Really Good Sales Plays
OUTBOUND SALES PLAYS
Drive more at-bats and quality pipeline using these outbound sales plays.
Play #1: The Video LinkedIn Message
Inboxes are more crowded than ever. Stand out with this play by understanding which accounts are the most engaged and then sending them a personalized video.
About the Play
Using Drift Prospector, identify a target account with a high engagement score. Click into that account and research highly engaged contacts who fit the persona you are selling into.
Next, click on the LinkedIn shortcut, which will take you to your prospect's profile.
Finally, record a Drift Video right from LinkedIn mentioning a conversation they’ve had or a piece of content they’d been browsing.
Solutions Mentioned
Drift Prospector
AI Engagement Score
Interaction Shortcut
Drift Video
Play #2: The Personalized Content Recommendation
It’s estimated that more than 70% of the buyer’s journey is completed before even talking to sales. Instead, buyers are accessing information on a self-serve basis by browsing your site, downloading content, watching a webinar, etc.
Use this play to leverage content consumption to drive a sales conversation.
About the Play
Use Drift Prospector to identify content your buyer has browsed or downloaded.
Then, send a video mentioning the content they consumed and drive a conversation to explore that topic further.
Finally, recommend a meeting on how your buyer could implement that concept mentioned in the content.
Solutions Mentioned
Drift Prospector
Drift Video
Play #3: The Not So Cold Call
It’s hard to time a cold call. Your buyer could be driving their kid to school or stepping out to grab lunch. Take out the guesswork with this play by calling at the right time with the right message.
About the Play
Using the Drift Email Chrome Extension, when you see your prospect has opened your email, keep their attention and drive the conversation further by immediately giving them a call.
On the call, mention you saw they opened the email and keep your talk track specific to the email thread and to the individual. Recommend a demo to continue the conversation.
Solutions Mentioned
Drift Email Chrome Extension
Play #4: Catching the Abandoned Scheduler
You can’t be online 24/7. That’s why AI bots are so helpful, they can book meetings for you, even when you’re sleeping. But sometimes a prospect gets close to booking a meeting — and then doesn’t. Use this play to drive the conversation forward and get that meeting booked.
About the Play
If a Drift bot drops your calendar but the site visitor doesn’t end up booking a meeting, you will receive an email with a link to the chat. You can then respond with a message to your buyer within that email thread.
In your response, reference their attempt to book a meeting and acknowledge insights from Drift Intel to personalize the message.
Next, prompt more details on their pain point and establish urgency on the demo and solution.
Finally, drop your calendar in the email, giving your buyer a quick and easy way to book a meeting with you.
Solutions Mentioned
Drift Conversational AI
Drift Intel
Drift Meetings
Play #5: Salesloft/Outreach Email to Target Account Conversation
We know tab switching and going from tool to tool doesn’t help with productivity, so we built integrations with your existing sales tools like Salesloft and Outreach. Use this play to engage target accounts enrolled in your Salesloft and Outreach sequences.
About the Play
We know not all buyers will respond to sales sequences — but they are likely to click on a link in your email and explore the website.
With our Salesloft and Outreach integrations, you can set up a personalized greeting for your buyer when they visit your website.
You will be notified the second they land on your site so you can jump straight into a conversation. And if you’re not around, the bot has you covered. It will start a conversation and help them book a meeting with you for later.
Solutions Mentioned
Salesloft Integration
Outreach Integration
Drift Conversational AI
Target Account Engagement
INBOUND SALES PLAYS
Use these inbound sales plays to jumpstart real-time conversations.
Play #1: The Red Carpet
Every missed opportunity to engage with a target account means you’re another step away from a closed deal. So when your target account finally lands on your site, chat with them live and give them a red carpet experience.
About the Play
The Drift Email Chrome extension will alert you if one of your target accounts is on your site and what page they are on.
Once you click on that alert, send an engaging and personalized opener in live chat. Next, reference relevant content or past conversations using information from the Conversation View or Prospector.
Finally, ask provoking questions to prompt conversation and recommend a demo.
Alternatively, you can browse Live View and proactively monitor for target accounts and engage in a personalized conversation.
Solutions Mentioned
Drift Email Chrome Extension
Drift Live Chat
Drift Prospector
Target Account Engagement
Live View
Play #2: Chat to Call/Zoom
After building rapport with a buyer in live chat, use this play to drive the conversation further by jumping on a call or Zoom with them in one click.
About the Play
Once routed into a live chat conversation, hook the buyer with an engaging message (try one of these).
Next, quickly reference their past engagements, company size, and role in the Conversation Details. Continue the conversation referencing these details and recommend a phone call or Zoom.
You can then either hit the Zoom icon, which will immediately start a Zoom call, or upon your buyer dropping their phone number into the chat, press “Start a Call”. You can then call from your computer or phone.
