How often have you spent time and resources to build up a champion at an account, only for them to make a career move and leave? Losing your strongest connection doesn’t mean you have to lose the account.
The Replace Champion Play is a great way to stay on top of accounts that might be at risk when your main point of contact leaves. It identifies up to 20 contacts at the account and drops them into a nurture campaign. This sets you up to reach out and quickly build a relationship with your next champion.
Triggers
- A tracked champion starts a new role at another company
Actions
- Identify up to 20 new contacts from the account
- Send records to your CRM
- Assign to Account Owner
- Enroll them in a nurture campaign to develop a new champion
- Assign the appropriate sales representative to reach out and build relationships
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Competitor Mentions
When researching technology, buyers often encounter tons of information about available options. But they don’t always get the full picture of how one solution compares to another.
When a competitor is mentioned on a sales call, set up an automated nurture program that highlights the advantages of your product over that competitor’s product. This allows you to inform the buyer about your solution relative to the competitive landscape, regardless of the individual sales rep.
Triggers
- Identify companies or contacts which met a Chorus Tracker criteria related to competitors
Actions
- Source expanded set of contacts which meet your persona definition related to competitor mentioned
- Send records to your CRM
- Assign to a Account Owner
- Enroll in Competitor Mentions Campaigns
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Persona Expansion
When a new lead comes in through a high-value web form, you should also pursue the rest of the stakeholders who influence purchasing decisions at the company. Today, many purchasing decisions are handled by committees and not individuals. This expanded campaign will inform a wider audience about your product, get buy-in at multiple levels, and accelerate the sales process.
To save time and avoid a missed opportunity, trigger automated emails to Buying Committee members right after their colleague fills out the form.
Triggers
- Identify opportunities with limited contacts
Actions
- Source expanded set of contacts which meet your persona definition for uninvolved roles
- Send records to your CRM
- Assign to a Account Owner
- Enroll in Persona Expansion Campaign
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Stalled Opportunity Follow Up
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 your VP of Sales send out an email that includes a clear call to action. You can automate this with custom messaging and a special offer.
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
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