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A smooth handoff from sales to customer success (CS) is one of the most under-appreciated drivers of long-term revenue growth. When this process works well, customers feel understood, onboarding is faster, churn is lower, and expansion opportunities become easier to identify. When it goes poorly, customers feel dropped, miscommunication happens, and revenue leakage follows.

Virtual selling has moved from a “nice-to-have” to a core expectation in B2B sales. With digital buyer habits, remote work and global teams becoming the norm, a majority of sales interactions now happen online. In fact, a 2025 industry study shows that 72 % of B2B sales interactions occur virtually, and 85 % of sales leaders expect virtual selling to remain the dominant model moving forward

In 2026, follow-up emails aren’t just polite reminders — they’re strategic value drivers that reinforce relevance, personalise outreach, and help sellers stand out in crowded inboxes. Below, we’ll walk through best practices and examples for follow-up emails that actually get responses.