{"componentChunkName":"component---src-templates-invite-js","path":"/events/pipeline-conference/","result":{"data":{"doc":{"_type":"invite","id":"-85fe15f8-5c6b-5825-953a-01964c982e13","_id":"a6349058-f3e4-44ba-b982-57b0245b0308","title":"Meet us at Pipeline Conference","slug":{"current":"pipeline-conference"},"status":"published","startDate":"2026-10-22T00:00:00.000Z","endDate":"2026-10-23T23:51:00.000Z","allDay":true,"recurring":null,"url":"https://www.commonroom.io/events/pipeline-conference","eventType":"in-person","location":"Renaissance Dallas Hotel, Booth #8","extraFormFields":null,"mainVideo":null,"_rawExcerpt":[{"_key":"ca633424e470","_type":"block","children":[{"_key":"6fa671dd463b","_type":"span","marks":[],"text":"Join us Pipeline Conference 2026 to learn how Common Room can help Sales and SDR leaders deliver on their pipeline goals."}],"markDefs":[],"style":"normal"}],"_rawBody":[],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-e72afec6bbbbfa67407c3769de6aff132544b181-1200x630-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":"Come see us at Pipeline Conference"},"backgroundImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-c728be8b54d670ce01e2ed25f4e9ddc51dcfc10c-17220x9642-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":9642,"width":17220,"aspectRatio":1.7859365276913504}}}},"authors":[],"sections":[{"_type":"pageSectionSimple","_rawContent":[{"_key":"f111541762b9","_type":"block","children":[{"_key":"5b31301b4bb1","_type":"span","marks":["strong"],"text":"Get a live look at pipeline impact!"}],"markDefs":[],"style":"bigTitle"},{"_key":"1f756b33c7a2","_type":"block","children":[{"_key":"378d03041cb4","_type":"span","marks":[],"text":"Bring your questions on turning buying signals into pipeline, tightening the handoff between marketing and sales, or getting your reps to actually trust the data in front of them. We'll bring a live look at how Common Room by Zoom can help."}],"markDefs":[],"style":"h5"},{"_key":"1ab47d020ca8","_type":"block","children":[{"_key":"378d03041cb4","_type":"span","marks":[],"text":"Stop by Booth #8\n\n"},{"_key":"6f1473936687","_type":"span","marks":["2471a32fb520"],"text":"Book a Meeting"}],"markDefs":[{"_key":"2471a32fb520","_type":"link","href":"https://calendar.app.google/Q34qwyGyjqv2W3jk6","openTab":true,"size":"big","style":"buttonBlack"}],"style":"h3"}],"anchor":null,"header":null,"_rawSummary":[],"layout":"centered","background":"mint","padding":"tight","container":"large","mainImage":null,"image":null,"tableOfContents":null,"rounded":null,"constrainImages":null},{"_type":"pageComponent","name":"logoCarousel","anchor":null,"header":null,"_rawSummary":[{"_key":"967c766a376b","_type":"block","children":[{"_key":"eff0942881a1","_type":"span","marks":["smallText"],"text":"Trusted by teams at..."}],"markDefs":[],"style":"normal"}],"layout":"centered","background":"white","padding":"tight","container":"full","mainImage":null,"image":null,"category":null,"effect":null,"cards":null,"types":[],"contentRefs":[]},{"_type":"pageComponent","name":"featuredMedia","anchor":null,"header":null,"_rawSummary":[{"_key":"bf0b62749e70","_type":"block","children":[{"_key":"19a5ea600530","_type":"span","marks":["strong"],"text":"Speaking session"}],"markDefs":[],"style":"sectionTitle"},{"_key":"1706ee1c04db","_type":"block","children":[{"_key":"5b60c2363152","_type":"span","marks":["strong"],"text":"The Evolution of Buyer Intelligence in the AI Era"}],"markDefs":[],"style":"h5"},{"_key":"dc2f999608f0","_type":"block","children":[{"_key":"000ba5649757","_type":"span","marks":[],"text":"AI has given GTM teams more account and contact signals than ever, but SDRs still have to work out who to call, when to reach out, and what to say. Hear from Tasha Reasor, CMO of Common Room by Zoom, as she joins sales development leaders and moderator Sam Nelson of SDRLeader.com to share what's working on their teams."}],"markDefs":[],"style":"normal"},{"_key":"c5c947a8d258","_type":"block","children":[{"_key":"000ba5649757","_type":"span","marks":[],"text":"You'll hear:"}],"markDefs":[],"style":"h4"},{"_key":"e50e3645bb66","_type":"block","children":[{"_key":"0b07d79d60c5","_type":"span","marks":[],"text":"Which signals change the conversation, and which ones only look useful"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"f0a3aafbd5cf","_type":"block","children":[{"_key":"af88c114d895","_type":"span","marks":[],"text":"How rep research has changed, and how to get the right information in front of your team"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d1faedc31531","_type":"block","children":[{"_key":"9a73626f0d13","_type":"span","marks":[],"text":"How to tell whether your approach is working, plus one change you can make right away"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"6acb2b6b9e40","_type":"block","children":[{"_key":"822798704796","_type":"span","marks":["strong"],"text":"Date: October 22, 2026\nTime: 10:40am CT\nLocation:"},{"_key":"4e939e5bc523","_type":"span","marks":[],"text":" "},{"_key":"39c913e04201","_type":"span","marks":["strong"],"text":"Stemmons A, Renaissance Dallas Hotel"},{"_key":"f118ff1a0376","_type":"span","marks":[],"text":"\n"}],"markDefs":[],"style":"h5"}],"layout":"mediaSmall","background":"lavenderUltraLight","padding":null,"container":"large","mainImage":null,"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-68b36c8d813821c506ff3790c60e0d43ecb11552-1661x1661-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":1661,"width":1661,"aspectRatio":1}}},"layout":null,"alt":"Tasha Reasor, CMO, Common Room by Zoom","caption":"Tasha Reasor, CMO, Common Room by Zoom","link":null},"category":null,"effect":null,"cards":null,"types":[],"contentRefs":[]},{"_type":"pageSectionSimple","_rawContent":null,"anchor":null,"header":"What's new with Common Room","_rawSummary":[{"_key":"0360ea98d430","_type":"block","children":[{"_key":"00c2bbfde71b","_type":"span","marks":[],"text":"Common Room is now part of Zoom. Together, we're building a revenue operating system that connects every buyer signal, every channel, and every rep action in one place. Come see what's changed, what's coming, and why it matters for how your team finds, reaches, and closes the right buyers."}],"markDefs":[],"style":"h5"}],"layout":"centered","background":"gray","padding":null,"container":"thin","mainImage":null,"image":null,"tableOfContents":null,"rounded":null,"constrainImages":null}]},"recordingPosts":{"edges":[{"node":{"_type":"post","id":"-bc6841a6-8402-54df-8518-5f83e44f354e","_id":"476b5263-5018-4422-ba94-33629f696877","publishedAt":"2026-10-16T15:15:00.000Z","_createdAt":"2026-10-15T20:03:28Z","_updatedAt":"2026-10-16T15:15:34Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e","title":"GTM teams 🛒 (PERSONA)","titlePublic":"Go-to-market","slug":{"current":"go-to-market"},"status":"hidden"},{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-7de2a42bd4cec05ae8644fcf241bf7bb51ddf7a2-1280x672-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":672,"width":1280,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":"Icon graphic of a central loop arrow linked to email, phone, and chat icons with a verified-contact badge, symbolizing unified multichannel prospecting."},"title":"How We Built Prospecting Into One Motion, And What It Looks Like Inside","_rawExcerpt":[{"style":"normal","_key":"d294b25925f9","markDefs":[],"children":[{"_key":"906b8dc2adcd","_type":"span","marks":[],"text":"Sequencing, dialing, and buyer intelligence used to live in four different tools. Miguel Moreno, Product Lead for Zoom Revenue Accelerator, explains what changes when they become one."}],"_type":"block"}],"readingTimeInMinutes":11,"slug":{"current":"how-we-built-prospecting-into-one-motion"},"isFeatured":null,"hideMainMedia":null,"cardImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-7de2a42bd4cec05ae8644fcf241bf7bb51ddf7a2-1280x672-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":672,"width":1280,"aspectRatio":1.9047619047619047}}}},"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"9667e7136de4","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-89ac64fa414f51c35d4a13e48753aec36a4085ba-800x800-jpg"}},"name":"Miguel Moreno","title":"Product Lead for Zoom Revenue Accelerator"}}],"companies":[],"_rawBody":[{"markDefs":[],"children":[{"marks":[],"text":"I'm Miguel Moreno, Product Lead for Zoom Revenue Accelerator. In my work, here's what I've seen over and over: many traditional prospecting stacks tend not to be built for the way SDRs actually do business today. You've got a sequencing tool for emails, a dialer for calls, a signal platform for intent data, and a CRM to log it all. Four systems. Four logins. Every time a rep toggles between them, they lose context. The buyer's story fragments across tools, and nobody has the full picture.","_key":"7326a5896cf9","_type":"span"}],"_type":"block","style":"normal","_key":"f268c9d7d936"},{"markDefs":[],"children":[{"_type":"span","marks":[],"text":"When we built Engage, we started with that fragmentation problem. The cost shows up everywhere. Reps skip call steps because the dialer's in a different tool. Sequences run single-threaded because multithreading across three stakeholders takes too much manual work. Managers can't coach the full motion because the data's split across platforms. The tools sort of work together through integrations, but the motion never flows.","_key":"e3d82b8a5bee"}],"_type":"block","style":"normal","_key":"fc9a7e57533f"},{"style":"normal","_key":"2a0c4c2cbe52","markDefs":[],"children":[{"_key":"de72d14d3773","_type":"span","marks":[],"text":"So we made a different architecture decision: sequencing, dialing, and buyer intelligence aren't three integrated tools, they're one product. One platform, one data model, one motion. I'm going to walk you through what that actually looks like when a rep prospects inside Zoom Revenue Accelerator."}],"_type":"block"},{"style":"h2","_key":"7b37aa6ed975","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Where the rep starts: the Action Items list","_key":"9c35ab1ea3d9"}],"_type":"block"},{"_type":"block","style":"normal","_key":"c41e97eeed7f","markDefs":[],"children":[{"_key":"df392bf3d499","_type":"span","marks":[],"text":"When a rep opens Engage in the morning, they don't see a static call list or a generic \"contacts to reach today\" queue. They see a prioritized Action Items list, ranked by buyer signals pulled from Common Room."}]},{"children":[{"_key":"94271c561b14","_type":"span","marks":[],"text":"Here's what a rep's screen might look like — the following is an illustrative example."