Opportunity to CloseEasyHigh Impact

Stalled Opportunity

Accelerate deals and win the business

Sales Stage

Pre-Sales

Difficulty

Easy

Impact

High

Channels

Overview

Just because an opportunity was created by a sales rep doesn’t mean it’s chugging along toward becoming a closed deal. Track deal progress to make sure things keep moving. When a stalled opportunity is identified (e.g., no movement for 30 days), have an executive on your team send an email that includes a clear call to action. You can automate this with custom messaging and a special offer.

Key Features

Conversation IntelligenceCopilotABM Audiences

Data Types

Buying CommitteeCompany DataContact Data

Triggers

Identify opportunities who have been in same stage with no engagement for a given period of time.
Take action on deals identified by Chorus to have a Risk Signal

Actions

Source expanded set of contacts which meet your persona definition related to buying committee members
Send records to your CRM
Assign to a Account Owner
Enroll in Stalled Opportunity Campaign

Default Natural Language Configuration

When a deal has a risk signal of select risk signal then export to Engage as select object type and enroll in the s select salesflow and assign to select user

Standard Operating Procedure

1. Identify Stalled Opportunities

Set up automated tracking of opportunity stages
Define criteria for "stalled" (e.g., 30 days without movement)

2. Configure Risk Signal Detection

Integrate Chorus Conversation AI for risk signal analysis
Set up alerts for identified risk signals

3. Expand Contact Database

Use ZoomInfo to source additional buying committee contacts
Enrich contact data for comprehensive outreach

4. Prepare Executive-Sponsored Email

Draft template for VP of Sales or executive outreach
Include personalized messaging and special offer

5. Automate CRM Updates

Export stalled opportunities and new contacts to CRM
Assign opportunities to appropriate Account Owners

6. Set Up Stalled Opportunity Campaign

Create multi-channel campaign (email, text, ads, etc.)
Enroll identified contacts in the campaign

7. Implement Outreach Sequence

Trigger executive-sponsored email as first touch
Follow up with additional channels based on response

8. Monitor Engagement and Progress

Track recipient interactions across all channels
Identify opportunities showing renewed activity

9. Adjust and Optimize

Analyze campaign performance metrics
Refine messaging and offers based on response data

10. Continuous Review

Regularly assess stalled opportunity criteria
Update risk signals and triggers as needed

Yield Model

Yield in $ Formula

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

Key Drivers

Conversion Rate (CR)Average Deal Size (ADS)Volume of Stalled Opportunities (VSO)

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 Stalled Opportunities (VSO) This metric refers to the total number of opportunities that have stalled.

AI Agent Prompt Template

I. Prompt Instructions - Overview

This email targets prospects in stalled opportunities, aiming to re-engage them and move the deal forward. The goal is to automate an executive-sponsored email with a special offer and custom messaging to overcome the stall and progress the opportunity towards closing.

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, making the outreach more relevant and impactful.
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.

III. Email Structure

<email> <subject>{{Personalized Subject Line}}</subject> <body> Hi {{Contact.FirstName}}, I hope this email finds you well. I noticed that our discussions regarding {{CompanyName}}'s {{ProductService}} needs have slowed down recently, and I wanted to reach out personally to see if there's anything we can do to help move things forward. We understand that the decision-making process can be complex, and I'd like to offer some additional support: <ul> <li>A special {{SpecialOffer}} exclusively for {{CompanyName}}</li> <li>A personalized demo focusing on {{SpecificPainPoint}} that we discussed earlier</li> <li>Access to our latest {{RelevantContent}} that addresses {{IndustrySpecificChallenge}}</li> </ul> I'm committed to ensuring that we provide the best solution for {{CompanyName}}'s needs. Would you be open to a brief call this week to discuss how we can move forward? Looking forward to reconnecting and finding the best path forward for both of our organizations. 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> --- <Copilot AI Account Summary> **`{{Copilot AI Account Summary}}`** </Copilot AI Account Summary> </context>

V. Optimizations

Subject Line Personalization: E.g., "{{Contact.FirstName}}, let's reignite our conversation about {{ProductService}}"
Engaging Opening: Acknowledge the stall in communication and express genuine interest in re-engaging.
Value-Driven Content: Offer specific, valuable incentives tailored to the prospect's needs and pain points.
Call to Action: Propose a concrete next step, such as scheduling a call or demo.
Polished Close: Reinforce commitment to finding the best solution for the prospect's company.

