The average opportunity has five stakeholders. If you’re only working with one point of contact, you have a single point of failure. The goal of this campaign is to identify additional decision-makers that could keep an opportunity alive in the event that your current contact loses interest, leaves the company, or doesn’t have the influence to get the deal done. After seven days (or some other appropriate time period for your sales cycle), use ZoomInfo or another data provider to identify other decision-makers at the account. Then send a follow-up sequence from the account executive.
- Single contact on opportunity with no additional contacts added in the first seven days after opportunity creation.
- Find additional contacts at the account.
- Send a follow-up sequence from account executive.