}],"_type":"block","style":"normal","_key":"dba87b7b61d2","markDefs":[]},{"_type":"block","style":"normal","_key":"a2badf5aaa8c","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Top of the list: Sarah Chen at Acme Corp. The signal that surfaced her? She visited our pricing page twice yesterday, spent four minutes on our ROI calculator, and engaged with a post in our community Slack three days ago. She didn't fill out a form. She's not in the funnel yet. But Common Room tracked her digital body language across the open web, our community, and our product, and flagged her as high-intent. (Common Room's data practices are governed by its privacy policy, available at zoom.us/privacy.)","_key":"ea380d57f208"}]},{"markDefs":[],"children":[{"marks":[],"text":"Below Sarah: Mike Torres at the same account. Different signal. He changed jobs two months ago — left a competitor, joined Acme as VP of Sales. Common Room caught the job change and flagged him as a champion who moved. He knows our product. He has a new team to build. He's worth a different message than Sarah.","_key":"ff1887024b37","_type":"span"}],"_type":"block","style":"normal","_key":"c3c52f24a0e0"},{"_key":"d8b61407b4e6","markDefs":[],"children":[{"text":"Third on the list: an expansion signal at an existing customer account. Product usage spiked in a new business unit. Common Room identified three new stakeholders who weren't part of the original deal but are now active users.","_key":"08131c9fd046","_type":"span","marks":[]}],"_type":"block","style":"normal"},{"_key":"d10c01670722","markDefs":[],"children":[{"_key":"13664d82a05a","_type":"span","marks":[],"text":"That's where the motion starts. Not with a cold list. With context."}],"_type":"block","style":"normal"},{"style":"h2","_key":"8f0d16b4328d","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Building the sequence: multithreading from the jump","_key":"69fe442dc49e"}],"_type":"block"},{"_type":"mainImage","_key":"eca6d5e417d2","asset":{"_id":"image-bcbba63a17751b04e5e59321a1ead3a503b7418e-1280x672-png","_type":"sanity.imageAsset","_rev":"H6ngYtl827BB9v8nFxW74J","_createdAt":"2026-10-15T20:13:18Z","_updatedAt":"2026-10-15T20:13:18Z","originalFilename":"miguel blog 2.png","uploadId":"026dd710a8031751067a943c2b1dbd8ff8e66a86","size":557945,"extension":"png","assetId":"bcbba63a17751b04e5e59321a1ead3a503b7418e","sha1hash":"bcbba63a17751b04e5e59321a1ead3a503b7418e","path":"images/vt347z5x/production/bcbba63a17751b04e5e59321a1ead3a503b7418e-1280x672.png","url":"https://cdn.sanity.io/images/vt347z5x/production/bcbba63a17751b04e5e59321a1ead3a503b7418e-1280x672.png","mimeType":"image/png","metadata":{"lqip":"data:image/png;base64,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","dimensions":{"width":1280,"aspectRatio":1.9047619047619047,"height":672,"_type":"sanity.imageDimensions"},"isOpaque":true,"blurHash":"M4RWM7tlAAXR5P~qNGSetQozCgxu%2%M$+","_type":"sanity.imageMetadata","thumbHash":"+/cBBIIhMPlml4m6vKo1ZlB0Bg==","palette":{"dominant":{"background":"#b8f6e2","_type":"sanity.imagePaletteSwatch","foreground":"#000","title":"#000","population":0.05},"_type":"sanity.imagePalette","darkMuted":{"title":"#fff","population":0.03,"background":"#444444","_type":"sanity.imagePaletteSwatch","foreground":"#fff"},"muted":{"_type":"sanity.imagePaletteSwatch","foreground":"#fff","title":"#fff","population":0,"background":"#6c948c"},"lightVibrant":{"title":"#000","population":0.05,"background":"#b8f6e2","_type":"sanity.imagePaletteSwatch","foreground":"#000"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","foreground":"#fff","title":"#fff","population":0,"background":"#1d664d"},"lightMuted":{"background":"#a0c8bc","_type":"sanity.imagePaletteSwatch","foreground":"#000","title":"#fff","population":0.02},"vibrant":{"foreground":"#000","title":"#fff","population":0.01,"background":"#3cc696","_type":"sanity.imagePaletteSwatch"}},"hasAlpha":false},"filename":"miguel blog 2.png","width":1280,"height":672,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/bcbba63a17751b04e5e59321a1ead3a503b7418e-1280x672.png?rect=416,0,448,672&w=%width%&h=%height%&q=80","id":"image-bcbba63a17751b04e5e59321a1ead3a503b7418e-1280x672-png","children":[],"parent":null}},{"markDefs":[],"children":[{"text":"Let's say I want to run a sequence at Acme. I'm not going to single-thread Sarah and hope she's the right contact. I'm going to multi-thread across Sarah (technical evaluator), Mike (economic buyer), and Jamie (end user who's active in the community).","_key":"aebfb9881cd8","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"577e552525ec"},{"markDefs":[],"children":[{"marks":[],"text":"Inside Engage, I select all three contacts and enroll them in role-specific sequences. Sarah gets a technical sequence: case studies, ROI data, integration details. Mike gets an executive sequence: business outcomes, team ramp time, competitive win stories. Jamie gets a user-focused sequence: community invites, quick-win workflows, peer intros.","_key":"04ea0ee4c0de","_type":"span"}],"_type":"block","style":"normal","_key":"e69b74c19a22"},{"_type":"block","style":"normal","_key":"28d06502b690","markDefs":[],"children":[{"marks":[],"text":"Here's what the sequence builder looks like. Each contact has their own sequence, but I'm managing all three from one view. Sarah's sequence starts with an email on Monday. Mike's sequence starts with a LinkedIn Connect on Tuesday (I want him to see Sarah's email first, so when my name shows up on LinkedIn, there's recognition). Jamie's sequence starts with a call on Wednesday.","_key":"e5c6f0f22ecb","_type":"span"}]},{"_type":"block","style":"normal","_key":"a80e6ebbea2c","markDefs":[],"children":[{"_type":"span","marks":[],"text":"The sequence steps are multichannel by default: email, call, LinkedIn Connect, LinkedIn Message. Not in separate tools, in one workflow. If I add a call step to Sarah's sequence, I'm not creating a task that sends the rep to a dialer. I'm adding a step that ","_key":"2d2e116b34b3"},{"text":"is","_key":"18bcaf3ea105","_type":"span","marks":["em"]},{"text":" the call. Same for LinkedIn. The step executes in the platform.","_key":"9e2922b4be35","_type":"span","marks":[]}]},{"_key":"04ce76fc3206","markDefs":[],"children":[{"marks":[],"text":"I can see all three sequences side-by-side in one view. Here's how I coordinate them. First, staggered timing: let's say Sarah's sequence sends an email on Monday at 9 AM. I don't want Mike to get an email from me the same day that looks uncoordinated to the account. So I adjust the delay on Mike's sequence by adding a two-day wait before his first step. Now Mike's email goes out Wednesday, giving Sarah's email time to land first. That's what \"adjust the delay\" means in practice. I'm setting the number of days (or hours) between steps, or between when someone enters the sequence and when the first step executes.","_key":"68e196382bdf","_type":"span"}],"_type":"block","style":"normal"},{"_type":"block","style":"normal","_key":"4c8ecc5e3ff0","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Second, conditional triggers: instead of advancing Jamie's sequence on a fixed timeline, I can set a rule that says \"only move to the call step if Sarah has opened her email at least twice.\" Now Jamie's call doesn't happen until there's a signal that Sarah is engaged. If Sarah never opens the email, Jamie's call step doesn't fire. That's a conditional trigger — a step that waits for a specific engagement behavior before it executes.","_key":"86170648fd30"}]},{"markDefs":[],"children":[{"text":"Why does this matter in a multithreaded motion? Because it lets me sequence my outreach around what's actually happening at the account, not just what day it is. I'm not running three independent sequences that happen to target the same company. I'm running one coordinated account strategy across three stakeholders.","_key":"01aea2ee05d4","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"ff1d23e719a9"},{"_key":"ef98481fdc7b","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Some tools let you enroll multiple contacts from the same account. But they don't tell you ","_key":"a828fc25abf7"},{"_type":"span","marks":["em"],"text":"which","_key":"25a370e1f9be"},{"_type":"span","marks":[],"text":" contacts are worth multithreading, and they don't make it easy to coordinate across them. Common Room solves the first problem. Engage solves the second.","_key":"385ef4816ca1"}],"_type":"block","style":"normal"},{"_type":"block","style":"h2","_key":"944a55fe45d5","markDefs":[],"children":[{"_key":"2e86b9a03ab5","_type":"span","marks":[],"text":"The call step: no toggle, no friction"}]},{"markDefs":[],"children":[{"_type":"span","marks":[],"text":"It's Wednesday. Jamie's sequence hits a call step. Here's what happens next.","_key":"a98ae5355f0f"}],"_type":"block","style":"normal","_key":"afa711ddcb7c"},{"_type":"block","style":"normal","_key":"e81228e8918f","markDefs":[],"children":[{"_type":"span","marks":[],"text":"The rep sees the call step in their Action Items list. They click it. Zoom Dial connects the call. They don't open a separate dialer. They don't look up the number. They don't leave the platform.","_key":"c08641d33a2e"}]},{"_key":"96649ea79461","markDefs":[],"children":[{"_key":"8a18dbea6b97","_type":"span","marks":[],"text":"While the phone rings, here's what the rep sees on screen: Jamie's full engagement history. Every email we've sent to anyone at Acme. Every open, every click. Sarah opened the ROI calculator email twice. Mike accepted the LinkedIn Connect but hasn't replied. Jamie clicked the community invite link but didn't join yet."}],"_type":"block","style":"normal"},{"markDefs":[],"children":[{"_type":"span","marks":[],"text":"The call connects. Jamie picks up. The rep isn't walking in cold. They know Jamie clicked the community link. They open with: \"Hey Jamie, I saw you checked out our community earlier this week. Curious what caught your attention?\"","_key":"d4826c089acc"}],"_type":"block","style":"normal","_key":"3ff71d739c1c"},{"_type":"block","style":"normal","_key":"e2a61b015fd9","markDefs":[],"children":[{"marks":[],"text":"Context travels with the call. The rep isn't guessing what the buyer's seen. They know.","_key":"2a30e7b7077b","_type":"span"}]},{"children":[{"marks":[],"text":"The call wraps. Jamie's interested but wants to loop in Sarah before booking a meeting. The rep selects \"Connected – Follow-up needed\" from the outcome dropdown. The sequence logs it instantly. No manual note-taking in the CRM. No going back to the sequencing tool to mark the step complete. The outcome feeds the next step automatically.","_key":"d12addc8a3e7","_type":"span"}],"_type":"block","style":"normal","_key":"964eec9f098f","markDefs":[]},{"style":"normal","_key":"0cd99885011d","markDefs":[],"children":[{"marks":[],"text":"The call wraps. Jamie's interested but wants to loop in Sarah before booking a meeting. The rep selects \"Connected – Follow-up needed\" from the outcome dropdown. The sequence logs it instantly. No manual note-taking in the CRM. No going back to the sequencing tool to mark the step complete. The outcome feeds the next step automatically, with reps remaining in control of the motion.","_key":"0661f2a6ab1e","_type":"span"}],"_type":"block"},{"_type":"block","style":"normal","_key":"26c2c33e2ee9","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Because Jamie said to loop in Sarah, the sequence surfaces a recommended adjustment. Sarah's next email (scheduled for Friday) can move up to today and change: \"Jamie and I just spoke. He mentioned you're evaluating tools to cut ramp time. Thought I'd send over the case study he asked about.\"","_key":"8e0970e6e086"}]},{"children":[{"text":"Here's why that matters. But only if the channels actually execute and coordinate. When the call step has the same friction as the email step (zero), reps run the sequence as designed. 