Generate a list of 60-day old open opportunities that have gone 45 days without a meeting. To restart these degraded opportunities, send an email from an executive such as the chief revenue officer, a VP, or a director on the sales team to the main point of contact. The revenue operations team should identify other potential contacts to multithread communications. After the emails go out, send a call-behind list to the SDR team to track down next-step meetings for the respective opportunity owners.
- Run a monthly report on open opportunities that are 60 days old and have gone 45 days without a meeting.
- Send the list to the opportunity owner to confirm inclusion in a sequence to re-engage the prospects.
- Identify other good-fit contacts at the account (multi-threading) and add them to a sequence sent from the opportunity owner’s manager.
- Have an SDR follow up with a call after emails are sent.