Buying Group Mission Sequence Process

Goal: Target Buying Group Leads through a series of planned interactions and touchpoints that build awareness and interest in IC Realtime

Key Topics 

What is the Purpose of a Sequence? 

Sequence Section Overview

Sequence Steps and Content

The Process

Overview of Sequence Tab Video

Video of Buying Group Sequence Process

Important Notes

What is the Purpose of a Sequence?

Sequence Section Overview

• Navigate to Sequences by going to Automations > Sequences
• Select the Buying Group Folder
• Select the Sequence Titled, "Phase 1 - Final - Prospecting Buying Group Leads - Email Heavy"
  
• There are 5 Existing Sections on the Sequence
  
   
  • Performance Tab
    • This is the "Reporting" aspect of the sequence, it will show emails sent, meetings booked, opens, clicks, and responses in one centralized place specific to the sequence
  • Enrollments Tab
    
    • This will show you Contacts that are enrolled in the sequence and what status they are in. Example of testing Sequence below
  
  • Steps Tab
    
    • This shows a Summary of the Sequence steps, email copies, tasks, and any delays in between

• • Settings Tab
    • This tab allows you to adjust a few settings such as sending on business days only, the time frame an automated email should send, or setting up task reminders

• • Automate Tab
    • This allows you to set unenrollment criteria as well as create workflows to set custom autoenrollment and unenrollment rules

Sequence Steps and Content 

Below is an image showing the staged steps of the Buying Group Sequence

• There is a delay between each step, which we will get to  
  
• Below is the Email content that will be sent to Leads 
  

  Email #1 - Day 1 - Automated Email

Email #2 - Day 5 - Manual Email Task 

Email # 3 - Day 9 - Manual Email Task

Email #4 -  Day 12 - Manual Email Task

Email #5 - Day 16 - Manual Email Task

Email #6 - Manual Email Task

The Process

1.  Once Contacts are Enrolled in the Sequence the Process will begin by automatically sending Email #1 
   1. Day 1
   2. You will be able to see this in your Sent mail folder in your gmail account
2. There will be a 1 Day Delay and a Task will be Assigned to the Sales Rep
   1. Day 2 
   2. This task will be located on your "Today's To-Do's" Report on the Dashboard
      1. When this is clicked on it will bring you to the task view
      
      1. Select the task in the view
      2. This will bring you to the Contact's Record as shown below
      3. Please Call and Log the Call and add any Notes
      4. Once Completed Select Log Call and Complete Task
         
         
      5. After your have Logged the Call and Checked off the Task you can Select Back to Tasks to exit
      
3. After a 3 Day Delay, Sales Rep will be assigned a task to "Send Follow-Up Email" (#2)
   1. Day 5
   2. Click on the Task
      
      
   3. This will bring you to the Contact's record, the email window will be open with the next Email Copy to Send 
      1. Verify the Copy accurate based on possible previous communication
   4. Send and Complete Task when Ready
      
      
   5. Select Back to Tasks at the top to Exit 
4. After a 3 Day Delay, Sales Rep will be assigned a task to "Send Follow-Up Email" (#3)
   1. Day 9  
   2. The previous step will be the same process for Email #3
   3. Verify Email Copy
   4. Send and Complete Task when Ready
5. After a 2 Day Delay, Sales Rep will be assigned a task, "Call Contact to Follow Up"
   1. Day 11
   2. Follow these steps to for logging the call 
   3. Once completed, select Log Call and Complete Task
   4. Select Back to Tasks to Exit
6. After a 1 Day Delay, Sales Rep will be assigned a task to "Send Follow-Up Email" (#4)
   1. Day 12
   2. The previous steps will be the same process for Email #4
   3. Verify Email Copy
   4. Send and Complete Task when Ready
   5. Select Back to Tasks to Exit
7. After a 4 Day Delay, Sales Rep will be assigned a task to "Send Follow-Up Email" (#5)
   1. Day 16
   2. The previous steps will be the same process for Email #5
   3. Verify Email Copy
   4. Send and Complete Task when Ready
   5. Select Back to Tasks to Exit 
8. Sales Rep will then be assigned a task, "Call Contact to Follow Up"
   1. This will occur on Day 16 
   2. Follow the steps here on how to log the call
   3. Once Completed, Select Log Call and Complete Task 
   4. Select Back to Tasks to Exit
9. With no Delay, Sales Rep will be assigned to "Send Follow-Up Email" (#6)
   1. This will also occur on Day 16
   2. The Previous Steps will be the same process for Email #6
   3. Send and Complete Task when Ready
   4. Select Back to Tasks to Exit

Overview of the Sequence Tab

 

Video of the Buying Group Sequence Process

 

 

Important Notes