To successfully roll out Plays to your Sales team(s), we recommend starting with a few (3-5) very prescriptive and intuitive plays that your Sales reps can quickly understand and take action on.
The key is to select plays that have:
Clear triggers: what signal/event happened
Clear actions: what the rep should do next (most often add prospects to sequence templates). Read more here.
Balanced volume: enough leads for a rep to trust and take action on
Once your playbooks are live, you can expand into more advanced plays based on team maturity and goals.
The starter plays we recommend by use case are written out below. Want more ideas? Feel free to browse our filterable Playbook Library for more options!
Outbound
Best for: SDRs and outbound AEs.
Reactivated Closed Lost Opp: People that had a lost opportunity with you before are now back on your website
Abandoned Demo Request: People have been looking at your Demo Request / Contact Us pages but have not requested a Demo
Competitive Takeout: A company is using a competitive technology and is likely coming up on a renewal
LinkedIn Engagement (premium signal): People that are a great fit for you are engaging with your company’s LinkedIn content
Recently Dropped Competitor: A company recently stopped using a competitor technology, and may be actively evaluating replacements or open to switching solutions.
Hiring: Companies hiring rapidly in key functions (Sales, Marketing, etc)
Inbound
Best for: SDR teams, inbound AEs.
Handraisers: People that have actively requested a demo or a sales conversation
Pricing page visits: Buyer personas that are visiting your pricing page or high-intent product pages
Webinar MQLs: Webinar attendees that are worth a Sales touch as follow up
Content MQLs: People that are a great fit and that research content frequently
Account-Based Marketing
Best for: ABM teams, SDRs, and strategic AEs.
Reactivated Closed Lost Opp: People that had a lost opportunity with you are now back on your website
LinkedIn engagement (premium signal): People that are a great fit for you are engaging with your company’s LinkedIn content
Content Download: Re-target people that have downloaded content but otherwise not converted to a meeting
Hiring: Companies hiring rapidly in key functions (Sales, Marketing, etc)
Product-Led Sales (PLS)
Best for: growth AEs.
Approaching Plan Limit: People from Accounts that are about to reach their respective plan limit
Recent spike in Usage: People with a recent spike in their usage of your product
Interaction with Enterprise Feature: People that are frequently using advanced features
Plan upgrade views: People that have viewed your plan upgrade pages but have not initiated an upgrade
Expansion
Best for: AEs and account managers.
Spike in Usage: A sudden increase in product usage over a short period
Existing Customer Invited Multiple Users: A customer account invites additional teammates into the product
Prospects Joining Customer Account (premium signal): New users joining an existing customer account