Hello 2026!!! So here’s the massive news…
Closed Won Club goes live this year.
Monthly live coaching sprints led by only me, access to all 4 playbooks, Ask BrianGPT, my full AI prompt library, and much more.
It will open only to a select group and starts on February 1st.
Stay tuned for more details.

NEWS TO KNOW

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📚 – 2 tech unicorns train their AEs on these two core concepts
📝 – Using AI to go deeper on your 2026 goals​
💸 – 3 tactics to prevent No Decision

BEST FROM LAST WEEK

📚 – 1/7 Prospecting Masterclass with Me and Will Aitken (Free)

UPCOMING (EVENTS, WEBINARS)

The Post-Sales Handoff: Your Secret Weapon for Expansion Revenue

Just closed a big deal? Congrats!

But here’s the thing most reps miss: the next 30 days will determine whether you get a renewal, expansion, or a churned customer who bad-mouths you on G2.

The handoff between sales and implementation is where many deals go south.

Or where they turn into your biggest advocates.

Here’s how to nail it every single time.

Step 1: Create the Ultimate Deal Briefing Document

Don’t just throw your customer over the fence.

Use AI to create a comprehensive handoff brief that actually helps your implementation team succeed.

If you have Gong’s AI Briefer:

• Generate a full deal cycle summary automatically

If you don’t have Gong (most of us): Here’s my DIY approach using ChatGPT or Claude:

1. Upload your call transcripts (or paste the key ones)
2. Use this exact prompt:

“Analyze these sales call transcripts and create an implementation briefing document. Include: key stakeholders and their roles, main business outcomes they’re solving for, technical requirements mentioned, timeline expectations, any concerns or blockers discussed during evaluation, potential rollout challenges they mentioned, and success metrics they care about.”

What your briefing should include:

• Key People: Who’s the executive sponsor? Who’s the day-to-day user? Who has veto power?
• Success Metrics: What does “success” look like to them in 90 days?
• Blockers & Concerns: What almost killed the deal? What are they still worried about?
• Timeline: When do they need to see results? Any hard deadlines?
• Integration Needs: What systems need to connect? Any technical gotchas?

Step 2: The 15-Minute Alignment Call

Don’t email the brief and hope for the best.

Schedule exactly 15 minutes with your implementation lead.

Before the call:

• Send the brief 24+ hours ahead
• Ask them to read it and come with questions

During the call:

• Ask them to confirm their knowledge of it back to you
• Add additional context they might have missed
• Answer their additional questions

Step 3: Stay in the Loop (Without Being Annoying)

Create a shared Slack channel or email thread with implementation and customer success.

Name it something like “Acme Corp Implementation.”

Your involvement level:

• Week 1-2: Check messages daily, join kickoff call
• Week 3-4: Check every other day, skip routine update calls
• Month 2+: Weekly check-ins, join milestone calls only

Every few weeks, send some note: “Hey team, just wanted to say thanks for all the work you’re putting into Acme Corp. I reviewed the last few call notes and it sounds like [specific detail]. Anything I can help with from the sales side?”

This does three things: shows you care, proves you’re actually paying attention, and keeps you informed for future expansion conversations.

Step 4: The Customer Check-In Framework

Don’t disappear after you cash the commission check. Your customers notice.

Week 1 Check-in (via their preferred channel): “Hi Sarah! Hope the first week with [product] is going smoothly. Any early feedback or quick questions I can help with?”

Keep it light. Don’t oversell. Just show up.

Month 1 Check-in: “Sarah, we’re about a month in now. What could we be doing a better job of with your team? Any friction points I should know about?”

Notice the framing: “what could WE do better” not “how are you liking it?” You want honest feedback, not politeness.

Pro tip: Set these as recurring calendar reminders.

Final Thoughts

If your company doesn’t have a formal handoff process, it’s an awesome opportunity to create one and show your impact.

Pretty light lift and shows your cross-organizational focus on customers.

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2026 has a great ring to it, right?

Let’s make it our best year yet.