Upsell & Cross-sellIntermediateHigh Impact

Web Visit Upsell

Expand adoption and grow existing accounts

Sales Stage

Post-Sales

Difficulty

Intermediate

Impact

High

Channels

Overview

Customers rarely buy everything your company has to offer. But as they see results from their initial experience, they may research additional products on your website. Use WebSights on your site to monitor when current customers are looking into add-on products and new features. ZoomInfo Sales allows you to set up a workflow that alerts sales when a customer is on a high-value product page. Based on that routing, the account manager can reach out to the client to initiate a discussion about their latest needs and interests.

Key Features

Website Visitor IP TrackingABM Audiences

Data Types

WebSightsContact DataCompany Data

Triggers

Identify customers visiting specific pages on your website indicating specific product interest

Actions

Discover a set number of ZoomInfo contacts which meet your contact filters
Export
Send records to your business system (CRM, MAT, SEP, CSV)
Assign to a User
Then enroll in a Campaign (optional)

Default Natural Language Configuration

When someone visits select domain on any page from any company then discover up to 20 ZoomInfo contacts which select criteria then export to select system as record type and select campaign and assign to select user

Standard Operating Procedure

1. Configure WebSights Tracking

Set up WebSights on your website
Define high-value product pages to monitor

2. Establish Customer Identification

Configure system to recognize existing customers
Set up triggers for specific page visits

3. Define Contact Discovery Criteria

Establish parameters for ZoomInfo contact discovery
Set limits on number of contacts to discover per trigger

4. Automated Workflow Creation

Set up workflow to trigger on customer page visits
Configure contact discovery and export actions

5. CRM Integration

Set up data export to CRM or other business systems
Ensure proper record type and field mapping

6. Lead Assignment

Configure automatic assignment to account managers
Set up notification system for assigned leads

7. Campaign Enrollment (Optional)

Create upsell-focused email campaign
Configure automatic enrollment for discovered contacts

8. Multi-Channel Outreach

Prepare templates for various communication channels
Set up tracking for outreach effectiveness

9. Performance Monitoring

Implement tracking for upsell conversion rates
Set up reporting on workflow effectiveness

10. Continuous Optimization

Regularly review and refine WebSights triggers
Adjust discovery criteria and workflow based on results

Yield Model

Yield in $ Formula

Potential Yield = (WVV * IR * ER * CR / 10^6) * ADS

Key Drivers

Identification Rate (IR)Engagement Rate (ER)Conversion Rate (CR)Average Deal Size (ADS)Web Visits Volume (WVV)

Driver Definitions

Identification Rate (IR) This measures the success rate in identifying the company or organization associated with an abandoned chat.

Engagement Rate (ER) This reflects the success in engaging the identified company's buying group or relevant contacts.

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.

Web Visits Volume (WVV) This metric represents the total number of visits to the website.

AI Agent Prompt Template

I. Prompt Instructions - Overview

This email template targets customers who have recently visited specific product pages on your website, indicating potential interest in upselling or cross-selling opportunities. The goal is to engage with these customers proactively, addressing their interest and initiating a conversation about additional products or features that could benefit their business.

II. Information Included

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

Web Visit Information: Details about the specific pages visited, duration of visit, and any other relevant browsing behavior.
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 noticed that you recently visited our {{WebVisit.PageName}} page. I hope you found the information helpful. Given your interest, I thought you might be interested in learning more about how this product/feature could benefit {{CompanyName}}. Based on your current usage of our solutions and the challenges we've discussed before, I believe {{ProductName}} could help you {{ValueProposition}}. Here are a few key benefits that might be particularly relevant to your needs: <ul> <li>{{Benefit1}}</li> <li>{{Benefit2}}</li> <li>{{Benefit3}}</li> </ul> I'd love to schedule a quick call to discuss how we can tailor this solution to your specific needs. How does your calendar look {{ProposedDay}} at {{ProposedTime}}? In the meantime, you might find this {{ContentLibrary.RelevantResource}} helpful. It provides more insights into how companies like yours have leveraged {{ProductName}} to {{DesiredOutcome}}. Looking forward to connecting soon! Best regards, {{Sender.Name}} {{Sender.Title}}, {{Sender.Company}} {{Sender.ContactDetails}} </body> </email>

IV. Context

<context> <Web Visit Information> **`{{Web Visit Information}}`** </Web Visit Information> --- <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 explore how {{ProductName}} can boost your {{DesiredOutcome}}"
Engaging Opening: Acknowledge the customer's recent website visit to establish relevance immediately.
Value-Driven Content: Focus on specific benefits that align with the customer's known pain points or goals.
Call to Action: Propose a specific time for a follow-up call to discuss the product further.
Polished Close: Provide additional value with relevant content and express enthusiasm for future engagement.

