Who is this for?
DemandGen Teams - HG Insights Admins

Each play that you run in HG Insights copilot should have a predefined action to make it easy for your Sales team to understand what is next or to automate the desired action all together. This article breaks down the different levels of automation and which one is most suitable for your use case.

Basic Actions

Basic actions are free text descriptions that prescribe the next step your sellers should perform. Examples are “Connect on LinkedIn and send intro” or “find buyer persona and add to Multi Thread Sequence”.

Screenshot 2024-10-29 at 3.23.55 PM.png — Matches of the “Contact has left company” Playbook with prescribed basic action

When should I use basic actions?

Basic actions should be used when the subsequent action requires human interaction that cannot easily be automated.

HG Insights Tip:
Only use basic actions for a few plays that require some manual research but keep to <20% of a Sellers plays. All other actions should be manual actions or automated actions.

Manual Actions

Manual actions make use of HG Insights’s connection to your Sales Engagement Platform. Each playbook can be linked to a specific email template (Outreach Sequence / Salesloft Cadence / Engage Flow). This enables the sellers to easily enroll their playbook matches into a matching email sequence either one-by-one or with a bulk action.

Screenshot 2024-10-29 at 3.15.49 PM.png — Playbook matches to be added to Outreach Sequence

When should I use manual actions?

Manual actions are great for plays with 20-100 matches per week and when Sellers want to review the contact matches before being enrolled in a sequence. It is also a good way to get sellers used to playbooks in the first place before automating the sequencing fully.

Autopilot mode (Automated Actions)

With Autopilot actions, every playbook match (every matched person) will automatically be enrolled in the linked sequence (Outreach Sequence / Salesloft Cadence / Engage Flow).

Screenshot 2024-10-29 at 1.37.28 PM.png — Playbook automation options

When should I use Autopilot mode?

Autopilot actions are great for higher volume plays and for teams that work mostly out of a sales engagement platform. They can also be used for Marketing campaigns to add companies to add audiences or adding people to nurture campaigns. To find more information on use cases utilizing the Webhook please refer to this doc [add link].

HG Insights Tip:
Sales plays with a volume of more than 20 matches per week that are handled rather transactionally should start with a manual action but once your team gained trust in the play and the message we recommend changing the action to an automated action. That way you free up bandwidth to test the next play with your sales team.

Tracking actions

HG Insights Copilot is tracking the actions your sales team is taking to provide you with Reporting which gives you insights on playbook usage and success rates. Manual and Automated actions are automatically tracking a person or company that is enrolled into a sequence as contacted. In order for your Sales team to clear their inbox and handle matches manually, Copilot equips your team with 3 additional options.

Playbook tracking actions

Mark done:

The mark done button is particularly useful for playbooks that are set up with a basic action. Sellers are able to clear their inbox if they have actioned a match outside of Copilot. We highly recommend to always clear out actioned on matches to generate accurate reporting on the playbook effectiveness.

Snooze:

The snooze function allows your sellers to hide a match for a given time before it re-enters the playbook.

Reject:

The reject button allows playbook matches to be dismissed. HG Insights tracks the rejected matches and provides you reporting on a per playbook basis. The reporting allows you to drill into Playbooks with a high rejection rate to refine filters.

Which action can be selected for different playbook types

	Person level plays	Company level plays
Basic Actions	✅	❌
Manual Actions	✅	❌
Autopilot Actions	✅	❌ (except Webhooks)

Selecting the team that will run plays