which data provider are you using for enrichment (ie. so you know when a contact churns)? Do you have a Contact Status field or something similar? You could have the data provider update the status field when a contact changes jobs and use that as a trigger for a flow to create a new lead for the contact at their new job. Just make sure they actually changed companies and didn’t just change their job title or add another current role to their linkedin. Closed lost deals are easy. You could use a flow to update the status of each contact on the deal then add them to nurture campaigns based on whatever criteria you want (ex. timing, job title, buyer role, etc). To address your 2nd challenge, I’d have reps hold off on creating an oppty until after basic qualification criteria has been met (ex. timing). If they convert a lead to a contact and it turns out they aren’t qualified, the rep can update the status field and you can add a custom field to capture disqualification reason as well. Then, use a flow to direct contacts to nurture campaigns or follow up sequences based on the contact’s status and DQ reason
Ryan C. EAC has a lot of limitations. A big one is how/where the data is tracked. EAC essentially tracks activity, then provides a view into that activity via SFDC. The actual data isn’t stored in SFDC (it’s on AWS) so you can’t report on it the same way you would with other activity records. Most orgs track activity via their SEP (ex. Outreach, Salesloft, etc), revenue intelligence platform (ex. Clari, etc) or conversational intelligence platform (ex. Gong, etc). You could also use a tool that just handles activity tracking, but you’re probably already paying for something that can track activity for you anyway. A big consideration is to think about who you really need to track activity for (now and in the future) and choose a tool that not just meets your needs but also want incur significant costs down the road. For example, if CSMs don’t use your SEP but you want to use that for activity tracking, consider the $125+/mo/user cost of adding CSMs to that system just to track activity (now and in the future). You want to make sure whatever you’re using has a server-side sync (most do these days but check anyway). If you have complex tracking needs re to meetings, you may want to consider using a dedicated tool for that.
Jeffrey T. are you already using Clay? I assume not since you didn’t mention it. But if you are, you can use the “Map Job Title to Persona” action to map job title keywords to buyer roles. This is very easy and inexpensive. If your mappings change, you just update the action in the table and you’re good to go. Downside here would be if you have a very large volume of job title keywords and/or the mappings change frequently. If you don’t already use Clay, you can build essentially the same thing in a SFDC flow, which is the cheapest and easiest option. This is a very simple use case where AI would be overkill, cost you a ton by comparison, and be far more difficult and expensive to maintain over time (not to mention the x% of hallucinations that you’d need to handle)
