The Boomerang

The deal was lost, but you already invested in the prospect relationship. Know when to revive conversations, rather than accepting sunk costs, with Qualified Signals.

An increased Signals Engagement Trend triggers a notification that your lost prospect is back, possibly second-guessing their decision. Send a message right then to resurrect the opportunity.

How To Build the Boomerang

Working together, your Qualified and Salesforce admins can build the Boomerang. Follow these steps to pinpoint which accounts are reconsidering. 

TIP! Download our Signals unmanaged package to save time creating Salesforce reports like this one.

1. Create a Salesforce Report for Open Opportunities

1. Create a new report in Salesforce.
2. Select Opportunities with Accounts and click Continue.
3. (Optional) Click the Edit Report Name icon to enter a new report title, like “Closed Lost Opportunities On Fire/Hot and Surging/Heating.“ When you’re done typing, click outside the textbox to save your update.
4. From the left panel, select the following columns:
   • Account Name
   • Opportunity Name
   • Qualified Signals Score 
   • Qualified Signals Engagement Intent
   • Qualified Signals Engagement Trend
   • Days Since Last Activity

2. Add Filters for Indicative Signals Data and Run Your Report 

1. Click Filters.
2. From the left panel, click Show Me.
3. Select My Opportunities and click Apply.
4. Click Close Date and update the date range to your preference.
5. From the Add filter… search bar, build these filters:
   

   Salesforce Field	Operator	Value
   Qualified Signals Engagement Intent	contains	fire,hot
   Qualified Signals Trend	contains	surging,heating
   Stage	equals	Closed Lost
   Open Opportunity Count	is less than	1
   Type	not equal to	Any types you don't want to include, like "Customer" or "Partner"

6. Click Run on the right.
7. Click the Arrow icon in the Qualified Signals Score column to sort by descending.

3. Build a Salesforce Flow that Alerts Reps in Chatter

We recommend using Flow Builder or Process Builder to alert reps in Chatter based on Signals data. Because each Salesforce org varies, configure a custom alert flow to automatically alert your reps via Chatter.

4. Create a Qualified Signals Account List

1. Create a new Signals account list in Qualified, and check Share with org.
2. Click the Filter icon.
3. Click on the tiles to apply these filters:
   • Type: In Salesforce
   • Engagement Intent: Hot and On Fire
   • Engagement Trend: Heating and Surging
4. Click +Add Filter and build these three filters using the drop-down menus:
   

   Salesforce Object	Salesforce Field	Operator	Value
   Account	Account Type	is not any of	Customer
   Account	Open Opportunity Count	is less than	1
   Opportunity	Stage	equals	Closed Lost

5. Click Apply and Save.
6. Click the Edit Columns icon on the right and select under External Fields:
   • Account Name
   • Days Since Last Activity
7. Click Apply and Save As…

Use Case

Manager Marco decides to monitor lost opportunities, suspecting that they may have buyer's remorse. Admin Anna creates one Salesforce report, automated Chatter notification, and Signals account list.

With the Boomerang configured, a Chatter notification alerts Rep Riley: a contact from a lost opportunity is back on their site. Rep Riley reviews their browsing activity in Signals and sends a personalized message to restart the conversation.