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Here's what I'm looking at now in the Conversation Intelligence view.","_key":"eb5b1bf81546"}],"_type":"block"},{"_key":"dc86be5647b8","markDefs":[],"children":[{"_key":"920985c4c87c","_type":"span","marks":[],"text":"The transcript highlights key moments: Jamie mentioned they're evaluating two other tools. He said their current ramp time is 90 days and they want to cut it to 60. He asked whether we integrate with their CRM (Salesforce). He said the decision timeline is end of quarter."}],"_type":"block","style":"normal"},{"children":[{"_type":"span","marks":[],"text":"All of that context feeds back into the deal record. The competitive mentions flag the deal as \"competitive.\" The timeline sets the close date. The integration question triggers an alert to loop in a solutions engineer.","_key":"4a2b15b98837"}],"_type":"block","style":"normal","_key":"72192b4a336b","markDefs":[]},{"style":"normal","_key":"f63e39ecbf62","markDefs":[],"children":[{"_key":"5100f9bdab98","_type":"span","marks":[],"text":"But it also feeds back into the sequence. Sarah's next email doesn't just reference the call. It addresses what Jamie said on the call: \"Jamie mentioned you're looking to cut ramp time from 90 to 60 days. Here's how three other teams did exactly that.\""}],"_type":"block"},{"_type":"block","style":"normal","_key":"528246e7de69","markDefs":[],"children":[{"_type":"span","marks":[],"text":"This is the difference between conversation intelligence that lives in a separate tool and conversation intelligence that's part of the same platform as the sequence. When they're separate, the transcript lives in one place and the sequence runs in another. The rep has to manually connect them. When they're unified, the sequence uses the conversation data automatically.","_key":"cba5c4ce87be"}]},{"style":"normal","_key":"102ddfb53029","markDefs":[],"children":[{"marks":[],"text":"Most teams treat conversation intelligence as a coaching tool. It is. But when it's part of the same platform as your prospecting motion, it's also a sequencing tool. What the buyer said informs what you send next.","_key":"6d56a5781e74","_type":"span"}],"_type":"block"},{"children":[{"_key":"4c3cc4d6364d","_type":"span","marks":[],"text":"What the manager sees: Coaching the full motion"}],"_type":"block","style":"h2","_key":"15c0d63c4465","markDefs":[]},{"_key":"292bc9ee4189","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Let me switch views. Here's what a frontline manager sees when they open the Engage dashboard.","_key":"7bf8e2fdd7d9"}],"_type":"block","style":"normal"},{"style":"normal","_key":"49cd1fde2985","markDefs":[],"children":[{"_type":"span","marks":[],"text":"They're not looking at email metrics in one place and call metrics in another. They're looking at the full multichannel engagement arc for every rep, every sequence, every account.","_key":"1ba8aab69184"}],"_type":"block"},{"markDefs":[],"children":[{"text":"Rep-level view: How many sequences is each rep running? What's their email open rate, call connect rate, and LinkedIn acceptance rate? Where are they executing multichannel steps — and where are they defaulting to one channel? These metrics are currently visible at the activity level and will soon be consolidated into a rep-level summary report, rolled up across all sequences.","_key":"ca8158cd914a","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"dfc12eddfd00"},{"style":"normal","_key":"106d2621d197","markDefs":[],"children":[{"marks":[],"text":"Sequence-level view: Which sequences are driving meetings? Which steps are working? Where are contacts dropping out?","_key":"531e61bd347e","_type":"span"}],"_type":"block"},{"style":"normal","_key":"8364c5816cdc","markDefs":[],"children":[{"_key":"a71603e0d321","_type":"span","marks":[],"text":"Account-level view: For multithreaded accounts, how many stakeholders are engaged? Are all three contacts advancing, or is one stalled? Which channel is driving the most engagement at this account?"}],"_type":"block"},{"children":[{"marks":[],"text":"Here's the coaching insight that a fragmented stack can't give you: this rep has a 40% email open rate and a 25% call connect rate, but their multichannel sequences aren't converting. Why? Because they're skipping the LinkedIn steps. The sequence design is sound. The execution is incomplete. That's a coachable moment. But you can't coach it if you can't see it.","_key":"2ff80a760968","_type":"span"}],"_type":"block","style":"normal","_key":"6646e6d2ce8f","markDefs":[]},{"markDefs":[],"children":[{"text":"We built Engage and Dial and Common Room as parts of the same platform because prospecting isn't three separate activities. It's one motion. The email primes the call. The call informs the next email. The buyer signal tells you who to reach and when. The conversation data tells you what to say next. If those pieces live in different systems, the motion breaks.","_key":"2cd1ba018bca","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"aa3a81a12a9b"},{"_type":"block","style":"h2","_key":"f98a11a748d5","markDefs":[],"children":[{"text":"Why this architecture matters","_key":"9a911c633ccc","_type":"span","marks":[]}]},{"markDefs":[],"children":[{"marks":[],"text":"Walk through what I just showed you and ask: where did the rep toggle between tools? Where did they manually log activity? Where did data get stuck in one system instead of feeding the next action?","_key":"2fe928fefffe","_type":"span"}],"_type":"block","style":"normal","_key":"8855ff74749d"},{"children":[{"_type":"span","marks":[],"text":"Nowhere. Because the sequence, the call, the conversation intelligence, and the buyer signals aren't four integrated tools. They're one product.","_key":"8a83dd70eaae"}],"_type":"block","style":"normal","_key":"76c4de8de949","markDefs":[]},{"_key":"7aa152b38a66","markDefs":[],"children":[{"marks":[],"text":"That's not a feature. It's a design decision. We built Engage and Dial and Common Room as parts of the same platform because prospecting isn't three separate activities. It's one motion. The email primes the call. The call informs the next email. The buyer signal tells you who to reach and when. The conversation data tells you what to say next. If those pieces live in different systems, the motion breaks.","_key":"98d42f07da9d","_type":"span"}],"_type":"block","style":"normal"},{"markDefs":[],"children":[{"text":"Some revenue tools tend to be built to solve one problem and then integrated to solve the next. That's how you end up with a stack of eight tools that sort of work together. We built the other way: one platform, one data model, one motion.","_key":"8557ed8797db","_type":"span","marks":[]}],"_type":"block","style":"normal","_key":"469bff8dfb8a"},{"children":[{"_key":"4f5399ef910a","_type":"span","marks":[],"text":"Here's what that means for your team. Reps may spend less time toggling and more time talking. Sequences can run as designed because executing a call step is as easy as sending an email. Multithreading can go from aspirational to operational because managing three stakeholders at one account doesn't require heroic effort. Managers can support coaching the full motion because they can see the full motion. And the data you need to improve your prospecting can live in one place where you can act on it."}],"_type":"block","style":"normal","_key":"51e181ac8aae","markDefs":[]},{"markDefs":[],"children":[{"_type":"span","marks":[],"text":"That's what it looks like inside. That's how it works.","_key":"afff3ee91727"}],"_type":"block","style":"normal","_key":"5f60b8c16b21"},{"_type":"block","style":"normal","_key":"594942047daa","markDefs":[{"_type":"link","href":"https://zoom.us/revenue-accelerator/demo","_key":"d496b1168211"}],"children":[{"marks":[],"text":"Want to see it in action? I can walk your team through the same motion I just showed you — how your reps would actually work a deal from signal to sequence to call. ","_key":"fba7cb86e251","_type":"span"},{"marks":["d496b1168211"],"text":"Book a demo here","_key":"f46084229fcf","_type":"span"},{"_type":"span","marks":[],"text":".","_key":"fb26f46b69ec"}]}]}},{"node":{"_type":"post","id":"-65aa669e-2ff3-5da6-a333-7fb12516f655","_id":"a14b4b6e-57b9-4350-be02-d10747061f08","publishedAt":"2026-10-14T15:24:00.000Z","_createdAt":"2026-10-14T15:23:23Z","_updatedAt":"2026-10-14T15:58:12Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e","title":"GTM teams 🛒 (PERSONA)","titlePublic":"Go-to-market","slug":{"current":"go-to-market"},"status":"hidden"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-0ec19246feb32e2912c03c949eb618347b4d97be-1200x630-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":null},"title":"How to Build a Sequencing Motion That Works for Outbound, Inbound, and Your Book of Business","_rawExcerpt":[{"markDefs":[],"children":[{"_key":"2253373b9d44","_type":"span","marks":[],"text":"Most SDR teams run one sequencing playbook for outbound, inbound, and book-of-business. But each motion demands different timing, channels, and multi-threading.This piece breaks down the seven-question engagement decision loop and shows how to build signal-driven, multi-channel sequences that turn your top rep's instincts into your whole team's default motion."}],"_type":"block","style":"normal","_key":"b10a8ef945db"}],"readingTimeInMinutes":10,"slug":{"current":"sequencing-motion"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"b43b859f23eb","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-bd1d7f34ad38da059a2a7d062abbc9c38e99334d-512x512-png"}},"name":"Clare McDonagh-Poh","title":"SDR Manager "}}],"companies":[],"_rawBody":[{"style":"normal","_key":"c08d523418ab","markDefs":[],"children":[{"_type":"span","marks":[],"text":"Most SDR leaders I've talked to had the same problem. They'd run outbound sequences all day, hit their activity numbers, and still miss pipeline targets. Not because they weren't working hard. Because they were treating every engagement motion like outbound, running single-channel sequences to single contacts, across every situation.","_key":"e122ac8d82d5"}],"_type":"block"},{"_key":"e827e7c206fb","markDefs":[],"children":[{"text":"Industry benchmarks typically put cold email reply rates between 2% and 5%. Research suggests that when execution is left to individual discretion rather than structured selling motions, win rates can drop significantly — in some analyses, from as high as 59% to 42%. That gap is the cost of improvising.","_key":"4ddc6a9f8b0a","_type":"span","marks":[]}],"_type":"block","style":"normal"},{"markDefs":[],"children":[{"_type":"span","marks":[],"text":"Outbound has its own rhythm. Inbound follow-up is a completely different animal. And book-of-business engagement barely gets sequenced at all. On top of that, most teams are single-threading accounts (one contact, one email cadence) when every deal that actually closes involves multiple stakeholders.","_key":"89cd4769e123"}],"_type":"block","style":"normal","_key":"e075f8800635"},{"_type":"block","style":"normal","_key":"76e14bd7a8b0","markDefs":[],"children":[{"_key":"5893adf47146","_type":"span","marks":[],"text":"If your sequencing motion doesn't distinguish between these three motions, and doesn't account for multi-channel execution and multithreading, you're running one play for three different games."