Scenario
Mine the valuable information held in the inboxes and calendars of your customer-facing representatives in sales, account management and customer success. Capture contacts and populate them in your CRM, along with all associated activity, including calls, emails, and meetings. Then analyze that activity and apply an engagement score to contacts, accounts, and opportunities.
Engagement scores based on the volume and frequency of inbound and outbound emails, meetings, and calls help to gauge deal velocity. By tracking and scoring this activity, you can identify deals that are slowing in velocity and re-engage with AEs and SDRs to get the deal moving again. If a deal is accelerating, you can lean in to close it.
Triggers
- Increase or decrease in engagement score
- Time stuck in sales stage
Action
- Email to schedule additional meeting