Revive Closed Lost Opportunities

Step 1: Identify Accounts with Previous Closed-Lost Opportunities

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Step 2: Monitor Accounts for Signals

Signals are interesting trigger events that indicate potential renewed interest or potential need. They also provide context (i.e. reasons) for your team to reach out.

1. Contact-Level Signals

• Past Champions: Previous advocates who may still favor your solution.
• New Hires & Promotions: New decision-makers or influencers who may bring fresh perspectives.

2. Account-Level Signals

• Website Activity: Visits to high-intent pages (pricing, demo request, case studies).
• New Funding: Recently announced new funding rounds, which often precede budget allocations
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Step 3: Create Workflows

Create a workflow to drive adoption and timely execution from your team.

• Option 1: Set up automated Slack or email notifications to provide your team with necessary context and a clear Action to execute.
• Option 2: Automatically add the right contacts into a relevant email sequence "Closed Lost with Past Champions", "Closed Lost with New Hires", "Closed Lost visit Website", etc.
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Step 4: Outreach

Tailor your messages based on the signals and combine them with any closed-lost reasons or notes about the accounts (found in your CRM).

<div class="pro-tip">With UserGems: Gem-E automatically combines signals and CRM data to draft messaging for your team. You only need 1 sequence.</div>

Some email examples:

Past Champions

Objective: Leverage goodwill and familiarity. Personalize outreach acknowledging the past relationship and addressing current challenges.

New Hires & Promotions

Objective: Reposition your solution as solving challenges they’re likely tackling early in their role. Personalize the email based on the Closed Lost Opp notes.

Website Visitors

Objective: Identify high-intent pages visited. Then send timely outreach referencing their activity to relevant contacts by using Multi-thread signal.

Funding

Objective: Congratulate them on funding and tie your solution to growth goals. Highlight case studies showing ROI for similar companies.

Set Up This Playbook in UserGems:

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1. Create an Audience of "Closed Lost Accounts"
2. Select signals that you want
3. Create a "Closed Lost Revive" workflow
4. Select your email sequence
5. Activate Gem-E
6. Preview Gem-E's AI messaging. Add custom prompt if needed
7. Save

Additional Resources

• How to use UserGems' new Buyer Signals to generate more pipeline