{"id":95504,"date":"2022-03-17T10:59:17","date_gmt":"2022-03-17T14:59:17","guid":{"rendered":"https:\/\/www.drift.com\/training\/revenue-acceleration-guide-setting-up-your-account-for-sales-copy\/"},"modified":"2022-05-04T13:57:44","modified_gmt":"2022-05-04T17:57:44","slug":"revenue-acceleration-guide-targeting-potential-buyers","status":"publish","type":"trainings","link":"https:\/\/www.drift.com\/training\/revenue-acceleration-guide-targeting-potential-buyers\/","title":{"rendered":"Revenue Acceleration Guide Stage 02: Targeting Potential Buyers"},"author":165,"featured_media":96483,"parent":0,"menu_order":0,"template":"single-training.php","format":"standard","acf":{"hero_title":"Targeting Potential Buyers","hero_body":"<h4>Revenue Acceleration Guide<\/h4>\n<p>The Complete Guide to Creating Outbound Experiences that Book More Meetings and Delight Buyers.<\/p>\n","hero_image":{"ID":96481,"id":96481,"title":"Target Buyers 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17:57:03","menu_order":0,"mime_type":"image\/jpeg","type":"image","subtype":"jpeg","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":1080,"height":1080,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-hero-150x150.jpg","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-hero.jpg","medium-width":1080,"medium-height":1080,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-hero.jpg","medium_large-width":768,"medium_large-height":768,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-hero.jpg","large-width":1080,"large-height":1080,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-hero.jpg","1536x1536-width":1080,"1536x1536-height":1080,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-hero.jpg","2048x2048-width":1080,"2048x2048-height":1080,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-hero-324x324.jpg","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-hero-24x24.jpg","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-hero-48x48.jpg","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-hero-96x96.jpg","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-hero-150x150.jpg","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-hero-300x300.jpg","profile_300-width":300,"profile_300-height":300}},"hero_image_retina":false,"button_cta":"Download the Guide","button_link":"#revenue-acceleration-learning-sales-2","bottom_cta":{"cta_title":"Revenue Acceleration Guide Stage 02: Targeting Potential Buyers","body":"","button_link":"#revenue-acceleration-learning-sales-2","button_text":"Download the Guide","button_link_two":"","button_text_two":""},"trainings_super_index":{"image":{"ID":96482,"id":96482,"title":"Target Buyers index","filename":"Target-Buyers-index.jpg","filesize":75278,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-index.jpg","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-index.jpg","alt":"","author":"86","description":"","caption":"","name":"wp-attachment-target-buyers-index","status":"inherit","uploaded_to":95504,"date":"2022-05-04 17:57:12","modified":"2022-05-04 17:57:12","menu_order":0,"mime_type":"image\/jpeg","type":"image","subtype":"jpeg","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":1200,"height":627,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-index-150x150.jpg","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-index.jpg","medium-width":1200,"medium-height":627,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-index.jpg","medium_large-width":768,"medium_large-height":401,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-index.jpg","large-width":1200,"large-height":627,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-index.jpg","1536x1536-width":1200,"1536x1536-height":627,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-index.jpg","2048x2048-width":1200,"2048x2048-height":627,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-index-324x324.jpg","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-index-24x24.jpg","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-index-48x48.jpg","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-index-96x96.jpg","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-index-150x150.jpg","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Target-Buyers-index-300x300.jpg","profile_300-width":300,"profile_300-height":300}},"description":"","footer":""},"chapters_content":[{"chapter_title":"Introduction","chapter_body":[{"acf_fc_layout":"body","body_text":"<h4 class=\"font-20 uppercase bold\"><strong>Who is this for:<\/strong><\/h4>\n<ul style=\"list-style: none; margin-left: -30px;\">\n<li><input type=\"checkbox\" \/> <span style=\"font-weight: 400;\">Drift sales rep users<\/span><\/li>\n<li><input type=\"checkbox\" \/> Sales manager<\/li>\n<li><input type=\"checkbox\" \/> Drift Admin<\/li>\n<\/ul>\n<h4 class=\"font-20 uppercase bold padding-top__xs\"><strong>Suggested Prerequisites:<\/strong><\/h4>\n<ul style=\"list-style: none; margin-left: -30px;\">\n<li><input type=\"checkbox\" \/> You have a Drift account<\/li>\n<li><input type=\"checkbox\" \/> You have a Drift Insider account (100% free)<\/li>\n<li><input type=\"checkbox\" \/> You have read <a href=\"https:\/\/www.drift.com\/training\/revenue-acceleration-guide-setting-up-your-account-for-sales\/\">Setting Up Your Drift Account for Sales<\/a>, <a href=\"https:\/\/www.drift.com\/training\/revenue-acceleration-engaging-website-visitors\/\">Engaging Website Visitors<\/a>, and completed the learning objectives in both guides<\/li>\n<\/ul>\n<h4 class=\"font-20 uppercase bold padding-top__xs\"><strong>After reading this GUIDE you\u2019ll be able to:<\/strong><\/h4>\n<ul style=\"list-style: none; margin-left: -30px;\">\n<li><input type=\"checkbox\" \/> <span style=\"font-weight: 400;\">Explain the benefits of personalizing sales outreach.<\/span><\/li>\n<li><input type=\"checkbox\" \/> <span style=\"font-weight: 400;\">Use stage two use cases to target potential buyers.<br \/>\n<\/span><\/li>\n<li><input type=\"checkbox\" \/> <span style=\"font-weight: 400;\">Utilize conversational sales email best practices.<br \/>\n<\/span><\/li>\n<li><input type=\"checkbox\" \/> <span style=\"font-weight: 400;\">Send relevant stage two Drift Videos.<br \/>\n<\/span><\/li>\n<li><input type=\"checkbox\" \/> <span style=\"font-weight: 400;\">Identify opportunities using Drift Prospector.<br \/>\n<\/span><\/li>\n<li><input type=\"checkbox\" \/> <span style=\"font-weight: 400;\">Analyze team performance metrics with Drift reporting.<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><\/li>\n<\/ul>\n"}]},{"chapter_title":"Stage 2 Overview: Targeting Potential Buyers","chapter_body":[{"acf_fc_layout":"body","body_text":"<h3>INTRODUCTION TO STAGE 2<\/h3>\n<p>Have you ever been treated like a VIP?<\/p>\n<p>I\u2019m talking about situations like walking out of an airport to see someone holding a sign with your name on it and a car waiting for you. Or entering a hotel room to find a spread of your favorite wine and food with a note addressed to you.<\/p>\n<p>VIP experiences make you feel important. They make you feel special. And that feeling sticks with you \u2014 and will likely turn you into a loyal customer.<\/p>\n<p>That\u2019s what the second stage of revenue acceleration is all about: targeting potential buyers.<\/p>\n<p>In the first stage, <a href=\"https:\/\/www.drift.com\/insider\/trainings\/revenue-acceleration-engaging-website-visitors\/\">Engaging Website Visitors<\/a>, the goal was to welcome everyone to the site, proactively message site visitors, understand their goals, and recommend a next step.<\/p>\n<p><span style=\"font-weight: 400;\">Now that you\u2019ve reached the second stage, it\u2019s time to narrow your focus to your most important accounts and deliver the VIP experience.\u00a0<\/span><\/p>\n"},{"acf_fc_layout":"cta_block","title":"Drift Insider Note","body":"<p>If you haven\u2019t begun our Revenue Acceleration Guide<i> Stage 01: Engaging Website Visitors<\/i>, we recommend reading it before diving into this guide.<\/p>\n","button_text":"Read the Guide Here","button_url":"https:\/\/www.drift.com\/insider\/trainings\/revenue-acceleration-engaging-website-visitors\/","open_in_new_tab":false,"button_text_two":"","button_url_two":"","open_in_new_tab_two":false},{"acf_fc_layout":"body","body_text":"<p>Let\u2019s break down the second stage.<\/p>\n<p>Picture yourself as the head of HR at a financial services company. You are on the hunt for a new employee experience software. The software needs to be able to handle payroll, time tracking and scheduling, and engagement surveys.<\/p>\n<p>You start your search on Google and then land on a company\u2019s website which has a software that seems to fit your needs. Let\u2019s call the company Whitewhale.<\/p>\n<p>While on the site, you navigate to the pricing page where you receive a chat from a sales rep that reads, <strong>\u201cHi Kallon! I\u2019m Tate, your Account Manager at Whitewhale \u2014 (real human, by the way)! Any questions on pricing or our platform?\u201d<\/strong><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95507,"id":95507,"title":"21-engage-every-web-visitor-with-a-personalized-experience-1-768x624","filename":"21-engage-every-web-visitor-with-a-personalized-experience-1-768x624-1.png","filesize":28757,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/21-engage-every-web-visitor-with-a-personalized-experience-1-768x624-1.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/21-engage-every-web-visitor-with-a-personalized-experience-1-768x624-1.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-21-engage-every-web-visitor-with-a-personalized-experience-1-768x624","status":"inherit","uploaded_to":95504,"date":"2022-03-17 15:24:37","modified":"2022-03-17 15:24:37","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":768,"height":624,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/21-engage-every-web-visitor-with-a-personalized-experience-1-768x624-1-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/21-engage-every-web-visitor-with-a-personalized-experience-1-768x624-1.png","medium-width":768,"medium-height":624,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/21-engage-every-web-visitor-with-a-personalized-experience-1-768x624-1.png","medium_large-width":768,"medium_large-height":624,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/21-engage-every-web-visitor-with-a-personalized-experience-1-768x624-1.png","large-width":768,"large-height":624,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/21-engage-every-web-visitor-with-a-personalized-experience-1-768x624-1.png","1536x1536-width":768,"1536x1536-height":624,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/21-engage-every-web-visitor-with-a-personalized-experience-1-768x624-1.png","2048x2048-width":768,"2048x2048-height":624,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/21-engage-every-web-visitor-with-a-personalized-experience-1-768x624-1-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/21-engage-every-web-visitor-with-a-personalized-experience-1-768x624-1-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/21-engage-every-web-visitor-with-a-personalized-experience-1-768x624-1-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/21-engage-every-web-visitor-with-a-personalized-experience-1-768x624-1-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/21-engage-every-web-visitor-with-a-personalized-experience-1-768x624-1-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/21-engage-every-web-visitor-with-a-personalized-experience-1-768x624-1-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">You type back to Tate and then chat about the current challenges you are facing. Tate recommends a meeting to explore your goals, and when you agree, he drops a calendar in the chat. You book a time to meet that week.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The meeting goes well but Tate knows he can\u2019t stop there.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">After the meeting, Tate sends a video recap:\u00a0\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">\u201c<\/span><b>Hi AppX team. Thanks again for your time today. I\u2019m excited about the potential impact Whitewhale can have on your business and look forward to exploring this in more detail.\u00a0<\/b><\/p>\n<p><b>To summarize our conversation today, [Tate summarizes key metrics &amp; solutions].<\/b><\/p>\n<p><b>As for our next step, we\u2019ll review technical implementation and projected return on investment on our call next week. Let me know if any questions come up until then!<\/b><span style=\"font-weight: 400;\">\u201d<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95508,"id":95508,"title":"group-6","filename":"group-6.png","filesize":39729,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/group-6.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/group-6.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-group-6-2","status":"inherit","uploaded_to":95504,"date":"2022-03-17 15:25:33","modified":"2022-03-17 15:25:33","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":598,"height":394,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/group-6-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/group-6.png","medium-width":598,"medium-height":394,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/group-6.png","medium_large-width":598,"medium_large-height":394,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/group-6.png","large-width":598,"large-height":394,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/group-6.png","1536x1536-width":598,"1536x1536-height":394,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/group-6.png","2048x2048-width":598,"2048x2048-height":394,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/group-6-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/group-6-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/group-6-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/group-6-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/group-6-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/group-6-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">A couple weeks later, you sign up and roll out Whitewhale across your employee base.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This is a great experience because you were in control of the buying process. You could start a conversation on your terms \u2014 plus, you felt like a VIP because your needs were always anticipated.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So, how did Tate do it?\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">We\u2019ll review that and more in this guide: Targeting Potential Buyers.\u00a0<\/span><\/p>\n<h3><b>Review: The Conversational Sales Formula\u00a0<\/b><\/h3>\n<p><span style=\"font-weight: 400;\">Before we get into stage two use cases and examples, let\u2019s review the Conversational Sales Formula \u2014 which is at the center of the Conversational Sales process.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You should use the Conversational Sales Formula before any interaction with your buyer to show that you are their trusted advisor. Your buyer should feel like you know them better than they know themselves. <\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95509,"id":95509,"title":"CSFormula-graphics-v1_Artboard-1","filename":"CSFormula-graphics-v1_Artboard-1.jpg","filesize":487425,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/CSFormula-graphics-v1_Artboard-1.jpg","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/CSFormula-graphics-v1_Artboard-1.jpg","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-csformula-graphics-v1_artboard-1-2","status":"inherit","uploaded_to":95504,"date":"2022-03-17 15:27:23","modified":"2022-03-17 15:27:23","menu_order":0,"mime_type":"image\/jpeg","type":"image","subtype":"jpeg","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":1090,"height":1350,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/CSFormula-graphics-v1_Artboard-1-150x150.jpg","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/CSFormula-graphics-v1_Artboard-1.jpg","medium-width":1090,"medium-height":1350,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/CSFormula-graphics-v1_Artboard-1.jpg","medium_large-width":768,"medium_large-height":951,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/CSFormula-graphics-v1_Artboard-1.jpg","large-width":1090,"large-height":1350,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/CSFormula-graphics-v1_Artboard-1.jpg","1536x1536-width":1090,"1536x1536-height":1350,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/CSFormula-graphics-v1_Artboard-1.jpg","2048x2048-width":1090,"2048x2048-height":1350,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/CSFormula-graphics-v1_Artboard-1-324x324.jpg","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/CSFormula-graphics-v1_Artboard-1-24x24.jpg","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/CSFormula-graphics-v1_Artboard-1-48x48.jpg","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/CSFormula-graphics-v1_Artboard-1-96x96.jpg","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/CSFormula-graphics-v1_Artboard-1-150x150.jpg","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/CSFormula-graphics-v1_Artboard-1-300x300.jpg","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">The Conversational Sales Formula provides an overview for the four Ws that brought a buyer to your site: who, where, what, and why.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The <\/span><i><span style=\"font-weight: 400;\">who<\/span><\/i><span style=\"font-weight: 400;\"> is the person you are engaging with. Is it an existing customer or someone who you\u2019ve chatted with before?\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The <\/span><i><span style=\"font-weight: 400;\">where<\/span><\/i><span style=\"font-weight: 400;\"> prompts you to think about where the person is in the sales process. Are they a customer looking to expand? Is this the first vendor they\u2019ve talked to and they\u2019re still exploring other options?\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The <\/span><i><span style=\"font-weight: 400;\">what<\/span><\/i><span style=\"font-weight: 400;\"> is your trigger to take action. Perhaps the site visitor is talking to the bot or browsing your pricing page. Maybe they have downloaded an ebook or completed a certification. Along with what the buyer is doing, you need to think about what you are going to do next.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The <\/span><i><span style=\"font-weight: 400;\">why <\/span><\/i><span style=\"font-weight: 400;\">is the outcome of the <\/span><i><span style=\"font-weight: 400;\">who, where, and what<\/span><\/i><span style=\"font-weight: 400;\">. Here, you\u2019ll uncover two things. First, why has the buyer contacted you? Maybe it\u2019s to compare you to a competitor or learn more about how your solution can help solve their current challenges. Second, why are <\/span><i><span style=\"font-weight: 400;\">you<\/span><\/i><span style=\"font-weight: 400;\"> engaging with them? Are you trying to expand an existing account or trying to book a new meeting?\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">With this formula, your outreach will help you stand out to your buyers, as you build credibility and deliver a five star experience.\u00a0<\/span><\/p>\n<h3><b>Review: The Conversational Framework for Sales<\/b><\/h3>\n<p><span style=\"font-weight: 400;\">The Conversational Sales Formula we reviewed above helps you study your buyer, and unpack who they are and their intent behind any given conversation.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In short, it helps get the conversation started. But to keep it going, you\u2019ll need a framework.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Our <\/span><a href=\"https:\/\/www.drift.com\/conversational-framework\/\"><span style=\"font-weight: 400;\">Conversational Framework<\/span><\/a><span style=\"font-weight: 400;\"> will help you focus on what matters to buyers and move them through the sales process faster with a better buying experience.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">There are only three steps you need to remember:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Engage<\/b><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Understand<\/b><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Recommend<\/b><\/li>\n<\/ul>\n"},{"acf_fc_layout":"image","image":{"ID":95510,"id":95510,"title":"2011-ConSales-Framework_Artboard-1","filename":"2011-ConSales-Framework_Artboard-1.jpg","filesize":273989,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/2011-ConSales-Framework_Artboard-1.jpg","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/2011-ConSales-Framework_Artboard-1.jpg","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-2011-consales-framework_artboard-1-2","status":"inherit","uploaded_to":95504,"date":"2022-03-17 15:33:14","modified":"2022-03-17 15:33:14","menu_order":0,"mime_type":"image\/jpeg","type":"image","subtype":"jpeg","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":1090,"height":1048,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/2011-ConSales-Framework_Artboard-1-150x150.jpg","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/2011-ConSales-Framework_Artboard-1.jpg","medium-width":1090,"medium-height":1048,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/2011-ConSales-Framework_Artboard-1.jpg","medium_large-width":768,"medium_large-height":738,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/2011-ConSales-Framework_Artboard-1.jpg","large-width":1090,"large-height":1048,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/2011-ConSales-Framework_Artboard-1.jpg","1536x1536-width":1090,"1536x1536-height":1048,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/2011-ConSales-Framework_Artboard-1.jpg","2048x2048-width":1090,"2048x2048-height":1048,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/2011-ConSales-Framework_Artboard-1-324x324.jpg","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/2011-ConSales-Framework_Artboard-1-24x24.jpg","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/2011-ConSales-Framework_Artboard-1-48x48.jpg","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/2011-ConSales-Framework_Artboard-1-96x96.jpg","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/2011-ConSales-Framework_Artboard-1-150x150.jpg","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/2011-ConSales-Framework_Artboard-1-300x300.jpg","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p>Let\u2019s break down the three elements of the Conversational Sales Framework:<\/p>\n<p><b>Engage: Connect and Respond<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Conversational Sales means engaging with buyers on <\/span><i><span style=\"font-weight: 400;\">their<\/span><\/i><span style=\"font-weight: 400;\"> terms \u2014 their channel, their schedule, and their goals. Your interactions aren\u2019t pushy sales pitches. Instead, you\u2019re having helpful, authentic, and proactive conversations. You\u2019re listening to what your buyers need and responding thoughtfully. It\u2019s a genuine interaction.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">By engaging your buyers when their attention and intent are the highest, you maximize engagement and grow your pipeline.<\/span><\/p>\n<p><b>Understand: Qualify and Influence<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Conversational Sales relieves the burden on your sales team. Use automated bots and workflows to understand your buyers. Ask questions, use intent signals, and tap into other data sources to understand what each buyer cares about.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This framework is actually a <\/span><i><span style=\"font-weight: 400;\">two-way<\/span><\/i><span style=\"font-weight: 400;\"> conversation. The days of sellers lecturing buyers are long gone. Sellers still have to explain their solutions, showcase services, and demo products, but buyers need time and space to ask their own questions. They must deepen their understanding and broaden their perspective.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">As the conversation unfolds, you\u2019ll know who is ready for a sales conversation. When the time is right, your sales reps can drop in. Then, they can captain the conversation, directing the discussion and influencing the buyer\u2019s decision.<\/span><\/p>\n<p><b>Recommend: Drive and Persuade\u00a0<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Once sales reps connect their calendars, you can automatically book meetings for qualified buyers directly within the conversation. Your sales team will appreciate waking up to calendars full of high-quality meetings.