Here's an objective, neutral, and interesting summary of the text: Automating sales follow-up emails can help salespeople focus on high-value deals while nurturing smaller accounts. By separating leads into two groups - big whales (large, complex accounts) and long tail (smaller accounts), you can create personalized messages that establish a connection with each group. Personalize your initial touches to address the job the lead wants to get done, but also keep it human by adding value through case studies, demo videos, or blog posts. Automate follow-up emails using messaging tools like Intercom Smart Campaigns, personalizing messages with variables and setting cadence to avoid overboarding leads. By optimizing for both big whales and long tail, you can improve pipeline efficiency, save time, and increase positive responses from smaller accounts.