}]},{"_key":"801b85b2974f","markDefs":[],"children":[{"_key":"b07fcf8da0e1","_type":"span","marks":[],"text":"Start with the engagement decision loop"}],"_type":"block","style":"h2"},{"asset":{"_id":"image-aaa73af211970ac2c95d70f5dc7a268487a9650e-1280x672-png","_type":"sanity.imageAsset","_rev":"S5EFnJjn0OdXSc45QuTHoc","_createdAt":"2026-10-14T15:24:55Z","_updatedAt":"2026-10-14T15:24:55Z","assetId":"aaa73af211970ac2c95d70f5dc7a268487a9650e","url":"https://cdn.sanity.io/images/vt347z5x/production/aaa73af211970ac2c95d70f5dc7a268487a9650e-1280x672.png","extension":"png","path":"images/vt347z5x/production/aaa73af211970ac2c95d70f5dc7a268487a9650e-1280x672.png","sha1hash":"aaa73af211970ac2c95d70f5dc7a268487a9650e","size":567485,"metadata":{"hasAlpha":false,"lqip":"data:image/png;base64,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","dimensions":{"width":1280,"aspectRatio":1.9047619047619047,"height":672,"_type":"sanity.imageDimensions"},"isOpaque":true,"blurHash":"M9Qd0|%M_M%g9F.8oMkCWBWB?vj[9FWB-;","_type":"sanity.imageMetadata","thumbHash":"+ucFBID3KMaIeIeOcngLeoOAOA==","palette":{"lightVibrant":{"_type":"sanity.imagePaletteSwatch","foreground":"#000","title":"#fff","population":0.16,"background":"#95d9c2"},"darkVibrant":{"population":0,"background":"#22614c","_type":"sanity.imagePaletteSwatch","foreground":"#fff","title":"#fff"},"lightMuted":{"background":"#a4c4bc","_type":"sanity.imagePaletteSwatch","foreground":"#000","title":"#fff","population":0.01},"vibrant":{"title":"#fff","population":0,"background":"#43bb92","_type":"sanity.imagePaletteSwatch","foreground":"#fff"},"dominant":{"background":"#95d9c2","_type":"sanity.imagePaletteSwatch","foreground":"#000","title":"#fff","population":0.16},"_type":"sanity.imagePalette","darkMuted":{"foreground":"#fff","title":"#fff","population":0.05,"background":"#414443","_type":"sanity.imagePaletteSwatch"},"muted":{"foreground":"#000","title":"#fff","population":0.03,"background":"#66af97","_type":"sanity.imagePaletteSwatch"}}},"uploadId":"3860d7ce124a6148b1b2894243e0f8d7ee6ae363","mimeType":"image/png","originalFilename":"image (4).png","filename":"image (4).png","width":1280,"height":672,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/aaa73af211970ac2c95d70f5dc7a268487a9650e-1280x672.png?rect=416,0,448,672&w=%width%&h=%height%&q=80","id":"image-aaa73af211970ac2c95d70f5dc7a268487a9650e-1280x672-png","children":[],"parent":null},"_type":"mainImage","_key":"c47363b695de"},{"markDefs":[],"children":[{"_type":"span","marks":[],"text":"Before I get into the three motions (outbound, inbound, and book of business), here's the basic sequencing framework I use.","_key":"7f5fb906c8bc"}],"_type":"block","style":"normal","_key":"daee9f786a80"},{"_key":"e00cd6548966","markDefs":[],"children":[{"marks":[],"text":"Every sequence should be built on these seven questions:","_key":"50d98daf8a6a","_type":"span"}],"_type":"block","style":"normal"},{"markDefs":[],"children":[{"_type":"span","marks":["strong"],"text":"Who deserves attention?","_key":"e7751779ed74"},{"_type":"span","marks":[],"text":" Not \"who's on my list,\" but who's showing signals that they're worth my time right now.","_key":"e2f0d759f5b5"}],"level":1,"_type":"block","style":"normal","_key":"a850d160f2cd","listItem":"number"},{"_type":"block","style":"normal","_key":"8c92ef0b456d","listItem":"number","markDefs":[],"children":[{"text":"Why now?","_key":"cbabbe5a7e2e","_type":"span","marks":["strong"]},{"marks":[],"text":" What's the observable reason to reach out today? A job change, an intent signal, a usage shift, a renewal date.","_key":"8cdf40b952f2","_type":"span"}],"level":1},{"listItem":"number","markDefs":[],"children":[{"_type":"span","marks":["strong"],"text":"Which stakeholders?","_key":"c6a57ef3e548"},{"_type":"span","marks":[],"text":" Who at the account needs to hear from me, and what does each role care about?","_key":"f76efc53d3b9"}],"level":1,"_type":"block","style":"normal","_key":"296a3114b9e9"},{"children":[{"_key":"7c44d531dac8","_type":"span","marks":["strong"],"text":"Which channels?"},{"text":" Email for context. Phone for urgency. LinkedIn for relationship. Run them together, not separately.","_key":"52d557424054","_type":"span","marks":[]}],"level":1,"_type":"block","style":"normal","_key":"6c4fe247ab5e","listItem":"number","markDefs":[]},{"markDefs":[],"children":[{"marks":["strong"],"text":"What to say?","_key":"3447bb97fed3","_type":"span"},{"_type":"span","marks":[],"text":" Personalize from the signal. The buyer should know why I'm reaching out ","_key":"853a70f775db"},{"text":"today","_key":"6341fed30842","_type":"span","marks":["em"]},{"marks":[],"text":", not why my product is great in general.","_key":"3c96872d7229","_type":"span"}],"level":1,"_type":"block","style":"normal","_key":"4a3a1eee68a6","listItem":"number"},{"listItem":"number","markDefs":[],"children":[{"_key":"84ffa894ef95","_type":"span","marks":["strong"],"text":"What did they do?"},{"text":" An opened email, a returned call, a LinkedIn accept. 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And it means building every sequence on intelligence about ","_key":"fd2968580044","_type":"span"},{"text":"why this account, why these people, why now","_key":"b274e6a008e6","_type":"span","marks":["em"]},{"marks":[],"text":", not just ","_key":"db36773d34c0","_type":"span"},{"_key":"d59149a7f361","_type":"span","marks":["em"],"text":"who's on the list"},{"marks":[],"text":".","_key":"8e536d5eca5e","_type":"span"}],"_type":"block","style":"normal","_key":"85505413ec74","markDefs":[]},{"_key":"ed6fd27e235b","markDefs":[],"children":[{"_type":"span","marks":[],"text":"The engagement decision loop holds across all three motions: who deserves attention, why now, which stakeholders, which channels, what to say, what did they do, what happens next. If your sequencing motion can answer all seven, you've got something that works. If it can only answer two or three, you've got a tool, not a motion.","_key":"0368e4485647"}],"_type":"block","style":"normal"},{"markDefs":[],"children":[{"_key":"9334e3ebd827","_type":"span","marks":[],"text":"Build for all three. Multi-thread from the start. Run every channel in one flow. That's what turns sequencing into an engagement system. The best reps already do this instinctively. Engage, powered by Common Room by Zoom, gives the whole team that same motion: intelligence-driven prioritization, multichannel execution, and multi-threaded outreach in one platform. Your top performer's engagement shouldn't be an exception."}],"_type":"block","style":"normal","_key":"f6402021e5eb"},{"markDefs":[],"children":[{"_type":"span","marks":[],"text":"How Engage makes all three motions possible at scale","_key":"0f10dbe6fe09"}],"_type":"block","style":"h2","_key":"e11b061b21c2"},{"_type":"block","style":"normal","_key":"5053c448c82b","markDefs":[],"children":[{"_key":"4c4d6dd21ec3","_type":"span","marks":[],"text":"Executing three distinct sequencing motions, each with the right channels, the right stakeholders, and the right timing, is straightforward in theory and operationally complex in practice. That's the problem Engage, built into Zoom Revenue Accelerator and powered by Common Room, is designed to solve. Rather than asking reps to manage outbound cadences, inbound follow-up, and book-of-business engagement across separate tools and disconnected workflows, Engage brings all three into a single platform."}]},{"_key":"82aea24e14fd","markDefs":[],"children":[{"_type":"span","marks":[],"text":"For outbound, Engage surfaces account-level signals from Common Room (job changes, intent data, product usage shifts) and uses them to prioritize which accounts deserve attention today. Reps can enroll multiple stakeholders in coordinated, multi-channel sequences directly from that signal context, with email, call, and LinkedIn steps running in one flow rather than three. For inbound, automated sequences fire the moment a lead takes action, referencing the specific content or page they engaged with, while Common Room simultaneously surfaces whether other stakeholders at that account are showing buying signals, giving reps the full picture before they pick up the phone. For book-of-business, Engage replaces the static task list with a dynamic, signal-triggered Action Items queue that tells each AE exactly who to reach, on which channel, and why, so high-value accounts don't go dark between active deals.","_key":"606bf858f556"}],"_type":"block","style":"normal"},{"_type":"block","style":"normal","_key":"a7fbe31d4201","markDefs":[],"children":[{"marks":[],"text":"The result is that the engagement motion your best rep runs instinctively (signal-driven, multi-threaded, coordinated across channels) becomes the default motion for your entire team. Engage doesn't replace rep judgment. It gives every rep the intelligence and structure to exercise that judgment consistently, across every account, every day.","_key":"ed69d966308b","_type":"span"}]},{"_type":"block","style":"normal","_key":"1c269c2f7436","markDefs":[],"children":[{"marks":["strong"],"text":"Ready to see it in action?","_key":"91ada3a98aeb","_type":"span"},{"marks":[],"text":" Book a demo and watch how Engage turns your best rep's instincts into your entire team's default motion — across outbound, inbound, and your book of business.","_key":"5d5fcca763c8","_type":"span"}]},{"_type":"block","style":"normal","_key":"5e32309d44c9","markDefs":[{"_type":"link","href":"https://www.zoom.com/","_key":"d113c5d64c08"}],"children":[{"marks":["d113c5d64c08","strong"],"text":"Book a Demo →","_key":"820fe5b04e21","_type":"span"}]}]}},{"node":{"_type":"post","id":"-426c1520-2548-5cd8-be38-05374546061f","_id":"175c455f-bc6a-4ae7-bf78-22e061fec7fc","publishedAt":"2026-10-09T18:36:00.000Z","_createdAt":"2026-10-09T18:34:52Z","_updatedAt":"2026-10-09T19:03:21Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e","title":"GTM teams 🛒 (PERSONA)","titlePublic":"Go-to-market","slug":{"current":"go-to-market"},"status":"hidden"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-84aeb82e9988e123d1508590c9f7f89dfa5f5e44-1200x624-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":624,"width":1200,"aspectRatio":1.9230769230769231}}},"layout":null,"alt":null},"title":"Meet the Frankenstack: Why Your AI Tools Don't Talk to Each Other","_rawExcerpt":[{"_key":"12704b3dd894","_type":"block","children":[{"_key":"72f3fea60997","_type":"span","marks":[],"text":"Most revenue teams now run AI inside a dozen disconnected tools, and none of those tools sees the full buyer journey. When a do-not-contact flag lives in the CRM but the AI drafting outreach never checks it, the Frankenstack turns into a compliance risk and a drag on pipeline at the same time. Here’s how a shared context layer lets revenue leaders set rules once and enforce them across every play, whether a rep or an agent takes the action."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":8,"slug":{"current":"frankenstack-ai-tools"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"df7160ba34f2","_type":"block","children":[{"_key":"0d03a45e2e95","_type":"span","marks":[],"text":"Every sales team already has AI in its workflow. The question most IT and RevOps leaders haven't fully reckoned with yet is whether it's actually working for you, or just making your team faster in the wrong direction."