.png)
What’s in it
This playbook is your blueprint for high-velocity sales. Unlock the power of engagement data to capture the accounts that matter—whether they’re already engaged, flying under the radar, or slipping away unnoticed.
With this playbook, you’ll prioritize with precision, focus your energy where it counts, and close deals faster than ever.
No fluff, no wasted effort—just a proven path to results.
The Context
Your sales team works hard, but even the best can lose time chasing the wrong opportunities. With leads coming in from every direction, how do you ensure your focus is on the prospects that matter most?
Engagement is the missing link. It’s not just about tracking activity—it’s about understanding which accounts are showing genuine interest, which ones need a nudge, and which are slipping away. Without this insight, you risk spending energy where it doesn’t count, while high-value opportunities go untouched.
By segmenting accounts based on their engagement, your team can focus their efforts where they’ll have the biggest impact. They’ll spend less time guessing and more time building meaningful connections, ultimately tying their actions to the revenue they influence and generate.
When your team knows where to focus, their efforts become more intentional, efficient, and effective.
The Step-by-Step Process
Step 1: Define your key segments (and engagement metrics to track)
This is where it all begins—organizing your audience into clear, actionable segments:
- Prospects not in CRM: Accounts actively engaging with your business but not yet added to your CRM.
- Engaged Prospects in CRM (using Userled assets): Accounts that are already in your CRM and actively engaging with your materials.
- Unengaged Prospects in CRM (no Userled assets): Accounts in your CRM but showing no signs of interaction.
- Active Opportunities: Open deals that are actively progressing.
- Inactive Opportunities: Deals that have stalled or gone cold.
.png)
This segmentation helps you identify the engaged accounts in your CRM (and the ones missing from your CRM so you can import and act on them). It ensures you’re engaging the right prospects and opportunities at the right time, reducing the risk of valuable accounts slipping away.
Next, define the engagement metrics that show buying intent: website visits, outbound activity, ad clicks—any signals that point to your hottest prospects.
Userled helps you cross-reference CRM data with engagement signals—like website visits, outbound activity, and ad clicks—to pinpoint your highest-priority accounts with precision.
Step 2: Equip your sales team with actionable notifications
Timing is everything. Equip your team with real-time alerts that surface high-priority accounts the moment they show intent.
For instance, if a prospect visits your pricing page or clicks on a specific ad but doesn’t book a demo, that signals a potential opportunity. By tying these alerts to your segments, you can flag engaged accounts outside your CRM for import or notify account owners when dormant opportunities re-engage.
.png)
The goal isn’t just to act—it’s to act with purpose, reaching out at the right moment to drive meaningful conversations and move deals forward.
Step 3: Engage at the right time, with the right message
Segmentation and timing tell you the "when"—now it’s about executing the "how."
Tailor your outreach based on what the data tells you. Speak directly to each account’s specific context: their recent activity, challenges, or goals. For example, reference a recent interaction like a webinar they attended, a pricing page visit, or their lack of engagement in recent months. Use these insights to craft messages that feel relevant and valuable.
Each segment may require a different approach. Engaged prospects might respond to a quick follow-up with new resources, while dormant opportunities may need a reactivation campaign focused on solving a known pain point.
It’s not about volume—it’s about delivering the right message at the right moment to build trust and accelerate progress.
The Payoff
When segmentation, timing, and personalized outreach come together, your team can focus their efforts on what truly drives results: higher conversions, shorter sales cycles, and a measurable impact on revenue.
This playbook gives your team the clarity to stop wasting time on low-priority leads and start focusing on the prospects and opportunities that matter. By targeting the right accounts at the right time with the right message, every action becomes intentional and impactful.
The payoff? A more efficient pipeline, stronger deal momentum, and a team empowered to influence and generate revenue with precision.
The Game Plan
It’s time to turn strategy into action:
- Define your key engagement metrics and build your segmentation strategy. Start by identifying the metrics that signal buying intent—like website visits, email opens, or demo requests. Use these to create segments that align with your sales priorities.
- Set up a system to track engagement and deliver real-time notifications. Ensure your team is instantly alerted when high-value accounts take meaningful actions, so they can prioritize outreach effectively.
- Personalize your outreach based on segmentation insights. Use the data to craft messages that address each account’s specific needs and challenges, making every interaction count.
- Monitor your results and optimize as needed. Regularly review what’s working, adjust your segmentation and metrics, and refine your approach to stay ahead.
This isn’t just another process—it’s a smarter way to approach sales. By focusing on precision and timing, you’ll create a more efficient, revenue-driven pipeline. With segmented engagement data at your fingertips, you'll be closing deals faster than you can say "commission check."
