Qualifying Out Opportunities

When an opportunity has been in limbo for a few months with no decision, revive it through outreach from your leadership team. By leveraging the credibility of your company leaders, you can get prospects to provide a "yes or no" answer on continuing to pursue your solution. Sending automated messaging from leadership can also save time by creating a sense of urgency for the buyer to respond. Even if the prospect doesn’t want to continue — or can’t be convinced — getting a definitive answer allows you to move on and focus your efforts on companies that are more likely to buy.

<play> **PLAY NAME** Qualifying Out Opportunities --- **🔁 Triggers** - Identify opportunities which go a given period of time without stage change or new contacts attached to opportunity --- **⚡️ Actions** - Source expanded set number of contacts based on personas attached to existing, aged opportunity - Send records to your CRM - Assign to a User - Enroll in Qualify Out campaign - Automated emails sent via sales team and initiate a call blitz --- **✅ Goal / Problem to Solve** 🤝 Opportunity to Close --- **➡️ Channels** ✉️ Email, 💬 Text, 📞 Phone --- **✏️ Summary** When an opportunity has been in limbo for a few months with no decision, revive it through outreach from your leadership team. By leveraging the credibility of your company leaders, you can get prospects to provide a "yes or no" answer on continuing to pursue your solution. Sending automated messaging from leadership can also save time by creating a sense of urgency for the buyer to respond. Even if the prospect doesn’t want to continue — or can’t be convinced — getting a definitive answer allows you to move on and focus your efforts on companies that are more likely to buy. --- **✏️ Default Natural Language** When an **opportunity has been inactive for a specified period** for **any company**, then: - Discover **up to [number]** ZoomInfo contacts that meet **select criteria** based on **personas attached to existing opportunity** - Export to **select system** as **record type** - Enroll in **Qualify Out campaign** - Assign to **select user** - Send automated emails via sales team and initiate a call blitz --- **Explainer-Video-Script** Want to make sure you never miss following up on an opportunity? Use the Automated Opportunity Follow Up play! Keeping your brand and product top of mind once an opportunity is opened is critical. To make sure you never forget to follow up, put your follow-up messages on auto-pilot. Create a campaign with 10-12 touchpoints that continues until an opportunity is closed. Hit send after your first successful demo meeting, and now you’ll never let an opportunity go cold and save tons of time with your follow-up running in the background. --- **🏷Features)** CRM Sync, Buying Commitees, ABM Audiences --- **🏷️ZoomInfo Data Types)** Buying Committee, Company Data, Contact Data --- **📁 Sales Stage** Pre-Sales --- **🚦 Difficulty** 🟢 - Easy --- **🧪Standard Operating Procedure (SOP)** ## 1. Identify Aged Opportunities - Set up criteria for identifying stagnant opportunities (e.g., no stage change or new contacts for X days) - Configure system to flag these opportunities automatically ## 2. Source Additional Contacts - Use ZoomInfo to find expanded set of contacts based on existing opportunity personas - Import new contacts into CRM ## 3. Assign and Prepare - Automatically assign flagged opportunities to designated users - Set up "Qualify Out" campaign in CRM/marketing automation tool ## 4. Execute Multi-Channel Outreach - Initiate automated email sequence from leadership team - Organize call blitz for sales team to follow up ## 5. Track Responses - Monitor prospect engagement across channels - Log definitive answers (continue or discontinue) in CRM ## 6. Decision Making - For positive responses, re-engage and update opportunity stage - For negative responses, close opportunity and update reason ## 7. Analyze and Optimize - Review effectiveness of outreach methods - Adjust messaging and cadence based on response data ## 8. Refine Process - Regularly review criteria for flagging aged opportunities - Update contact sourcing parameters as needed ## 9. Performance Reporting - Generate reports on qualification outcomes - Use insights to improve overall sales process and forecasting --- **🪙 RAG Inputs Used (Broad)** Company Information, Signals & Behavior, Account Data, Contact Information, Content Library, Messaging, Copilot AI Account Summary --- **🪙 Email tokens Used** Contact.FirstName, CompanyName, Sender.Title, Sender.Company, Sender.Name, Sender.ContactDetails --- **🟨 Yield in $ Formula** Potential Yield = (VO * CR / 100) * ADS --- **🟨 Yield Key Drivers** Conversion Rate (CR), Average Deal Size (ADS), Volume of Opportunities (VO) --- **🟨 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. Volume of Opportunities (VO) This metric represents the base number of potential deals that can benefit from this approach. --- </play>