Sales Plays

Use a documented internal leadership change as a reason to review the account, the new responsibilities, and whether your offer is relevant.

Use a documented executive hire to review the account's current priorities and prepare outreach that reflects the person's new role.

Review company news such as facilities, office, or workforce changes and decide whether the event creates a relevant reason to reach out.

When significant company opportunity news happens, such as new products or market initiatives, your sales and marketing teams should move quickly to engage.

Use a merger, acquisition, or other financial event to reassess account fit, stakeholders, timing, and message relevance.

Treat a funding announcement as account context, then confirm whether the stated plans connect to a problem your team can help solve.

Use fit criteria to define the account group, review selected signals separately, and compare later outcomes before changing routing rules.

Review licensed intent signals with their topic, source, and date, then combine them with account fit and first-party context.

Use available review-site activity as one dated input, then confirm relevance with other account and engagement context.

Knowing what tech your product plays well with can expand your market. Run outbound campaigns to potential customers using complementary technologies.

Review documented technology changes and choose follow-up timing based on the customer's implementation cycle and your offer.

A documented technology removal can prompt a review of the account's current requirements and whether an alternative is relevant.

Use a successful customer profile as a starting hypothesis, then validate each new account against its own fit and context.

Connect available company-level website activity to an account record and review the visited content, recency, and consent settings.

Use relevant social engagement to continue a conversation the buyer already started rather than assuming purchase intent.

Follow up on the session or topic an attendee selected, using the event details already available to your team.

Sometimes you need to nudge prospects with a direct gift, especially if you've had no prior engagement with them.

The end of a fiscal year is a great time to get in front of potential customers looking to spend remaining budget.

Get notified when a key prospect discusses topics relevant to your business in a podcast.

For upcoming demos, identify the buying committee and target them with display ads so they see your brand everywhere.

Meeting confirmation is the first step toward closing. Send an invite while on the phone and get them to accept.

Send a qualification survey ahead of the demo meeting. You'll see a higher show rate and better prepared meetings.

A certain percentage of prospects will miss meetings. Set up notifications for no-shows and follow up immediately.

Sometimes a great demo doesn't convert immediately. Keep the prospect warm with targeted nurture campaigns.

Map the stakeholders involved in an opportunity and decide where another relevant relationship would add useful coverage.

Track deal progress to make sure things keep moving. When an opportunity stalls, trigger immediate follow-up.

When an opportunity has been in limbo for months, revive it through outreach from your leadership team.

When a contract hasn't been signed after 48 hours, follow up to help close the deal.

When a competitor is mentioned during sales conversations, trigger personalized competitive positioning content.

When a prospect backs out at the last second, mark them closed-lost and automate a sales flow to re-engage later.

When your champion makes a career move, don't lose the account. Quickly identify and build relationships with new stakeholders.

If you sell a usage-based product, automate an upsell motion when customers approach their limits.

Customers may research additional products on your website. Use site tracking to identify expansion opportunities.

Calculate user saturation rate to uncover untapped opportunity at customer accounts.

First-time buyers often want to prove value with smaller purchases. Support new buyers with cross-sell campaigns.

Review product use, open needs, and customer goals before proposing an expansion that fits the account.

Leverage new product features by sending release communications to customers who would benefit.

When you release a new product or feature, deploy pop-up notices and invite customers to a demo.