Completed Meeting, No Opportunity
Turn meetings into qualified pipeline
Sales Stage
Pre-Sales
Difficulty
Intermediate
Impact
Medium
Channels
Overview
Sometimes you make a great connection and run an engaging demo, but the prospect isn’t ready to move forward. Maybe they need more time, or more budget, or want to look at other vendors before committing. It may be a missed opportunity, but it’s not a closed one. Run this play to keep the lead warm until they are able to complete the purchase. To run the Completed Meeting, No Opportunity play, identify your point of contact and anyone else you met and enroll them in a nurture campaign with softer, informative calls to action. Sharing content is a great way to stay top of mind with prospects until the time is right. ]
Key Features
Data Types
Triggers
- A meeting is conducted with a point of contact at an account, but no opportunity is created in your CRM.
Actions
- Enroll point of contact who completed the meeting in a soft, educational content campaign.
Default Natural Language Configuration
When a meeting is conducted with any company but no opportunity is created, then:
- Discover up to [number] ZoomInfo contacts that meet [select criteria]
- Export to [select system] as [record type]
- Enroll in [select campaign] focused on soft, educational content
- Assign to [select user]
Standard Operating Procedure
1. Identify Completed Meetings
- Review CRM for recent meetings without associated opportunities
- Flag relevant point of contacts for follow-up
2. Prepare Educational Content
- Curate soft, informative content relevant to prospect's needs
- Develop a sequence of educational materials for nurturing
3. Create Nurture Campaign
- Set up an automated email campaign in your marketing automation tool
- Include varied content types (e.g., whitepapers, case studies, webinars)
4. Enroll Contacts
- Add flagged contacts to the nurture campaign
- Include any additional stakeholders from the meeting
5. Implement Multi-Channel Outreach
- Configure additional touchpoints (e.g., ads, events, text messages)
- Ensure consistent messaging across all channels
6. Set Follow-Up Reminders
- Schedule periodic check-ins with the prospect
- Set alerts for significant company events or changes
7. Monitor Engagement
- Track interaction with nurture content
- Identify signals of renewed interest or changing circumstances
8. Adjust Approach
- Modify content or cadence based on engagement data
- Prepare for re-engagement when prospect shows increased interest
9. Opportunity Reassessment
- Regularly evaluate prospect's status for potential opportunity creation
- Be prepared to quickly transition from nurture to active sales process
Yield Model
Yield in $ Formula
Potential Yield = (LV * CR / 100) * ADSKey Drivers
Driver Definitions
Conversion Rate (CR) This metric indicates the proportion of leads that convert into customers. A higher conversion rate suggests a more effective engagement and follow-up strategy.
Average Deal Size (ADS) This refers to the average revenue generated from each successful deal. Maximizing the average deal size is essential for increasing overall revenue, especially when the number of conversions is limited.
Lead Volume (LV) This is the total number of leads available. A higher lead volume provides a larger pool from which potential customers can be nurtured and converted.
AI Agent Prompt Template
I. Prompt Instructions - Overview
This email template targets contacts who have completed a meeting but haven't yet created an opportunity. The goal is to nurture these leads with educational content, keeping them engaged until they're ready to move forward in the buying process.
II. Information Included
The email will include personalized information between <context></context> for proper dynamic insertion:
- Company Information: Insight into the prospect's company, including identified pain points and behavior from engagement history.
- Copilot AI Account Summary: A summary that merges ZoomInfo data, customer CRM data, email communications, and call recordings, offering a clear overview of the account's pain points and strategic goals, along with actionable next steps.
- Signals & Behavior: Details on the account's engagement history and recent intent signals.
- Account History: Includes documented CRM account history along with a complete history of conversation data recorded via Chorus Conversational Intelligence.
- Contact Information: A group of five contacts across the buying committee, including the contact's role, persona information, and other details to personalize the email.
- Content Library: Relevant content, such as upcoming webinars, whitepapers, or downloadable content that can be included as part of the follow-up.
- Messaging: A comprehensive messaging library that addresses persona-specific and segment-specific pain points, delivering tailored content that aligns with the account's segment and the contact's role.
III. Email Structure
<email> <subject>{{Personalized Subject Line}}</subject> <body> <p>Hi {{Contact.FirstName}},</p> <p>I hope this email finds you well. It was great connecting with you during our recent meeting. I wanted to follow up and share some additional resources that I believe you'll find valuable as you consider your options.</p> <p>Based on our discussion about {{CompanyInformation.PainPoint}}, I thought you might be interested in {{ContentLibrary.RelevantResource}}. This {{resource type}} provides insights on how other companies have addressed similar challenges.</p> <p>Additionally, we have an upcoming webinar on {{ContentLibrary.WebinarTopic}} that aligns with your interests. You can register here: {{ContentLibrary.WebinarLink}}</p> <p>I'm here to answer any questions you may have or provide more information as you need it. Feel free to book some time on my calendar if you'd like to discuss further: {{Sender.CalendarLink}}</p> <p>Looking forward to staying in touch and supporting your journey.</p> <p>Best regards,</p> <p>{{Sender.Name}}</p> <p>{{Sender.Title}}, {{Sender.Company}}</p> <p>{{Sender.ContactDetails}}</p> </body> </email>IV. Context
<context> <Company Information> **`{{Company Information}}`** </Company Information> --- <Copilot AI Account Summary> **`{{Copilot AI Account Summary}}`** </Copilot AI Account Summary> --- <Signals & Behavior> **`{{Signals & Behavior}}`** </Signals & Behavior> --- <Account History> **`{{Account History}}`** </Account History> --- <Contact Information> **`{{Contact Information}}`** </Contact Information> --- <Content Library> **`{{Content Library}}`** </Content Library> --- <Messaging> `{{Messaging}}` </Messaging> </context>V. Optimizations
- Subject Line Personalization: E.g., "{{Contact.FirstName}}, thought you might find this interesting"
- Engaging Opening: Reference the recent meeting to establish context and continuity.
