

What's coming next?

One thing we noticed is that many of you are hesitant to connect your inbox. We get it - it's a big step.

While email integration is what makes MidFunnel really powerful, we understand you might want to take a test drive first.

That's why we're working on a way for you to use MidFunnel's core features without connecting your inbox. Stay tuned for this update!

We already maintain the highest security standards with our Google CASA (Cloud Application Security Assessment) certification through TAC Security, and we're also in the process of getting our SOC certification to add another layer of security for your data.

As always, keep the feedback coming.

Happy selling,

The MidFunnel Team 💜

The Big Change: No CRM Required

How it works now is that you don't need to integrate your CRM into MidFunnel for it to do wonders for you. You simply have to connect your inbox and you're good to release the power of AI on your sales context (emails, call recordings etc).

Once you create a deal, your correspondence with the contact is automatically pulled into MidFunnel. You can start multiple AI chats for that deal to get things done. No more copy-pasting your sales context into ChatGPT or other AI tools. Your sales context is always there, ready to power your interactions with AI.

As one early tester put it:

“I actually really like the UX and onboarding flow. The fact that it took me 15 seconds to get set up was actually excellent” - Hari Raghavan Co-Founder & CEO at Autograph

What This Means For You

• Instant Value: Connect your email and start getting AI-powered help with your deals in minutes

• Context Without Effort: Your sales conversations are automatically organized and made available to the AI

• Multiple AI Assistants: Start different chat threads to tackle different aspects of your deal (communications, brainstorming, meeting preparation, objection handling and much more!)

• Seamless Communication: Generate replies, follow-ups, and post-meeting emails that sound like you wrote them

• No more Context Switching: Stop jumping between your email, CRM, and AI tools - everything's in one place

How We've Been Using It

Since removing the CRM constraint, a lot of team members have started internally using MidFunnel to progress complex deals - and some not-so-complex ones too.

A small but amusing example is Lawrence, who's been using it to progress his insurance claims. Turns out, getting money from insurance companies requires the same persistent follow-up as any complex deal. (His claim status went from "under review" to "approved" in half the usual time. Coincidence? We think not.)

But the big win came when we used MidFunnel to close a $50K deal. The system helped us craft perfectly timed follow-ups, prepare for calls with comprehensive context summaries, and identify the exact moments when stakeholders were most engaged.

For example, Hesh used MidFunnel to draft personalized proposals that addressed specific pain points mentioned during client calls and helped generate company-specific ROI calculations that made the business case clear.

Meanwhile, Dulitha was brought in to address technical concerns. Because MidFunnel had already captured and organized all the context from previous interactions, he could immediately understand the client's requirements without extensive briefing. After each call, he used the platform to draft next steps, manage follow-ups, and effectively project manage the deal, keeping everything moving forward smoothly with minimal friction.

What Else Is New

Since the new direction we've also shipped some handy features.

Smarter Context from Attachments

Our AI now analyzes PDFs and images attached to your emails. This means when you're working on a deal, the AI understands the full picture: proposal documents, technical specs, signed contracts, and more. This means that you get more precise suggestions and better task completion, since the AI can reference all the important files in your deal's timeline.

Reminders

Set up automated follow-ups with quick presets that get triggered after you send an email. MidFunnel will remind you when it's time to reach out next. Never let a hot lead go cold again.

Granular Editing

Don't like something in your AI-generated email? No need to start over. With Granular Editing, you can now refine specific parts of your email without regenerating the entire thing again. Simply highlight the section you want to change, tell the AI what adjustments to make, and only that portion gets updated, saving you time and preserving the parts you already love.

Scratchpad

A simple way to keep notes on your deals. Jot down important things to remember or tasks to do - all in the context of your conversations. A handy use-case for this is to get AI to generate a list of tasks or actions from your last call and then store it in the Scratchpad.

Composer Enhancements

Previously we were only able to reply to all on the latest thread. Now you can reply or reply all to any thread in your timeline. You can also send out entirely new emails to start fresh threads or conversations.

Timeline Management

We've completely revamped how you control your timeline context. Now you can:

• Filter by type: Easily view only emails, meeting notes, transcripts, or other specific context types

• Search for keywords: Quickly find important information with our new search functionality

• Remove irrelevant context: Delete individual items or entire threads that you don't want cluttering your timeline or influencing the AI

This gives you complete control over what context the AI has access to, ensuring you get more relevant and accurate assistance.

AI Chat Improvements

We now auto-generate a name for each of the AI chats you have with the deal, making it easier to search and find past chats. You can also delete chats you no longer need.

Try MidFunnel Free - Limited Time

For a limited time, we're offering full access to MidFunnel completely free while we gather feedback.