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But meetings, demos, and sales are just three possible outcomes. Recommend whatever\u2019s best for the buyer \u2014 whether that\u2019s a tip, an idea, a next step, a piece of content, or someone to connect with.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">With the Conversational Sales Framework, you make the first move. You reach out and interact with potential buyers <\/span><i><span style=\"font-weight: 400;\">before <\/span><\/i><span style=\"font-weight: 400;\">they come to you. You learn about their challenges and goals. You drive the conversation forward and persuade the buyer to take the next step towards conversion.<\/span><\/p>\n<p><b>Engage, understand, recommend. It\u2019s that simple. <\/b><\/p>\n"},{"acf_fc_layout":"cta_block","title":"Drift Insider Note","body":"<p><b>Need a refresh on the framework and how to use it in live chat? Read the Stage 1 Revenue Acceleration Guide: Engaging Website Visitors<\/b><b>.<\/b><\/p>\n","button_text":"Get the Guide Here","button_url":"https:\/\/www.drift.com\/insider\/trainings\/revenue-acceleration-engaging-website-visitors\/","open_in_new_tab":true,"button_text_two":"","button_url_two":"","open_in_new_tab_two":false}]},{"chapter_title":"Stage 2 Use Cases","chapter_body":[{"acf_fc_layout":"body","body_text":"<h3>What\u2019s in this chapter<\/h3>\n<ul>\n<li><a href=\"#redcarpet\">Red Carpet<\/a><\/li>\n<li><a href=\"#facetoname\">Face to Name<\/a><\/li>\n<li><a href=\"#highintentcoldcall\">High Intent Cold Call\u00a0<\/a><\/li>\n<li><a href=\"#sneakpeek\">Sneak Peek<\/a><\/li>\n<li><a href=\"#firstmeetingnurture\">First Meeting Nurture\u00a0<\/a><\/li>\n<li><a href=\"#emailtocall\">Email to Call<\/a><\/li>\n<li><a href=\"#outboundconversationstarter\">Outbound Conversation Starter<\/a><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">There are seven use cases that make up the second stage of the Conversational Sales Framework.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In the first stage, you were proactively reaching out to all site visitors. Now you are making your approach as granular as possible and tailoring your outreach to your buyers\u2019 goals and challenges.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Each of these use cases will help you target potential buyers and deliver a VIP buying experience by zooming in on buyer behavior.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You should use these use cases as a guide and tweak them based on the four<\/span><a href=\"https:\/\/docs.google.com\/document\/d\/1g8Z7mjeheZR0MhnK-hQ4ba73q-RXCNkp29YVeqcLUMA\/edit#heading=h.hq1om1s3lkus\"><span style=\"font-weight: 400;\"> Ws<\/span><\/a><span style=\"font-weight: 400;\"> \u2014 who your buyer is, where they are in the deal cycle, what triggered your interaction, and why they\u2019re contacting you.\u00a0<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95512,"id":95512,"title":"Screen Shot 2022-03-17 at 11.40.37 AM","filename":"Screen-Shot-2022-03-17-at-11.40.37-AM.png","filesize":64837,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.40.37-AM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.40.37-AM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screen-shot-2022-03-17-at-11-40-37-am","status":"inherit","uploaded_to":95504,"date":"2022-03-17 15:40:46","modified":"2022-03-17 15:40:46","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":1194,"height":1342,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.40.37-AM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.40.37-AM.png","medium-width":1194,"medium-height":1342,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.40.37-AM.png","medium_large-width":768,"medium_large-height":863,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.40.37-AM.png","large-width":1194,"large-height":1342,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.40.37-AM.png","1536x1536-width":1194,"1536x1536-height":1342,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.40.37-AM.png","2048x2048-width":1194,"2048x2048-height":1342,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.40.37-AM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.40.37-AM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.40.37-AM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.40.37-AM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.40.37-AM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.40.37-AM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><b>Ready to get started? Download the Stage 2 Conversational Sales Workbook <\/b><a href=\"https:\/\/drift.com\/wp-content\/uploads\/2020\/11\/2020-Drift-Conversational-Sales-Workbook.pdf\"><b>here.\u00a0<\/b><\/a><\/p>\n<p><span style=\"font-weight: 400;\">Check out the video below, which reviews the seven use cases that make up the second stage of the Conversational Sales Framework.\u00a0\u00a0<\/span><\/p>\n"},{"acf_fc_layout":"video","video":"<a href=\"https:\/\/drift-5.wistia.com\/medias\/mu1ubx9zuj?embedType=async&#038;videoFoam=true&#038;videoWidth=640\">https:\/\/drift-5.wistia.com\/medias\/mu1ubx9zuj?embedType=async&amp;videoFoam=true&amp;videoWidth=640<\/a>"},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">Now, let\u2019s review the seven use cases we use at Drift every day to target potential buyers.\u00a0<\/span><\/p>\n<h3 id=\"redcarpet\">Red Carpet<\/h3>\n<p><span style=\"font-weight: 400;\">As a rep in Drift, <\/span><a href=\"https:\/\/www.drift.com\/insider\/trainings\/revenue-acceleration-guide-setting-up-your-account-for-sales\/#accountsettings\"><span style=\"font-weight: 400;\">you can elect to be notified<\/span><\/a><span style=\"font-weight: 400;\"> when your target accounts are on your website.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You can then use the Red Carpet use case to drive a conversation with a target account while they\u2019re live on your website. This use case allows you to chat with your dream buyers while their intent is high.<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95515,"id":95515,"title":"Screen Shot 2022-03-02 at 1.57.51 PM","filename":"Screen-Shot-2022-03-02-at-1.57.51-PM.png","filesize":27879,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-1.57.51-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-1.57.51-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screen-shot-2022-03-02-at-1-57-51-pm","status":"inherit","uploaded_to":95504,"date":"2022-03-17 15:43:14","modified":"2022-03-17 15:43:14","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":841,"height":170,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-1.57.51-PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-1.57.51-PM.png","medium-width":841,"medium-height":170,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-1.57.51-PM.png","medium_large-width":768,"medium_large-height":155,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-1.57.51-PM.png","large-width":841,"large-height":170,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-1.57.51-PM.png","1536x1536-width":841,"1536x1536-height":170,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-1.57.51-PM.png","2048x2048-width":841,"2048x2048-height":170,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-1.57.51-PM-324x170.png","third_width_square-width":324,"third_width_square-height":170,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-1.57.51-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-1.57.51-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-1.57.51-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-1.57.51-PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-1.57.51-PM-300x170.png","profile_300-width":300,"profile_300-height":170}}},{"acf_fc_layout":"body","body_text":"<p><b>Here\u2019s what the four Ws look like applied to this use case:\u00a0<\/b><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95517,"id":95517,"title":"red carpet","filename":"red-carpet.png","filesize":34801,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/red-carpet.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/red-carpet.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-red-carpet","status":"inherit","uploaded_to":95504,"date":"2022-03-17 15:43:54","modified":"2022-03-17 15:43:54","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":660,"height":701,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/red-carpet-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/red-carpet.png","medium-width":660,"medium-height":701,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/red-carpet.png","medium_large-width":660,"medium_large-height":701,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/red-carpet.png","large-width":660,"large-height":701,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/red-carpet.png","1536x1536-width":660,"1536x1536-height":701,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/red-carpet.png","2048x2048-width":660,"2048x2048-height":701,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/red-carpet-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/red-carpet-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/red-carpet-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/red-carpet-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/red-carpet-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/red-carpet-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><b>Who <\/b><span style=\"font-weight: 400;\">are you engaging with: Target accounts\u00a0<\/span><\/p>\n<p><b>Where<\/b><span style=\"font-weight: 400;\"> is the buyer in their journey: Consider\u00a0<\/span><\/p>\n<p><b>What<\/b><span style=\"font-weight: 400;\"> is prompting the engagement: Page visit, content engagement, video view\u00a0<\/span><\/p>\n<p><b>Why<\/b><span style=\"font-weight: 400;\"> is the engagement taking place:\u00a0<\/span><\/p>\n<ul>\n<li><span style=\"font-weight: 400;\">Buyer outcome: Problem awareness<\/span><\/li>\n<li><span style=\"font-weight: 400;\">Business outcome: Opportunity created<\/span><\/li>\n<\/ul>\n<p><b>Here\u2019s how to continue the conversation using the <\/b><a href=\"https:\/\/docs.google.com\/document\/d\/1M489weGjkxOCqUbuGLi1BIiUSqY_6OfoqoGWS0oMlhw\/edit#heading=h.aorzjjl9mbnb\"><b>Conversational Sales Framework<\/b><\/a><b>:\u00a0<\/b><\/p>\n<p><b>Engage: Connect and Respond<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Start with an engaging and personalized opening.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Reference relevant content or past conversations.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Name-drop colleagues from the account.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Use thought-provoking questions to prompt conversation.<\/span><\/li>\n<\/ol>\n<p><b>Understand: Qualify and Influence<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Ask value-driving questions like:<\/span>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"2\"><span style=\"font-weight: 400;\">What brought you to our website today?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"2\"><span style=\"font-weight: 400;\">What is your role at your company?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"2\"><span style=\"font-weight: 400;\">What are your biggest challenges this quarter?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"2\"><span style=\"font-weight: 400;\">What results are you trying to drive?<\/span><\/li>\n<\/ol>\n<\/li>\n<\/ol>\n<p><b>Recommend: Drive and Persuade<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Schedule a demo.\u00a0<\/span><\/li>\n<\/ol>\n<p><b>Bringing it all together, here is what the Red Carpet use case looks like in practice:\u00a0<\/b><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95518,"id":95518,"title":"Screen Shot 2022-03-02 at 2.10.36 PM","filename":"Screen-Shot-2022-03-02-at-2.10.36-PM.png","filesize":23668,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.10.36-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.10.36-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screen-shot-2022-03-02-at-2-10-36-pm","status":"inherit","uploaded_to":95504,"date":"2022-03-17 15:46:00","modified":"2022-03-17 15:46:00","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":640,"height":368,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.10.36-PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.10.36-PM.png","medium-width":640,"medium-height":368,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.10.36-PM.png","medium_large-width":640,"medium_large-height":368,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.10.36-PM.png","large-width":640,"large-height":368,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.10.36-PM.png","1536x1536-width":640,"1536x1536-height":368,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.10.36-PM.png","2048x2048-width":640,"2048x2048-height":368,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.10.36-PM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.10.36-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.10.36-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.10.36-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.10.36-PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.10.36-PM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<h3 id=\"&quot;facetothename\">Face to the Name<\/h3>\n<p><span style=\"font-weight: 400;\">According to the <\/span><a href=\"https:\/\/www.drift.com\/insider\/learn\/books-reports\/state-of-conversational-sales\/\"><span style=\"font-weight: 400;\">2021 State of Conversational Sales report<\/span><\/a><span style=\"font-weight: 400;\">, 76% of sellers have used more pre-recorded videos in the buying process since the start of 2021.<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95519,"id":95519,"title":"graph-q5-channel-change-video-2048x960","filename":"graph-q5-channel-change-video-2048x960-1.png","filesize":46377,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/graph-q5-channel-change-video-2048x960-1.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/graph-q5-channel-change-video-2048x960-1.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-graph-q5-channel-change-video-2048x960","status":"inherit","uploaded_to":95504,"date":"2022-03-17 15:46:52","modified":"2022-03-17 15:46:52","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":2048,"height":960,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/graph-q5-channel-change-video-2048x960-1-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/graph-q5-channel-change-video-2048x960-1.png","medium-width":2048,"medium-height":960,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/graph-q5-channel-change-video-2048x960-1.png","medium_large-width":768,"medium_large-height":360,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/graph-q5-channel-change-video-2048x960-1.png","large-width":2048,"large-height":960,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/graph-q5-channel-change-video-2048x960-1-1536x720.png","1536x1536-width":1536,"1536x1536-height":720,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/graph-q5-channel-change-video-2048x960-1.png","2048x2048-width":2048,"2048x2048-height":960,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/graph-q5-channel-change-video-2048x960-1-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/graph-q5-channel-change-video-2048x960-1-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/graph-q5-channel-change-video-2048x960-1-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/graph-q5-channel-change-video-2048x960-1-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/graph-q5-channel-change-video-2048x960-1-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/graph-q5-channel-change-video-2048x960-1-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">The increase in video usage makes sense. It helps you stand out from the noise in a crowded inbox filled with prospecting emails.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">That\u2019s where the Face to the Name use case comes in.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Use the Face to the Name use case during your outreach by sending a face-only video introducing yourself to make your pitch more personal.\u00a0<\/span><\/p>\n<p><b>Here\u2019s what the four Ws look like applied to this use case:\u00a0<\/b><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95520,"id":95520,"title":"face to the name","filename":"face-to-the-name.png","filesize":27511,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/face-to-the-name.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/face-to-the-name.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-face-to-the-name","status":"inherit","uploaded_to":95504,"date":"2022-03-17 15:47:26","modified":"2022-03-17 15:47:26","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":512,"height":548,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/face-to-the-name-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/face-to-the-name.png","medium-width":512,"medium-height":548,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/face-to-the-name.png","medium_large-width":512,"medium_large-height":548,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/face-to-the-name.png","large-width":512,"large-height":548,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/face-to-the-name.png","1536x1536-width":512,"1536x1536-height":548,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/face-to-the-name.png","2048x2048-width":512,"2048x2048-height":548,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/face-to-the-name-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/face-to-the-name-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/face-to-the-name-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/face-to-the-name-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/face-to-the-name-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/face-to-the-name-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><b>Who <\/b><span style=\"font-weight: 400;\">are you engaging with: Target account<\/span><\/p>\n<p><b>Where<\/b><span style=\"font-weight: 400;\"> is the buyer in their journey: Awareness<\/span><\/p>\n<p><b>What<\/b><span style=\"font-weight: 400;\"> is prompting the engagement: No engagement<\/span><\/p>\n<p><b>Why<\/b><span style=\"font-weight: 400;\"> is the engagement taking place:\u00a0<\/span><\/p>\n<ul>\n<li><span style=\"font-weight: 400;\">Buyer outcome: Brand interest\u00a0<\/span><\/li>\n<li><span style=\"font-weight: 400;\">Business outcome: Meeting booked\u00a0<\/span><\/li>\n<\/ul>\n<p><b>Here\u2019s how to continue the conversation using the Conversational Sales Framework:\u00a0<\/b><\/p>\n<p><b>Engage: Connect and Respond<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Greet the buyer by name and leverage other personal details.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Introduce yourself with a friendly greeting.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Share the purpose of your outreach.<\/span><\/li>\n<\/ol>\n<p><b>Understand: Qualify and Influence<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Articulate your ideas and the solution that\u2019s recommended.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Use value-driving questions to prompt a response and uncover details.<\/span><\/li>\n<\/ol>\n<p><b>Recommend: Drive and Persuade<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Schedule a demo for a deeper dive into the topic.<\/span><\/li>\n<\/ol>\n<p><b>Bringing it all together, here is what the Face to Name use case looks like in practice:\u00a0<\/b><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95523,"id":95523,"title":"Screen Shot 2022-03-17 at 11.49.28 AM","filename":"Screen-Shot-2022-03-17-at-11.49.28-AM.png","filesize":38772,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.49.28-AM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.49.28-AM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screen-shot-2022-03-17-at-11-49-28-am","status":"inherit","uploaded_to":95504,"date":"2022-03-17 15:49:36","modified":"2022-03-17 15:49:36","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":1048,"height":570,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.49.28-AM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.49.28-AM.png","medium-width":1048,"medium-height":570,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.49.28-AM.png","medium_large-width":768,"medium_large-height":418,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.49.28-AM.png","large-width":1048,"large-height":570,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.49.28-AM.png","1536x1536-width":1048,"1536x1536-height":570,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.49.28-AM.png","2048x2048-width":1048,"2048x2048-height":570,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.49.28-AM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.49.28-AM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.49.28-AM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.49.28-AM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.49.28-AM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-11.49.28-AM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">\ud83d\udc49 <\/span><a href=\"https:\/\/drift.com\/wp-content\/uploads\/2020\/11\/Target-Face-to-the-Name-usecase.pdf\"><span style=\"font-weight: 400;\">Steal the template here<\/span><\/a><span style=\"font-weight: 400;\">. \ud83d\udc48<\/span><\/p>\n<h3 id=\"highintentcoldcall\">High Intent Cold Call<\/h3>\n<p><span style=\"font-weight: 400;\">Imagine you are on a company\u2019s website browsing the pricing page.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">A few seconds later, you feel your phone ringing in your pocket. You recognize the number as a rep from the company\u2019s site and pick up.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">\u201cHey, this is Tate calling from PerformNow,\u201d says the caller. \u201cI know you weren\u2019t expecting my call, so I\u2019ll keep this brief. At PerformNow, we work with marketing leaders like you to improve their performance management using AI-powered technology. I\u2019ve had your organization on my radar for a while now, and have a ton of ideas for management strategies specific to your team. Do you have any availability on Friday to take a closer look?\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You agree and book the meeting.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">That\u2019s the third use case in action, High Intent Cold Call. This use case is about calling your buyer when their intent is high, i.e. when they land on your website.<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95524,"id":95524,"title":"Screen Shot 2022-03-02 at 3.51.59 PM","filename":"Screen-Shot-2022-03-02-at-3.51.59-PM.png","filesize":140316,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.51.59-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.51.59-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screen-shot-2022-03-02-at-3-51-59-pm","status":"inherit","uploaded_to":95504,"date":"2022-03-17 16:01:01","modified":"2022-03-17 16:01:01","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":628,"height":469,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.51.59-PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.51.59-PM.png","medium-width":628,"medium-height":469,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.51.59-PM.png","medium_large-width":628,"medium_large-height":469,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.51.59-PM.png","large-width":628,"large-height":469,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.51.59-PM.png","1536x1536-width":628,"1536x1536-height":469,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.51.59-PM.png","2048x2048-width":628,"2048x2048-height":469,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.51.59-PM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.51.59-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.51.59-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.51.59-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.51.59-PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.51.59-PM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><b>Here\u2019s what the four Ws look like applied to this use case:\u00a0<\/b><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95525,"id":95525,"title":"high intent cold call","filename":"high-intent-cold-call.png","filesize":27378,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/high-intent-cold-call.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/high-intent-cold-call.