Intermediate

Use AI Agents for Inbound

When prospects submit a demo request, they often end up no-showing or not booking a meeting time when reps reach out. Use this playbook to reach out to demo requesters with super personalized, compelling messages to increase their likeliness to respond.

Key Signals
Gem-E, AI Agent
 
 

Playbook Overview

 

When should you run this playbook?

Prospects have submitted demo requests through your website or other channels and reps are trying to book a meeting.

 

Who to target?

 

Playbook goal?

 

Responsible teams?

  • Inbound Sales Representatives​
  • SDRs/BDRs

Step 1: Identify and Prioritize Inbound Demo Requests

  • Monitor your CRM or inbound channels for new demo requests.​
  • Use Gem-E AI Copilot to automatically surface signals for these prospects
  • Use Gem-E to find other prospects at the accounts to reach out to in order to multi-thread the entire buying group

Step 2: View Company & Person Signals

When reps receive a demo request, Gem-E AI Copilot provides buyer signals to help personalize outreach instead of sending generic one-off messages. 

These include both company-level and person-level buyer signals:

  • Company Signals:
    • Tech stack, customer competitors
    • Growth like recent funding rounds or hiring
    • Relevant website activity
    • Historical relationship with your company

  • Person Signals:
    • Recent job changes or promotions
    • Intent signals based on web activity or content engagement
    • Contact-level history with your company (e.g., past opportunities, past users)

With these signals, reps can personalize outreach, improving conversion and response rates.

Step 3: Personalize Outreach Using Signals

  • Website Visitors: If the prospect has visited high-intent pages (e.g., pricing, case studies), tailor your messaging to reference this activity.​
    • Example: "I noticed you've explored our pricing page; I'd be happy to discuss the best options tailored to your needs."​
  • Job Changes: If the prospect has recently been promoted or joined the company, acknowledge this in your communication.​
    • Example: "Congratulations on your new role as [Position]! This is an exciting time to explore solutions that can drive success in your new role."​
  • Customer Competitors: Utilize insights from Gem-E AI Copilot to name drop current customers that compete with the prospect’s company
    • Example: “Excited to show you how [competitor] has gotten success from our product. Does some time next week work for me to show you how?”
  • Past Users at the company: View any other past users that are at the prospect’s current company to connect the dots.
    • Example: “Greg from your Marketing team used us in the past. It might be worth it to get his thoughts and include him in the call.”

Step 4: Engage and Follow Up 

  • Initial Contact: Reach out promptly with a personalized message, referencing the insights Gem-E gathered.​
  • Demo Scheduling: Offer flexible scheduling options and provide a brief overview of what the demo will cover, aligning with the prospect's interests.

Templates

Email Template:

Bump Message:

Set Up This Playbook in UserGems:

  1. Create a Contact report in your CRM for Demo Requesters. This will be a dynamic report.
  2. Upload this report as a Custom Signal in UserGems Signal Library. 
  3. Optional: upload an Account report for these accounts to search for additional persona matching contacts for your team to multi-thread to.
  4. Have reps download UserGems AI Copilot Chrome Extension 

 

About the Author

 

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