Plays LibraryPre-Sales
Meeting to OpportunityEasyMedium Impact

Pre-Meeting Aircover

Turn meetings into qualified pipeline

Sales Stage

Pre-Sales

Difficulty

Easy

Impact

Medium

Channels

Overview

For upcoming demos, identify the buying committee at the prospective company and target them with display ads. When they’re surfing around the web, make sure that they see your ads everywhere. This can be done by adding the company to a ZoomInfo Marketing Audience to deploy a digital advertising campaign. This will make you more present in their world and give you a share of their thought process. The ad copy shouldn't mention the meeting — but use your standard value props for this persona. It’s a subliminal thing. By the time you meet, you’re already familiar to them.

Key Features

AircoverABM Audiences

Data Types

Buying CommitteeCompany DataContact Data

Triggers

  • Identify contacts scheduled to attend meetings

Actions

  • Source expanded set of contacts which meet your persona definition related to upcoming meeting attendees
  • Send records to your CRM
  • Assign to a Account Owner
  • Enroll in Pre-Meeting Aircover Campaign

Default Natural Language Configuration

When a meeting is scheduled with select user(s) then add to select MarketingOS audience

Standard Operating Procedure

1. Identify Meeting Attendees

  • Extract contact information for scheduled meeting attendees
  • Expand list to include additional contacts matching target persona

2. CRM Integration

  • Upload identified contacts to CRM system
  • Assign contacts to appropriate Account Owner

3. Create Pre-Meeting Aircover Campaign

  • Design ad campaign with standard value propositions
  • Ensure ad content is persona-specific without mentioning the meeting

4. Set Up ZoomInfo Marketing Audience

  • Create a dedicated audience for the prospect company
  • Add identified contacts to the Marketing Audience

5. Launch Digital Advertising Campaign

  • Deploy ads across relevant digital platforms
  • Set campaign duration to run up until the scheduled meeting

6. Monitor Ad Performance

  • Track impressions, clicks, and engagement rates
  • Adjust ad placements or content as needed for optimal visibility

7. Pre-Meeting Preparation

  • Brief sales team on the running ad campaign
  • Provide insights on any observed ad interactions

8. Post-Meeting Analysis

  • Assess meeting outcomes in relation to the aircover campaign
  • Gather feedback from sales team on perceived impact

9. Continuous Improvement

  • Analyze campaign effectiveness across multiple meetings
  • Refine audience targeting and ad content based on performance data

Yield Model

Yield in $ Formula

Potential Yield = (LV * CR / 100) * ADS

Key Drivers

Conversion Rate (CR)Average Deal Size (ADS)Lead Volume (LV)

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 ad targets Accounts based on challenges identified through Copilot AI insights. The goal is to increase awareness of your product or service by addressing the company’s specific pain points, without directly referencing an upcoming meeting. II. Information Included The following sections will be dynamically inserted to create a highly relevant ad:

  • Identified Challenge: Derived from Copilot AI, this challenge reflects the company’s current business pain points (e.g., operational efficiency, scaling, marketing effectiveness).
  • Company Information: Including insights into the company’s industry, behavior, and recent activities to tailor the message.
  • Contact Information: Personalized for the decision-makers or influencers based on their role in the buying committee.
  • Content Library: Resources such as case studies or webinars relevant to the identified challenge.

III. Ad Structure

  • Headline: Focus on the identified challenge to quickly capture attention.
  • Body: Showcase how your company provides solutions to help overcome the challenge.
  • Call to Action: A direct and clear invitation to learn more about your solutions.
  • Visuals: Reinforce the messaging with professional imagery and the company’s logo.

IV. Example Output

Here’s how the ad would appear dynamically:

<ad>
  <headline>Overcome {{IdentifiedChallenge}} with {{YourCompany}}'s Solutions</headline>
  <body>
    <p>{{CompanyName}}, are you facing challenges with {{IdentifiedChallenge}}?</p>
    <p>{{YourCompany}} has helped businesses like yours overcome this obstacle by providing proven solutions. Whether it's {{IdentifiedChallenge}}, we offer the expertise to help you achieve your goals.</p>
    <p>Explore tailored strategies and solutions designed for your success.</p>
  </body>
  <call-to-action>Explore Solutions</call-to-action>
  <image>{{AdImageURL}}</image>
  <company-logo>{{CompanyLogoURL}}</company-logo>
</ad>