Solutions Mentioned
Drift Live Chat
Conversation Details
Chat to Call
Chat to Zoom
Play #3: The Paid Ad Converter
Your marketing team spends a lot of money on paid ads to get you more inbound leads. Use this play when a buyer does land on your website from a paid ad.
About the Play
A new inbound lead has started chatting with your team’s “paid ad converter” bot (it might look something like this).
Use the playbook insights to start a conversation recognizing the ad they came from and articulating the pain point it touches on. While intent is high, recommend a meeting to chat further about your solution.
Solutions Mentioned
Drift Live Chat
Conversation Details
Play #4: The SDR to AE handoff
The sales development representative (SDR) to account executive (AE) relationship is key to booking quality meetings and generating pipeline. Use this play to ensure high-intent inbound leads get to AEs.
About the Play
In this play, SDRs can chat with inbound leads and understand their goals. Once an SDR has qualified the buyer and understands their intent, they can instantly loop in the AE into the chat. Then, the AE can take over the conversation from there in real-time.
If the AE isn’t available, the SDR can drop the AE’s calendar so the buyer can book time while they’re still in the chat.
Solutions Mentioned
Drift Live Chat
Drift Meetings
Play #5: The After Hours Automation Play
50% of website chat occurs on nights and weekends. No one expects your sales reps to stay up all night and work all weekend. There’s where AI chatbots come in — they don’t need any sleep.
About the Play
Drift’s AI-powered chatbots proactively engage, qualify, and convert buyers from any page on your website.
They help your team focus on the highest priority conversations while still providing your customers with relevant, personalized responses, day and night.
In the morning, reps can check on any conversations that happened overnight. It’s not uncommon for reps to wake up to bot-booked meetings — a great way to start the day.
Solutions Mentioned
Drift Conversational AI
DEAL MANAGEMENT SALES PLAYS
Use these deal management sales plays to continue the conversation and close more deals faster.
Play #1: The No Show
A prospect no-showing a meeting is disappointing, but it shouldn’t stop the conversation from chugging along. Use this play to re-engage your buyer in an active deal.
About the Play
So, your buyer no-showed a meeting. What’s next? Record a video a video outlining the key items you were going to cover in the meeting. Be sure to set an agenda for the video and summarize your interactions so far.
Next, use value driving questions to prompt engagement and outline why the buyer should be interested in re-connecting. Finally, mention that your buyer can ask any questions or reschedule the meeting using the bot at the right hand side of the screen.
As the rep, you’ll receive a notification they are watching the video so you can jump right into chat and connect with them in real-time, while their intent is high.
Solutions Mentioned
Drift Video
Drift Meetings
Play #2: The Pricing Live Convo
Throughout the deal cycle, website visits are a great signal of intent, specifically pricing pages. Use website behavior and ABM notifications to drive real-time conversations throughout the buying journey.
About the Play
When one of your target accounts is on the site, you will get a notification including which contact is on the site and what page they are on.
If you see a prospect on a pricing page, be sure to jump right into chat and identify key questions or concerns. Finally, drive urgency by switching from chat to Zoom or booking a follow-up meeting with the buyer and team of decision-makers.
Solutions Mentioned
Drift Live Chat
Target Account Engagement
Chat to Zoom
Play #3: The Post-Sales Expansion Lever
Relationships with buyers shouldn’t end once the ink has dried. Long-term success comes from a continued partnership and making sure your customers are getting the most out of their investment in your solution. Use this play to strengthen relationships and increase expansion pipeline.
About the Play
To ensure customers are up-to-date and getting the most out of your platform, keep a close eye on Drift Prospector after a product launch or announcement. If you see your customer peaking at a launch blog or landing page, make a quick video explaining it further and give a behind-the-scenes look at how it could work for them.
Send that video over in an email and include a calendar link in case they want to book time with you to learn more.
Solutions Mentioned
Drift Prospector
Drift Video
Play #4: The Meeting Recap
Use this play to keep your buyers engaged and make sure all deal details are easily accessible.
About the Play
When working an active deal, use Drift Video as a tool to recap meetings or simply send the meeting recording over Drift Video with our Zoom integration.
With this play, your prospect can go back and view those videos at any point in time so they don’t forget specific information. Your point of contact can also share the videos directly with other teammates.
Solutions Mentioned
Drift Video
Zoom Integration
Play #5: Buying Committee Introduction
With so many people involved in making a deal, it’s important to create authentic relationships with your entire buying committee.
About the Play
In some deals, you may have seven or eight stakeholders involved in the decision-making process.
When a new stakeholder is added to the mix, or you identify a new stakeholder through Drift Prospector, send a LinkedIn connection along with a Drift Video.
It’s a light touch to say, “Hey! I’m [your name], your account manager at [company name]. If there is anything you need as we’re going through this process, feel free to reach out.”
Solutions Mentioned
Drift Video
Drift Prospector
SEE DRIFT ON YOUR SITE
Take Drift’s bot for a test drive without installing any code on your website (seriously).