Setting Up Sales Plays (Beta)

Overview

Sales Plays in Salesforce help unlock the full potential of Track by automating the process of turning engagement signals into actionable pipeline opportunities. By connecting Track insights with sales engagement tools and leveraging ICP/Persona data, Sales Plays eliminate manual workflows and enable reps to seamlessly identify and engage high-value leads. This not only increases efficiency but also helps drive measurable revenue impact from Track.

Sales Plays - Beta Feature

In the beta phase, the scope of Sales Plays will be limited to using:

• Outreach as the sales engagement platform
• Outreach triggers to build a connection between Track results in Salesforce and Outreach actions 

Pre-requisites to use our beta feature are:

• The customer should have a Track job set up to run on a pre-determined schedule
• The customer should use Outreach as a sales engagement tool
• The customer should have Outreach synced with their Salesforce

Step 1: Create a New Sales Play

To get started, please navigate to the Salesforce LeadIQ app --> Track --> Sales Plays (Beta) --> Create Sales Play

• Section 1: Add the Name of your Sales Play
  
  
• Section 2: Now, we need to add a Contact Tracking job to run the Sales Play. There are 3 options here:
  • Select an existing Contact Tracking job from the drop-down menu
  • Select the pre-created Champions job using Create Champions Job button
  • Create a new Contact Tracking job using Create a New CT job button
• Section 3: Set up Outreach <> Salesforce sync by following steps outlined in the next 2 sections.

Step 2: Set up Outreach < > Salesforce fields Sync

1. On Outreach, navigate to Administration --> Integrations --> CRM and confirm that the sync is active with Salesforce. 

2. Scroll down on the page to confirm that the Contact object is being synced to Outreach from Salesforce. 

3. Click on the Contact object and confirm that it is syncing on both Create and Update actions (or per customer needs). 

4. In the Field Mappings sections on this page, make sure the following fields are being mapped into Outreach. If not set-up, please add these mappings.

• IQ Contact Tracking
• IQ is Created By LeadIQ

5. Scroll down to the Set sync conditions section and add the highlighted condition below. 

 

Step 3: Set up Outreach Triggers

Now that we have set up the sync from Salesforce to Outreach in Step 1 above, it's time to create our triggers. These Outreach triggers will be used to determine when a contact identified on a Track job should be added to an Outreach sequence. 

1. On Outreach, navigate to Workflow Automations --> Triggers --> Add Trigger

2. Set up the trigger as per your business rules and logic. A simple approach is shown below whereby any Prospect that is created or Updated in Outreach from Salesforce will be added to a pre-defined sequence when the following conditions are met.

• IQ Contact Tracking is not empty i.e., this contact is associated with a valid IQ Contact Tracking object which is only created by Track jobs, and
• IQ is Created by LeadIQ is True i.e., this contact was created by LeadIQ's product Track

Once you have configured your trigger as per your business needs, click Save. Please make sure to activate this trigger.