Merge Tokens Used

{{Personalized.SubjectLine}}{{Contact.FirstName}}{{CompanyName}}{{ProductService}}{{SpecialOffer}}{{PainPoint}}{{ContentLibrary.RelevantContent}}{{IndustryChallenge}}{{Sender.Name}}{{Sender.Title}}{{Sender.Company}}{{Sender.ContactDetails}}

Play Description for LLM

<play> **PLAY NAME** Stalled Opportunity --- **🔁 Triggers** - Identify opportunities who have been in same stage with no engagement for a given period of time. - Take action on deals identified by Chorus to have a Risk Signal --- **⚡️ Actions** - Source expanded set of contacts which meet your persona definition related to buying committee members - Send records to your CRM - Assign to a Account Owner - Enroll in Stalled Opportunity Campaign --- **✅ Goal / Problem to Solve** 🤝 Opportunity to Close --- **➡️ Channels** ✉️ Email, 💬 Text, 📪 Mail, 📅 Events, 📢 Ads, 🖥 Chat, 📞 Phone --- **✏️ Summary** Just because an opportunity was created by a sales rep doesn’t mean it’s chugging along toward becoming a closed deal. Track deal progress to make sure things keep moving. When a stalled opportunity is identified (e.g., no movement for 30 days), have an executive on your team send an email that includes a clear call to action. You can automate this with custom messaging and a special offer. --- **✏️ Default Natural Language** When a deal has a risk signal of **select risk signal** then export to Engage as **select object type** and enroll in the s **select salesflow** and assign to **select user** --- **Explainer-Video-Script** Want to turn stalled prospects into won deals? Run the Stalled Opportunity Follow Up play! Even the best reps have deals stall on them once in a while. When an opportunity remains in the same stage for a specified period, say 30 days, automatically send an email to the prospect from a sales leader or exec at the company who can have an authoritative sway and straightforward call to action to get the deal moving again. Now you can win more deals without worrying every time a prospect stalls. --- **🏷Features)** Conversation Intelligence, Copilot, ABM Audiences --- **🏷️ZoomInfo Data Types)** Buying Committee, Company Data, Contact Data --- **📁 Sales Stage** Pre-Sales --- **🚦 Difficulty** 🟢 - Easy --- **🧪Standard Operating Procedure (SOP)** ## 1. Identify Stalled Opportunities - Set up automated tracking of opportunity stages - Define criteria for "stalled" (e.g., 30 days without movement) ## 2. Configure Risk Signal Detection - Integrate Chorus Conversation AI for risk signal analysis - Set up alerts for identified risk signals ## 3. Expand Contact Database - Use ZoomInfo to source additional buying committee contacts - Enrich contact data for comprehensive outreach ## 4. Prepare Executive-Sponsored Email - Draft template for VP of Sales or executive outreach - Include personalized messaging and special offer ## 5. Automate CRM Updates - Export stalled opportunities and new contacts to CRM - Assign opportunities to appropriate Account Owners ## 6. Set Up Stalled Opportunity Campaign - Create multi-channel campaign (email, text, ads, etc.) - Enroll identified contacts in the campaign ## 7. Implement Outreach Sequence - Trigger executive-sponsored email as first touch - Follow up with additional channels based on response ## 8. Monitor Engagement and Progress - Track recipient interactions across all channels - Identify opportunities showing renewed activity ## 9. Adjust and Optimize - Analyze campaign performance metrics - Refine messaging and offers based on response data ## 10. Continuous Review - Regularly assess stalled opportunity criteria - Update risk signals and triggers as needed --- **🪙 RAG Inputs Used (Broad)** Company Information, Signals & Behavior, Account Data, Contact Information, Content Library, Messaging, Copilot AI Account Summary --- **🪙 Email tokens Used** Personalized.SubjectLine, Contact.FirstName, CompanyName, ProductService, SpecialOffer, PainPoint, ContentLibrary.RelevantContent, IndustryChallenge, Sender.Name, Sender.Title, Sender.Company, Sender.ContactDetails --- **🟨 Yield in $ Formula** Potential Yield = (VSO * CR / 100) * ADS --- **🟨 Yield Key Drivers** Conversion Rate (CR), Average Deal Size (ADS), Volume of Stalled Opportunities (VSO) --- **🟨 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 Stalled Opportunities (VSO) This metric refers to the total number of opportunities that have stalled. --- </play>