Technical Account Manager
Is your revenue team ready for what's next?
Whether you are leveraging Conversica’s Powerfully Human®️ conversations to follow up with inbound leads, activate unresponsive demand or reengage leads that showed interest but didn’t convert previously, the key to successfully generating consistent engagement and pipeline is through autonomously funneling new leads into your Conversica campaigns in real-time as key events happen.
We’re going to dive into 3 great conversation triggers to automate your lead delivery into Conversica for a seamless and consistent lead journey.
Nurture your warm inbound leads who expressed interest by submitting a form on your website to request an on-demand demo or engaged with certain content on your website. The trigger to initiate the flow of new leads into your campaign mapped to a Conversica conversation would be the submission of the form fill (button click, new lead creation, lead status change) dependent upon how these lead actions are recorded or tracked within your CRM or MAP integrated with Conversica.
Bonus Tip: Segment your leads into two different evergreen campaigns based on buying intent or lead score. A lead who has requested an on-demand demo is likely warmer than one who engaged with a product-specific whitepaper. By further segmenting your leads by the action they took or content consumed, you can add the leads who downloaded the on-demand demo to an inbound follow-up conversation that pushes toward a call with a Sales rep, whereas you may want to nurture the leads who downloaded a whitepaper a bit further by gauging their interest in another piece of content prior to asking for a call, using a conversation designed to send a link for additional content as well as pushing toward a call.
Activate unresponsive leads your Sales team has already attempted to contact through their usual follow-up process, whether it’s by email or phone outreach. There are times when you may want your Sales team to be the first touch for your higher-scored or higher-quality leads.
After about 14–30 days, once your team has exhausted their outreach attempts, they can change the lead status or a custom field to “Assistant Ready,” “Conversica Ready” or “No Longer Working” and trigger outreach based on dual criteria: If the status has changed along with a date constraint to add leads who haven’t been touched in at least X days (depending on your Sales team’s usual follow up cadence).
Reengage leads who previously expressed interest 60-90 days prior, but haven’t yet converted. Whether you formerly attempted to engage these leads via Conversica or a one-to-many email nurture platform, consider using a date-based trigger such as > 60 days since the last form of outreach was attempted.
Bonus Tip: Supercharge your technical strategy by leveraging Conversica Conversation Rules and conversation variable pull fields.
Dive into more best practices, success stories, industry-specific tips and more in the Conversica Community forum.
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