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-high-intent-cold-call","status":"inherit","uploaded_to":95504,"date":"2022-03-17 16:01:21","modified":"2022-03-17 16:01:21","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":512,"height":547,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/high-intent-cold-call-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/high-intent-cold-call.png","medium-width":512,"medium-height":547,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/high-intent-cold-call.png","medium_large-width":512,"medium_large-height":547,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/high-intent-cold-call.png","large-width":512,"large-height":547,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/high-intent-cold-call.png","1536x1536-width":512,"1536x1536-height":547,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/high-intent-cold-call.png","2048x2048-width":512,"2048x2048-height":547,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/high-intent-cold-call-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/high-intent-cold-call-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/high-intent-cold-call-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/high-intent-cold-call-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/high-intent-cold-call-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/high-intent-cold-call-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><b>Who <\/b><span style=\"font-weight: 400;\">are you engaging with: Target account<\/span><\/p>\n<p><b>Where<\/b><span style=\"font-weight: 400;\"> is the buyer in their journey: Interest<\/span><\/p>\n<p><b>What<\/b><span style=\"font-weight: 400;\"> is prompting the engagement: Page visit, video view<\/span><\/p>\n<p><b>Why<\/b><span style=\"font-weight: 400;\"> is the engagement taking place:\u00a0<\/span><\/p>\n<ul>\n<li><span style=\"font-weight: 400;\">Buyer outcome: Problem awareness<\/span><\/li>\n<li><span style=\"font-weight: 400;\">Business outcome: Opportunity created<\/span><\/li>\n<\/ul>\n"},{"acf_fc_layout":"body","body_text":"<p><b>Here\u2019s how to continue the conversation using the Conversational Sales Framework:\u00a0<\/b><\/p>\n<p><b>Engage: Connect and Respond<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Introduce yourself with a friendly greeting.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Mention why you called.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Set expectations for the call.<\/span><\/li>\n<\/ol>\n<p><b>Understand: Qualify and Influence<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Uncover details about what prompted the website visit.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Ask value-driving questions like:<\/span>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"2\"><span style=\"font-weight: 400;\">What were your thoughts about [campaign or outreach]?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"2\"><span style=\"font-weight: 400;\">What are your current objectives?<\/span><\/li>\n<\/ol>\n<\/li>\n<\/ol>\n<p><b>Recommend: Drive and Persuade<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Continue the conversation on a video call later in the week.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Introduce the product to a colleague of the buyer who might also be interested.<\/span><\/li>\n<\/ol>\n<p><b>Bringing it all together, here is what the High Intent Cold Call use case looks like in practice:\u00a0<\/b><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95526,"id":95526,"title":"Screen Shot 2022-03-02 at 2.43.52 PM","filename":"Screen-Shot-2022-03-02-at-2.43.52-PM.png","filesize":18063,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.43.52-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.43.52-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screen-shot-2022-03-02-at-2-43-52-pm","status":"inherit","uploaded_to":95504,"date":"2022-03-17 16:02:13","modified":"2022-03-17 16:02:13","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":513,"height":300,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.43.52-PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.43.52-PM.png","medium-width":513,"medium-height":300,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.43.52-PM.png","medium_large-width":513,"medium_large-height":300,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.43.52-PM.png","large-width":513,"large-height":300,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.43.52-PM.png","1536x1536-width":513,"1536x1536-height":300,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.43.52-PM.png","2048x2048-width":513,"2048x2048-height":300,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.43.52-PM-324x300.png","third_width_square-width":324,"third_width_square-height":300,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.43.52-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.43.52-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.43.52-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.43.52-PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-2.43.52-PM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">\ud83d\udc49 <\/span><a href=\"https:\/\/drift.com\/wp-content\/uploads\/2020\/11\/Target-High-Intent-Cold-Call-usecase.pdf\"><span style=\"font-weight: 400;\">Steal the template here<\/span><\/a><span style=\"font-weight: 400;\">. \ud83d\udc48<\/span><\/p>\n<h3 id=\"sneakpeek\">Sneak Peek<\/h3>\n<p><span style=\"font-weight: 400;\">Use the Sneak Peek use case to send a personalized video demo to your buyer. Don\u2019t give it all away, but capture their attention to get a demo booked.\u00a0<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95527,"id":95527,"title":"Screen Shot 2022-03-02 at 3.52.49 PM","filename":"Screen-Shot-2022-03-02-at-3.52.49-PM.png","filesize":83026,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.52.49-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.52.49-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screen-shot-2022-03-02-at-3-52-49-pm","status":"inherit","uploaded_to":95504,"date":"2022-03-17 16:30:19","modified":"2022-03-17 16:30:19","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":914,"height":520,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.52.49-PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.52.49-PM.png","medium-width":914,"medium-height":520,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.52.49-PM.png","medium_large-width":768,"medium_large-height":437,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.52.49-PM.png","large-width":914,"large-height":520,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.52.49-PM.png","1536x1536-width":914,"1536x1536-height":520,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.52.49-PM.png","2048x2048-width":914,"2048x2048-height":520,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.52.49-PM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.52.49-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.52.49-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.52.49-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.52.49-PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.52.49-PM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><b>Here\u2019s what the four Ws look like applied to this use case:\u00a0<\/b><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95528,"id":95528,"title":"sneak peek","filename":"sneak-peek.png","filesize":27360,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/sneak-peek.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/sneak-peek.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-sneak-peek","status":"inherit","uploaded_to":95504,"date":"2022-03-17 16:30:40","modified":"2022-03-17 16:30:40","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":513,"height":545,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/sneak-peek-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/sneak-peek.png","medium-width":513,"medium-height":545,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/sneak-peek.png","medium_large-width":513,"medium_large-height":545,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/sneak-peek.png","large-width":513,"large-height":545,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/sneak-peek.png","1536x1536-width":513,"1536x1536-height":545,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/sneak-peek.png","2048x2048-width":513,"2048x2048-height":545,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/sneak-peek-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/sneak-peek-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/sneak-peek-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/sneak-peek-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/sneak-peek-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/sneak-peek-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><b>Who <\/b><span style=\"font-weight: 400;\">are you engaging with: Target account<\/span><\/p>\n<p><b>Where<\/b><span style=\"font-weight: 400;\"> is the buyer in their journey: Interest<\/span><\/p>\n<p><b>What<\/b><span style=\"font-weight: 400;\"> is prompting the engagement: No engagement<\/span><\/p>\n<p><b>Why<\/b><span style=\"font-weight: 400;\"> is the engagement taking place:\u00a0<\/span><\/p>\n<ul>\n<li><span style=\"font-weight: 400;\">Buyer outcome: Problem awareness<\/span><\/li>\n<li><span style=\"font-weight: 400;\">Business outcome: Opportunity created<\/span><\/li>\n<\/ul>\n<p><b>Here\u2019s how to continue the conversation using the Conversational Sales Framework:\u00a0<\/b><\/p>\n<p><b>Engage: Connect and Respond<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Send video in an email.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Introduce yourself and the purpose of the outreach.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Articulate your goals.<\/span><\/li>\n<\/ol>\n<p><b>Understand: Qualify and Influence<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Use the video to discover your buyer\u2019s goals and priorities.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Gauge the level of interest in your solution.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Understand the urgency of your solution\u2019s impact.<\/span><\/li>\n<\/ol>\n<p><b>Recommend: Drive and Persuade<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Schedule a demo to explore the solution in more depth.\u00a0<\/span><\/li>\n<\/ol>\n<p><b>Bringing it all together, here is what the Sneak Peek use case looks like in practice:\u00a0<\/b><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95529,"id":95529,"title":"Screen Shot 2022-03-17 at 12.29.39 PM","filename":"Screen-Shot-2022-03-17-at-12.29.39-PM.png","filesize":17146,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.29.39-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.29.39-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screen-shot-2022-03-17-at-12-29-39-pm","status":"inherit","uploaded_to":95504,"date":"2022-03-17 16:31:26","modified":"2022-03-17 16:31:26","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":962,"height":382,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.29.39-PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.29.39-PM.png","medium-width":962,"medium-height":382,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.29.39-PM.png","medium_large-width":768,"medium_large-height":305,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.29.39-PM.png","large-width":962,"large-height":382,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.29.39-PM.png","1536x1536-width":962,"1536x1536-height":382,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.29.39-PM.png","2048x2048-width":962,"2048x2048-height":382,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.29.39-PM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.29.39-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.29.39-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.29.39-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.29.39-PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.29.39-PM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">\ud83d\udc49 <\/span><a href=\"https:\/\/drift.com\/wp-content\/uploads\/2020\/11\/Target-SneakPeek-usecase.pdf\"><span style=\"font-weight: 400;\">Steal the template here<\/span><\/a><span style=\"font-weight: 400;\">. \ud83d\udc48<\/span><\/p>\n<h3 id=\"firstmeetingnurture\">First Meeting Nurture<\/h3>\n<p><span style=\"font-weight: 400;\">Booking a demo is one of the best feelings for a seller. You\u2019re excited to show how your solution can help your buyer.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But before the demo, it\u2019s important to keep your buyer engaged.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Use the First Meeting Nurture use case to send a pre-demo video pitch to prepare inbound prospects and get the wheels turning.\u00a0<\/span><\/p>\n<p><b>Here\u2019s what the four Ws look like applied to this use case:\u00a0<\/b><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95530,"id":95530,"title":"first meeting nurture","filename":"first-meeting-nurture.png","filesize":27353,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/first-meeting-nurture.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/first-meeting-nurture.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-first-meeting-nurture","status":"inherit","uploaded_to":95504,"date":"2022-03-17 16:33:32","modified":"2022-03-17 16:33:32","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":516,"height":542,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/first-meeting-nurture-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/first-meeting-nurture.png","medium-width":516,"medium-height":542,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/first-meeting-nurture.png","medium_large-width":516,"medium_large-height":542,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/first-meeting-nurture.png","large-width":516,"large-height":542,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/first-meeting-nurture.png","1536x1536-width":516,"1536x1536-height":542,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/first-meeting-nurture.png","2048x2048-width":516,"2048x2048-height":542,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/first-meeting-nurture-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/first-meeting-nurture-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/first-meeting-nurture-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/first-meeting-nurture-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/first-meeting-nurture-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/first-meeting-nurture-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><b>Who <\/b><span style=\"font-weight: 400;\">are you engaging with: Sales engaged<\/span><\/p>\n<p><b>Where<\/b><span style=\"font-weight: 400;\"> is the buyer in their journey: Interest<\/span><\/p>\n<p><b>What<\/b><span style=\"font-weight: 400;\"> is prompting the engagement: No engagement<\/span><\/p>\n<p><b>Why<\/b><span style=\"font-weight: 400;\"> is the engagement taking place:\u00a0<\/span><\/p>\n<ul>\n<li><span style=\"font-weight: 400;\">Buyer outcome: Problem awareness<\/span><\/li>\n<li><span style=\"font-weight: 400;\">Business outcome: Opportunity created<\/span><\/li>\n<\/ul>\n<p><b>Here\u2019s how to continue the conversation using the Conversational Sales Framework:<\/b><\/p>\n<p><b>Engage: Connect and Respond<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Introduce the ideas and concepts you plan to cover.\u00a0<\/span><\/li>\n<\/ol>\n<p><b>Understand: Qualify and Influence<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Collect any additional metrics or details necessary before the call.<\/span><\/li>\n<\/ol>\n<p><b>Recommend: Drive and Persuade<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Bring excitement to the demo.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Invite interested colleagues.\u00a0<\/span><\/li>\n<\/ol>\n<p><b>Bringing it all together, here is what the First Meeting Nurture use case looks like in practice:\u00a0<\/b><b>\u00a0<\/b><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95531,"id":95531,"title":"Screen Shot 2022-03-17 at 12.32.28 PM","filename":"Screen-Shot-2022-03-17-at-12.32.28-PM.png","filesize":33377,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.32.28-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.32.28-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screen-shot-2022-03-17-at-12-32-28-pm","status":"inherit","uploaded_to":95504,"date":"2022-03-17 16:34:26","modified":"2022-03-17 16:34:26","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":1024,"height":614,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.32.28-PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.32.28-PM.png","medium-width":1024,"medium-height":614,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.32.28-PM.png","medium_large-width":768,"medium_large-height":461,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.32.28-PM.png","large-width":1024,"large-height":614,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.32.28-PM.png","1536x1536-width":1024,"1536x1536-height":614,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.32.28-PM.png","2048x2048-width":1024,"2048x2048-height":614,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.32.28-PM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.32.28-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.32.28-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.32.28-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.32.28-PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-17-at-12.32.28-PM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">\ud83d\udc49 <\/span><a href=\"https:\/\/drift.com\/wp-content\/uploads\/2020\/11\/Target-FirstMeeting-usecase.pdf\"><span style=\"font-weight: 400;\">Steal the template here<\/span><\/a><span style=\"font-weight: 400;\">. \ud83d\udc48<\/span><\/p>\n<h3 id=\"emailtocall\">Email to Call<\/h3>\n<p><span style=\"font-weight: 400;\">We mentioned earlier that this second stage of Conversational Selling is all about zooming in on buyer behavior.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This use case is a great example of using buying behavior to make your outreach more timely and personalized.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The Email to Call use case is simple: when an outbound prospect opens your email, give them a call.\u00a0<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95532,"id":95532,"title":"Screen Shot 2022-03-02 at 3.53.40 PM","filename":"Screen-Shot-2022-03-02-at-3.53.40-PM.png","filesize":89435,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.53.40-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.53.40-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screen-shot-2022-03-02-at-3-53-40-pm","status":"inherit","uploaded_to":95504,"date":"2022-03-17 16:36:17","modified":"2022-03-17 16:36:17","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":680,"height":504,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.53.40-PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.53.40-PM.png","medium-width":680,"medium-height":504,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.53.40-PM.png","medium_large-width":680,"medium_large-height":504,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.53.40-PM.png","large-width":680,"large-height":504,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.53.40-PM.png","1536x1536-width":680,"1536x1536-height":504,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.53.40-PM.png","2048x2048-width":680,"2048x2048-height":504,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.53.40-PM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.53.40-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.53.40-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.53.40-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.53.40-PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.53.40-PM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">To use this use case and see buyer email behavior, <\/span><a href=\"https:\/\/www.drift.com\/insider\/trainings\/revenue-acceleration-guide-setting-up-your-account-for-sales\/#connectyouremailandchromeextension\"><span style=\"font-weight: 400;\">be sure to download the Drift Chrome extension.\u00a0\u00a0<\/span><\/a><\/p>\n<p><b>Here\u2019s what the four Ws look like applied to this use case:\u00a0<\/b><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95533,"id":95533,"title":"email to call","filename":"email-to-call.png","filesize":25585,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/email-to-call.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/email-to-call.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-email-to-call","status":"inherit","uploaded_to":95504,"date":"2022-03-17 16:36:49","modified":"2022-03-17 16:36:49","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":507,"height":557,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/email-to-call-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/email-to-call.png","medium-width":507,"medium-height":557,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/email-to-call.png","medium_large-width":507,"medium_large-height":557,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/email-to-call.png","large-width":507,"large-height":557,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/email-to-call.png","1536x1536-width":507,"1536x1536-height":557,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/email-to-call.png","2048x2048-width":507,"2048x2048-height":557,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/email-to-call-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/email-to-call-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/email-to-call-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/email-to-call-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/email-to-call-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/email-to-call-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><b>Who <\/b><span style=\"font-weight: 400;\">are you engaging with: Target account<\/span><\/p>\n<p><b>Where<\/b><span style=\"font-weight: 400;\"> is the buyer in their journey: Interest<\/span><\/p>\n<p><b>What<\/b><span style=\"font-weight: 400;\"> is prompting the engagement: Email open<\/span><\/p>\n<p><b>Why<\/b><span style=\"font-weight: 400;\"> is the engagement taking place:\u00a0<\/span><\/p>\n<ul>\n<li><span style=\"font-weight: 400;\">Buyer outcome: Problem awareness<\/span><\/li>\n<li><span style=\"font-weight: 400;\">Business outcome: Meeting booked<\/span><\/li>\n<\/ul>\n<p><b>Here\u2019s how to continue the conversation using the Conversational Sales Framework:\u00a0<\/b><\/p>\n<p><b>Engage: Connect and Respond<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Introduce yourself and the purpose of your call.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Use a talk track specific to the email thread and to the individual.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Send a tailored opening using automation.<\/span><\/li>\n<\/ol>\n<p><b>Understand: Qualify and Influence<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Ask questions like:<\/span>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"2\"><span style=\"font-weight: 400;\">What did you think about our email?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"2\"><span style=\"font-weight: 400;\">What piqued your interest?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"2\"><span style=\"font-weight: 400;\">What are your biggest goals?<\/span><\/li>\n<\/ol>\n<\/li>\n<\/ol>\n<p><b>Recommend: Drive and Persuade<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Schedule a demo to continue the conversation.