}],"markDefs":[],"style":"normal"},{"_key":"5af74939adc0","_type":"block","children":[{"_key":"0d03a45e2e95","_type":"span","marks":[],"text":"That's exactly the problem we built to solve. Together with Zoom, we've launched an AI-powered revenue operating system that combines buyer intelligence, conversation intelligence, and revenue forecasting into a single platform, replacing the fragmented tech stacks of yesterday with one shared context layer. Early customers like Barracuda Networks have already seen a 15% increase in deals closed and 5% faster deal velocity."}],"markDefs":[],"style":"normal"},{"_key":"800e54c36843","_type":"block","children":[{"_key":"0d03a45e2e95","_type":"span","marks":[],"text":"When this kind of consolidation doesn't exist (or isn't comprehensive, and powered by a context layer), teams run into a compounding, specific problem: The Frankenstack. Our CEO Linda Lian explained the core problem in a recent "},{"_key":"512dc9d2a231","_type":"span","marks":["88e346669a93"],"text":"interview with UC Today"},{"_key":"0a305d46150a","_type":"span","marks":[],"text":":"}],"markDefs":[{"_key":"88e346669a93","_type":"link","href":"https://uctoday.com/zooms-linda-lian-on-replacing-the-sales-frankenstack"}],"style":"normal"},{"_key":"d7cde83b128c","_type":"block","children":[{"_key":"35e90bba1b35","_type":"span","marks":[],"text":"\"Historically when you think about Revtec, it's been a proliferation of point solutions. You have a vendor or multiple vendors for just the identity piece, data and enrichment. You got a vendor for intent. Then you've got a tool that does your email sequencing. You've got another tool that does your dialing. Then you've got another tool that does your sales coaching and conversation intelligence. And then you've got another tool that is supposed to take all of this and give you an accurate forecast. And the reality is what we call this Frankenstack of revenue tooling is really not primed for the AI era at all.\""}],"markDefs":[],"style":"blockquote"},{"_key":"0909ae84eb4f","_type":"block","children":[{"_key":"09de94e2b054","_type":"span","marks":[],"text":"That's not a hypothetical. It's the default state of many revenue orgs today, and the problem compounds when you add AI into the mix. As Lian puts it: \"Suddenly, you've got an AI agent or co-pilot within each of these fragmented tools with none of them having full context of the buyer journey or who those buyers are.\""}],"markDefs":[],"style":"normal"},{"_key":"15537054ffe1","_type":"block","children":[{"_key":"09de94e2b054","_type":"span","marks":[],"text":"The result? A dozen partial intelligences, none aware of what the others have already seen or decided. And for the rep on the ground, it creates what Lian calls the \"swivel chair effect,\" when A sales rep has to log into 12 different tools just to figure out who they should go reach out to on any given day."}],"markDefs":[],"style":"normal"},{"_key":"f55e8301df88","_type":"block","children":[{"_key":"7aef0a3161e4","_type":"span","marks":[],"text":"The Specific Risk: Rules That Live in One System, Enforced by None"}],"markDefs":[],"style":"h2"},{"_key":"c41db399deb1","_type":"mainImage","asset":{"_id":"image-85988e9e773c74bd49f1ff7c5c375557f4ed6591-1280x672-png","_type":"sanity.imageAsset","_rev":"ESYe0Eox5XfwVYC1CDPUw7","_createdAt":"2026-10-09T18:54:50Z","_updatedAt":"2026-10-09T18:54:50Z","assetId":"85988e9e773c74bd49f1ff7c5c375557f4ed6591","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"M5RM#f%Mid^+OU~qj[jaayWBc=tRcDM{sD","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047,"height":672,"width":1280},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,iVBORw0KGgoAAAANSUhEUgAAABQAAAALCAIAAADwazoUAAAACXBIWXMAAAsSAAALEgHS3X78AAABBklEQVQokaWRy27EIAxF+f8P7Kym2YwaMPiNSbqrSEajqF21lY4QWD4grhNu3n4PHqTzUIfNzbn+ZNh3tllPNbT2FwJd27hqftYvPdq6Tis0FWM0QRFUIdPms+8lz25jcpVwjS7h0l3c0KQoJ1Bi1dYQoBLPi8AFQuswCC3GRQnDbB++b74Pi87MjTAzTllUAWBZlvv9vkIB49KnX7pkpVUJQvkzeJ+QaYGSoaxUEwiJGRG9L8vb7fZYP+YPh9UjRXCpJhxu+7AtbA/tjkyVMAsmMG6uaJKxPmDN3Gpc/hzWXMiN+xPqhq7NpDin+ciMztoR4JzZdWBj+me2F47KsOec/8a/5C8mhmuxypXlBwAAAABJRU5ErkJggg==","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#565757","foreground":"#fff","population":0.35,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#295b4a","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#565757","foreground":"#fff","population":0.35,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#a4c4bc","foreground":"#000","population":0.03,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#98d2be","foreground":"#000","population":0.11,"title":"#fff"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#549484","foreground":"#fff","population":0,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#58b495","foreground":"#fff","population":0.02,"title":"#fff"}},"thumbHash":"++cBBIBUiq2IeHevWma4iICLBw=="},"mimeType":"image/png","originalFilename":"image.png","path":"images/vt347z5x/production/85988e9e773c74bd49f1ff7c5c375557f4ed6591-1280x672.png","sha1hash":"85988e9e773c74bd49f1ff7c5c375557f4ed6591","size":480206,"uploadId":"593c175b9ca7ae5851dd76217b8adbcb6b853b72","url":"https://cdn.sanity.io/images/vt347z5x/production/85988e9e773c74bd49f1ff7c5c375557f4ed6591-1280x672.png","filename":"image.png","width":1280,"height":672,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/85988e9e773c74bd49f1ff7c5c375557f4ed6591-1280x672.png?rect=416,0,448,672&w=%width%&h=%height%&q=80","id":"image-85988e9e773c74bd49f1ff7c5c375557f4ed6591-1280x672-png","children":[],"parent":null}},{"_key":"03975d458d45","_type":"block","children":[{"_key":"0e9e31fbd754","_type":"span","marks":[],"text":"Here's the scenario Lian uses to make the stakes concrete:"}],"markDefs":[],"style":"normal"},{"_key":"e4fb4cd4e7ff","_type":"block","children":[{"_key":"9f667d8d784d","_type":"span","marks":[],"text":"\"If someone is on a do not contact list and that sort of logic is stored in one of your business systems, like a CRM, you don't want a rep to be able to just go and reach out to them because they're using an AI co-pilot to go do that. These rules around how we engage our customers are so critically important. It's the foundation of customer trust.\""}],"markDefs":[],"style":"blockquote"},{"_key":"cd504c91f923","_type":"block","children":[{"_key":"4395cd6b3a06","_type":"span","marks":[],"text":"A do-not-contact flag sitting in Salesforce does nothing if the AI agent drafting outreach is reading from a sequencing tool that's never queried the CRM. A suppression list set by legal does nothing if an AI co-pilot can be prompted to \"find three more contacts at this account\" and acts on whatever it finds, without checking who's opted out, who's under a specific jurisdiction's consent rules, or who a rep was explicitly told not to contact after a complaint."}],"markDefs":[],"style":"normal"},{"_key":"190603331c59","_type":"block","children":[{"_key":"4395cd6b3a06","_type":"span","marks":[],"text":"This is just what happens with a fragmented stack, because with a separate AI running inside every tool, there's no single source of truth to base decisions on. Each tool reasons over its own partial view, and compliance logic that should be universal becomes something that only shows part of the picture. Even on the off chance that two or three of the tools happen to use the same source of truth (like if they're all pulling from the same up-to-date spreadsheet, for instance), there's no guarantee that they'll get it right, or that the spreadsheet they're pulling from has the most current information at any given time. The best way around this single source of truth problem is simple: ground every AI tool in the same, continually updating, informed context layer, so that what every tool considers true is, well, actually true."}],"markDefs":[],"style":"normal"},{"_key":"580a29c60600","_type":"block","children":[{"_key":"8368815dae9f","_type":"span","marks":[],"text":"What Governed Execution Actually Looks Like"}],"markDefs":[],"style":"h2"},{"_key":"910ce2bffce3","_type":"mainImage","asset":{"_id":"image-5910026f78f045122de27b9b2e288c518aaa3eda-1280x672-png","_type":"sanity.imageAsset","_rev":"jxZi6dRcUkYnJKjXYVKx4N","_createdAt":"2026-10-09T18:54:52Z","_updatedAt":"2026-10-09T18:54:52Z","assetId":"5910026f78f045122de27b9b2e288c518aaa3eda","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"MORfznt7~DxuJ6%Mj[oLfQM{^lj[9@ay$l","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047,"height":672,"width":1280},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#2c4b41","foreground":"#fff","population":0.44,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#066648","foreground":"#fff","population":0.13,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#4fd2ac","foreground":"#000","population":4.37,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#bbc2c1","foreground":"#000","population":1.02,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#52ecbc","foreground":"#000","population":0.02,"title":"#fff"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#4aa389","foreground":"#fff","population":0.47,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#4fd2ac","foreground":"#000","population":4.37,"title":"#fff"}},"thumbHash":"++cFBIT3WJiIeIaOc4j3h49/9w=="},"mimeType":"image/png","originalFilename":"image.png","path":"images/vt347z5x/production/5910026f78f045122de27b9b2e288c518aaa3eda-1280x672.png","sha1hash":"5910026f78f045122de27b9b2e288c518aaa3eda","size":506306,"uploadId":"edda64a9c6448b03425c666cfa4a86fb1b8f08c7","url":"https://cdn.sanity.io/images/vt347z5x/production/5910026f78f045122de27b9b2e288c518aaa3eda-1280x672.png","filename":"image.png","width":1280,"height":672,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/5910026f78f045122de27b9b2e288c518aaa3eda-1280x672.png?rect=416,0,448,672&w=%width%&h=%height%&q=80","id":"image-5910026f78f045122de27b9b2e288c518aaa3eda-1280x672-png","children":[],"parent":null}},{"_key":"f249db03203a","_type":"block","children":[{"_key":"513841225e1d","_type":"span","marks":[],"text":"This kind of configurable truth layer is where revenue architects, not individual reps, define how AI-driven execution is allowed to run. What Zoom and Common Room are building toward is what Lian calls a \"learning loop,\" a system where \"every outcome has the potential to become context for the next decision.\"Concretely, governed execution means:"}],"markDefs":[],"style":"normal"},{"_key":"08989d1fd4e6","_type":"block","children":[{"_key":"78269babdf43","_type":"span","marks":[],"text":"Defined ownership over how AI-driven plays may be configured and run, so execution reflects intentional decisions made by the right people, rather than whatever a rep or tool defaults to on its own. The context layer gives clear direction to the AI."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"18c1f97c9977","_type":"block","children":[{"_key":"ad0d17c62611","_type":"span","marks":[],"text":"Centralized workflow control, so the business rules your team defines (like do-not-contact flags, consent requirements, or named accounts under legal hold) can be configured in one place and referenced consistently across plays, rather than re-entered separately in every tool. When rules are configured in one place, tools can reference them consistently."