V. Optimizations

  • Headline: Highlight the company’s specific challenge identified via Copilot AI.
  • Body Content: Focus on how your company addresses this challenge and delivers value.
  • Call to Action: Encourage exploration of how your solution can resolve the identified problem.
  • Visuals: Use visuals to enhance credibility and draw attention to your ad. This ad template is designed to use Copilot AI insights to identify and address the company’s unique challenges, offering relevant solutions that align with their business goals while maintaining a highly professional and engaging tone

VI .Context

<context> <Company Information> **`{{Company Information}}`** </Company Information> <Signals & Behavior> **`{{Signals & Behavior}}`** </Signals & Behavior> <Account-AI-Summary> **`{{Copilot-Account-AI-Summary}}`** </Account-AI-Summary> <Account History> **`{{Account History}}`** </Account History> <Contact Information> **`{{Contact Information}}`** </Contact Information> <Content Library> **`{{Content Library}}`** </Content Library> <Messaging> `{{Messaging}}` </Messaging> ### **</context>**

Merge Tokens Used

{{IdentifiedChallenge}}{{YourCompany}}{{CompanyName}}{{AdImageURL}}{{CompanyLogoURL}}

Play Description for LLM

<play> **PLAY NAME** Pre-Meeting Aircover --- **🔁 Triggers** - Identify contacts scheduled to attend meetings --- **⚡️ Actions** - Source expanded set of contacts which meet your persona definition related to upcoming meeting attendees - Send records to your CRM - Assign to a Account Owner - Enroll in Pre-Meeting Aircover Campaign --- **✅ Goal / Problem to Solve** ⏩ Meeting to Opportunity --- **➡️ Channels** 📢 Ads --- **✏️ Summary** For upcoming demos, identify the buying committee at the prospective company and target them with display ads. When they’re surfing around the web, make sure that they see your ads everywhere. This can be done by adding the company to a ZoomInfo Marketing Audience to deploy a digital advertising campaign. This will make you more present in their world and give you a share of their thought process. The ad copy shouldn't mention the meeting — but use your standard value props for this persona. It’s a subliminal thing. By the time you meet, you’re already familiar to them. --- **✏️ Default Natural Language** When a meeting is scheduled with **select user(s)** then add to **select MarketingOS audience** --- **Explainer-Video-Script** Want to improve the success rates of your demos and meetings? The Pre-Meeting Ads Aircover play can help you do just that. To ensure attendees are well aware of your products and value prop, run targeted ads at attendees and others at their company leading up to the meeting. This will keep you top of mind before the meeting and create mindshare for your company within the prospect’s organization. Deploying this technique will help increase the win rates of your meetings and efficiently assist your reps in the background. --- **🏷Features)** Aircover, ABM Audiences --- **🏷️ZoomInfo Data Types)** Buying Committee, Company Data, Contact Data --- **📁 Sales Stage** Pre-Sales --- **🚦 Difficulty** 🟢 - Easy --- **🧪Standard Operating Procedure (SOP)** ## 1. Identify Meeting Attendees - Extract contact information for scheduled meeting attendees - Expand list to include additional contacts matching target persona ## 2. CRM Integration - Upload identified contacts to CRM system - Assign contacts to appropriate Account Owner ## 3. Create Pre-Meeting Aircover Campaign - Design ad campaign with standard value propositions - Ensure ad content is persona-specific without mentioning the meeting ## 4. Set Up ZoomInfo Marketing Audience - Create a dedicated audience for the prospect company - Add identified contacts to the Marketing Audience ## 5. Launch Digital Advertising Campaign - Deploy ads across relevant digital platforms - Set campaign duration to run up until the scheduled meeting ## 6. Monitor Ad Performance - Track impressions, clicks, and engagement rates - Adjust ad placements or content as needed for optimal visibility ## 7. Pre-Meeting Preparation - Brief sales team on the running ad campaign - Provide insights on any observed ad interactions ## 8. Post-Meeting Analysis - Assess meeting outcomes in relation to the aircover campaign - Gather feedback from sales team on perceived impact ## 9. Continuous Improvement - Analyze campaign effectiveness across multiple meetings - Refine audience targeting and ad content based on performance data --- **🪙 RAG Inputs Used (Broad)** Company Information, Signals & Behavior, Copilot AI Account Summary, Account Data, Contact Information, Content Library, Messaging --- **🪙 Email tokens Used** IdentifiedChallenge, YourCompany, CompanyName, AdImageURL, CompanyLogoURL --- **🟨 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>