Lead to MeetingIntermediateHigh Impact

Trial Provisioning Flow

Convert inbound and known leads into booked meetings

Sales Stage

Pre-Sales

Difficulty

Intermediate

Impact

High

Channels

Overview

Multiple inbound leads from a single prospect account may indicate that they face recurring business challenges that your product can solve. An email sequence offering a free trial and targeted to high-placed decision-makers at the account can start a useful conversation. Acknowledging a heavy number of inbounds from a company and offering to support the issues that need to be fixed creates an opportunity to show the value of your product or service. Noticing inbound lead patterns and targeting higher-ups at an account takes advantage of data known about a prospect, increasing the chance of a sale.

Key Features

ABM Audiences

Data Types

Buying CommitteeCompany DataContact Data

Triggers

Identify accounts where more than one inbound lead received from a single account

Actions

Source expanded set of contacts which meet your persona definition
Send records to your CRM
Assign to a User
Enroll in Trial Offer campaign
Set up an auto-provisioned trial offer

Default Natural Language Configuration

When more than one inbound lead is received from a single account, then:

Discover up to [number] ZoomInfo contacts that meet [select criteria] for your persona definition
Export to [select system] as [record type]
Assign to [select user]
Enroll in Trial Offer campaign
Set up an auto-provisioned trial offer for [select contacts]

Standard Operating Procedure

1. Set Up Trigger Monitoring

Configure system to identify accounts with multiple inbound leads
Establish threshold for triggering the play (e.g., 2+ leads from same account)

2. Contact Expansion

Define target persona criteria for the account
Use ZoomInfo to source additional contacts matching the criteria

3. CRM Integration

Export expanded contact list to CRM
Assign contacts to appropriate sales team members

4. Trial Offer Campaign Setup

Create email sequence for trial offer
Customize messaging to acknowledge multiple inbound leads

5. Auto-Provisioning System

Set up automated trial provisioning process
Ensure seamless user experience for trial activation

6. Multi-Channel Engagement

Implement outreach across various channels (email, phone, ads, etc.)
Coordinate messaging across all touchpoints

7. Lead Nurturing

Develop content strategy for trial period
Set up automated follow-ups and check-ins

8. Performance Tracking

Monitor trial activation and usage metrics
Track progression from trial to meeting/demo

9. Optimization Loop

Analyze performance data and gather feedback
Refine targeting criteria and messaging based on 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 is designed for the Trial Provisioning Flow GTM Play. The goal is to engage accounts where multiple inbound leads have been received, offering a free trial to high-level decision-makers. The email aims to acknowledge the company's interest, address potential business challenges, and showcase the value of the product or service through a trial offer.

II. Information Included

The email will include personalized information between <context></context> for proper dynamic insertion:

Company Information: Insights 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, particularly focusing on the multiple inbound leads received.
Account History: Documented CRM account history and conversation data recorded via Chorus Conversational Intelligence.
Contact Information: A group of five contacts across the buying committee, including roles and persona information.
Content Library: Relevant content, such as upcoming webinars or whitepapers, to support the trial offer.
Messaging: Tailored messaging addressing persona-specific and segment-specific pain points.
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>{{Contact.FirstName}}, Let's Address {{CompanyName}}'s Needs with a Free Trial</subject> <body> Hi {{Contact.FirstName}}, I noticed that several members of your team at {{CompanyName}} have recently shown interest in our solutions. This often indicates recurring business challenges that our product is uniquely positioned to solve. Given the interest from your organization, I'd like to offer you a personalized free trial of our {{Product.Name}}. This trial is specifically designed to address the key issues your team has been exploring, such as {{PainPoint1}} and {{PainPoint2}}. Here's what you can expect from the trial: <ul> <li>Full access to {{Product.Name}} for {{Trial.Duration}}</li> <li>Personalized onboarding session with our expert team</li> <li>Custom setup to address {{CompanyName}}'s specific needs</li> </ul> I'd be happy to set up a brief call to discuss how we can tailor this trial to maximize its value for {{CompanyName}}. How does your calendar look {{ProposedDay}} at {{ProposedTime}}? Looking forward to helping {{CompanyName}} tackle these challenges head-on. 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: Use the recipient's name and company to create immediacy and relevance.
Engaging Opening: Acknowledge the multiple inbound leads to demonstrate attentiveness to the account's activity.
Value-Driven Content: Highlight the tailored nature of the trial and its ability to address specific company challenges.
Call to Action: Propose a specific time for a follow-up call to discuss trial setup, encouraging immediate engagement.
Polished Close: Emphasize the commitment to helping the company address its challenges, reinforcing the partnership approach.