\u00a0<\/span><\/li>\n<\/ol>\n<p><b>Bringing it all together, here is what the Email to Call use case looks like in practice:\u00a0<\/b><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95534,"id":95534,"title":"Screen Shot 2022-03-02 at 3.39.40 PM","filename":"Screen-Shot-2022-03-02-at-3.39.40-PM.png","filesize":8465,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.39.40-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.39.40-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screen-shot-2022-03-02-at-3-39-40-pm","status":"inherit","uploaded_to":95504,"date":"2022-03-17 16:37:29","modified":"2022-03-17 16:37:29","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":513,"height":192,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.39.40-PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.39.40-PM.png","medium-width":513,"medium-height":192,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.39.40-PM.png","medium_large-width":513,"medium_large-height":192,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.39.40-PM.png","large-width":513,"large-height":192,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.39.40-PM.png","1536x1536-width":513,"1536x1536-height":192,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.39.40-PM.png","2048x2048-width":513,"2048x2048-height":192,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.39.40-PM-324x192.png","third_width_square-width":324,"third_width_square-height":192,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.39.40-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.39.40-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.39.40-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.39.40-PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.39.40-PM-300x192.png","profile_300-width":300,"profile_300-height":192}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">\ud83d\udc49 <\/span><a href=\"https:\/\/drift.com\/wp-content\/uploads\/2020\/11\/Target-Email-to-Call-usecase.pdf\"><span style=\"font-weight: 400;\">Steal the template here<\/span><\/a><span style=\"font-weight: 400;\">. \ud83d\udc48<\/span><\/p>\n<h3 id=\"outboundconversationstarter\">Outbound Conversation Starter<\/h3>\n<p><span style=\"font-weight: 400;\">Can you imagine being able to turn every interaction and outreach with your buyer into a conversation?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Well, look no further than the Outbound Conversation Starter use case.\u00a0<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95535,"id":95535,"title":"Screen Shot 2022-03-02 at 3.45.34 PM","filename":"Screen-Shot-2022-03-02-at-3.45.34-PM.png","filesize":10269,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.45.34-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.45.34-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screen-shot-2022-03-02-at-3-45-34-pm","status":"inherit","uploaded_to":95504,"date":"2022-03-17 16:38:44","modified":"2022-03-17 16:38:44","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":383,"height":173,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.45.34-PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.45.34-PM.png","medium-width":383,"medium-height":173,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.45.34-PM.png","medium_large-width":383,"medium_large-height":173,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.45.34-PM.png","large-width":383,"large-height":173,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.45.34-PM.png","1536x1536-width":383,"1536x1536-height":173,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.45.34-PM.png","2048x2048-width":383,"2048x2048-height":173,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.45.34-PM-324x173.png","third_width_square-width":324,"third_width_square-height":173,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.45.34-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.45.34-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.45.34-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.45.34-PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.45.34-PM-300x173.png","profile_300-width":300,"profile_300-height":173}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">With this use case, turn outbound emails into live chat conversations by driving prospects to your website and rolling out a tailored chat experience.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This hyper-personalized experience is the perfect way to engage your target account and continue the conversation.\u00a0<\/span><\/p>\n<p><b>Here\u2019s what the four Ws look like applied to this use case:\u00a0<\/b><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95536,"id":95536,"title":"outbound conversation starter","filename":"outbound-conversation-starter.png","filesize":27165,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/outbound-conversation-starter.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/outbound-conversation-starter.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-outbound-conversation-starter","status":"inherit","uploaded_to":95504,"date":"2022-03-17 16:39:03","modified":"2022-03-17 16:39:03","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":511,"height":543,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/outbound-conversation-starter-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/outbound-conversation-starter.png","medium-width":511,"medium-height":543,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/outbound-conversation-starter.png","medium_large-width":511,"medium_large-height":543,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/outbound-conversation-starter.png","large-width":511,"large-height":543,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/outbound-conversation-starter.png","1536x1536-width":511,"1536x1536-height":543,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/outbound-conversation-starter.png","2048x2048-width":511,"2048x2048-height":543,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/outbound-conversation-starter-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/outbound-conversation-starter-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/outbound-conversation-starter-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/outbound-conversation-starter-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/outbound-conversation-starter-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/outbound-conversation-starter-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><b>Who <\/b><span style=\"font-weight: 400;\">are you engaging with: Target account<\/span><\/p>\n<p><b>Where<\/b><span style=\"font-weight: 400;\"> is the buyer in their journey: Interest<\/span><\/p>\n<p><b>What<\/b><span style=\"font-weight: 400;\"> is prompting the engagement: Email open, page visit<\/span><\/p>\n<p><b>Why<\/b><span style=\"font-weight: 400;\"> is the engagement taking place:\u00a0<\/span><\/p>\n<ul>\n<li><span style=\"font-weight: 400;\">Buyer outcome: Problem awareness<\/span><\/li>\n<li><span style=\"font-weight: 400;\">Business outcome: Opportunity created<\/span><\/li>\n<\/ul>\n<p><b>Here\u2019s how to continue the conversation using the Conversational Sales Framework:<\/b><\/p>\n<p><b>Engage: Connect and Respond<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Create a hyper-personalized experience.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Use messaging specific to the email thread and to the individual.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Send a tailored opening using automation.<\/span><\/li>\n<\/ol>\n<p><b>Understand: Qualify and Influence<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Ask questions like:<\/span>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"2\"><span style=\"font-weight: 400;\">What did you think about the email?\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"2\"><span style=\"font-weight: 400;\">What does you think about next steps?<\/span><\/li>\n<\/ol>\n<\/li>\n<\/ol>\n<p><b>Recommend: Drive and Persuade<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Schedule a demo to continue the conversation.\u00a0<\/span><\/li>\n<\/ol>\n<p><b>Bringing it all together, here is what the Outbound Conversation Starter use case looks like in practice:\u00a0<\/b><b>\u00a0<\/b><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95537,"id":95537,"title":"Screen Shot 2022-03-02 at 3.49.20 PM","filename":"Screen-Shot-2022-03-02-at-3.49.20-PM.png","filesize":4081,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.49.20-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.49.20-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screen-shot-2022-03-02-at-3-49-20-pm","status":"inherit","uploaded_to":95504,"date":"2022-03-17 16:39:49","modified":"2022-03-17 16:39:49","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":538,"height":112,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.49.20-PM-150x112.png","thumbnail-width":150,"thumbnail-height":112,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.49.20-PM.png","medium-width":538,"medium-height":112,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.49.20-PM.png","medium_large-width":538,"medium_large-height":112,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.49.20-PM.png","large-width":538,"large-height":112,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.49.20-PM.png","1536x1536-width":538,"1536x1536-height":112,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.49.20-PM.png","2048x2048-width":538,"2048x2048-height":112,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.49.20-PM-324x112.png","third_width_square-width":324,"third_width_square-height":112,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.49.20-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.49.20-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.49.20-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.49.20-PM-150x112.png","profile_150-width":150,"profile_150-height":112,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-3.49.20-PM-300x112.png","profile_300-width":300,"profile_300-height":112}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">\ud83d\udc49 <\/span><a href=\"https:\/\/drift.com\/wp-content\/uploads\/2020\/11\/Target-Outbound-Conversation-Starter-usecase.pdf\"><span style=\"font-weight: 400;\">Steal the template here<\/span><\/a><span style=\"font-weight: 400;\">. \ud83d\udc48<\/span><\/p>\n"}]},{"chapter_title":"Conversational Sales Email Templates","chapter_body":[{"acf_fc_layout":"body","body_text":"<h3>What\u2019s in this chapter<\/h3>\n<ul>\n<li><a href=\"#customerstory\">The Customer Story Play\u00a0<\/a><\/li>\n<li><a href=\"#video\">The Video Play<\/a><\/li>\n<li><a href=\"#keycontact\">The Key Contact Play<\/a><\/li>\n<li><a href=\"#5ideas\">The 5 Ideas Play<\/a><\/li>\n<li><a href=\"#nonsales\">The Non-Sales Play<\/a><\/li>\n<li><a href=\"#commandments\">The Seven Commandments of Email Outreach<\/a><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Helping is the new selling.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">That\u2019s probably a phrase you\u2019ve heard before. After all, humanizing sales isn\u2019t a new concept.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But what does it actually mean?\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Well, it really boils down to empathy.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Empathy is the ultimate sales skill. By putting yourself in someone else\u2019s shoes and getting a unique perspective on their challenges, you become a better seller and storyteller. When you understand your buyer, you\u2019re better at honing in on opportunities for improvement. Ultimately, empathy helps you identify and create more opportunities.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Remember: Your goal as a seller isn\u2019t to sell your solution. It\u2019s to recognize problems and provide solutions.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here are some Conversational Sales email templates to help you humanize your outreach and up-level your sales approach.\u00a0<\/span><\/p>\n<h3 id=\"customerstory\">The Customer Story Play<\/h3>\n<p><span style=\"font-weight: 400;\">Salespeople are storytellers. Stories stick with people \u2014 they leave a lasting impression and provoke a response.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">One of the best ways to tell a story about your solution is letting your customers do it for you. While you most likely have case studies and stats in your outreach already, telling these customer stories in an impactful way is a balancing act.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here\u2019s an example of the Customer Story play:\u00a0<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95594,"id":95594,"title":"Screen Shot 2022-03-02 at 4.14.10 PM","filename":"Screen-Shot-2022-03-02-at-4.14.10-PM.png","filesize":31730,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.14.10-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.14.10-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-wp-attachment-screen-shot-2022-03-02-at-4-14-10-pm","status":"inherit","uploaded_to":95504,"date":"2022-03-21 14:09:09","modified":"2022-03-21 15:30:24","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":540,"height":498,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.14.10-PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.14.10-PM.png","medium-width":540,"medium-height":498,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.14.10-PM.png","medium_large-width":540,"medium_large-height":498,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.14.10-PM.png","large-width":540,"large-height":498,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.14.10-PM.png","1536x1536-width":540,"1536x1536-height":498,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.14.10-PM.png","2048x2048-width":540,"2048x2048-height":498,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.14.10-PM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.14.10-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.14.10-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.14.10-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.14.10-PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.14.10-PM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<h4>The Customer Story Play Template:<\/h4>\n<p><b>Subject line: Does this sound right?<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Tell me if this sounds familiar: [Enter pain point].<\/span><\/p>\n<p><span style=\"font-weight: 400;\">\ud83d\udc46 You\u2019re not alone. [First key contact, title] at [client name] had the same problem trying to solve [customer pain point].\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">That\u2019s why they chose [your solution] and [your company name]. Since choosing [your company name], [client name] has seen incredible results:\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">[Amazing stat 1]\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">[Amazing stat 2]\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">[Amazing stat 3]<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You can check out their full story [link here].\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">How would these results help your [bottom line, team, etc.]? Let\u2019s talk about it.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I\u2019d love [X minutes] of your time to show you how. What day works for you?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Talk soon!<\/span><\/p>\n<p><span style=\"font-weight: 400;\">[Your first name] @ [your company name]<\/span><\/p>\n<h3 id=\"video\">The Video Play<\/h3>\n<p><span style=\"font-weight: 400;\">Meeting over video is powerful. But let\u2019s be real, we\u2019re all a bit Zoom fatigued.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But don\u2019t worry. We have a way to capture the power of in-person meetings without the meeting part.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The answer: add video to your email.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">No need for high production or heavy edits. Keep it real and <\/span><a href=\"https:\/\/www.drift.com\/platform\/video\/\"><span style=\"font-weight: 400;\">record a quick one-off video<\/span><\/a><span style=\"font-weight: 400;\"> to give your emails a more human touch.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here\u2019s an example of the Video play:\u00a0<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95595,"id":95595,"title":"Screen Shot 2022-03-02 at 4.21.37 PM","filename":"Screen-Shot-2022-03-02-at-4.21.37-PM.png","filesize":54149,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.21.37-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.21.37-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-wp-attachment-screen-shot-2022-03-02-at-4-21-37-pm","status":"inherit","uploaded_to":95504,"date":"2022-03-21 14:11:51","modified":"2022-03-21 15:30:24","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":920,"height":510,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.21.37-PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.21.37-PM.png","medium-width":920,"medium-height":510,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.21.37-PM.png","medium_large-width":768,"medium_large-height":426,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.21.37-PM.png","large-width":920,"large-height":510,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.21.37-PM.png","1536x1536-width":920,"1536x1536-height":510,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.21.37-PM.png","2048x2048-width":920,"2048x2048-height":510,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.21.37-PM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.21.37-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.21.37-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.21.37-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.21.37-PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.21.37-PM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<h4>The Video Play Template:<\/h4>\n<p><b>Subject line: I was just [activity, e.g. on your website, talking to a rep, etc.]&#8230;<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Hi [recipient\u2019s first name] \ud83d\udc4b\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I was just [activity, e.g. browsing your website, talking to a rep, etc.].<\/span><\/p>\n<p><span style=\"font-weight: 400;\">During this time, I came up against a few obstacles that might be impacting your other customers, so I wanted to share those with you. Here\u2019s a short video I made \ud83d\udc47\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">[Insert video]<\/span><\/p>\n<p><span style=\"font-weight: 400;\">As you can see, there\u2019s a number of roadblocks I faced during this process:<\/span><\/p>\n<p><span style=\"font-weight: 400;\">[Roadblock 1]<\/span><\/p>\n<p><span style=\"font-weight: 400;\">[Roadblock 2]<\/span><\/p>\n<p><span style=\"font-weight: 400;\">[Roadblock 3]<\/span><\/p>\n<p><span style=\"font-weight: 400;\">At [your company], we help businesses like [customer], [customer], and [customer] use [value proposition] to solve for each of these roadblocks.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Can I share how [your company] and I can help you in a similar way?\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">[Your first name]<\/span><\/p>\n<h3 id=\"keycontact\">The Key Contact Play<\/h3>\n<p><span style=\"font-weight: 400;\">A key contact from one of your accounts just moved to a new company.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Your first instinct may be to immediately reach out to this person and start selling. But before you do that, remember: empathy.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Think about the following:\u00a0<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Why did they leave their last company? Were they let go? Laid off? Make sure your tone is sensitive and helpful.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">What is the right time to reach out? They likely won\u2019t be doing much tactical work in their first few weeks at the new company anyways.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Don\u2019t sell first. Congratulate first.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Include details. Once enough time has passed, make sure to get in as much detail as possible about your past relationship with them. Things like their CSM\u2019s name and their past level of involvement.\u00a0<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Here are two examples of the Key Contact play:\u00a0<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95596,"id":95596,"title":"Screen Shot 2022-03-02 at 4.30.59 PM","filename":"Screen-Shot-2022-03-02-at-4.30.59-PM.png","filesize":45720,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.30.59-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.30.59-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-wp-attachment-screen-shot-2022-03-02-at-4-30-59-pm","status":"inherit","uploaded_to":95504,"date":"2022-03-21 14:14:04","modified":"2022-03-21 15:30:24","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":626,"height":499,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.30.59-PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.30.59-PM.png","medium-width":626,"medium-height":499,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.30.59-PM.png","medium_large-width":626,"medium_large-height":499,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.30.59-PM.png","large-width":626,"large-height":499,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.30.59-PM.png","1536x1536-width":626,"1536x1536-height":499,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.30.59-PM.png","2048x2048-width":626,"2048x2048-height":499,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.30.59-PM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.30.59-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.30.59-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.30.59-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.30.59-PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.30.59-PM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"image","image":{"ID":95597,"id":95597,"title":"Screen Shot 2022-03-02 at 4.31.07 PM","filename":"Screen-Shot-2022-03-02-at-4.31.07-PM.png","filesize":47497,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.31.07-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.31.07-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-wp-attachment-screen-shot-2022-03-02-at-4-31-07-pm","status":"inherit","uploaded_to":95504,"date":"2022-03-21 14:14:06","modified":"2022-03-21 15:30:24","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":557,"height":496,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.31.07-PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.31.07-PM.png","medium-width":557,"medium-height":496,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.31.07-PM.png","medium_large-width":557,"medium_large-height":496,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.31.07-PM.png","large-width":557,"large-height":496,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.31.07-PM.png","1536x1536-width":557,"1536x1536-height":496,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.31.07-PM.png","2048x2048-width":557,"2048x2048-height":496,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.31.07-PM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.31.07-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.31.07-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.31.07-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.31.07-PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.31.07-PM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<h4>The Key Contact Play Template:<\/h4>\n<p><b>Subject line: New opportunity<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Hi [recipient\u2019s first name] &#8211;\u00a0<\/span><\/p>\n<p><b>[If they moved jobs for a new opportunity]<\/b><span style=\"font-weight: 400;\">\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I heard from [CSM, LinkedIn, etc.] that congrats are in order! I shot you a message a few weeks ago, but I also wanted to reach out personally now that you\u2019ve started to settle into your new role.\u00a0\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I\u2019ve heard that you played a part in bringing [your company name] to [their previous company name] while you were the [previous title]. [Their previous company name] continues to get a lot of value out of [value proposition] today.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I\u2019m reaching out because it looks like you\u2019re still in [field of expertise] at [their current company name] as the [their new title]. Congrats again, that\u2019s awesome.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Are you looking to bring on a similar [solution, partner, vendor, etc.] over there this year?<\/span><\/p>\n<p><b>[If they moved jobs because they were laid off, let go, etc.]<\/b><span style=\"font-weight: 400;\">\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I saw that you recently started a new position at [their current company name]. Seems like a great new opportunity and perfect for your skillset.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">It also looks like you\u2019ll be taking on [field of expertise] in this new position.