Just hit the get early access button on our website - midfunnel.com - to get started.

Our early users are already seeing dramatic improvements in their workflow. The sooner you start, the more deals you can convert to paying customers with MidFunnel's AI capabilities.

Have questions or feedback? We'd love to hear from you! Reach out to Hesh, Duli or Shavin.

Right now, this fragmentation has a real cost:

• Sales inefficiency: Sales reps waste hours a week shuffling between platforms to assemble a coherent picture of where a prospect stands — from their engagement level to their decision stage and latest interactions.

• Poor follow-ups: Without centralized context, follow-ups are either too generic or awkwardly misaligned, eroding trust and reducing close rates.

• Missed opportunities: Critical signals like a prospect viewing a pricing page get buried in the chaos, delaying timely action.

Bringing all this context under one roof and surfacing it at the exact moment it’s needed allows sales teams to focus on what they do best: selling effectively. It’s a simple idea in theory but incredibly hard to execute in practice, which is why it’s a major differentiator for MidFunnel.

Why centralizing context is hard to build (and easy to get wrong)

1. Data diversity and fragmentation: Sales workflows involve numerous platforms: CRM entries, emails, calendar invites, 3rd-party integrations, website behaviors, and buyer intent data. These diverse data points reside in multiple systems with different formats, APIs, and update cadences.

   • Hard part: Creating a unified data layer while maintaining real-time accuracy and relevance is technically complex. Additionally, edge cases like reconciling duplicate leads across tools or stitching together activity threads for multiple stakeholders in a deal are notoriously difficult and often overlooked.

2. Context understanding and prioritization: Context is about more than data aggregation. It’s about determining what’s relevant, timely, and actionable for personalized decision-making. If the "context feed" surfaces unimportant or outdated details, it’s noise, not signal.

   • Hard part: Building logic that automatically prioritizes relevant context for sales reps, like surfacing a competitor mention from a sales call transcript or flagging that a prospect ignored follow-ups but just opened a pricing email. This requires machine learning, robust integration logic, and ongoing iteration to get right.

3. Usability vs. overwhelm: A centralized context engine only drives efficiency if it delivers insights in an intuitive, easy-to-digest format. Many sales tools fail because they overwhelm teams with a firehose of data instead of actionable insights.

   • Hard part: Creating a user experience that feels lightweight and seamless, even when it draws from an enormous backend system, is incredibly difficult to achieve. Tools that “dump all the data” lose trust among users, making adoption a major challenge.

A story: The pain of context all over the place

Meet Sam, who manages 40+ deals at any given time for his growing software company. His morning starts with a notification that TechStart (a deal he thought was cold) just viewed their case studies. He wants to follow up quickly, but he's drawing a blank—was this the company worried about onboarding time, or the one concerned about their current vendor's pricing? After digging through weeks of emails, chat logs, and hastily written CRM notes across four different tools, he sends a safe but generic follow-up. The response? Radio silence.

On the other hand… with MidFunnel, Sam starts his day with a prioritized task: "TechStart showing renewed interest - viewed implementation case studies 3x this week. Follow-up points: Previously mentioned 3-month onboarding pain with current vendor." In two clicks, he has everything he needs: their past concerns about implementation time, recent pricing page visits, and their full conversation history. His follow-up writes itself—a quick note about their two-week implementation guarantee and flexible pricing options. The response comes within the hour: "Perfect timing—can we talk tomorrow?"

Why MidFunnel wins on context:

• Feature-complete centralization: MidFunnel goes beyond data aggregation to intelligently stitch together pieces of engagement, CRM activity, and external triggers providing sales teams with a single source of truth.

• Actionable prioritization: Context isn’t just dumped. It’s ranked and tailored to help sales reps make the right moves.

• Seller-centric design: Insights are delivered in an unobtrusive, easy-to-navigate interface, reducing overwhelm and building trust with small sales teams.

This deep commitment to centralizing context ensures that MidFunnel delivers exceptional value. It's a powerful tool for small sales teams, making the chaotic middle of the funnel a lot less messy and a lot more manageable. The elegant handling of this complexity makes MidFunnel an essential tool for sales teams looking to maximize their effectiveness and efficiency.

It's a reality every seller faces--circumstances evolve, and competitors pounce at the first sign of hesitation. The buyer starts to compare alternatives, skepticism grows within the buying committee, and your once-promising deal vanishes in a blink.

Follow-up is the lifeblood of deal velocity. It's the bridge that keeps the conversation active, concerns addressed, and the buyer's interest burning.

But follow-up is frequently neglected.