Merge Tokens Used

{{Contact.FirstName}}{{CompanyName}}{{Product.Name}}{{PainPoint}}{{TrialPeriod}}{{ProposedDate}}{{ProposedTime}}{{Sender.Name}}{{Sender.Title}}{{Sender.Company}}{{Sender.ContactDetails}}

Play Description for LLM

<play> **PLAY NAME** Trial Provisioning Flow --- **🔁 Triggers** - Identify accounts where more than one inbound lead received from a single account --- **⚡️ Actions** - Source expanded set of contacts which meet your persona definition - Send records to your CRM - Assign to a User - Enroll in Trial Offer campaign - Set up an auto-provisioned trial offer --- **✅ Goal / Problem to Solve** 🗓 Lead to Meeting --- **➡️ Channels** ✉️ Email, 💬 Text, 📪 Mail, 📅 Events, 📢 Ads, 🖥 Chat, 📞 Phone --- **✏️ Summary** Multiple inbound leads from a single prospect account may indicate that they face recurring business challenges that your product can solve. An email sequence offering a free trial and targeted to high-placed decision-makers at the account can start a useful conversation. Acknowledging a heavy number of inbounds from a company and offering to support the issues that need to be fixed creates an opportunity to show the value of your product or service. Noticing inbound lead patterns and targeting higher-ups at an account takes advantage of data known about a prospect, increasing the chance of a sale. --- **✏️ Default Natural Language** When **more than one inbound lead is received from a single account**, then: - Discover **up to [number]** ZoomInfo contacts that meet **[select criteria]** for your persona definition - Export to **[select system]** as **[record type]** - Assign to **[select user]** - Enroll in **Trial Offer campaign** - Set up an auto-provisioned trial offer for **[select contacts]** --- **Explainer-Video-Script** Want to capitalize when getting lots of inbound leads? Here’s how with the Trial Provisioning Flow play. Getting multiple inbound leads from the same company is an excellent signal. Make the most of this information by auto-provisioning the right people at the company for a free trial. Create a sequence acknowledging the high amount of leads and the problem it likely means they are having. Offer a free trial for them to test out your solution to higher-ups at the company to show your commitment and get the conversation started. Now you can rest easy knowing your inbound leads are being handled well. --- **🏷Features)** ABM Audiences --- **🏷️ZoomInfo Data Types)** Buying Committee, Company Data, Contact Data --- **📁 Sales Stage** Pre-Sales --- **🚦 Difficulty** 🟦 - Intermediate --- **🧪Standard Operating Procedure (SOP)** ## 1. Set Up Trigger Monitoring - Configure system to identify accounts with multiple inbound leads - Establish threshold for triggering the play (e.g., 2+ leads from same account) ## 2. Contact Expansion - Define target persona criteria for the account - Use ZoomInfo to source additional contacts matching the criteria ## 3. CRM Integration - Export expanded contact list to CRM - Assign contacts to appropriate sales team members ## 4. Trial Offer Campaign Setup - Create email sequence for trial offer - Customize messaging to acknowledge multiple inbound leads ## 5. Auto-Provisioning System - Set up automated trial provisioning process - Ensure seamless user experience for trial activation ## 6. Multi-Channel Engagement - Implement outreach across various channels (email, phone, ads, etc.) - Coordinate messaging across all touchpoints ## 7. Lead Nurturing - Develop content strategy for trial period - Set up automated follow-ups and check-ins ## 8. Performance Tracking - Monitor trial activation and usage metrics - Track progression from trial to meeting/demo ## 9. Optimization Loop - Analyze performance data and gather feedback - Refine targeting criteria and messaging based on results --- **🪙 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, Product.Name, PainPoint, TrialPeriod, ProposedDate, ProposedTime, 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>