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"08234ae92b5a","_type":"block","children":[{"_key":"9658cb1a4f41","_type":"span","marks":[],"text":"Fully managed integrations, so the connections between your CRM's system of record and the tools actually executing outreach aren't ad hoc workarounds that break when someone leaves or a vendor changes its API. A change made once is reflected across the entire sales motion."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"2b0dcf73734e","_type":"block","children":[{"_key":"a8279794ea97","_type":"span","marks":[],"text":"Full visibility into what's running, so when a compliance question comes up, like \"did we contact this account, and under what rule?\", there's one place to look, not twelve. Your reps stay focused on pipeline, not paused while someone digs through tool after tool trying to reconstruct what happened."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4d3d3c945e26","_type":"block","children":[{"_key":"5a3fc5d780ae","_type":"span","marks":[],"text":"This is the architecture Zoom's Revenue OS is built around: a shared context layer that unifies buyer intelligence (Common Room), conversation intelligence (Zoom Revenue Accelerator), and execution tools (dialer, email sequencing, SMS) with centralized rules enforcement. The goal, as Lian describes it, is to \"unite that rich context of the entire buyer life cycle\" so that whether a human or an agent is taking action, it's informed by the full picture and constrained by consistent rules."}],"markDefs":[],"style":"normal"},{"_key":"e1e854c01ae2","_type":"block","children":[{"_key":"fe4ad0666502","_type":"span","marks":[],"text":"The Trust Problem Is the Adoption Problem"}],"markDefs":[],"style":"h2"},{"_key":"d762ab856c41","_type":"block","children":[{"_key":"ff5d7a3bcb16","_type":"span","marks":[],"text":"Lian's framing is worth sitting with: these rules are \"the foundations of customer trust.\" That's not a compliance footnote. Buyers notice the difference between outreach that respects their preferences and outreach that doesn't. Organizations that establish consistent, rules-based engagement practices may be better positioned to build the kind of trust that supports long-term AI adoption. Executive buy-in for AI in sales grows when reps and leaders can see what's running, why, and on whose authority."}],"markDefs":[],"style":"normal"},{"_key":"49ffea827377","_type":"block","children":[{"_key":"5079682749b0","_type":"span","marks":[],"text":"Get Governance Built In, Not Added On Afterward"}],"markDefs":[],"style":"h2"},{"_key":"9b7a56684949","_type":"block","children":[{"_key":"835c4c54af2c","_type":"span","marks":[],"text":"Before adding another point solution with its own embedded AI agent, the questions worth asking are simple: Where does our suppression and consent logic actually live, and does every tool touching this account respect it? If an AI agent took an action today, who set the rule that allowed it, and can we trace it back? How many separate systems would need to be updated if a single compliance rule changed tomorrow?"}],"markDefs":[],"style":"normal"},{"_key":"418885510a97","_type":"block","children":[{"_key":"835c4c54af2c","_type":"span","marks":[],"text":"If the honest answer involves a dozen tools and no single source of truth, that's the Frankenstack showing up as a trust and compliance liability, and an efficiency one. The two aren't separate problems. They're the same problem, showing up in different places."}],"markDefs":[],"style":"normal"},{"_key":"a2d49b9914c0","_type":"block","children":[{"_key":"835c4c54af2c","_type":"span","marks":[],"text":"A fragmented stack doesn't just slow reps down. It creates the conditions where compliance failures happen in the first place. When a do-not-contact flag lives in the CRM but the AI drafting outreach is reading from a sequencing tool that's never queried it, you don't just have a compliance gap, you have a rep wasting time on a contact they were never supposed to reach. "}],"markDefs":[],"style":"normal"},{"_key":"07f5d0a81426","_type":"block","children":[{"_key":"835c4c54af2c","_type":"span","marks":[],"text":"The same is true in reverse. Every time a rep has to log into 12 different tools to reconstruct what happened with an account because a compliance question came up, that's pipeline time lost. Governance that lives in one system but isn't enforced across the others doesn't protect the business, from a compliance standpoint or from a revenue perspective. Fragmentation like this adds friction without adding safety."}],"markDefs":[],"style":"normal"},{"_key":"4cab6861fb74","_type":"block","children":[{"_key":"835c4c54af2c","_type":"span","marks":[],"text":"Compliance and efficiency go hand in hand because both depend on the same underlying condition: a single source of truth that every tool actually references. When rules are set once and respected everywhere, reps move faster and within guardrails. When that shared context layer doesn't exist, you get the worst of both worlds: slower execution and higher risk."}],"markDefs":[],"style":"normal"},{"_key":"582cbaadb30e","_type":"block","children":[{"_key":"835c4c54af2c","_type":"span","marks":[],"text":"That's the case for governed execution: not compliance or efficiency, but a system where doing things right and doing things fast are the same motion, and reps may be better positioned to move quickly and operate within guardrails."}],"markDefs":[],"style":"normal"},{"_key":"fb0a9c4d7898","_type":"block","children":[{"_key":"835c4c54af2c","_type":"span","marks":[],"text":"Our revenue OS replaces that sprawl with a single shared context layer, where the rules get set once, by the people responsible for them, and referenced consistently across plays and surfaces, including "},{"_key":"d0a450adec99","_type":"span","marks":["dd00f3163889"],"text":"Auto Dialer"},{"_key":"31dd3d020fc7","_type":"span","marks":[],"text":" and "},{"_key":"a1ec571c614e","_type":"span","marks":["cc7da8d4e3af"],"text":"Engage"},{"_key":"93c91e01231b","_type":"span","marks":[],"text":". \n\n"},{"_key":"abbdbdfd147e","_type":"span","marks":["eb150c4195a0"],"text":"See how we bring governance and execution into one platform"},{"_key":"3e0b02752667","_type":"span","marks":[],"text":", or "},{"_key":"ad690d143432","_type":"span","marks":["29e790169a11"],"text":"talk to our team"},{"_key":"b10aa9ce60bd","_type":"span","marks":[],"text":" about how to bring your revenue stack together.Note: Compliance, privacy, and legal requirements vary by organization, jurisdiction, and use case. Consult your legal and compliance team to evaluate how any platform or tooling change affects your specific obligations."}],"markDefs":[{"_key":"dd00f3163889","_type":"link","href":"https://www.commonroom.io/product/dial/"},{"_key":"cc7da8d4e3af","_type":"link","href":"https://www.commonroom.io/product/engage/"},{"_key":"eb150c4195a0","_type":"link","href":"https://www.commonroom.io/blog/revenue-os"},{"_key":"29e790169a11","_type":"link","href":"https://www.commonroom.io/demo/"}],"style":"normal"}]}},{"node":{"_type":"post","id":"-a239b953-c62f-5b77-93f5-16127e2baad4","_id":"0f1c3288-8833-4e8b-9bee-2c45bff59a56","publishedAt":"2026-10-08T15:34:18.972Z","_createdAt":"2026-10-08T15:34:33Z","_updatedAt":"2026-10-09T15:15:00Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","title":"Signal-based selling","titlePublic":null,"slug":{"current":"signal-based-selling"},"status":"published"},{"_id":"a2e0ebc4-9fbf-4316-bc12-f4a458c3782d","title":"Templates & Guides","titlePublic":null,"slug":{"current":"guides"},"status":"hidden"},{"_id":"973d1158-d9cf-46c9-8b1e-d997403fde9f","title":"Exclude from Lists / Resource Hub Only","titlePublic":null,"slug":{"current":"exclude"},"status":"review"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-4299dd53d6f066b23d9bbeac1a56a7f33dc7550b-1200x624-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":624,"width":1200,"aspectRatio":1.9230769230769231}}},"layout":null,"alt":"Signpost with one highlighted path leading to a closed deal"},"title":"Sales Methodologies: How to Choose the Right Framework for Your Deals","_rawExcerpt":[{"_key":"156018799fcb","_type":"block","children":[{"_key":"79291a8f26e0","_type":"span","marks":[],"text":"Not all sales methodologies solve the same problem—this guide breaks down MEDDPICC, SPIN, Challenger, Sandler, BANT, and Solution Selling so you can match the right framework to your deal size, sales cycle, and buying group. It also shows how buyer signals and strong operational habits turn a methodology from CRM busywork into a system that actually helps reps close deals."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":15,"slug":{"current":"sales-methodologies"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"43583ddfdc1a","_type":"block","children":[{"_key":"412de47efb53","_type":"span","marks":[],"text":"Many sales teams pick a methodology the way people pick a gym: they go with whatever their friends use. Six months later, the framework lives in a CRM field nobody updates, and deals still stall in the same places."}],"markDefs":[],"style":"normal"},{"_key":"761793924d60","_type":"block","children":[{"_key":"e15142e7f5fe","_type":"span","marks":[],"text":"This guide explains the top sales methodologies in plain language. It compares them side by side and shows you how to choose one that fits your deals."}],"markDefs":[],"style":"normal"},{"_key":"19d4e5f1c227","_type":"block","children":[{"_key":"e90162595a32","_type":"span","marks":[],"text":"What Is a Sales Methodology?"}],"markDefs":[],"style":"h2"},{"_key":"f26be2118bab","_type":"block","children":[{"_key":"f5ae887b7507","_type":"span","marks":[],"text":"A sales methodology is the set of principles and techniques reps use to discover, qualify, and advance deals. There's no single best sales methodology. The right one depends on your deal size, sales cycle length, buying group, and team experience."}],"markDefs":[],"style":"normal"},{"_key":"1019facb7e75","_type":"block","children":[{"_key":"db50ed005a71","_type":"span","marks":[],"text":"Think of it as a shared playbook for how your reps think and talk with buyers. Popular sales methodologies include MEDDPICC, SPIN Selling, the Challenger Sale, Sandler, BANT, and Solution Selling."}],"markDefs":[],"style":"normal"},{"_key":"4bb503a6711c","_type":"block","children":[{"_key":"137b1a1b11ba","_type":"span","marks":[],"text":"Here's where many teams go wrong. They pick the most popular framework, run a training, and add a few required fields. Within a quarter, reps fill those fields just to move deals forward, and the framework turns into paperwork."}],"markDefs":[],"style":"normal"},{"_key":"d312444513c7","_type":"block","children":[{"_key":"ae2444a14237","_type":"span","marks":[],"text":"The framework usually isn't the problem. Every methodology runs on information about the buyer: who's involved, what they care about, and what changed recently. When reps don't have that information, they guess."