Why? Because it's drudgery.

In 2024-2025 inboxes are crowded, everyone has tighter budgets and top of funnel prospects are more valuable than ever.

You can’t afford to leak the mid funnel.

To fix the leak - master the art of follow-up.

In this article, we'll explore the reasons why deal velocity slows down, often due to natural causes, and how an effective follow-up strategy can counter these challenges. We'll delve deep into actionable steps to engineer your follow-up process, avoiding common pitfalls, and why current tools might not be enough.

Let’s dive into fixing your deal velocity 👇

First, What Really is Deal Velocity?

We all have done that 1 deal where everything went so smoothly.

You feel the velocity when the buyer asks the right questions, promptly responds to your emails, and swiftly schedules follow-up meetings.

You correspond actively, meet with the right stakeholders, and progress towards the next steps without delays. As a seller, you address buyer concerns artfully, provide relevant information promptly, and build trust through sharing valuable insights.

So deal velocity refers to the speed and efficiency of the deal as it moves through your pipeline toward a successful close.

It's a critical concept in sales because accelerating deal velocity is essential for closing deals quickly, addressing buyer needs promptly, and staying ahead of the competition.

Reflective Question: Think about the last 3 deals you worked on, how did you honestly feel about the velocity? Was it like running in sand, or did it feel more like strolling down a clear, open path?

Why do deal slow down?

Deals going cold are as old as time. But have you considered why this happens from the buyer's perspective?

In today's business climate, B2B buyers have a lot to deal with:

• Shifting Priorities: Buyers' organizational priorities may change, pushing your solution down the priority list.

• Budget Constraints: Financial limitations can cause delays in the approval process.

• Consensus Building: The need to build consensus among diverse stakeholders can elongate the decision cycle.

• Stakeholder Changes: Changes in key personnel can disrupt the continuity of the buying process.

• Buyer's Indecisiveness: Anxiety about making the correct purchase decision, coupled with stakeholder pressure to be accountable to the decision champion.

• Lengthy Evaluations: Comprehensive evaluations and risk assessments take time.

• Researching Alternatives: Buyers may spend time comparing your solution with competitors.

• Internal Delays: Inefficiencies within your own sales processes, such as slow follow-ups or inadequate resource allocation, can decelerate deal velocity.

On top of above, they might have questions you didn't answer, or they didn't really get why your solution matters.

Not to mention, your competitors just hit them up on LinkedIn.

And let's not forget their personal lives—the constant ping of social media notifications, back-to-back meetings, endless paperwork, unexpected office fires, the scramble to pick their kids up from school—it’s a whirlwind.

Reflective Question: When you were trying to buy a B2B solution, what really got in your way? This can help you empathize more with the buyer.

Engineering a Follow up Process

To act on deals and win back, we need to first group deals into segments. Each segment requires different strategies to regain lost velocity.

The primary categorization you can use is time since last positive response.

Active/On-Track Deals

(0 to 10 working days since last response)

• Characteristics:

  • Buyers are actively responding and engaging.

  • Follow-up meetings and progress updates occur regularly.

  • Buyers adhere to the next steps and show interest.

  • Seller effectively addresses buyer concerns and requirements.

  • Deal progresses as expected through the sales pipeline.

• What to Say:

  • Engage promptly by responding to buyer inquiries within 24 hours.

  • Provide value by sharing relevant insights, case studies, or recent success stories.

  • Set clear next steps with deadlines after each interaction.

  • Summarize and confirm key points and next steps in follow-up emails.

  • Examples:

    • "Hi [Buyer], here's the case study we discussed that aligns with [specific benefit] for a company like yours. Looking forward to exploring this further on our next call."

    • "Thank you for your question about [specific feature]. I’ve detailed how it can enhance your team’s efficiency and am happy to dive deeper during our next discussion."

• How Frequently to Follow-Up:

  • Send follow-up emails every 3 working days unless otherwise instructed.

At-Risk/Slowed Deals

(11 to 20 working days since last response)

• Characteristics:

  • Buyers' responsiveness starts to decline and hesitation to book follow-up calls increases.

  • Friction in moving to the next step is sensed, and updates from the buyer are hard to obtain.

  • Deal progression slows down or stalls.

• What to Say:

  • Personalize follow-ups to support decision-making.

  • Offer assistance and propose meetings to discuss obstacles and solutions.

  • Highlight urgency by emphasizing the importance of addressing their problem and the impact of inaction.

  • Suggest alternative solutions like phased approaches to reduce perceived risks.

  • Involve other stakeholders to identify roadblocks and maintain engagement.