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Given your work with [your company name] in the past, would [their current company name] be looking for a partner like us to help with [value proposition] this year?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If so, let\u2019s set up a time to chat. What day looks good for you?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">[Your first name]\u00a0<\/span><\/p>\n<h3 id=\"5ideas\">The 5 Ideas Play<\/h3>\n<p><span style=\"font-weight: 400;\">This one is all about give, give, give.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The Five Ideas play is a way to offer value to prospects, without asking for anything in return.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For this email, include five ideas to help your buyer\u2019s job through your company, for example, five ideas to elevate their digital marketing. The idea is that you offer solutions for all five.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here\u2019s an example of the Five Ideas play:\u00a0<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95598,"id":95598,"title":"Screen Shot 2022-03-02 at 4.39.46 PM","filename":"Screen-Shot-2022-03-02-at-4.39.46-PM.png","filesize":52516,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.39.46-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.39.46-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-wp-attachment-screen-shot-2022-03-02-at-4-39-46-pm","status":"inherit","uploaded_to":95504,"date":"2022-03-21 14:16:59","modified":"2022-03-21 15:30:24","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":657,"height":504,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.39.46-PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.39.46-PM.png","medium-width":657,"medium-height":504,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.39.46-PM.png","medium_large-width":657,"medium_large-height":504,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.39.46-PM.png","large-width":657,"large-height":504,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.39.46-PM.png","1536x1536-width":657,"1536x1536-height":504,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.39.46-PM.png","2048x2048-width":657,"2048x2048-height":504,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.39.46-PM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.39.46-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.39.46-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.39.46-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.39.46-PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.39.46-PM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<h4>The Five Ideas Play Template:<\/h4>\n<p><b>Subject line: 5 ideas you can use right now<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Hi [recipient\u2019s first name],<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I recently spoke with one of our new customers, [contact first name] at [customer name], about what they\u2019ve been reading lately. He said it\u2019s been a lot of emphasis on professional development and some materials to get him more familiar with [your value proposition]. I asked if he\u2019d share his list.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">His suggestions were \ud83d\udd25<\/span><\/p>\n<p><span style=\"font-weight: 400;\">As he\u2019s in a similar position to you, I thought you\u2019d benefit from his recommendations:<\/span><\/p>\n<p><span style=\"font-weight: 400;\">[Example X, hyperlinked: general thought leadership.]<\/span><\/p>\n<p><span style=\"font-weight: 400;\">[Example X, hyperlinked: company blog post.]<\/span><\/p>\n<p><span style=\"font-weight: 400;\">[Example X, hyperlinked: company blog post.]<\/span><\/p>\n<p><span style=\"font-weight: 400;\">[Example X, hyperlinked: customer blog post.]<\/span><\/p>\n<p><span style=\"font-weight: 400;\">[Example X, hyperlinked: fun article.]<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Let me know what you think! (Especially about that last one, it had me \ud83d\ude02)<\/span><\/p>\n<p><span style=\"font-weight: 400;\">What else are you reading right now? I\u2019d love to chat and pick up something new.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">[Your first name]\u00a0\u00a0<\/span><\/p>\n<h3 id=\"nonsales\">The Non-Sales Play<\/h3>\n<p><span style=\"font-weight: 400;\">Sometimes the best thing you can do as a salesperson is just\u2026be a person.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Building trust as a seller means not always selling. People remember how you make them feel, so send an email checking in with your buyer even if there\u2019s no immediate ask or something you\u2019ll get in return.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here\u2019s an example of the Non-Sales play:<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95599,"id":95599,"title":"Screen Shot 2022-03-02 at 4.56.43 PM","filename":"Screen-Shot-2022-03-02-at-4.56.43-PM.png","filesize":23961,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.56.43-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.56.43-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-wp-attachment-screen-shot-2022-03-02-at-4-56-43-pm","status":"inherit","uploaded_to":95504,"date":"2022-03-21 14:18:47","modified":"2022-03-21 15:30:24","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":543,"height":347,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.56.43-PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.56.43-PM.png","medium-width":543,"medium-height":347,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.56.43-PM.png","medium_large-width":543,"medium_large-height":347,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.56.43-PM.png","large-width":543,"large-height":347,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.56.43-PM.png","1536x1536-width":543,"1536x1536-height":347,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.56.43-PM.png","2048x2048-width":543,"2048x2048-height":347,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.56.43-PM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.56.43-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.56.43-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.56.43-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.56.43-PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.56.43-PM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<h4>The Non-Sales Play Template:<\/h4>\n<p><span style=\"font-weight: 400;\">Hi [recipient\u2019s first name],\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">At [your company name], we\u2019re checking in on both our customers and community this week to offer help in any way we can.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I know at [their company name] you handle [job task]. I reached out to our own [internal similar job title] here at [your company name], to see what resources they\u2019re digging into right now. Here\u2019s what they recommended: [article title, hyperlinked].<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you&#8217;re like the rest of us and are looking for a bit of direction right now, I\u2019m happy to [action item, e.g. connect you with someone here, share similar resources, etc.]. In the meantime, here\u2019s a feel-good moment for you: a short video from John Krasinski offering up Some Good News (SGN) \ud83d\udc47<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95600,"id":95600,"title":"Screen Shot 2022-03-02 at 4.58.31 PM","filename":"Screen-Shot-2022-03-02-at-4.58.31-PM.png","filesize":16771,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.58.31-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.58.31-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-wp-attachment-screen-shot-2022-03-02-at-4-58-31-pm","status":"inherit","uploaded_to":95504,"date":"2022-03-21 14:24:46","modified":"2022-03-21 15:30:24","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":255,"height":142,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.58.31-PM-150x142.png","thumbnail-width":150,"thumbnail-height":142,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.58.31-PM.png","medium-width":255,"medium-height":142,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.58.31-PM.png","medium_large-width":255,"medium_large-height":142,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.58.31-PM.png","large-width":255,"large-height":142,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.58.31-PM.png","1536x1536-width":255,"1536x1536-height":142,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.58.31-PM.png","2048x2048-width":255,"2048x2048-height":142,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.58.31-PM.png","third_width_square-width":255,"third_width_square-height":142,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.58.31-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.58.31-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.58.31-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.58.31-PM-150x142.png","profile_150-width":150,"profile_150-height":142,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-02-at-4.58.31-PM.png","profile_300-width":255,"profile_300-height":142}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">Enjoy!<\/span><\/p>\n<p><span style=\"font-weight: 400;\">[Your first name]<\/span><\/p>\n<h3 id=\"commandments\">The Seven Commandments of Email Outreach<\/h3>\n<p><span style=\"font-weight: 400;\">Hopefully, these templates will help you humanize your outreach. We know you likely have a ton of other templates you\u2019re using so here\u2019s seven commandments to always keep in mind for great sales email outreach:\u00a0<\/span><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Write credible subject lines \u270d\ufe0f<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Avoid corporate-speak \ud83d\udeab<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Talk about them, not you \ud83d\udce3<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Take the softer approach \u2601\ufe0f<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Make crystal clear CTAs \ud83d\udc8e<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Let unengaged contacts go \ud83d\udc4b<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Offer personalized solutions \ud83d\udca1<\/span><\/li>\n<\/ol>\n"},{"acf_fc_layout":"cta_block","title":"Drift Insider Note","body":"<p><b>Want more prospecting tips and plays? <\/b><b>Sign up for our sales tip of the week newsletter.\u00a0<\/b><\/p>\n","button_text":"Sign Up Here","button_url":"https:\/\/now.drift.com\/drift-sales-tips","open_in_new_tab":true,"button_text_two":"","button_url_two":"","open_in_new_tab_two":false}]},{"chapter_title":"Video Best Practices","chapter_body":[{"acf_fc_layout":"body","body_text":"<h3>What\u2019s in this chapter<\/h3>\n<ul>\n<li><a href=\"#6steps\">6\u00a0Steps to a Successful Video Recording<\/a><\/li>\n<li><a href=\"#driftvideoframework\">Drift Video Framework<\/a><\/li>\n<li><a href=\"#advice\">Advice from the Experts: How Our Best Reps Use Drift Video<\/a><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">\u201c<\/span><span style=\"font-weight: 400;\">Video is especially essential to my prospecting strategy. For every priority buyer I identify in Prospector, I send three to four <\/span><a href=\"https:\/\/www.drift.com\/platform\/video\/\"><span style=\"font-weight: 400;\">Drift Videos<\/span><\/a><span style=\"font-weight: 400;\"> before we even speak on the phone. These videos include quick tailored introductions, brief product pitches, or lengthier custom-demos.\u201d \u2013 Tate Knapp, Growth AE at Drift\u00a0<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95601,"id":95601,"title":"enterprise-sdr-video-prospecting-1536x741","filename":"enterprise-sdr-video-prospecting-1536x741-1.png","filesize":149018,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/enterprise-sdr-video-prospecting-1536x741-1.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/enterprise-sdr-video-prospecting-1536x741-1.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-wp-attachment-enterprise-sdr-video-prospecting-1536x741","status":"inherit","uploaded_to":95504,"date":"2022-03-21 14:29:31","modified":"2022-03-21 15:41:19","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":1536,"height":741,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/enterprise-sdr-video-prospecting-1536x741-1-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/enterprise-sdr-video-prospecting-1536x741-1.png","medium-width":1536,"medium-height":741,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/enterprise-sdr-video-prospecting-1536x741-1.png","medium_large-width":768,"medium_large-height":371,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/enterprise-sdr-video-prospecting-1536x741-1.png","large-width":1536,"large-height":741,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/enterprise-sdr-video-prospecting-1536x741-1.png","1536x1536-width":1536,"1536x1536-height":741,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/enterprise-sdr-video-prospecting-1536x741-1.png","2048x2048-width":1536,"2048x2048-height":741,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/enterprise-sdr-video-prospecting-1536x741-1-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/enterprise-sdr-video-prospecting-1536x741-1-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/enterprise-sdr-video-prospecting-1536x741-1-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/enterprise-sdr-video-prospecting-1536x741-1-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/enterprise-sdr-video-prospecting-1536x741-1-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/enterprise-sdr-video-prospecting-1536x741-1-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">At Drift, we use video every single day. It\u2019s simple, effective, and it cuts through the noise.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Video allows you to get creative and catch people\u2019s eye, like that C-level executive you\u2019ve been trying to get ahold of. It puts a face to name, and it\u2019s a far more personalized approach than sending an email in an prospecting sequence where the only personalized element is the account name.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But like everything in sales, it helps to have a strategy. So, we put together a list of best practices, plays, and cheat sheets you can use to send videos that convert.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Let\u2019s start with the basics.\u00a0<\/span><\/p>\n"},{"acf_fc_layout":"cta_block","title":"Drift Insider Note","body":"<p><b>Need help setting up your Drift Video account? There\u2019s a guide for that.<\/b><\/p>\n","button_text":"Get the Instructions Here","button_url":"https:\/\/www.drift.com\/insider\/trainings\/revenue-acceleration-guide-setting-up-your-account-for-sales\/#Drift+Video+Overview","open_in_new_tab":true,"button_text_two":"","button_url_two":"","open_in_new_tab_two":false},{"acf_fc_layout":"body","body_text":"<h3 id=\"6steps\">6 Steps to a Successful Video Recording<\/h3>\n<p>Bad videos take you out of the experience. Instead of focusing on what you\u2019re saying, your buyer will end up focusing on that weird angle or audio glitch that\u2019s occurring.<\/p>\n<p>We don\u2019t want that for you. Instead, follow these six pro tips for recording high-quality videos.<\/p>\n<p>1. Find a quiet room, with good WiFi.<\/p>\n<p>This may sound like an obvious one, but you\u2019d be surprised. A quiet room with no background noise means your viewer can focus on you and only you. As for good WiFi, this helps avoid any glitches and makes for a smooth recording experience.<\/p>\n<p>2. Face a source of light.<\/p>\n<p>If you are in a room with a window, sit in front of it for great lighting. If there is no window, make sure to turn on the lights in the room.<\/p>\n<p>Additionally, make sure there is no window behind you. The camera will focus on the window, making you look very dark.<\/p>\n<p>3. Have a clean background.<\/p>\n<p>Remember, we want the viewer to just focus on you so make sure there are no distractions in the background, like your dirty laundry. Make sure your background is clean and organized. Tidy up as if people were coming to your home!<\/p>\n<p>4. Keep the camera eye level.<\/p>\n<p>Your camera should be eye level or slightly above and about an arm\u2019s distance away. Think selfie-style. Stay away from low angles, which can be unflattering.<\/p>\n<p>Placing your laptop on a stack of books is a great and scrappy way to accomplish this. Make sure to leave a bit of room between your head and the top of the frame.<\/p>\n<p>5. Keep an eye on storage space.<\/p>\n<p>If you are recording files directly to your laptop, make sure your laptop has ample storage space, at least 5 GB. (You can check this by clicking the Apple icon in the top left corner of your computer &gt; About This Mac &gt; Storage.)<\/p>\n<p>6. Choose your mic.<\/p>\n<p>If you have access to a USB mic, use it. Make sure it\u2019s selected as your microphone in Zoom or Drift Video.<\/p>\n<p>If you don\u2019t have access to a mic, Apple headphones with mics are a great alternative. However, if you only have AirPods, only use them as speakers. Your computer audio will be a better mic than the AirPods.<\/p>\n<p>You got this! Try recording a video and send it out to a few of your top prospects, then watch the meetings roll in.<\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95602,"id":95602,"title":"Screen Shot 2022-03-03 at 11.29.41 AM","filename":"Screen-Shot-2022-03-03-at-11.29.41-AM.png","filesize":41089,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.29.41-AM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.29.41-AM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-wp-attachment-screen-shot-2022-03-03-at-11-29-41-am","status":"inherit","uploaded_to":95504,"date":"2022-03-21 14:34:10","modified":"2022-03-21 15:41:19","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":592,"height":292,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.29.41-AM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.29.41-AM.png","medium-width":592,"medium-height":292,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.29.41-AM.png","medium_large-width":592,"medium_large-height":292,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.29.41-AM.png","large-width":592,"large-height":292,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.29.41-AM.png","1536x1536-width":592,"1536x1536-height":292,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.29.41-AM.png","2048x2048-width":592,"2048x2048-height":292,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.29.41-AM-324x292.png","third_width_square-width":324,"third_width_square-height":292,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.29.41-AM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.29.41-AM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.29.41-AM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.29.41-AM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.29.41-AM-300x292.png","profile_300-width":300,"profile_300-height":292}}},{"acf_fc_layout":"body","body_text":"<h3 id=\"driftvideoframework\">Drift Video Framework<\/h3>\n<p><span style=\"font-weight: 400;\">Now that you have the basics, let\u2019s get into the recording. Below is a framework we swear by at Drift.\u00a0<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95603,"id":95603,"title":"Screen Shot 2022-03-03 at 11.31.23 AM","filename":"Screen-Shot-2022-03-03-at-11.31.23-AM.png","filesize":62181,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.31.23-AM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.31.23-AM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-wp-attachment-screen-shot-2022-03-03-at-11-31-23-am","status":"inherit","uploaded_to":95504,"date":"2022-03-21 14:35:07","modified":"2022-03-21 15:41:19","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":1212,"height":1038,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.31.23-AM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.31.23-AM.png","medium-width":1212,"medium-height":1038,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.31.23-AM.png","medium_large-width":768,"medium_large-height":658,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.31.23-AM.png","large-width":1212,"large-height":1038,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.31.23-AM.png","1536x1536-width":1212,"1536x1536-height":1038,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.31.23-AM.png","2048x2048-width":1212,"2048x2048-height":1038,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.31.23-AM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.31.23-AM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.31.23-AM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.31.23-AM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.31.23-AM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-03-at-11.31.23-AM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p>Breaking Down the Great:<\/p>\n<p>A great video is less than 30 seconds. It captures the viewer\u2019s attention in the first five seconds. The seller uses hand gestures and facial expressions throughout the video and starts or ends with a smile or wave.<\/p>\n<p>The seller\u2019s tone has lots of inflection to keep the viewer watching. The tone itself is authentic and the seller seems genuinely happy to be recording the video.<\/p>\n<p>A great Drift Video offers a solution and is relevant to the viewer. It hits on a pain point the viewer may be feeling and uses information from past conversations to personalize the talk track.<\/p>\n<p><span style=\"font-weight: 400;\">Lastly, the seller thanks the viewer for their time and offers to <\/span><a href=\"https:\/\/www.drift.com\/insider\/trainings\/revenue-acceleration-guide-setting-up-your-account-for-sales\/#Drift+Video+Overview\"><span style=\"font-weight: 400;\">chat live<\/span><\/a><span style=\"font-weight: 400;\"> (on the buyer\u2019s terms) or shares their calendar as a means to continue the conversation.<\/span><\/p>\n"},{"acf_fc_layout":"cta_block","title":"Drift Insider Note","body":"<p><b>Want more tips for recording high-quality videos that convert? We have you covered.\u00a0<\/b><\/p>\n","button_text":"Read the Tips Here","button_url":"https:\/\/www.drift.com\/blog\/video-tips-for-working-remotely\/","open_in_new_tab":true,"button_text_two":"","button_url_two":"","open_in_new_tab_two":false},{"acf_fc_layout":"body","body_text":"<h3 id=\"advice\">Advice from the Experts: How Our Best Reps Use Drift Video<\/h3>\n<p>One of our reps here at Drift was chasing an account for six months.<\/p>\n<p>After attempting to connect with a single account through four teams, 22 contacts, and 176 touches, it was a 30-second Drift Video that had a key decision maker asking her for the meeting.<\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95604,"id":95604,"title":"Screen-Shot-2019-11-12-at-10.13.45-AM-2","filename":"Screen-Shot-2019-11-12-at-10.13.45-AM-2.png","filesize":25161,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2019-11-12-at-10.13.45-AM-2.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2019-11-12-at-10.13.45-AM-2.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-wp-attachment-screen-shot-2019-11-12-at-10-13-45-am-2-2","status":"inherit","uploaded_to":95504,"date":"2022-03-21 14:37:24","modified":"2022-03-21 15:41:19","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":735,"height":654,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2019-11-12-at-10.13.45-AM-2-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2019-11-12-at-10.13.45-AM-2.png","medium-width":735,"medium-height":654,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2019-11-12-at-10.13.45-AM-2.png","medium_large-width":735,"medium_large-height":654,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2019-11-12-at-10.13.45-AM-2.png","large-width":735,"large-height":654,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2019-11-12-at-10.13.45-AM-2.png","1536x1536-width":735,"1536x1536-height":654,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2019-11-12-at-10.13.45-AM-2.png","2048x2048-width":735,"2048x2048-height":654,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2019-11-12-at-10.13.45-AM-2-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2019-11-12-at-10.13.45-AM-2-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2019-11-12-at-10.13.45-AM-2-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2019-11-12-at-10.13.45-AM-2-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2019-11-12-at-10.13.45-AM-2-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2019-11-12-at-10.13.45-AM-2-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p>Pretty impressive, right?