}],"markDefs":[],"style":"normal"},{"_key":"8f4b34dfbbc3","_type":"block","children":[{"_key":"3102efd25922","_type":"span","marks":[],"text":"Buyers also don't give you much time to fill the gaps. A 2020 Gartner release found that buyers spend only 17% of their time meeting with potential suppliers during a purchase, per "},{"_key":"c323aba68748","_type":"span","marks":["79598696d2ff"],"text":"Gartner buyer time research"},{"_key":"13a1c11f7fe3","_type":"span","marks":[],"text":". So the best sales framework is the one your reps can feed with good buyer information."}],"markDefs":[{"_key":"79598696d2ff","_type":"link","href":"https://www.biztechreports.com/news-archive/2020/9/18/80-of-b2b-sales-interactions-between-suppliers-and-buyers-will-occur-in-digital-channels-by-2025-says-gartner"}],"style":"normal"},{"_key":"829bd06b508c","_type":"block","children":[{"_key":"51c338b08452","_type":"span","marks":[],"text":"Sales Process vs. Sales Methodology"}],"markDefs":[],"style":"h2"},{"_key":"1677fb3ad85a","_type":"block","children":[{"_key":"61c0d59b3ef6","_type":"span","marks":[],"text":"A sales process is the set of stages a deal moves through. A sales methodology is how reps act inside each stage."}],"markDefs":[],"style":"normal"},{"_key":"1c2678efea1d","_type":"block","children":[{"_key":"a5a7fa1d58d6","_type":"span","marks":[],"text":"Your process might move from prospecting to discovery, qualification, proposal, and close. Your methodology decides which questions reps ask in discovery and what proof they need before a deal moves forward. Teams often call that proof exit criteria, meaning the facts a deal needs before it reaches the next stage."}],"markDefs":[],"style":"normal"},{"_key":"7ad58868d3b9","_type":"table","rows":[{"_key":"80fc9d051abf","_type":"tableRow","cells":["","Sales process","Sales methodology"]},{"_key":"1b43b49d3678","_type":"tableRow","cells":["What it answers","Where is this deal right now?","What should the rep do next?"]},{"_key":"a35ab0d0eb57","_type":"tableRow","cells":["Focus","Stages and steps","Skills, questions, and behaviors"]},{"_key":"33a31377d32f","_type":"tableRow","cells":["Example","Discovery, then qualification, then proposal","Asking SPIN questions during discovery"]},{"_key":"9b7c9784ddef","_type":"tableRow","cells":["Usually owned by","Revenue operations (RevOps)","Sales leaders and frontline managers"]},{"_key":"87367ee16e79","_type":"tableRow","cells":["Shows up in the CRM as","Deal stages","Required fields and exit criteria"]},{"_key":"248f3268556e","_type":"tableRow","cells":["What goes wrong","Nobody agrees what each stage means","Reps go through the motions without real proof"]}]},{"_key":"8d9e443452a9","_type":"block","children":[{"_key":"c6cb02a5e9ad","_type":"span","marks":[],"text":"You need both. A process without a methodology tells reps where they are but not what to do. A methodology without a process gives reps good habits but no shared way to track deals."}],"markDefs":[],"style":"normal"},{"_key":"979dfc5550e2","_type":"block","children":[{"_key":"77309d02d3ab","_type":"span","marks":[],"text":"Many B2B sales methodologies assume you already have a basic process in place. If your stages are fuzzy, fix those first."}],"markDefs":[],"style":"normal"},{"_key":"49078bb81afe","_type":"block","children":[{"_key":"7235be722061","_type":"span","marks":[],"text":"The Top Sales Methodologies Compared"}],"markDefs":[],"style":"h2"},{"_key":"b5ba1e9bd1c3","_type":"block","children":[{"_key":"f027bea568aa","_type":"span","marks":[],"text":"Each sales methodology solves a different problem, so some help reps ask better questions and others help them qualify deals. Here's how the six in this guide compare."}],"markDefs":[],"style":"normal"},{"_key":"35f7268241b3","_type":"block","children":[{"_key":"ce9130677052","_type":"span","marks":[],"text":"Buying groups make the choice harder. A "},{"_key":"540e12bb74d5","_type":"span","marks":["c6f7b9e67f05"],"text":"Forrester business buying study"},{"_key":"13e4eb607e0b","_type":"span","marks":[],"text":" found that, on average, 13 internal stakeholders and nine external participants influence buying decisions. That number increases for more expensive or complex purchases."}],"markDefs":[{"_key":"c6f7b9e67f05","_type":"link","href":"https://www.forrester.com/blogs/state-of-business-buying-2026/"}],"style":"normal"},{"_key":"4cdfe27e146c","_type":"table","rows":[{"_key":"1893c654fd52","_type":"tableRow","cells":["Methodology","Core idea","Best for","Main strength","Main watch-out","Signals that help"]},{"_key":"fb6b5383fd2b","_type":"tableRow","cells":["MEDDIC and MEDDPICC","Qualify deals with evidence across six or eight elements","Complex enterprise deals with long cycles","Forecast rigor","Turns into a checklist filled with guesses","Buying group engagement, champion activity, and job changes"]},{"_key":"4ce660cf49b2","_type":"tableRow","cells":["SPIN Selling","Ask questions that help buyers see the cost of a problem","Consultative mid-market deals","Strong discovery","Too many situation questions","Website visits, content views, and product usage"]},{"_key":"77bec4cc88ca","_type":"tableRow","cells":["Challenger Sale","Teach, tailor, and take control","Crowded markets and \"do nothing\" competition","Moves buyers who are stuck","Insight that isn't tailored feels condescending","Hiring trends, new leaders, and competitor research"]},{"_key":"9d1307a4be83","_type":"tableRow","cells":["Sandler","Sell as equals and disqualify early","Consultative, relationship-heavy sales","Saves time on bad-fit deals","Can feel scripted","Repeat visits and engagement from several contacts"]},{"_key":"3944edd84adc","_type":"tableRow","cells":["BANT","Check budget, authority, need, and timeline","Fast, high-volume qualification","Speed and simplicity","Authority breaks down in group decisions","Fit scores, intent scores, and pricing page visits"]},{"_key":"9d58665d4222","_type":"tableRow","cells":["Solution Selling","Uncover buyer challenges and align solutions to business needs","Configurable products and services","Tailored proposals","Long discovery stretches cycles","Product usage, technical questions, and community activity"]}]},{"_key":"ebdd289018e7","_type":"block","children":[{"_key":"ba7fb07ded7e","_type":"span","marks":[],"text":"MEDDIC and MEDDPICC"}],"markDefs":[],"style":"h3"},{"_key":"2339ab574d37","_type":"block","children":[{"_key":"cc918a17eb12","_type":"span","marks":[],"text":"MEDDIC is a qualification framework, which is a list of facts a rep confirms before trusting a deal. MEDDPICC is the expanded version, and it adds Paper Process and Competition to the original six letters."}],"markDefs":[],"style":"normal"},{"_key":"f54cab4b64b7","_type":"block","children":[{"_key":"8bc339d7694b","_type":"span","marks":[],"text":"Here's how the "},{"_key":"567ee6f608fd","_type":"span","marks":["ecf502e6bc7a"],"text":"MEDDICC MEDDPICC guide"},{"_key":"182e9f45b56c","_type":"span","marks":[],"text":" lists each letter."}],"markDefs":[{"_key":"ecf502e6bc7a","_type":"link","href":"https://meddicc.com/meddpicc-sales-methodology-and-process"}],"style":"normal"},{"_key":"ad878e3725fa","_type":"block","children":[{"_key":"2fb7bb343244","_type":"span","marks":["strong"],"text":"Metrics:"},{"_key":"390a2ca0eaf4","_type":"span","marks":[],"text":" This is the measurable result the buyer wants, like hours saved or revenue gained."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"af621bb94dc5","_type":"block","children":[{"_key":"18ee66eefcdc","_type":"span","marks":["strong"],"text":"Economic Buyer:"},{"_key":"a8defd567aee","_type":"span","marks":[],"text":" This is the person who controls the budget and can approve the purchase."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"678a51398e23","_type":"block","children":[{"_key":"8f2932f3f574","_type":"span","marks":["strong"],"text":"Decision Criteria:"},{"_key":"4ce95e0dc385","_type":"span","marks":[],"text":" These are the standards the buyer will use to compare options."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"5888bb402483","_type":"block","children":[{"_key":"f16c638230c5","_type":"span","marks":["strong"],"text":"Decision Process:"},{"_key":"f2f181158e61","_type":"span","marks":[],"text":" These are the steps and people involved in making the choice."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d02de46475c9","_type":"block","children":[{"_key":"6d3d77238e62","_type":"span","marks":["strong"],"text":"Paper Process:"},{"_key":"00320db1232a","_type":"span","marks":[],"text":" These are the legal, security, and purchasing steps needed to sign."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"a324edc27995","_type":"block","children":[{"_key":"2dec4292bc3e","_type":"span","marks":["strong"],"text":"Implicate the Pain:"},{"_key":"e98bb200cfa0","_type":"span","marks":[],"text":" This is the business problem that makes the purchase urgent. MEDDIC versions call this letter Identify Pain."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"7ba8d895ce3a","_type":"block","children":[{"_key":"c81ac18b354b","_type":"span","marks":["strong"],"text":"Champion:"},{"_key":"ee22ac4eedb7","_type":"span","marks":[],"text":" This is a person with power, influence, and credibility inside the customer's organization."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"0a4efb2c7e36","_type":"block","children":[{"_key":"0e10752d7eae","_type":"span","marks":["strong"],"text":"Competition:"},{"_key":"a9c1e8ef9edd","_type":"span","marks":[],"text":" These are the other options, including doing nothing."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"b289c97d4c59","_type":"block","children":[{"_key":"53945ae71634","_type":"span","marks":[],"text":"MEDDPICC works best for complex enterprise deals with long cycles and many stakeholders. Its main strength is forecast rigor, because managers can see what's proven and what's missing."}],"markDefs":[],"style":"normal"},{"_key":"57d723fbe791","_type":"block","children":[{"_key":"7e39a31a9d79","_type":"span","marks":[],"text":"The watch-out is simple. MEDDPICC becomes a checklist when reps fill fields from guesses, like naming the friendliest contact as the champion."}],"markDefs":[],"style":"normal"},{"_key":"163e588ad821","_type":"block","children":[{"_key":"08efdd1ce973","_type":"span","marks":[],"text":"Economic Buyer and Champion are the hardest fields to fill honestly. Common Room's buying committee view tags each person at an account by role and engagement level. It helps reps "},{"_key":"f4e769f537f5","_type":"span","marks":["645782e65e0c"],"text":"map the full buying committee"},{"_key":"8c9c0df9d2a5","_type":"span","marks":[],"text":" and fill those fields with evidence."}],"markDefs":[{"_key":"645782e65e0c","_type":"link","href":"https://www.commonroom.io/product/buying-committee/"}],"style":"normal"},{"_key":"941c474996dd","_type":"block","children":[{"_key":"22f3c9ac53f3","_type":"span","marks":[],"text":"SPIN Selling"}],"markDefs":[],"style":"h3"},{"_key":"274c6ca9c7d2","_type":"block","children":[{"_key":"cf982a9db040","_type":"span","marks":[],"text":"SPIN Selling is a discovery method built on four types of questions. Discovery is the early stage where reps learn about the buyer's situation and problems."