Lead to MeetingIntermediateHigh Impact

Recycle Leads

Convert inbound and known leads into booked meetings

Sales Stage

Pre-Sales

Difficulty

Intermediate

Impact

High

Channels

Overview

An effective way to move forward with a website visitor who fills out a form is to contact them immediately with a phone call. If the SDR cannot reach the prospect, leave a voicemail and then add them to an email nurture campaign that encourages them to sign up for a free trial. Ideally, send this email within 10 minutes of leaving the voice message. Add these contacts to a call list so SDRs can call them back.

Key Features

Webform Tracking & EnrichmentWebsite Visitor IP TrackingABM Audiences

Data Types

FormCompleteContact DataCompany Data

Triggers

Identify previous inbound leads, content downloads or unconverted leads not attached to opportunities for given period of time

Actions

Export
Send records to your business system (CRM, MAT, SEP, CSV)
Assign to a User
Then enroll in a Campaign (optional)
Send company and contact records to a specific user or channel in Slack

Default Natural Language Configuration

When someone select form interaction the form(s) select form(s) then export to select system as record type and select campaign and assign to select user then notify in Slack to select slack channel/user

Standard Operating Procedure

1. Identify Recycling Candidates

Export list of previous inbound leads, content downloads, or unconverted leads
Filter for leads not attached to opportunities within specified time frame

2. Data Preparation and Export

Clean and validate lead data
Export selected leads to designated business system (CRM, MAT, SEP, CSV)

3. Lead Assignment

Assign recycled leads to appropriate sales representatives
Update ownership and status in the business system

4. Campaign Enrollment (Optional)

Create or select nurture campaign for recycled leads
Enroll assigned leads into the campaign

5. Slack Notification

Configure Slack integration for lead notifications
Send company and contact records to specified Slack user or channel

6. Immediate Outreach

Attempt phone contact with recycled lead within 5 minutes
Leave voicemail if unable to reach the prospect

7. Follow-up Email

Send personalized email within 10 minutes of voicemail
Include relevant product information and free trial offer

8. Multi-Channel Engagement

Implement outreach across various channels (email, text, mail, events, ads, chat, phone)

9. Call List Management

Add non-responsive leads to a dedicated call list for future follow-ups

10. Performance Tracking

Monitor engagement rates and meeting conversions
Analyze effectiveness of recycling efforts

11. Continuous Optimization

Refine recycling criteria based on conversion data
Adjust outreach strategies and messaging for improved results

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 email template targets leads who have filled out a form, but weren't available by phone. The goal is to re-engage these contacts, provide value, and encourage them to take the next step in the sales 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.
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>{{Contact.FirstName}}, let's connect</subject> <body> Hi {{Contact.FirstName}}, I hope this email finds you well. We haven't been able to connect since you filled out our form, and I wanted to reach out to see how we can help {{CompanyName}}. I thought you might find this {{ContentLibrary.RelevantResource}} valuable, as it addresses some of the challenges we can typically help companies with. Are you available for a 15-minute chat next week? If so, you can book a time that works best for you here: {{Sender.CalendarLink}} Looking forward to reconnecting! Best regards, {{Sender.Name}} {{Sender.Title}}, {{Sender.Company}} {{Sender.ContactDetails}} </body> </email>

IV. Context

<context> <Company Information> **`{{Company Information}}`** </Company Information> --- <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: Use the contact's first name and a curiosity-inducing phrase to increase open rates.
Engaging Opening: Acknowledge the previous interaction to establish continuity and relevance.
Value-Driven Content: Offer a relevant resource based on their previous interest and current engagement signals.
Clear Call to Action: Provide an easy way for the prospect to schedule a follow-up call.
Polished Close: Keep the tone friendly and open-ended to encourage response.

Merge Tokens Used

{{Contact.FirstName}}{{CompanyName}}{{ContentLibrary.Resource}}{{CalendarLink}}{{Sender.Name}}{{Sender.Title}}{{Sender.Company}}{{Sender.ContactDetails}}

Play Description for LLM

<play> **PLAY NAME** Recycle Leads --- **🔁 Triggers** - Identify previous inbound leads, content downloads or unconverted leads not attached to opportunities for given period of time --- **⚡️ Actions** - Export - Send records to your business system (CRM, MAT, SEP, CSV) - Assign to a User - Then enroll in a Campaign (optional) - Send company and contact records to a specific user or channel in Slack --- **✅ Goal / Problem to Solve** 🗓 Lead to Meeting --- **➡️ Channels** ✉️ Email, 💬 Text, 📪 Mail, 📅 Events, 📢 Ads, 🖥 Chat, 📞 Phone --- **✏️ Summary** An effective way to move forward with a website visitor who fills out a form is to contact them immediately with a phone call. If the SDR cannot reach the prospect, leave a voicemail and then add them to an email nurture campaign that encourages them to sign up for a free trial. Ideally, send this email within 10 minutes of leaving the voice message. Add these contacts to a call list so SDRs can call them back. --- **✏️ Default Natural Language** When someone **select form interaction** the form(s) **select form(s)** then export to **select system** as **record type** and **select campaign** and assign to **select user** then notify in Slack to **select slack channel/user** --- **Explainer-Video-Script** Did that MQL not convert to a meeting? Don’t worry. That’s what our Recycled Leads play is for! When a prospect fills out a form online, it’s best to reach out to them within 5 minutes to have a 10X better chance of converting them to a lead. But, in cases where prospects don’t answer, you’ve got to make sure you’re executing this play. First, leave a voicemail, then, add them to an email nurture campaign that shares more information about the product they inquired about and invites them to sign up for a free trial. Then after 30-45 days, go back and email them again if they still never converted to a meeting. With this play, you’ll drive your meeting conversion rate higher month after month. --- **🏷Features)** Webform Tracking & Enrichment, Website Visitor IP Tracking, ABM Audiences --- **🏷️ZoomInfo Data Types)** FormComplete, Contact Data, Company Data --- **📁 Sales Stage** Pre-Sales --- **🚦 Difficulty** 🟦 - Intermediate --- **🧪Standard Operating Procedure (SOP)** ## 1. Identify Recycling Candidates - Export list of previous inbound leads, content downloads, or unconverted leads - Filter for leads not attached to opportunities within specified time frame ## 2. Data Preparation and Export - Clean and validate lead data - Export selected leads to designated business system (CRM, MAT, SEP, CSV) ## 3. Lead Assignment - Assign recycled leads to appropriate sales representatives - Update ownership and status in the business system ## 4. Campaign Enrollment (Optional) - Create or select nurture campaign for recycled leads - Enroll assigned leads into the campaign ## 5. Slack Notification - Configure Slack integration for lead notifications - Send company and contact records to specified Slack user or channel ## 6. Immediate Outreach - Attempt phone contact with recycled lead within 5 minutes - Leave voicemail if unable to reach the prospect ## 7. Follow-up Email - Send personalized email within 10 minutes of voicemail - Include relevant product information and free trial offer ## 8. Multi-Channel Engagement - Implement outreach across various channels (email, text, mail, events, ads, chat, phone) ## 9. Call List Management - Add non-responsive leads to a dedicated call list for future follow-ups ## 10. Performance Tracking - Monitor engagement rates and meeting conversions - Analyze effectiveness of recycling efforts ## 11. Continuous Optimization - Refine recycling criteria based on conversion data - Adjust outreach strategies and messaging for improved results --- **🪙 RAG Inputs Used (Broad)** Company Information, Signals & Behavior, Account Data, Contact Information, Content Library, Messaging --- **🪙 Email tokens Used** Contact.FirstName, CompanyName, ContentLibrary.Resource, 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>