<\/p>\n<p>Here are a few tips she and other Conversational Sales experts swear by to create Drift Videos that start conversations.<\/p>\n<p><b>Make It About Them\u00a0<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Remember to use the Conversational Sales Formula and the 4 Ws before sending a video. Who is this buyer? Where are they in the buying journey? What engagement is prompting the video? And why are you sending the video?\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Be sure to make it about your viewer\u2019s needs \u2014 not you or your solution.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you\u2019ve spoken with them before, be sure to use that context. It\u2019s even better if you can mention some inside knowledge about upcoming projects they\u2019re working on or goals their team needs to hit.<\/span><\/p>\n<p><strong>Be Human<\/strong><\/p>\n<p><span style=\"font-weight: 400;\">Recording a video shouldn\u2019t feel like a burden or something that has to be perfect and polished.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When you have an idea of what you want to say, press play! Don\u2019t let the fear of tripping over your words hold you back \u2014 we all make mistakes.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Introduce yourself, say your research, and share why you made the video.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Then you have a couple options to sign off. A personal favorite (that\u2019s proven to work) is, \u201cMore than anything I\u2019m looking for feedback, so please share what you think!\u201d<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95605,"id":95605,"title":"image8-1","filename":"image8-1.png","filesize":21414,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/image8-1.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/image8-1.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-wp-attachment-image8-1","status":"inherit","uploaded_to":95504,"date":"2022-03-21 14:38:56","modified":"2022-03-21 15:41:19","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":449,"height":298,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/image8-1-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/image8-1.png","medium-width":449,"medium-height":298,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/image8-1.png","medium_large-width":449,"medium_large-height":298,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/image8-1.png","large-width":449,"large-height":298,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/image8-1.png","1536x1536-width":449,"1536x1536-height":298,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/image8-1.png","2048x2048-width":449,"2048x2048-height":298,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/image8-1-324x298.png","third_width_square-width":324,"third_width_square-height":298,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/image8-1-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/image8-1-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/image8-1-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/image8-1-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/image8-1-300x298.png","profile_300-width":300,"profile_300-height":298}}},{"acf_fc_layout":"body","body_text":"<p><strong>Send It<\/strong><\/p>\n<p>Just hit send. Seriously.<\/p>\n<p>Your buyer will see a GIF thumbnail. That itself is enough to get someone to click.<\/p>\n<p>You don\u2019t always have to fret over adding a message. Try sending just the video over LinkedIn and see what happens.<\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95606,"id":95606,"title":"inline-Haylee-DriftVideo-3-450x529","filename":"inline-Haylee-DriftVideo-3-450x529-1.png","filesize":41418,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-3-450x529-1.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-3-450x529-1.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-wp-attachment-inline-haylee-driftvideo-3-450x529","status":"inherit","uploaded_to":95504,"date":"2022-03-21 14:39:31","modified":"2022-03-21 15:41:19","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":450,"height":529,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-3-450x529-1-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-3-450x529-1.png","medium-width":450,"medium-height":529,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-3-450x529-1.png","medium_large-width":450,"medium_large-height":529,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-3-450x529-1.png","large-width":450,"large-height":529,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-3-450x529-1.png","1536x1536-width":450,"1536x1536-height":529,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-3-450x529-1.png","2048x2048-width":450,"2048x2048-height":529,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-3-450x529-1-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-3-450x529-1-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-3-450x529-1-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-3-450x529-1-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-3-450x529-1-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-3-450x529-1-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><strong>Get Ready to Chat<\/strong><\/p>\n<p><span style=\"font-weight: 400;\">If you have your <\/span><a href=\"https:\/\/www.drift.com\/insider\/trainings\/revenue-acceleration-guide-setting-up-your-account-for-sales\/#notifications\"><span style=\"font-weight: 400;\">video notifications set up<\/span><\/a><span style=\"font-weight: 400;\">, you\u2019ll see when your buyer opens the video.\u00a0<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95607,"id":95607,"title":"inline-Haylee-DriftVideo-4-350x145","filename":"inline-Haylee-DriftVideo-4-350x145-1.png","filesize":22026,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-4-350x145-1.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-4-350x145-1.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-wp-attachment-inline-haylee-driftvideo-4-350x145","status":"inherit","uploaded_to":95504,"date":"2022-03-21 14:40:16","modified":"2022-03-21 15:41:19","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":350,"height":145,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-4-350x145-1-150x145.png","thumbnail-width":150,"thumbnail-height":145,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-4-350x145-1.png","medium-width":350,"medium-height":145,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-4-350x145-1.png","medium_large-width":350,"medium_large-height":145,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-4-350x145-1.png","large-width":350,"large-height":145,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-4-350x145-1.png","1536x1536-width":350,"1536x1536-height":145,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-4-350x145-1.png","2048x2048-width":350,"2048x2048-height":145,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-4-350x145-1-324x145.png","third_width_square-width":324,"third_width_square-height":145,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-4-350x145-1-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-4-350x145-1-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-4-350x145-1-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-4-350x145-1-150x145.png","profile_150-width":150,"profile_150-height":145,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/inline-Haylee-DriftVideo-4-350x145-1-300x145.png","profile_300-width":300,"profile_300-height":145}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">Once you get that notification, send a message over chat. The goal is to get them to continue watching, so use open-ended questions that start a conversation. For example, \u201cWhat do you think, Sara? Think your manager would like to fuel your team with this fire? \ud83d\udd25\u201d\u00a0<\/span><\/p>\n<p><strong>Follow Up<\/strong><\/p>\n<p>What if your buyer doesn\u2019t view the video? It\u2019s bound to happen from time to time.<\/p>\n<p>Our reps at Drift suggest following up with a note that is helpful, not a sales pitch.<\/p>\n<p>Check out the example below:<\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95608,"id":95608,"title":"Screen Shot 2022-03-21 at 10.45.26 AM","filename":"Screen-Shot-2022-03-21-at-10.45.26-AM.png","filesize":27477,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-21-at-10.45.26-AM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-21-at-10.45.26-AM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-wp-attachment-screen-shot-2022-03-21-at-10-45-26-am","status":"inherit","uploaded_to":95504,"date":"2022-03-21 14:45:37","modified":"2022-03-21 15:41:19","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":450,"height":364,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-21-at-10.45.26-AM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-21-at-10.45.26-AM.png","medium-width":450,"medium-height":364,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-21-at-10.45.26-AM.png","medium_large-width":450,"medium_large-height":364,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-21-at-10.45.26-AM.png","large-width":450,"large-height":364,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-21-at-10.45.26-AM.png","1536x1536-width":450,"1536x1536-height":364,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-21-at-10.45.26-AM.png","2048x2048-width":450,"2048x2048-height":364,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-21-at-10.45.26-AM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-21-at-10.45.26-AM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-21-at-10.45.26-AM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-21-at-10.45.26-AM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-21-at-10.45.26-AM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Screen-Shot-2022-03-21-at-10.45.26-AM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">The most important piece of advice is to have fun and be authentic.<\/span><\/p>\n<p><b>Ready to get started? <\/b><a href=\"https:\/\/www.drift.com\/insider\/trainings\/revenue-acceleration-guide-setting-up-your-account-for-sales\/#Drift+Video+Overview\"><b>Hit that record button.<\/b><\/a><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":95610,"id":95610,"title":"Image 2022-03-03 at 12.18.48 PM","filename":"Image-2022-03-03-at-12.18.48-PM.png","filesize":356365,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Image-2022-03-03-at-12.18.48-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Image-2022-03-03-at-12.18.48-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-wp-attachment-image-2022-03-03-at-12-18-48-pm","status":"inherit","uploaded_to":95504,"date":"2022-03-21 14:46:23","modified":"2022-03-21 15:41:19","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":2494,"height":1508,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Image-2022-03-03-at-12.18.48-PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Image-2022-03-03-at-12.18.48-PM.png","medium-width":2494,"medium-height":1508,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Image-2022-03-03-at-12.18.48-PM.png","medium_large-width":768,"medium_large-height":464,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Image-2022-03-03-at-12.18.48-PM.png","large-width":2494,"large-height":1508,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Image-2022-03-03-at-12.18.48-PM-1536x929.png","1536x1536-width":1536,"1536x1536-height":929,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Image-2022-03-03-at-12.18.48-PM-2048x1238.png","2048x2048-width":2048,"2048x2048-height":1238,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Image-2022-03-03-at-12.18.48-PM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Image-2022-03-03-at-12.18.48-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Image-2022-03-03-at-12.18.48-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Image-2022-03-03-at-12.18.48-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Image-2022-03-03-at-12.18.48-PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2022\/03\/Image-2022-03-03-at-12.18.48-PM-300x300.png","profile_300-width":300,"profile_300-height":300}}}]},{"chapter_title":"Video Use Cases","chapter_body":[{"acf_fc_layout":"body","body_text":"<h3>What\u2019s in this chapter<\/h3>\n<ul>\n<li><a href=\"#secondchance\">The Second Chance<\/a><\/li>\n<li><a href=\"#followup\">The Follow-Up<\/a><\/li>\n<li><a href=\"#technicalquestion\">The Technical Question<\/a><\/li>\n<li><a href=\"#giveandget\">The Give and Get<\/a><\/li>\n<li><a href=\"#eventfollowup\">The Event Follow-Up<\/a><\/li>\n<\/ul>\n<p>Now that you know video best practices, it\u2019s time to bring it all together and review use cases you can use to work opportunities.<\/p>\n<p>In the last Revenue Acceleration Guide, we reviewed six Drift Video plays you can use to make your prospecting stand out.<\/p>\n<p>So you\u2019ve got a warm lead and an intro \u2014 awesome. But now it\u2019s time for the hard part: turning that open opportunity into a closed deal.<\/p>\n<p>Here are seven video plays you can use when working open opportunities.<\/p>\n<h3 id=\"secondchance\">The Second Chance<\/h3>\n<p>You\u2019ve just gotten off a Zoom with a buyer. And it went great. You\u2019re feeling good but then remember, \u201cShoot, I forgot to say something.\u201d Maybe you were having a good conversation and couldn\u2019t squeeze it in or you just forgot.<\/p>\n<p>Use the Second Chance play to send a quick Drift video to your buyer with what you wish you had said.<\/p>\n<p>Check out the details of the play here:<\/p>\n"},{"acf_fc_layout":"video","video":"<script src=\"https:\/\/fast.wistia.com\/assets\/external\/E-v1.js\" async><\/script><div class=\"wistia_responsive_padding\" style=\"padding:56.25% 0 0 0;position:relative;\"><div class=\"wistia_responsive_wrapper\" style=\"height:100%;left:0;position:absolute;top:0;width:100%;\"><div class=\"wistia_embed wistia_async_itietod2sv dnt=1 videoFoam=true\" style=\"height:100%;position:relative;width:100%\"><div class=\"wistia_swatch\" style=\"height:100%;left:0;opacity:0;overflow:hidden;position:absolute;top:0;transition:opacity 200ms;width:100%;\"><img src=\"https:\/\/fast.wistia.com\/embed\/medias\/itietod2sv\/swatch\" style=\"filter:blur(5px);height:100%;object-fit:contain;width:100%;\" alt=\"\" aria-hidden=\"true\" onload=\"this.parentNode.style.opacity=1;\" \/><\/div><\/div><\/div><\/div>"},{"acf_fc_layout":"body","body_text":"<h3 id=\"followup\">The Follow-Up<\/h3>\n<p>After a great call, you need a great follow-up email. You feel an urgency to book the next call so you try your best to write everything down but no one reads the email.<\/p>\n<p>Instead, try creating a video overview of the meeting you held with the three biggest things you talked about during the call.<\/p>\n<p>Check out the details of the play here:<\/p>\n"},{"acf_fc_layout":"video","video":"<script src=\"https:\/\/fast.wistia.com\/assets\/external\/E-v1.js\" async><\/script><div class=\"wistia_responsive_padding\" style=\"padding:56.25% 0 0 0;position:relative;\"><div class=\"wistia_responsive_wrapper\" style=\"height:100%;left:0;position:absolute;top:0;width:100%;\"><div class=\"wistia_embed wistia_async_snkml8ogcy dnt=1 videoFoam=true\" style=\"height:100%;position:relative;width:100%\"><div class=\"wistia_swatch\" style=\"height:100%;left:0;opacity:0;overflow:hidden;position:absolute;top:0;transition:opacity 200ms;width:100%;\"><img src=\"https:\/\/fast.wistia.com\/embed\/medias\/snkml8ogcy\/swatch\" style=\"filter:blur(5px);height:100%;object-fit:contain;width:100%;\" alt=\"\" aria-hidden=\"true\" onload=\"this.parentNode.style.opacity=1;\" \/><\/div><\/div><\/div><\/div>"},{"acf_fc_layout":"body","body_text":"<h3 id=\"technicalquestion\">The Technical Question<\/h3>\n<p>Let\u2019s say you get an email from a decision maker including three technical questions about the product. As a seller, you can send a long meticulous response or try to set up a call with your buyer and the sales engineer.<\/p>\n<p>But the fastest and most consumable option? Shoot over a quick Drift Video walking the buyer through their questions while showing the backend of the product.<\/p>\n<p>Check out the details of the play here:<\/p>\n"},{"acf_fc_layout":"video","video":"<script src=\"https:\/\/fast.wistia.com\/assets\/external\/E-v1.js\" async><\/script><div class=\"wistia_responsive_padding\" style=\"padding:56.25% 0 0 0;position:relative;\"><div class=\"wistia_responsive_wrapper\" style=\"height:100%;left:0;position:absolute;top:0;width:100%;\"><div class=\"wistia_embed wistia_async_xgddlomls6 dnt=1 videoFoam=true\" style=\"height:100%;position:relative;width:100%\"><div class=\"wistia_swatch\" style=\"height:100%;left:0;opacity:0;overflow:hidden;position:absolute;top:0;transition:opacity 200ms;width:100%;\"><img src=\"https:\/\/fast.wistia.com\/embed\/medias\/xgddlomls6\/swatch\" style=\"filter:blur(5px);height:100%;object-fit:contain;width:100%;\" alt=\"\" aria-hidden=\"true\" onload=\"this.parentNode.style.opacity=1;\" \/><\/div><\/div><\/div><\/div>"},{"acf_fc_layout":"body","body_text":"<h3 id=\"giveandget\">The Give and Get<\/h3>\n<p>Has your prospect gone cold? Endless emails with no personalization aren\u2019t going to reengage them.<\/p>\n<p>Instead, try pulling them back in with a highly personalized video while showing your face to remind them of your previous conversations.<\/p>\n<p>Check out the details of the play here:<\/p>\n"},{"acf_fc_layout":"video","video":"<script src=\"https:\/\/fast.wistia.com\/assets\/external\/E-v1.js\" async><\/script><div class=\"wistia_responsive_padding\" style=\"padding:56.25% 0 0 0;position:relative;\"><div class=\"wistia_responsive_wrapper\" style=\"height:100%;left:0;position:absolute;top:0;width:100%;\"><div class=\"wistia_embed wistia_async_teh60qkiia dnt=1 videoFoam=true\" style=\"height:100%;position:relative;width:100%\"><div class=\"wistia_swatch\" style=\"height:100%;left:0;opacity:0;overflow:hidden;position:absolute;top:0;transition:opacity 200ms;width:100%;\"><img src=\"https:\/\/fast.wistia.com\/embed\/medias\/teh60qkiia\/swatch\" style=\"filter:blur(5px);height:100%;object-fit:contain;width:100%;\" alt=\"\" aria-hidden=\"true\" onload=\"this.parentNode.style.opacity=1;\" \/><\/div><\/div><\/div><\/div>"},{"acf_fc_layout":"body","body_text":"<h3 id=\"eventfollowup\">The Event Follow-Up<\/h3>\n<p>After an event, whether it\u2019s virtual or in person, you likely receive a ton of emails from different vendors who were at the event.<\/p>\n<p>To help break through the post-event noise, send a Drift Video reminding your prospect of the conversation you had at the event.<\/p>\n<p>Check out the details of the play here:<\/p>\n"},{"acf_fc_layout":"video","video":"<script src=\"https:\/\/fast.wistia.com\/assets\/external\/E-v1.js\" async><\/script><div class=\"wistia_responsive_padding\" style=\"padding:56.25% 0 0 0;position:relative;\"><div class=\"wistia_responsive_wrapper\" style=\"height:100%;left:0;position:absolute;top:0;width:100%;\"><div class=\"wistia_embed wistia_async_0cnq3rj3yp dnt=1 videoFoam=true\" style=\"height:100%;position:relative;width:100%\"><div class=\"wistia_swatch\" style=\"height:100%;left:0;opacity:0;overflow:hidden;position:absolute;top:0;transition:opacity 200ms;width:100%;\"><img src=\"https:\/\/fast.wistia.com\/embed\/medias\/0cnq3rj3yp\/swatch\" style=\"filter:blur(5px);height:100%;object-fit:contain;width:100%;\" alt=\"\" aria-hidden=\"true\" onload=\"this.parentNode.style.opacity=1;\" \/><\/div><\/div><\/div><\/div>"}]},{"chapter_title":"Review: Drift Prospector ","chapter_body":[{"acf_fc_layout":"body","body_text":"<h3>What\u2019s in this chapter<\/h3>\n<ul>\n<li><a href=\"#usingdriftprospectorinstage2\">Using Drift Prospector in Stage 2<\/a><\/li>\n<li><a href=\"#prospectorreview\">Review: How to Use Drift Prospector<\/a>\n<ul>\n<li><a href=\"#viewingallaccounts\">Viewing All Accounts<\/a><\/li>\n<li><a href=\"#engagementscore\">Engagement Score<\/a><\/li>\n<li><a href=\"#viewingcontacts\">Viewing Contacts in a Target Account<\/a><\/li>\n<li><a href=\"#howtofilter\">How to Filter Your Target Accounts<\/a><\/li>\n<li><a href=\"#settingnotifications\">Setting Notifications for Target Account Lists<\/a><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h3 id=\"usingdriftprospectorinstage2\">Using Drift Prospector in Stage 2<\/h3>\n<p>Drift Prospector is an important part of creating a stage two Conversational Sales strategy.<\/p>\n<p>Using Drift Prospector, you can identify which accounts to focus on based on their intent and buying behavior.<\/p>\n<p>How? Drift\u2019s sales prospecting tools collect all the buying signals on your contacts and accounts from across your tech stack to build an engagement score that automatically prioritizes your target accounts, so you can just focus on your outreach.<\/p>\n<p>Prospector will also help you identify the buying committee and uncover insights about what pages they\u2019ve visited, what content they\u2019ve downloaded, and more.<\/p>\n"},{"acf_fc_layout":"image","image":{"ID":86995,"id":86995,"title":"prospector-highlight","filename":"prospector-highlight.png","filesize":177677,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/04\/prospector-highlight.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/04\/prospector-highlight.png","alt":"sales secret for inbound and outbound sales cycles","author":"357","description":"","caption":"","name":"wp-attachment-wp-attachment-wp-attachment-prospector-highlight","status":"inherit","uploaded_to":86977,"date":"2021-04-06 18:48:26","modified":"2021-04-07 13:05:50","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":2596,"height":1660,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/04\/prospector-highlight-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/04\/prospector-highlight.png","medium-width":2596,"medium-height":1660,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/04\/prospector-highlight.png","medium_large-width":768,"medium_large-height":491,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/04\/prospector-highlight.png","large-width":2596,"large-height":1660,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/04\/prospector-highlight-1536x982.png","1536x1536-width":1536,"1536x1536-height":982,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/04\/prospector-highlight-2048x1310.png","2048x2048-width":2048,"2048x2048-height":1310,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/04\/prospector-highlight-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/04\/prospector-highlight.png","profile_24-width":24,"profile_24-height":15,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/04\/prospector-highlight.png","profile_48-width":48,"profile_48-height":31,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/04\/prospector-highlight.png","profile_96-width":96,"profile_96-height":61,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/04\/prospector-highlight.png","profile_150-width":150,"profile_150-height":96,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/04\/prospector-highlight.png","profile_300-width":300,"profile_300-height":192}}},{"acf_fc_layout":"body","body_text":"<h3 id=\"prospectorreview\">Review: How to Use Drift Prospector<\/h3>\n<p><a href=\"https:\/\/insider.drift.com\/lessons\/how-to-use-drift-prospector\/\"><span style=\"font-weight: 400;\">Check out this Drift Insider video<\/span><\/a><span style=\"font-weight: 400;\"> for an overview of Drift Prospector and how to use it in your sales routine.\u00a0<\/span><\/p>\n"},{"acf_fc_layout":"video","video":"<script src=\"https:\/\/fast.wistia.com\/assets\/external\/E-v1.js\" async><\/script><div class=\"wistia_responsive_padding\" style=\"padding:56.25% 0 0 0;position:relative;\"><div class=\"wistia_responsive_wrapper\" style=\"height:100%;left:0;position:absolute;top:0;width:100%;\"><div class=\"wistia_embed wistia_async_x8vqzz3n75 dnt=1 videoFoam=true\" style=\"height:100%;position:relative;width:100%\"><div class=\"wistia_swatch\" style=\"height:100%;left:0;opacity:0;overflow:hidden;position:absolute;top:0;transition:opacity 200ms;width:100%;\"><img src=\"https:\/\/fast.wistia.com\/embed\/medias\/x8vqzz3n75\/swatch\" style=\"filter:blur(5px);height:100%;object-fit:contain;width:100%;\" alt=\"\" aria-hidden=\"true\" onload=\"this.parentNode.style.opacity=1;\" \/><\/div><\/div><\/div><\/div>"},{"acf_fc_layout":"body","body_text":"<h4 id=\"viewingallaccounts\">Viewing All Accounts<\/h4>\n<p><span style=\"font-weight: 400;\">To access Drift Prospector, open Drift and click <\/span><b>Activity &gt; All Accounts<\/b><span style=\"font-weight: 400;\"> &gt; select <\/span><b>Accounts<\/b><span style=\"font-weight: 400;\"> on the right-hand side.