  • Examples:

    • "Hi [Buyer], it seems there might be some questions or concerns we haven’t addressed yet. Could we schedule a call to ensure alignment and answer any lingering questions?"

    • "Addressing [specific issue] now can save your team significant time and resources. Shall we discuss a tailored approach that mitigates risks and enhances value?"

    • "To provide flexibility, we could consider a phased implementation, allowing you to see benefits firsthand before a full rollout."

• How Frequently to Follow-Up:

  • Send follow-up emails every 5 working days.

  • Schedule follow-ups immediately after the last interaction to keep the process on track.

Stalled Deals

(21+ working days since last response)

• Characteristics:

  • Buyers are unresponsive for an extended period with no engagement despite multiple follow-ups.

  • Buyers miss scheduled meetings, and there's a lack of clarity on their current situation.

  • Deals show no signs of progress.

• What to Say:

  • Monitor events such as leadership changes or funding rounds to reconnect.

  • Provide thought leadership content and share relevant industry news, trends, or insights to spark interest.

  • Connect with other contacts within the buyer's organization to discover additional champions.

  • Examples:

    • "Hi [New Contact], I've been collaborating with [Buyer] on [solution] and believe it aligns well with your department's goals. Would you be open to discussing how it can benefit your team as well?"

    • "Recently, there’s been significant focus on [industry trend], and our solution addresses this need effectively. Let’s reconnect to explore how this aligns with your strategic priorities."

    • "I noticed your company recently [insert relevant news]. This could be a great time to revisit our discussions about [solution] and its potential benefits."

• How Frequently to Follow-Up:

  • Initial Cadence: Send follow-up emails every 5 working days initially if a buying signal is hit (A buying signal is when an interesting activity happens in the leads company where they’d want to invest into the problem area you are solving).

  • Monthly Cadence: Switch to monthly follow-ups after the first cadence.

  • Quarterly Cadence: If still unresponsive, follow-up quarterly.

Reflective Question: "Can you implement this prioritization manually, or do you need automated tools?"

Understand the Impact

Here’s the effect your deals will start showing when you engineer your follow up process:

• Active/On-Track Deals: Close more swiftly, reducing the sales cycle.

• At-Risk Deals: Win back buyer’s interest and move the deal forward.

• Stalled Deals: Re-engage and convert them into new opportunities.

Reflective Question: Do you currently categorize deals based on velocity? Are follow-ups for deals slipping through the cracks?

Why current tools fall short

Despite the myriad of tools available for sales follow-up, many of them fall short for several reasons:

1. Over-Reliance on Manual Processes: Most CRM systems require manual task assignment for follow-ups, which is time-consuming and prone to human error. Worse, sellers don’t use them.

2. Cumbersome and Slow Platforms: Many CRM systems are slow and cumbersome, making meticulous follow-ups difficult. A swift tool is needed to provide a Superhuman-like experience in generating what to say next.

3. Lack of Customization: Current tools often lack the flexibility to tailor follow-ups to the specific needs and behaviors of different deals, leading to generic and less effective communications.

4. Time-Consuming Research: Sales teams spend a significant amount of time researching and preparing for follow-ups, which could be better spent on high-value activities.

5. Ignoring External Signals: Many tools do not integrate external signals (like news of leadership changes or funding rounds) to enrich follow-ups, missing opportunities to personalize and time your outreach perfectly.

6. Poor Deal Prioritization: Most CRMs don't effectively prioritize deals based on engagement and segment status, leaving sales reps to wade through their pipelines without clear guidance.

The New Way

But what if there was a better way?

After talking to many founders, directors, AEs, and sales teams, we identified a burning problem: the mid funnel is leaking.

That's where Aristotle comes in.

We're building a powerful tool that seamlessly integrates with your CRM, so there's no disruption to your workflows.

It turns your CRM into an engine that accelerates deals through your pipeline.

With Aristotle, your AEs will have the power to: Prioritize their follow-up pipeline to know who to follow up with today.

Get intelligent follow-up suggestions for any pipeline stage or scenario.

Track interactions across channels and unify them in one timeline.

See buyer signals in real-time to act when their intent to purchase is high.

Sell without doing any admin work.

The result?

Deals moving smoother through your pipeline.

Higher conversion rates.

And a direct impact on your bottom line.

We're on a mission to make selling more intuitive and make your CRM work for you. We want you to be a part of it.

If selected, as an early adopter, you'll get:

• Exclusive access to our private beta program

• White-glove onboarding and support

• Special pricing, locked in for life

• A chance to shape the future of the product with your feedback

Join the waitlist today and be the first to experience the future of intuitive selling.

Your sellers (and your revenue) will thank you.

Sign up to waitlist