PLAYBOOK #2

Previous customers have been in the new role for a while

Recommended for:

  • UserGems leads are your previous customers (buyers, users)
  • Their current company matches your Ideal Customer Profile
  • Their current title matches your target Persona
  • They've been in this role for a while (more than 3 months)
Create a trigger to automatically upload UserGems leads into an email campaign (in Marketo, Outreach, Salesloft, etc.)

Combine these touches with your existing outbound sequence and content for this persona (including social selling and calls, if any)

Step 1 - Email (from Outreach or Marketo from reps' inbox)

Step 2 - Gifting

If you're offering direct mails/gifting, make sure it integrates with your email tool to pause the sequence when the prospect selects a gift (aka responds)

Step 3 - Email (reply to the previous email)

Penny for your thoughts? Any feedback would be much appreciated!

Step 4 - Email (new thread)

Hey Jake,

Would it be worth a brief conversation to see how ACME might be able to support you like we do with {previous.company}?

Here's a recent ROI/business case as you have a think [insert relevant customer story or content]
Multi-thread other contacts within the account referencing the UserGems lead(s)

Email template to multi-thread