\u00a0\u00a0\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here, you\u2019ll find a list of your most engaged target accounts with the following intel:\u00a0<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Which account has visited your website\u00a0\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">The account\u2019s most recent activity<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">What the accounts are engaging with\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">The account\u2019s engagement score\u00a0<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">You can recategorize this list by either clicking the drop-down at the top of the columns or filtering the content on-screen by clicking the <\/span><b>filter icon<\/b><span style=\"font-weight: 400;\"> on the top right-hand side.<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":90435,"id":90435,"title":"ScreenFlow (1)","filename":"ScreenFlow-1.gif","filesize":666188,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/ScreenFlow-1.gif","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/ScreenFlow-1.gif","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screenflow-1","status":"inherit","uploaded_to":90286,"date":"2021-10-21 20:45:44","modified":"2021-10-21 20:45:44","menu_order":0,"mime_type":"image\/gif","type":"image","subtype":"gif","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":948,"height":452,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/ScreenFlow-1-150x150.gif","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/ScreenFlow-1.gif","medium-width":948,"medium-height":452,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/ScreenFlow-1.gif","medium_large-width":768,"medium_large-height":366,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/ScreenFlow-1.gif","large-width":948,"large-height":452,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/ScreenFlow-1.gif","1536x1536-width":948,"1536x1536-height":452,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/ScreenFlow-1.gif","2048x2048-width":948,"2048x2048-height":452,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/ScreenFlow-1-324x324.gif","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/ScreenFlow-1-24x24.gif","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/ScreenFlow-1-48x48.gif","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/ScreenFlow-1-96x96.gif","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/ScreenFlow-1-150x150.gif","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/ScreenFlow-1-300x300.gif","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<h4 id=\"engagementscore\">Engagement Score<\/h4>\n<p><span style=\"font-weight: 400;\">Drift Prospector automatically gives your target account an engagement score based on their activity.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To view more details about your target account\u2019s engagement score, hover your mouse over the engagement score icon. Here, there will be an overview of the factors contributing to that score. <\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":90436,"id":90436,"title":"Screenshot_7_25_21__10_36_PM","filename":"Screenshot_7_25_21__10_36_PM-4.png","filesize":92090,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_36_PM-4.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_36_PM-4.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screenshot_7_25_21__10_36_pm-5","status":"inherit","uploaded_to":90286,"date":"2021-10-21 20:47:45","modified":"2021-10-21 20:47:45","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":887,"height":528,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_36_PM-4-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_36_PM-4.png","medium-width":887,"medium-height":528,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_36_PM-4.png","medium_large-width":768,"medium_large-height":457,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_36_PM-4.png","large-width":887,"large-height":528,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_36_PM-4.png","1536x1536-width":887,"1536x1536-height":528,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_36_PM-4.png","2048x2048-width":887,"2048x2048-height":528,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_36_PM-4-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_36_PM-4-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_36_PM-4-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_36_PM-4-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_36_PM-4-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_36_PM-4-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><b>How Is Engagement Score Calculated?\u00a0<\/b><\/p>\n<p><span style=\"font-weight: 400;\">The engagement updates every 30 minutes, and the score prioritizes the accounts for you based on their level of interest in your company. It is measured on a scale of one to five by assigning weighted point values to the activities performed on your site. The score is calculated based on the following activities in order of highest to lowest impact:\u00a0<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Meetings booked<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Conversations held<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Videos viewed (longer % viewed has a higher impact)<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">High-intent page visits<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Email clicks<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Email opens<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Other factors we take into account include:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Recency: Only activity from the last two weeks will impact the score. For example, if an account showed activity more than two weeks ago, they will be given a score of zero. In addition, the score is significantly impacted by how recently the activity occurred.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Known vs. unknown contacts: Conversations, video views, and site visits from known contacts count 2x more towards the score.<\/span><\/li>\n<\/ul>\n<h4 id=\"viewingcontacts\">Viewing Contacts in a Target Account<\/h4>\n<p><span style=\"font-weight: 400;\">For a deeper dive into what your account has been up to, you can click <\/span><b>View All Activity<\/b><span style=\"font-weight: 400;\"> to get a detailed history of that account.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">By clicking <\/span><b>View All Activity<\/b><span style=\"font-weight: 400;\">, you can view:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Account details including high-level information about the company<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Data that&#8217;s syncing over from Salesforce<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">An in-depth look at the account\u2019s engagement score<\/span><\/li>\n<\/ul>\n"},{"acf_fc_layout":"image","image":{"ID":90438,"id":90438,"title":"Screenshot_7_25_21__10_40_PM","filename":"Screenshot_7_25_21__10_40_PM.png","filesize":34946,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_40_PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_40_PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screenshot_7_25_21__10_40_pm","status":"inherit","uploaded_to":90286,"date":"2021-10-21 20:49:19","modified":"2021-10-21 20:49:19","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":921,"height":489,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_40_PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_40_PM.png","medium-width":921,"medium-height":489,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_40_PM.png","medium_large-width":768,"medium_large-height":408,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_40_PM.png","large-width":921,"large-height":489,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_40_PM.png","1536x1536-width":921,"1536x1536-height":489,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_40_PM.png","2048x2048-width":921,"2048x2048-height":489,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_40_PM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_40_PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_40_PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_40_PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_40_PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_40_PM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">While on this screen, you\u2019ll see a list of contacts from that target account. Here, you can see:\u00a0<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">What contact visited your page<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Their role in the organization, their location, and number of activities<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Last active time on your site<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Using this information, you can decide which contacts to reach out to and prioritize. You can also distinguish role types. This may help you distinguish which accounts your account executive (AE) reaches out to vs. your business development representative (BDR).<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This information can also be used to give insight into who is involved in buying decisions which helps you define the buying committee. This gives you multiple avenues to break into a specific account. <\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":90440,"id":90440,"title":"Screen Shot 2020-08-03 at 1.36.26 PM","filename":"Screen-Shot-2020-08-03-at-1.36.26-PM.png","filesize":154864,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Shot-2020-08-03-at-1.36.26-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Shot-2020-08-03-at-1.36.26-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screen-shot-2020-08-03-at-1-36-26-pm","status":"inherit","uploaded_to":90286,"date":"2021-10-21 20:55:26","modified":"2021-10-21 20:55:26","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":1072,"height":818,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Shot-2020-08-03-at-1.36.26-PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Shot-2020-08-03-at-1.36.26-PM.png","medium-width":1072,"medium-height":818,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Shot-2020-08-03-at-1.36.26-PM.png","medium_large-width":768,"medium_large-height":586,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Shot-2020-08-03-at-1.36.26-PM.png","large-width":1072,"large-height":818,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Shot-2020-08-03-at-1.36.26-PM.png","1536x1536-width":1072,"1536x1536-height":818,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Shot-2020-08-03-at-1.36.26-PM.png","2048x2048-width":1072,"2048x2048-height":818,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Shot-2020-08-03-at-1.36.26-PM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Shot-2020-08-03-at-1.36.26-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Shot-2020-08-03-at-1.36.26-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Shot-2020-08-03-at-1.36.26-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Shot-2020-08-03-at-1.36.26-PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Shot-2020-08-03-at-1.36.26-PM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">If you scroll down this page, you\u2019ll see the <\/span><b>Recent Activity.<\/b><span style=\"font-weight: 400;\"> In this feed you&#8217;ll see the most recent activity for each of the contacts.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you see that your prospects are taking action on your site, you want to be able to chat with them in the moment. Before, this wasn\u2019t possible in the activity feed. Now, you can see which of your prospects are still online, get context on what they\u2019ve done, and chat with them all from your activity feed.<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":90441,"id":90441,"title":"slack-imgs","filename":"slack-imgs.png","filesize":93514,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/slack-imgs.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/slack-imgs.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-slack-imgs-3","status":"inherit","uploaded_to":90286,"date":"2021-10-21 20:56:28","modified":"2021-10-21 20:56:28","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":1537,"height":383,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/slack-imgs-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/slack-imgs.png","medium-width":1537,"medium-height":383,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/slack-imgs.png","medium_large-width":768,"medium_large-height":191,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/slack-imgs.png","large-width":1537,"large-height":383,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/slack-imgs.png","1536x1536-width":1536,"1536x1536-height":383,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/slack-imgs.png","2048x2048-width":1537,"2048x2048-height":383,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/slack-imgs-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/slack-imgs-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/slack-imgs-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/slack-imgs-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/slack-imgs-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/slack-imgs-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">To filter the activity, click the filter icon to filter your activity by conversation, site visits, meetings booked, videos viewed, email clicks, or email opens.<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":90445,"id":90445,"title":"screen_shot_2020-11-20_at_9.24.56_am","filename":"screen_shot_2020-11-20_at_9.24.56_am.png","filesize":206235,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/screen_shot_2020-11-20_at_9.24.56_am.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/screen_shot_2020-11-20_at_9.24.56_am.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screen_shot_2020-11-20_at_9-24-56_am","status":"inherit","uploaded_to":90286,"date":"2021-10-21 20:59:32","modified":"2021-10-21 20:59:32","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":1583,"height":775,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/screen_shot_2020-11-20_at_9.24.56_am-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/screen_shot_2020-11-20_at_9.24.56_am.png","medium-width":1583,"medium-height":775,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/screen_shot_2020-11-20_at_9.24.56_am.png","medium_large-width":768,"medium_large-height":376,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/screen_shot_2020-11-20_at_9.24.56_am.png","large-width":1583,"large-height":775,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/screen_shot_2020-11-20_at_9.24.56_am-1536x752.png","1536x1536-width":1536,"1536x1536-height":752,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/screen_shot_2020-11-20_at_9.24.56_am.png","2048x2048-width":1583,"2048x2048-height":775,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/screen_shot_2020-11-20_at_9.24.56_am-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/screen_shot_2020-11-20_at_9.24.56_am-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/screen_shot_2020-11-20_at_9.24.56_am-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/screen_shot_2020-11-20_at_9.24.56_am-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/screen_shot_2020-11-20_at_9.24.56_am-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/screen_shot_2020-11-20_at_9.24.56_am-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">In chapter six, we talked about how email can integrate with Salesloft and Outreach. In Drift Prospector, there are<\/span><b> interaction shortcuts <\/b><span style=\"font-weight: 400;\">where you can email the contact, connect with them on LinkedIn, enroll them in a sequence, or engage them in real-time conversation. <\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":90449,"id":90449,"title":"Screenshot_7_25_21__10_49_PM","filename":"Screenshot_7_25_21__10_49_PM-1.png","filesize":50444,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_49_PM-1.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_49_PM-1.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screenshot_7_25_21__10_49_pm-2","status":"inherit","uploaded_to":90286,"date":"2021-10-21 21:00:03","modified":"2021-10-21 21:00:03","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":583,"height":315,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_49_PM-1-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_49_PM-1.png","medium-width":583,"medium-height":315,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_49_PM-1.png","medium_large-width":583,"medium_large-height":315,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_49_PM-1.png","large-width":583,"large-height":315,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_49_PM-1.png","1536x1536-width":583,"1536x1536-height":315,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_49_PM-1.png","2048x2048-width":583,"2048x2048-height":315,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_49_PM-1-324x315.png","third_width_square-width":324,"third_width_square-height":315,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_49_PM-1-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_49_PM-1-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_49_PM-1-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_49_PM-1-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__10_49_PM-1-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<h4 id=\"howtofilter\"><b>How to Filter Your Target Accounts in Prospector<\/b><\/h4>\n<p><span style=\"font-weight: 400;\">To filter your target accounts, you&#8217;ll first need to create a saved filter. To create a saved filter:<\/span><\/p>\n<ol>\n<li aria-level=\"1\"><span style=\"font-weight: 400;\">Go to <\/span><b>Activity<\/b><\/li>\n<li aria-level=\"1\"><span style=\"font-weight: 400;\">Click <\/span><b>Create saved filter<\/b><\/li>\n<\/ol>\n"},{"acf_fc_layout":"image","image":{"ID":90451,"id":90451,"title":"Screenshot_7_25_21__11_02_PM","filename":"Screenshot_7_25_21__11_02_PM.png","filesize":70340,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_02_PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_02_PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screenshot_7_25_21__11_02_pm","status":"inherit","uploaded_to":90286,"date":"2021-10-21 21:01:26","modified":"2021-10-21 21:01:26","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":911,"height":551,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_02_PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_02_PM.png","medium-width":911,"medium-height":551,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_02_PM.png","medium_large-width":768,"medium_large-height":465,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_02_PM.png","large-width":911,"large-height":551,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_02_PM.png","1536x1536-width":911,"1536x1536-height":551,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_02_PM.png","2048x2048-width":911,"2048x2048-height":551,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_02_PM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_02_PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_02_PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_02_PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_02_PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_02_PM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">Next, you\u2019ll find a pop-up where you can:<\/span><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Enter the name for the filter<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Set your preferences<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Select what you&#8217;d like to filter from the drop downs<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Click Save<\/span><\/li>\n<\/ol>\n"},{"acf_fc_layout":"image","image":{"ID":90453,"id":90453,"title":"Screenshot_7_25_21__11_04_PM","filename":"Screenshot_7_25_21__11_04_PM.png","filesize":79585,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_04_PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_04_PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screenshot_7_25_21__11_04_pm","status":"inherit","uploaded_to":90286,"date":"2021-10-21 21:02:17","modified":"2021-10-21 21:02:17","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":906,"height":782,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_04_PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_04_PM.png","medium-width":906,"medium-height":782,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_04_PM.png","medium_large-width":768,"medium_large-height":663,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_04_PM.png","large-width":906,"large-height":782,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_04_PM.png","1536x1536-width":906,"1536x1536-height":782,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_04_PM.png","2048x2048-width":906,"2048x2048-height":782,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_04_PM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_04_PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_04_PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_04_PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_04_PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_04_PM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">Once you have your filters created, you can access them by viewing the <\/span><b>Your Saved Filters<\/b><span style=\"font-weight: 400;\"> section on the left-hand side of the <\/span><b>Activities<\/b><span style=\"font-weight: 400;\"> menu.