Example campaigns to send to your sales teams

What is a sales play? 

A sales play is a data driven selling idea that leverages data you have about your customers and prospects. Sales plays can be used to give your sellers additional leads to pursue within your customer or prospect base. 

 

Samples Sales Plays: 

(1) Prospecting Play - Visits to Product Page 

This sales play targets accounts where people within the company have been visiting your product pages anonymously. This is in indicator that people at this account may be researching your product or solution and now might be the right time to engage.

These accounts are good targets for your SDRs or ISRs to prospect into. They are also good targets to show ads to to keep awareness high. 

Data Requirements: 

• Import marketing activity 
• Use D&B Visitor Intelligence to which accounts have people visiting your website
• Import your account data 

Channels to Launch to: Outreach, Salesforce, advertising channels

 

(2) Prospecting Play - High Intent Gizmo Prospects 

This sales play targets accounts that have are the right fit and are showing high intent to buy your products. Let's dig into this segement. 

• Includes a propensity model rating. The model looks at your existing customer base for a product or products and provides a score for how likely each prospect is to convert. 
• Includes buyer intent data. D&B's buyer intent can tell you if people at the account are viewing content related to researching or buying. Buyer intent is also tracked over 12 weeks so you can see how long the account has been researching content related to a problem they are looking to solve. 

These accounts are good targets for your SDRs or ISRs to prospect into. They are also good targets to show ads to to keep awareness high. 

Data Requirements: 

• Import marketing activity 
• Use D&B Visitor Intelligence to which accounts have people visiting your website
• Import your account data 

Channels to Launch to: Outreach, Salesforce, advertising channels

 

(3) Prospecting Play - Product Demo, No Opportunity 

This sales play targets accounts that have been give a product demo by your sales team recently, but do not have an open opportunity. These accounts are good targets for your sellers to continue to reach out to and can also be shown ads or emails to keep awareness high. 

Data Requirements: 

• Import opportunities from CRM 
• Import sales activities from CRM 

Channels to Launch to: Outreach or Salesforce, Advertising Channels, Email marketing  

 

(4) Prospecting Play - Recent or Upcoming Product Demo, Reach out to Rest of Buying Group 

This sales play has two flavors. If a sales rep has an upcoming or recently completed product demo, they can target the rest of the buying group to increase awareness within the account. Include the title of contacts to narrow down the pool of contacts for your sellers to reach out to. 

This is a good opportunity for marketing to provide air cover to sales by reaching our to the additional members of the buying group. 

Data Requirements: 

• Import opportunities from CRM 
• Import sales activities from CRM 
• Import your contact data 

Channels to Launch to: Outreach, Salesforce, Email marketing channels