The Deal Accelerator

With limited time, your Account Executives need to focus on the opportunities most likely to close. Enable visitors from open opportunities to schedule meetings with the same AE through the sales cycle.

How to Build the Deal Accelerator

Follow these steps to reconnect visitors with their assigned sales rep.

1. Configure Meeting Types & Meeting Routing

Create or verify that you have the appropriate meeting type and meeting routing for accounts with open opportunities. Set the meeting routing to display the prospect’s current AE’s calendar. Depending on your Salesforce set-up, you may route to the matched Salesforce contact’s Owner ID:

2. Build a Segment

Create a new segment for open Salesforce opportunity stages, like Proposal, Negotiation, and Decision. Based on your Salesforce configuration, the segment may be designed like this:

1. Select the Contact object and then Related Opportunity via Account.
2. From the next drop-down menus, select Stage and is any of.
3. Then choose all stages that represent open opportunities, such as Proposal, Negotiation, and Decision.
   

TIP! If you want to further focus who can book appointments, make the segment more specific. For example, include only accounts with high Signals Engagement Intent.

3. Create a Form or Button Experience

Button Experiences are currently in beta. If you’re interested, reach out to your Qualified Success Architect.

To build a Form Experience:

1. Click Show this experience to visitors that fill out.
2. From the right panel, pick which form to connect from Select form.

To build a Button Experience, first select which button will trigger the Experience.

Next, add the meetings scheduler for only your existing customers:

1. Insert a Branch action.
2. To set up the qualifying criteria, select Segments, include any of, and your new segment.
3. Below the Match branch:
   1. Insert an Offer a meeting (fullscreen) action.
   2. Click the Route for Meeting step and then click Select Meeting type from the right panel. Choose the new meeting type that routes to the visitor’s account manager.
   3. (Optional) Edit the Subtitle in the meetings scheduler to inform the visitor that they’re booking with the same sales rep they’ve been working with:
      
4. Below the No Match branch:
   1. If this is a Form Experience, end the Experience or add a Start a conversation action to direct them to live chat with an available sales rep.
   2. If this is a Button Experience, add Start a conversation and Navigate steps to a different, relevant page on your site. (Stay tuned for new options later this spring.)
5. When you finish building your Experience, click Save in the top-right corner.

Use Case

The sales managers at TroveRobotics understand that deals are more likely to close when the same AE manages the deal from start to finish. Knowing that website visitors related to open opportunities should receive a personalized Experience, Admin Anna builds a new Qualified segment for open Salesforce opportunities and a Button Experience unique to that segment.

When a contact from an opportunity in the Negotiation stage lands on their website, they click Talk to Sales. Rather than filling out yet another form, the known prospect schedules a follow-up meeting with their established AE.