- Value-Driven Content: Offer relevant resources and content tailored to the prospect's specific pain points and interests.
- Soft Call to Action: Invite the prospect to engage further through webinar registration or scheduling another meeting, without being pushy.
- Polished Close: Keep the tone helpful and supportive, emphasizing your availability for further assistance.
Merge Tokens Used
{{Personalized.SubjectLine}}{{Contact.FirstName}}{{CompanyInformation.PainPoint}}{{ContentLibrary.Resource}}{{Webinar.Topic}}{{Webinar.Link}}{{CalendarLink}}{{Sender.Name}}{{Sender.Title}}{{Sender.Company}}{{Sender.ContactDetails}}Play Description for LLM
<play> **PLAY NAME** Completed Meeting, No Opportunity --- **🔁 Triggers** - A meeting is conducted with a point of contact at an account, but no opportunity is created in your CRM. --- **⚡️ Actions** - Enroll point of contact who completed the meeting in a soft, educational content campaign. --- **✅ Goal / Problem to Solve** ⏩ Meeting to Opportunity --- **➡️ Channels** ✉️ Email, 📅 Events, 📢 Ads, 💬 Text, 📞 Phone --- **✏️ Summary** Sometimes you make a great connection and run an engaging demo, but the prospect isn’t ready to move forward. Maybe they need more time, or more budget, or want to look at other vendors before committing. It may be a missed opportunity, but it’s not a closed one. Run this play to keep the lead warm until they are able to complete the purchase. To run the Completed Meeting, No Opportunity play, identify your point of contact and anyone else you met and enroll them in a nurture campaign with softer, informative calls to action. Sharing content is a great way to stay top of mind with prospects until the time is right. ] --- **✏️ Default Natural Language** When a **meeting is conducted** with **any company** but **no opportunity is created**, then: - Discover **up to [number]** ZoomInfo contacts that meet **[select criteria]** - Export to **[select system]** as **[record type]** - Enroll in **[select campaign]** focused on soft, educational content - Assign to **[select user]** --- **🏷Features)** CRM Sync, ABM Audiences --- **🏷️ZoomInfo Data Types)** Contact Data, Company Data --- **📁 Sales Stage** Pre-Sales --- **🚦 Difficulty** 🟦 - Intermediate --- **🧪Standard Operating Procedure (SOP)** ## 1. Identify Completed Meetings - Review CRM for recent meetings without associated opportunities - Flag relevant point of contacts for follow-up ## 2. Prepare Educational Content - Curate soft, informative content relevant to prospect's needs - Develop a sequence of educational materials for nurturing ## 3. Create Nurture Campaign - Set up an automated email campaign in your marketing automation tool - Include varied content types (e.g., whitepapers, case studies, webinars) ## 4. Enroll Contacts - Add flagged contacts to the nurture campaign - Include any additional stakeholders from the meeting ## 5. Implement Multi-Channel Outreach - Configure additional touchpoints (e.g., ads, events, text messages) - Ensure consistent messaging across all channels ## 6. Set Follow-Up Reminders - Schedule periodic check-ins with the prospect - Set alerts for significant company events or changes ## 7. Monitor Engagement - Track interaction with nurture content - Identify signals of renewed interest or changing circumstances ## 8. Adjust Approach - Modify content or cadence based on engagement data - Prepare for re-engagement when prospect shows increased interest ## 9. Opportunity Reassessment - Regularly evaluate prospect's status for potential opportunity creation - Be prepared to quickly transition from nurture to active sales process --- **🪙 RAG Inputs Used (Broad)** Company Information, Copilot AI Account Summary, Signals & Behavior, Account Data, Contact Information, Content Library, Messaging --- **🪙 Email tokens Used** Personalized.SubjectLine, Contact.FirstName, CompanyInformation.PainPoint, ContentLibrary.Resource, Webinar.Topic, Webinar.Link, CalendarLink, Sender.Name, Sender.Title, Sender.Company, Sender.ContactDetails --- **🟨 Yield in $ Formula** Potential Yield = (LV * CR / 100) * ADS --- **🟨 Yield Key Drivers** Conversion Rate (CR), Average Deal Size (ADS), Lead Volume (LV) --- **🟨 Yield Driver Definitions** Conversion Rate (CR) This metric indicates the proportion of leads that convert into customers. A higher conversion rate suggests a more effective engagement and follow-up strategy. Average Deal Size (ADS) This refers to the average revenue generated from each successful deal. Maximizing the average deal size is essential for increasing overall revenue, especially when the number of conversions is limited. Lead Volume (LV) This is the total number of leads available. A higher lead volume provides a larger pool from which potential customers can be nurtured and converted. --- </play>