\u00a0<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":90460,"id":90460,"title":"Screenshot_7_25_21__11_07_PM","filename":"Screenshot_7_25_21__11_07_PM.png","filesize":40516,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_07_PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_07_PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screenshot_7_25_21__11_07_pm","status":"inherit","uploaded_to":90286,"date":"2021-10-21 21:05:35","modified":"2021-10-21 21:05:35","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":265,"height":781,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_07_PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_07_PM.png","medium-width":265,"medium-height":781,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_07_PM.png","medium_large-width":265,"medium_large-height":781,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_07_PM.png","large-width":265,"large-height":781,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_07_PM.png","1536x1536-width":265,"1536x1536-height":781,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_07_PM.png","2048x2048-width":265,"2048x2048-height":781,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_07_PM-265x324.png","third_width_square-width":265,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_07_PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_07_PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_07_PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_07_PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screenshot_7_25_21__11_07_PM-265x300.png","profile_300-width":265,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<h4 id=\"settingnotifications\"><strong>Setting Notifications for Target Accounts Lists<\/strong><\/h4>\n<p><span style=\"font-weight: 400;\">To enable push notifications and daily digest notifications for your target accounts lists:<\/span><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Click on <\/span><b>Activity<\/b><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Hover over your list and click the &#8220;&#8230;&#8221;\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Click <\/span><b>Manage notifications<\/b><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Set your preferences and click save<\/span><\/li>\n<\/ol>\n"},{"acf_fc_layout":"image","image":{"ID":90463,"id":90463,"title":"Screen Recording 8-25-2021 at 3.22 PM","filename":"Screen-Recording-8-25-2021-at-3.22-PM.gif","filesize":2399684,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Recording-8-25-2021-at-3.22-PM.gif","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Recording-8-25-2021-at-3.22-PM.gif","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-screen-recording-8-25-2021-at-3-22-pm","status":"inherit","uploaded_to":90286,"date":"2021-10-21 21:06:26","modified":"2021-10-21 21:06:26","menu_order":0,"mime_type":"image\/gif","type":"image","subtype":"gif","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":1522,"height":720,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Recording-8-25-2021-at-3.22-PM.gif","thumbnail-width":150,"thumbnail-height":71,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Recording-8-25-2021-at-3.22-PM.gif","medium-width":1522,"medium-height":720,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Recording-8-25-2021-at-3.22-PM.gif","medium_large-width":768,"medium_large-height":363,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Recording-8-25-2021-at-3.22-PM.gif","large-width":1522,"large-height":720,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Recording-8-25-2021-at-3.22-PM.gif","1536x1536-width":1522,"1536x1536-height":720,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Recording-8-25-2021-at-3.22-PM.gif","2048x2048-width":1522,"2048x2048-height":720,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Recording-8-25-2021-at-3.22-PM.gif","third_width_square-width":324,"third_width_square-height":153,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Recording-8-25-2021-at-3.22-PM.gif","profile_24-width":24,"profile_24-height":11,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Recording-8-25-2021-at-3.22-PM.gif","profile_48-width":48,"profile_48-height":23,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Recording-8-25-2021-at-3.22-PM.gif","profile_96-width":96,"profile_96-height":45,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Recording-8-25-2021-at-3.22-PM.gif","profile_150-width":150,"profile_150-height":71,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Screen-Recording-8-25-2021-at-3.22-PM.gif","profile_300-width":300,"profile_300-height":142}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">To learn more about using Drift Prospector, <\/span><a href=\"https:\/\/gethelp.drift.com\/hc\/en-us\/articles\/360052026293-Target-Accounts-Drift-Prospector-\"><span style=\"font-weight: 400;\">check out this help document. <\/span><\/a><\/p>\n"},{"acf_fc_layout":"cta_block","title":"Help Documents in this Chapter:","body":"<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"https:\/\/gethelp.drift.com\/hc\/en-us\/articles\/360052026293-Target-Accounts-Drift-Prospector-#h_01FBGBZ9Y0N4NPX3PSQWRMBEQ0\"><span style=\"font-weight: 400;\">How to access Target Accounts<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"https:\/\/gethelp.drift.com\/hc\/en-us\/articles\/360052026293-Target-Accounts-Drift-Prospector-#h_01FBGC07GXPFDW5MEKCD7KFPJS\"><span style=\"font-weight: 400;\">What&#8217;s in the Target Accounts area<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"https:\/\/gethelp.drift.com\/hc\/en-us\/articles\/360052026293-Target-Accounts-Drift-Prospector-#h_01FBGC12TY1SW2PGX89CQ3B943\"><span style=\"font-weight: 400;\">How to build your own Targeted Accounts list<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"https:\/\/gethelp.drift.com\/hc\/en-us\/articles\/360052026293-Target-Accounts-Drift-Prospector-#h_01FDZBD75VFS5639KFC9RV797H\"><span style=\"font-weight: 400;\">Setting notifications for Target Accounts lists<\/span><\/a><\/li>\n<\/ul>\n","button_text":"","button_url":"","open_in_new_tab":false,"button_text_two":"","button_url_two":"","open_in_new_tab_two":false}]},{"chapter_title":"Reporting","chapter_body":[{"acf_fc_layout":"body","body_text":"<h3><b>Overview of Reporting for Sales Teams<\/b><\/h3>\n<p><span style=\"font-weight: 400;\">Drift offers engagement metrics, insights, and analytics to continuously improve your sales team\u2019s performance \u2014 all within the Drift application.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Using this reporting, you\u2019ll be able to uncover average response time, which sales reps are booking the most meetings, what web pages are leading to the most conversations, an overview of revenue and pipeline, and more.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Check out this Drift Insider video on reporting within Drift.<\/span><\/p>\n"},{"acf_fc_layout":"video","video":"<script src=\"https:\/\/fast.wistia.com\/assets\/external\/E-v1.js\" async><\/script><div class=\"wistia_responsive_padding\" style=\"padding:56.25% 0 0 0;position:relative;\"><div class=\"wistia_responsive_wrapper\" style=\"height:100%;left:0;position:absolute;top:0;width:100%;\"><div class=\"wistia_embed wistia_async_18l3j6d9xi dnt=1 videoFoam=true\" style=\"height:100%;position:relative;width:100%\"><div class=\"wistia_swatch\" style=\"height:100%;left:0;opacity:0;overflow:hidden;position:absolute;top:0;transition:opacity 200ms;width:100%;\"><img src=\"https:\/\/fast.wistia.com\/embed\/medias\/18l3j6d9xi\/swatch\" style=\"filter:blur(5px);height:100%;object-fit:contain;width:100%;\" alt=\"\" aria-hidden=\"true\" onload=\"this.parentNode.style.opacity=1;\" \/><\/div><\/div><\/div><\/div>"},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">Here\u2019s how our Director of Sales Development uses Drift reporting in her day-to-day:\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">\u201cWhen I measure an SDR team, I look for both leading and lagging indicators. Lagging indicators you can think of as your output or your results. Leading indicators you can think of as your input or your effort. Those include things like conversations with prospects, outbound calls made, contacts added to sequences, and activity.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Lagging indicators typically come in the form of opportunities. That\u2019s how SDR teams are typically measured \u2014 on sales-qualified opportunities (SQOs).<\/span><\/p>\n<p><span style=\"font-weight: 400;\">With Drift, you can get really granular with those input metrics. Three metrics we use to measure with Drift are conversations with prospects in our platform, meetings scheduled in our platform, and most importantly, the conversion between the two.\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Read more about Julianne\u2019s day-to-day as Director of Sales Development <\/span><a href=\"https:\/\/www.drift.com\/blog\/day-in-the-life-director-of-sales-development-at-drift\/\"><span style=\"font-weight: 400;\">here<\/span><\/a><span style=\"font-weight: 400;\">.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">There are a few reports that will help you uncover these insights. We\u2019ll review them below. <\/span><\/p>\n<h3>Sales Results<\/h3>\n<p><span style=\"font-weight: 400;\">For Drift users with Salesforce connected, you have the ability to dive deeper into data with multiple Salesforce reports. If you navigate to <\/span><b>Reports &gt; Sales Results<\/b><span style=\"font-weight: 400;\"> you will find four reports: overview, pipeline, closed won, and sales cycle.\u00a0<\/span><\/p>\n<h4>Sales Results Overview<\/h4>\n<p><span style=\"font-weight: 400;\">The first report we\u2019ll cover is the overview report. To view this report, use the left-hand navigation pane to find <\/span><b>Reports &gt; Sales Results &gt; <\/b><a href=\"https:\/\/app.drift.com\/reports\/sales\/overview\"><b>Overview<\/b><\/a><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n"},{"acf_fc_layout":"image","image":{"ID":90467,"id":90467,"title":"mceclip0","filename":"mceclip0.png","filesize":112148,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip0.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip0.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-mceclip0","status":"inherit","uploaded_to":90286,"date":"2021-10-21 21:11:56","modified":"2021-10-21 21:11:56","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":1261,"height":875,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip0-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip0.png","medium-width":1261,"medium-height":875,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip0.png","medium_large-width":768,"medium_large-height":533,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip0.png","large-width":1261,"large-height":875,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip0.png","1536x1536-width":1261,"1536x1536-height":875,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip0.png","2048x2048-width":1261,"2048x2048-height":875,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip0-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip0-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip0-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip0-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip0-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip0-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">The overview report was created to provide a consolidated view of all three of our standalone sales reports (pipeline, closed won, and sales cycle).\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This report and its underlying reports contain the following filters: date range, opportunity type, and sourced or influenced. Clicking on a card will take you to its corresponding report.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Learn more about how to use the Drift overview report in this Insider video.<\/span><\/p>\n"},{"acf_fc_layout":"video","video":"<script src=\"https:\/\/fast.wistia.com\/assets\/external\/E-v1.js\" async><\/script><div class=\"wistia_responsive_padding\" style=\"padding:56.25% 0 0 0;position:relative;\"><div class=\"wistia_responsive_wrapper\" style=\"height:100%;left:0;position:absolute;top:0;width:100%;\"><div class=\"wistia_embed wistia_async_18l3j6d9xi dnt=1 videoFoam=true\" style=\"height:100%;position:relative;width:100%\"><div class=\"wistia_swatch\" style=\"height:100%;left:0;opacity:0;overflow:hidden;position:absolute;top:0;transition:opacity 200ms;width:100%;\"><img src=\"https:\/\/fast.wistia.com\/embed\/medias\/18l3j6d9xi\/swatch\" style=\"filter:blur(5px);height:100%;object-fit:contain;width:100%;\" alt=\"\" aria-hidden=\"true\" onload=\"this.parentNode.style.opacity=1;\" \/><\/div><\/div><\/div><\/div>"},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">You can also learn more about the overview report <\/span><a href=\"https:\/\/gethelp.drift.com\/hc\/en-us\/articles\/360019503854-Salesforce-Global-Dashboard\"><span style=\"font-weight: 400;\">in this help document<\/span><\/a><span style=\"font-weight: 400;\">.\u00a0<\/span><\/p>\n<h4>Pipeline Revenue Report<\/h4>\n<p><span style=\"font-weight: 400;\">The <\/span><b>pipeline revenue report<\/b><span style=\"font-weight: 400;\"> shows you the Drift influenced and sourced pipeline opportunities and corresponding revenue amount. To view this report, use the left-hand navigation pane to find <\/span><b>Reports &gt; Sales Results &gt; <\/b><a href=\"https:\/\/app.drift.com\/reports\/sales\/pipeline\"><span style=\"font-weight: 400;\">Pipeline<\/span><\/a><b>.<\/b><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":90468,"id":90468,"title":"mceclip8","filename":"mceclip8.png","filesize":103711,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip8.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip8.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-mceclip8-2","status":"inherit","uploaded_to":90286,"date":"2021-10-21 21:13:10","modified":"2021-10-21 21:13:10","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":1217,"height":845,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip8-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip8.png","medium-width":1217,"medium-height":845,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip8.png","medium_large-width":768,"medium_large-height":533,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip8.png","large-width":1217,"large-height":845,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip8.png","1536x1536-width":1217,"1536x1536-height":845,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip8.png","2048x2048-width":1217,"2048x2048-height":845,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip8-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip8-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip8-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip8-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip8-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip8-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">To export any of the data, simply click the &#8220;Export CSV&#8221; button below the graph. The exported CSV contains more data fields than what is shown in the pipeline report table. If you would like to understand what each field means, continue reading. Otherwise please skip ahead to learn about the closed won revenue report.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To read more about the pipeline revenue report, <\/span><a href=\"https:\/\/gethelp.drift.com\/hc\/en-us\/articles\/360019503854-Salesforce-Global-Dashboard\"><span style=\"font-weight: 400;\">check out this help document.\u00a0<\/span><\/a><\/p>\n<h4>Closed Won Revenue Report<\/h4>\n<p><span style=\"font-weight: 400;\">The <\/span><b>closed won revenue report<\/b><span style=\"font-weight: 400;\"> works exactly like the pipeline revenue report above. The difference is that this report only shows opportunities that are in the closed won stage in Salesforce.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To view this report, use the navigation pane to find<\/span><b> Reports &gt; Sales Results &gt; <\/b><a href=\"https:\/\/app.drift.com\/reports\/sales\/closed-won\"><b>Closed won<\/b><\/a><span style=\"font-weight: 400;\">.<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":90475,"id":90475,"title":"mceclip12","filename":"mceclip12-1.png","filesize":105356,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip12-1.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip12-1.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-mceclip12-3","status":"inherit","uploaded_to":90286,"date":"2021-10-21 21:17:19","modified":"2021-10-21 21:17:19","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":1217,"height":845,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip12-1-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip12-1.png","medium-width":1217,"medium-height":845,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip12-1.png","medium_large-width":768,"medium_large-height":533,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip12-1.png","large-width":1217,"large-height":845,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip12-1.png","1536x1536-width":1217,"1536x1536-height":845,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip12-1.png","2048x2048-width":1217,"2048x2048-height":845,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip12-1-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip12-1-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip12-1-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip12-1-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip12-1-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/mceclip12-1-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">To read more about the closed won revenue report, <\/span><a href=\"https:\/\/gethelp.drift.com\/hc\/en-us\/articles\/360019503854-Salesforce-Global-Dashboard\"><span style=\"font-weight: 400;\">check out this help document.\u00a0<\/span><\/a><\/p>\n<h4>The Sales Cycle Report<\/h4>\n<p><span style=\"font-weight: 400;\">The <\/span><b>sales cycle report<\/b><span style=\"font-weight: 400;\"> shows the average number of days between the date the opportunity was created and the closed won date. This will show you how fast you are closing opportunities over time.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To view this report use the navigation pane to find<\/span><b> Reports &gt; Sales Results &gt; <\/b><a href=\"https:\/\/app.drift.com\/reports\/sales\/sales-cycle\"><b>Sales cycle<\/b><\/a><span style=\"font-weight: 400;\">.<\/span><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":90481,"id":90481,"title":"Image 2020-07-23 at 4.18.14 PM","filename":"Image-2020-07-23-at-4.18.14-PM.png","filesize":95923,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Image-2020-07-23-at-4.18.14-PM.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Image-2020-07-23-at-4.18.14-PM.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-image-2020-07-23-at-4-18-14-pm-2","status":"inherit","uploaded_to":90286,"date":"2021-10-21 21:20:29","modified":"2021-10-21 21:20:29","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":986,"height":683,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Image-2020-07-23-at-4.18.14-PM-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Image-2020-07-23-at-4.18.14-PM.png","medium-width":986,"medium-height":683,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Image-2020-07-23-at-4.18.14-PM.png","medium_large-width":768,"medium_large-height":532,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Image-2020-07-23-at-4.18.14-PM.png","large-width":986,"large-height":683,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Image-2020-07-23-at-4.18.14-PM.png","1536x1536-width":986,"1536x1536-height":683,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Image-2020-07-23-at-4.18.14-PM.png","2048x2048-width":986,"2048x2048-height":683,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Image-2020-07-23-at-4.18.14-PM-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Image-2020-07-23-at-4.18.14-PM-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Image-2020-07-23-at-4.18.14-PM-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Image-2020-07-23-at-4.18.14-PM-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Image-2020-07-23-at-4.18.14-PM-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Image-2020-07-23-at-4.18.14-PM-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><span style=\"font-weight: 400;\">To learn more about the sales cycle report, <\/span><a href=\"https:\/\/gethelp.drift.com\/hc\/en-us\/articles\/360019503854-Salesforce-Global-Dashboard\"><span style=\"font-weight: 400;\">read this help document.\u00a0<\/span><\/a><\/p>\n<p><span style=\"font-weight: 400;\">If you are curious about how Drift calculates influenced and sourced by Drift, <\/span><a href=\"https:\/\/gethelp.drift.com\/hc\/en-us\/articles\/360019503854-Salesforce-Global-Dashboard\"><span style=\"font-weight: 400;\">check out this help document<\/span><\/a><span style=\"font-weight: 400;\">. <\/span><\/p>\n<h4>Team Performance<\/h4>\n<p><span style=\"font-weight: 400;\">The team performance overview provides insight into how your chat reps are performing.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here you can find metrics that include the overall median response time, median response time, who is responding to the most conversations, and which agent has the highest conversation performance.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You can access the team performance overview by clicking <\/span><b>Reports &gt; Team Performance &gt; Overview.<\/b><\/p>\n"},{"acf_fc_layout":"image","image":{"ID":90482,"id":90482,"title":"Drift___Reports_and_Help_Doc_Requests__Encyclopedia_Drift_Entries_-_Airtable","filename":"Drift___Reports_and_Help_Doc_Requests__Encyclopedia_Drift_Entries_-_Airtable.png","filesize":298302,"url":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Drift___Reports_and_Help_Doc_Requests__Encyclopedia_Drift_Entries_-_Airtable.png","link":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Drift___Reports_and_Help_Doc_Requests__Encyclopedia_Drift_Entries_-_Airtable.png","alt":"","author":"165","description":"","caption":"","name":"wp-attachment-drift___reports_and_help_doc_requests__encyclopedia_drift_entries_-_airtable-2","status":"inherit","uploaded_to":90286,"date":"2021-10-21 21:21:25","modified":"2021-10-21 21:21:25","menu_order":0,"mime_type":"image\/png","type":"image","subtype":"png","icon":"https:\/\/www.drift.com\/wp-includes\/images\/media\/default.png","width":2858,"height":1402,"sizes":{"thumbnail":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Drift___Reports_and_Help_Doc_Requests__Encyclopedia_Drift_Entries_-_Airtable-150x150.png","thumbnail-width":150,"thumbnail-height":150,"medium":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Drift___Reports_and_Help_Doc_Requests__Encyclopedia_Drift_Entries_-_Airtable.png","medium-width":2858,"medium-height":1402,"medium_large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Drift___Reports_and_Help_Doc_Requests__Encyclopedia_Drift_Entries_-_Airtable.png","medium_large-width":768,"medium_large-height":377,"large":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Drift___Reports_and_Help_Doc_Requests__Encyclopedia_Drift_Entries_-_Airtable.png","large-width":2858,"large-height":1402,"1536x1536":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Drift___Reports_and_Help_Doc_Requests__Encyclopedia_Drift_Entries_-_Airtable-1536x753.png","1536x1536-width":1536,"1536x1536-height":753,"2048x2048":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Drift___Reports_and_Help_Doc_Requests__Encyclopedia_Drift_Entries_-_Airtable-2048x1005.png","2048x2048-width":2048,"2048x2048-height":1005,"third_width_square":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Drift___Reports_and_Help_Doc_Requests__Encyclopedia_Drift_Entries_-_Airtable-324x324.png","third_width_square-width":324,"third_width_square-height":324,"profile_24":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Drift___Reports_and_Help_Doc_Requests__Encyclopedia_Drift_Entries_-_Airtable-24x24.png","profile_24-width":24,"profile_24-height":24,"profile_48":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Drift___Reports_and_Help_Doc_Requests__Encyclopedia_Drift_Entries_-_Airtable-48x48.png","profile_48-width":48,"profile_48-height":48,"profile_96":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Drift___Reports_and_Help_Doc_Requests__Encyclopedia_Drift_Entries_-_Airtable-96x96.png","profile_96-width":96,"profile_96-height":96,"profile_150":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Drift___Reports_and_Help_Doc_Requests__Encyclopedia_Drift_Entries_-_Airtable-150x150.png","profile_150-width":150,"profile_150-height":150,"profile_300":"https:\/\/www.drift.com\/wp-content\/uploads\/2021\/10\/Drift___Reports_and_Help_Doc_Requests__Encyclopedia_Drift_Entries_-_Airtable-300x300.png","profile_300-width":300,"profile_300-height":300}}},{"acf_fc_layout":"body","body_text":"<p><a href=\"https:\/\/gethelp.drift.com\/hc\/en-us\/articles\/1260804553029-Team-Performance\"><span style=\"font-weight: 400;\">Check out this help article to learn more.\u00a0<\/span><\/a><\/p>\n"},{"acf_fc_layout":"cta_block","title":"Help Documents in this Chapter:","body":"<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"https:\/\/gethelp.drift.com\/hc\/en-us\/articles\/360019503854-Salesforce-Global-Dashboard\"><span style=\"font-weight: 400;\">Setting Up and Reading the Salesforce Global Dashboard &amp; Revenue Reports<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"https:\/\/gethelp.drift.com\/hc\/en-us\/articles\/360019350754-Conversation-Stats-Reporting-and-Export\"><span style=\"font-weight: 400;\">Conversation Stats, Reporting, and Export<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"https:\/\/gethelp.drift.com\/hc\/en-us\/articles\/1260804552429-Meetings-Report\"><span style=\"font-weight: 400;\">Meetings Report<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"https:\/\/gethelp.drift.com\/hc\/en-us\/articles\/1260804553029-Team-Performance\"><span style=\"font-weight: 400;\">Team Performance<\/span><\/a><\/li>\n<\/ul>\n","button_text":"","button_url":"","open_in_new_tab":false,"button_text_two":"","button_url_two":"","open_in_new_tab_two":false}]},{"chapter_title":"Conclusion & Resources","chapter_body":[{"acf_fc_layout":"body","body_text":"<p>Congratulations!<\/p>\n<p>Now that you&#8217;ve completed this guide, you\u2019re ready to create unique buying experiences that actually convert. Swipe the templates in this guide, and start targeting your dream customers.<\/p>\n<p>In the next and final guide, we\u2019ll review how to accelerate deal cycles and cover best practices, sales plays, and use cases on closing deals.<\/p>\n<p>In the meantime, below are some resources I recommend checking out before moving on to the next guide.<\/p>\n<p><a href=\"https:\/\/insider.drift.com\/certifications\/conversational-sales-certification\/\">\u270d\ufe0f Conversational Sales Certification\u00a0<\/a><\/p>\n<p><a href=\"https:\/\/insider.drift.com\/classes\/sales-seat-for-outbound-reps\/\">\ud83c\udfa5 Drift Sales Seat Training for Outbound Reps<\/a><\/p>\n<p><a href=\"https:\/\/now.drift.com\/drift-sales-tips\">\ud83d\udce9 \u00a0Drift Sales Tip of the Week<\/a><\/p>\n<p><a href=\"https:\/\/gethelp.drift.com\/hc\/en-us\">\ud83e\udd16 Drift Help Center <\/a><\/p>\n"}]}]},"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v19.3 (Yoast SEO v20.4) - 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