Merge Tokens Used

{{Personalized.SubjectLine}}{{Contact.FirstName}}{{WebsiteVisit.Page}}{{CompanyName}}{{Product.Name}}{{ValueProposition}}{{Benefit}}{{ProposedDate}}{{ProposedTime}}{{ContentLibrary.Resource}}{{DesiredOutcome}}{{Sender.Name}}{{Sender.Title}}{{Sender.Company}}{{Sender.ContactDetails}}

Play Description for LLM

<play> **PLAY NAME** Web Visit Upsell --- **🔁 Triggers** - Identify customers visiting specific pages on your website indicating specific product interest --- **⚡️ Actions** - Discover a set number of ZoomInfo contacts which meet your contact filters - Export - Send records to your business system (CRM, MAT, SEP, CSV) - Assign to a User - Then enroll in a Campaign (optional) --- **✅ Goal / Problem to Solve** ⬆️ Upsell & Cross-sell --- **➡️ Channels** ✉️ Email, 📪 Mail, 📢 Ads, 🖥 Chat, 📞 Phone --- **✏️ Summary** Customers rarely buy everything your company has to offer. But as they see results from their initial experience, they may research additional products on your website. Use WebSights on your site to monitor when current customers are looking into add-on products and new features. ZoomInfo Sales allows you to set up a workflow that alerts sales when a customer is on a high-value product page. Based on that routing, the account manager can reach out to the client to initiate a discussion about their latest needs and interests. --- **✏️ Default Natural Language** When someone visits **select domain** on any page from **any company** then discover **up to 20** ZoomInfo contacts which **select criteria** then export to **select system** as **record type** and **select campaign** and assign to **select user** --- **Explainer-Video-Script** Do you want to increase your ACV with ease? Try the Web Visit Upsell play. Customers don’t always buy everything you have to offer, but as they prove out their initial purchase, they may be interested in your other products or services. One key signal is seeing existing customer web traffic on a specific product page. Set up an automated alert when existing customers visit particular pages on your site. Now the right account manager can initiate a conversation about an upsell. This is an easy way to target high-intent customers and increase your ACV over time. --- **🏷Features)** Website Visitor IP Tracking, ABM Audiences --- **🏷️ZoomInfo Data Types)** WebSights, Contact Data, Company Data --- **📁 Sales Stage** Post-Sales --- **🚦 Difficulty** 🟦 - Intermediate --- **🧪Standard Operating Procedure (SOP)** ## 1. Configure WebSights Tracking - Set up WebSights on your website - Define high-value product pages to monitor ## 2. Establish Customer Identification - Configure system to recognize existing customers - Set up triggers for specific page visits ## 3. Define Contact Discovery Criteria - Establish parameters for ZoomInfo contact discovery - Set limits on number of contacts to discover per trigger ## 4. Automated Workflow Creation - Set up workflow to trigger on customer page visits - Configure contact discovery and export actions ## 5. CRM Integration - Set up data export to CRM or other business systems - Ensure proper record type and field mapping ## 6. Lead Assignment - Configure automatic assignment to account managers - Set up notification system for assigned leads ## 7. Campaign Enrollment (Optional) - Create upsell-focused email campaign - Configure automatic enrollment for discovered contacts ## 8. Multi-Channel Outreach - Prepare templates for various communication channels - Set up tracking for outreach effectiveness ## 9. Performance Monitoring - Implement tracking for upsell conversion rates - Set up reporting on workflow effectiveness ## 10. Continuous Optimization - Regularly review and refine WebSights triggers - Adjust discovery criteria and workflow 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** Personalized.SubjectLine, Contact.FirstName, WebsiteVisit.Page, CompanyName, Product.Name, ValueProposition, Benefit, ProposedDate, ProposedTime, ContentLibrary.Resource, DesiredOutcome, Sender.Name, Sender.Title, Sender.Company, Sender.ContactDetails --- **🟨 Yield in $ Formula** Potential Yield = (WVV * IR * ER * CR / 10^6) * ADS --- **🟨 Yield Key Drivers** Identification Rate (IR), Engagement Rate (ER), Conversion Rate (CR), Average Deal Size (ADS), Web Visits Volume (WVV) --- **🟨 Yield Driver Definitions** Identification Rate (IR) This measures the success rate in identifying the company or organization associated with an abandoned chat. Engagement Rate (ER) This reflects the success in engaging the identified company's buying group or relevant contacts. 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. Web Visits Volume (WVV) This metric represents the total number of visits to the website. --- </play>