Playbook Library

1

Past Champion > joined ICP Account

Recommended for
  • For: Sales Development, Account Executives, Marketing
  • UserGems leads are your previous customers
  • Their new role matches your target Persona
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Pipeline Generation
SDR & Marketing
2

Past Open Opp Contact > joined ICP account

Recommended for
  • For: Sales Development, Account Executives, Marketing
  • UserGems leads evaluated your product in the past
  • Their new role matches your target persona
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Pipeline Generation
SDR & Marketing
3

Past Closed Lost Opp > joined ICP Account

Recommended for
  • For: Sales Development, Account Executives, Marketing
  • UserGems leads evaluated your product in the past
  • Their new role matches your target persona
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Pipeline Generation
SDR & Marketing
4

Past User > joined ICP Account

Recommended for
  • For: Sales Development, Account Executives, Marketing
  • UserGems leads were your product users (preferably with high NPS scores)
  • Their new role matches your target Persona
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Pipeline Generation
SDR & Marketing
5

Worked at Customer > joined ICP Account

Recommended for
  • For: Sales Development, Account Executives, Marketing
  • UserGems lead used to work at your customer account but you're unsure how familiar they were with your product
  • Their new role matches your target persona
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Pipeline Generation
SDR & Marketing
6

New Executive > joined ICP Account

Recommended for
  • For: Sales Development, Account Executives, Marketing
  • UserGems lead matches your target persona
  • They recently joined your ICP account
  • They DON'T have any previous relationship with your company
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Pipeline Generation
SDR & Marketing
7

Past Champion > joined Open Opp Account

Recommended for
  • For: Account Executives (Sales)
  • Good for multi-threading and deal acceleration
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Deal Acceleration
Sales
8

Past Champion > joined Another Customer Account

Recommended for
  • For: Customer Success Managers, Account Managers
  • Good for strengthening your relationship with this account for future expansion and churn prevention

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Account Expansion
Churn Prevention
Customer Success
9

Open Opp Contact > left the Account

Recommended for
  • For: Account Executives (Sales)
  • Help with de-risking your open opportunities when a contact leaves mid-cycle
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Deal Acceleration
Sales
10

Champion > left Customer Account

Recommended for
  • For: Customer Success Managers, Account Managers
  • Good for preventing churn risks when champions leave
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Churn Prevention
Customer Success
11

Past Evaluator > joined Open Opp Account

Recommended for
  • For: Account Executives (Sales), Account Managers
  • Good to multi-threading and deal acceleration
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Deal Acceleration
Sales
12

Past End User > joined Open Opp Account

Recommended for
  • For: Account Executives (Sales), Account Managers
  • Good for multi-threading and deal acceleration
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Deal Acceleration
Sales
13

Worked at Customer > joined Open Opp Account

Recommended for
  • For: Account Executives (Sales), Account Managers
  • Good for multi-threading and deal acceleration
Continue reading
Deal Acceleration
Sales
14

New Executive > joined Customer Account

Recommended for
  • For: Customer Success Managers, Account Managers
  • Good for preventing churn when a new executive joins

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Churn Prevention
Customer Success
15

New Buyer Promotion > in ICP Account

Recommended for
  • For: Sales Development, Account Executives, Marketing
  • UserGems lead matches your target persona
  • They recently were promoted into a new buying role
  • They DON'T have a previous relationship with your company
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Pipeline Generation
SDR & Marketing
16

Champion Referral > ICP Account

Recommended for
  • For: Generating referrals from your outbound teams
  • Current customer used to work at an ICP account

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Pipeline Generation
Deal Acceleration
SDR & Marketing
17

Customer Competitor Account is ICP Account

Recommended for
  • For: Sales Development, Account Executives, Marketing
  • Account is competitor of one of your customers
  • Account is ICP
  • This is written for leads who do NOT have a relationship with your company, but can be edited to include personalization for job changes or past relationships.

Continue reading
Pipeline Generation
Deal Acceleration
SDR & Marketing
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