}],"markDefs":[],"style":"normal"},{"_key":"b624c783cfb5","_type":"block","children":[{"_key":"b4ac51ee2292","_type":"span","marks":[],"text":"The method comes from "},{"_key":"9fa2ff4225d1","_type":"span","marks":["12cf19280ed5"],"text":"Huthwaite SPIN research"},{"_key":"b0c3b9e30608","_type":"span","marks":[],"text":". That research involved \"observing 35,000 business-to-business sales interactions to reveal exactly what successful sellers do.\""}],"markDefs":[{"_key":"12cf19280ed5","_type":"link","href":"https://www.huthwaiteinternational.com/sales-training/spin-selling"}],"style":"normal"},{"_key":"d31be179206d","_type":"block","children":[{"_key":"0a3c946d18c0","_type":"span","marks":[],"text":"Here's what each letter stands for."}],"markDefs":[],"style":"normal"},{"_key":"bbfdb044da43","_type":"block","children":[{"_key":"ace035a83e34","_type":"span","marks":["strong"],"text":"Situation:"},{"_key":"320ae99ec731","_type":"span","marks":[],"text":" These questions gather facts about the buyer's current setup."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ae5cb91fe056","_type":"block","children":[{"_key":"f68b28b2d641","_type":"span","marks":["strong"],"text":"Problem:"},{"_key":"0df4f0b7dd69","_type":"span","marks":[],"text":" These questions uncover what isn't working."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"56997fc1115e","_type":"block","children":[{"_key":"87c0c4a31886","_type":"span","marks":["strong"],"text":"Implication:"},{"_key":"7d7b3dabbecc","_type":"span","marks":[],"text":" These questions explore what the problem costs if it continues."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"924830f1834b","_type":"block","children":[{"_key":"9fc023880d90","_type":"span","marks":["strong"],"text":"Need-Payoff:"},{"_key":"1b02f0a0891a","_type":"span","marks":[],"text":" These questions help the buyer describe the value of fixing it."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ae998ded27dc","_type":"block","children":[{"_key":"47848a952688","_type":"span","marks":[],"text":"SPIN works best in consultative mid-market deals where buyers don't yet see how big their problem is. The watch-out is too many situation questions. Nobody enjoys a call that feels like filling out a form out loud."}],"markDefs":[],"style":"normal"},{"_key":"8be1faa6b147","_type":"block","children":[{"_key":"de019b5617fe","_type":"span","marks":[],"text":"Signals can answer many situation questions before the call. If a rep already knows the buyer read your pricing page and compared you with a competitor, they can move straight to implication questions."}],"markDefs":[],"style":"normal"},{"_key":"c249f4b22f64","_type":"block","children":[{"_key":"e81593565ac9","_type":"span","marks":[],"text":"The Challenger Sale"}],"markDefs":[],"style":"h3"},{"_key":"1c63dddd98fc","_type":"block","children":[{"_key":"6ff7b895c5d3","_type":"span","marks":[],"text":"The Challenger Sale teaches reps to share a new point of view that changes how buyers see their business. Its three moves are teach, tailor, and take control."}],"markDefs":[],"style":"normal"},{"_key":"a7916ad23892","_type":"block","children":[{"_key":"7eb50f42e77d","_type":"span","marks":[],"text":"The method draws on "},{"_key":"af72e4a00f51","_type":"span","marks":["bfffcb472b53"],"text":"Challenger research on top performers"},{"_key":"e3a9560c35d7","_type":"span","marks":[],"text":". Challenger Inc. says teach means delivering commercial insight, tailor means adapting to stakeholder priorities, and take control means guiding the buying process. Challenger Inc. also describes the original CEB research, which found that nearly 40% of the high performers studied were Challengers."}],"markDefs":[{"_key":"bfffcb472b53","_type":"link","href":"https://challengerinc.com/what-is-challenger-sales-methodology/"}],"style":"normal"},{"_key":"5f65ba71786f","_type":"block","children":[{"_key":"47168d0973d4","_type":"span","marks":[],"text":"The Challenger Sale works best in crowded markets where your real competitor is \"do nothing,\" meaning the buyer keeps things as they are."}],"markDefs":[],"style":"normal"},{"_key":"1795e13b035d","_type":"block","children":[{"_key":"6e6959bb7c10","_type":"span","marks":[],"text":"The watch-out is insight that isn't tailored. Telling a sales leader how to run their team without knowing their team rarely lands well."}],"markDefs":[],"style":"normal"},{"_key":"78dc920aaff2","_type":"block","children":[{"_key":"3aa69db6dabe","_type":"span","marks":[],"text":"Tailoring depends on knowing what the account is doing right now, like hiring, changing leaders, or researching competitors. Timing matters too."}],"markDefs":[],"style":"normal"},{"_key":"dcbe1325d708","_type":"block","children":[{"_key":"379f5b5944e7","_type":"span","marks":[],"text":"Common Room's sales development team has seen 20%-plus reply rates across sequences when it reaches prospects within 24 hours of a social signal. For more timing ideas, check out these "},{"_key":"7e9e24bdc451","_type":"span","marks":["cf44506cf067"],"text":"signals every rep should use"},{"_key":"c45fdae1e93b","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"cf44506cf067","_type":"link","href":"https://www.commonroom.io/blog/3-signals-every-sales-rep-should-leverage/"}],"style":"normal"},{"_key":"3c65e72fa20d","_type":"block","children":[{"_key":"bf521db655d7","_type":"span","marks":[],"text":"Sandler Selling System"}],"markDefs":[],"style":"h3"},{"_key":"fb80e7eddb92","_type":"block","children":[{"_key":"422334162043","_type":"span","marks":[],"text":"Sandler treats selling as a conversation between equals. Sandler Atlantic calls this "},{"_key":"01d8eeb5d4b0","_type":"span","marks":["84a451bf0f10"],"text":"Sandler equal business stature"},{"_key":"633408df1863","_type":"span","marks":[],"text":", meaning the buyer and seller are both professionals who can ask questions and say no."}],"markDefs":[{"_key":"84a451bf0f10","_type":"link","href":"https://go.sandler.com/atlantic/insights/videos/training/sandler-rule-5-how-equal-business-stature-improv/"}],"style":"normal"},{"_key":"8c61231a2fee","_type":"block","children":[{"_key":"bb9b7edee870","_type":"span","marks":[],"text":"Two habits sit at the center of Sandler. The first is the "},{"_key":"5912b1aa9bf9","_type":"span","marks":["f333ee331adc"],"text":"Sandler upfront contract"},{"_key":"ef75e1a50327","_type":"span","marks":[],"text":", which Sandler by MP Solutions defines as an agreed expectation for the meeting and next step. The second is qualifying around pain, budget, and decision, which the same post also covers."}],"markDefs":[{"_key":"f333ee331adc","_type":"link","href":"https://go.sandler.com/mpsolutions/insights/blog/categories/sales-training/what-is-sandler-a-proven-sales-system-for-consis/"}],"style":"normal"},{"_key":"d4e0fcd5ebe2","_type":"block","children":[{"_key":"1ce5a27d5e64","_type":"span","marks":[],"text":"Sandler also pushes early disqualification. If a deal isn't a fit, reps say so early and move on, which saves everyone time."}],"markDefs":[],"style":"normal"},{"_key":"760d342d39e8","_type":"block","children":[{"_key":"72ce0a60a18d","_type":"span","marks":[],"text":"Sandler works best for consultative and relationship-heavy sales. The watch-out is that it can feel scripted to experienced buyers who've heard the same questions before."}],"markDefs":[],"style":"normal"},{"_key":"75043b6f7ef7","_type":"block","children":[{"_key":"3ba2ef9150bd","_type":"span","marks":[],"text":"BANT"}],"markDefs":[],"style":"h3"},{"_key":"c0e3b6d24ac4","_type":"block","children":[{"_key":"1e37512a5aa5","_type":"span","marks":[],"text":"BANT is one of the simplest qualification frameworks. "},{"_key":"11de151bdc6a","_type":"span","marks":["6381ee58b210"],"text":"HubSpot's BANT guide"},{"_key":"d4e8b2709289","_type":"span","marks":[],"text":" defines it as a method for qualifying prospects at the start of the sales cycle. The letters stand for Budget, Authority, Need, and Timeline."}],"markDefs":[{"_key":"6381ee58b210","_type":"link","href":"https://blog.hubspot.com/sales/bant"}],"style":"normal"},{"_key":"4635c9ddef0a","_type":"block","children":[{"_key":"9170caedf6f7","_type":"span","marks":[],"text":"BANT works best for fast, high-volume qualification. It works well when you need quick yes-or-no qualification calls, like high-volume inbound."}],"markDefs":[],"style":"normal"},{"_key":"1b272d8f9045","_type":"block","children":[{"_key":"f97898769ab8","_type":"span","marks":[],"text":"The watch-out is Authority. When a group makes the decision, asking \"Are you the decision maker?\" rarely gets a useful answer."}],"markDefs":[],"style":"normal"},{"_key":"53203e9ef6b0","_type":"block","children":[{"_key":"450ef5a6f9db","_type":"span","marks":[],"text":"At high volume, the harder question is which leads to work first. Common Room's AI scoring rolls hundreds of signals into one person-level score, then up to the account. With "},{"_key":"d801e33e7bbc","_type":"span","marks":["000ee62f9434"],"text":"transparent AI lead scoring"},{"_key":"b84a48857972","_type":"span","marks":[],"text":", reps can hover over any score and see why it rose or fell."}],"markDefs":[{"_key":"000ee62f9434","_type":"link","href":"https://www.commonroom.io/product/ai-scoring/"}],"style":"normal"},{"_key":"98c935c11435","_type":"block","children":[{"_key":"9f66b44c4887","_type":"span","marks":[],"text":"Solution Selling"}],"markDefs":[],"style":"h3"},{"_key":"6a45f21e46bf","_type":"block","children":[{"_key":"47e442d503e0","_type":"span","marks":[],"text":"Solution Selling focuses on understanding the buyer before recommending anything. The "},{"_key":"ceea9326e421","_type":"span","marks":["3a89a6d41963"],"text":"Richardson Solution Selling overview"},{"_key":"9306ce25bcae","_type":"span","marks":[],"text":" says it teaches sellers to uncover buyer challenges and align solutions to business needs."}],"markDefs":[{"_key":"3a89a6d41963","_type":"link","href":"https://www.richardson.com/sales-training-programs/sales-professionals/solution-selling/"}],"style":"normal"},{"_key":"a4b0c75fac8f","_type":"block","children":[{"_key":"35be4bb8dc94","_type":"span","marks":[],"text":"Solution Selling works best for configurable products and services. The watch-out is long discovery, which can stretch sales cycles. If discovery never ends, neither does the deal."}],"markDefs":[],"style":"normal"},{"_key":"4784acafb6be","_type":"block","children":[{"_key":"891acb5cacc2","_type":"span","marks":[],"text":"How to Choose the Right Sales Methodology"}],"markDefs":[],"style":"h2"},{"_key":"2306b698064f","_type":"block","children":[{"_key":"879b45e17498","_type":"span","marks":[],"text":"The best sales methodology is the one that fits how your buyers buy and how your reps sell. Start with your own deals and ignore what's trending on LinkedIn."}],"markDefs":[],"style":"normal"},{"_key":"cf9065245dea","_type":"block","children":[{"_key":"724a68275acc","_type":"span","marks":[],"text":"Run your motion through five filters, then add one more: your biggest problem."}],"markDefs":[],"style":"normal"},{"_key":"eb05a775f1ca","_type":"block","children":[{"_key":"6340544e4ae9","_type":"span","marks":["strong"],"text":"Deal size:"},{"_key":"944015a23af5","_type":"span","marks":[],"text":" Bigger deals need more rigor, so lean toward MEDDPICC as contract values grow."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"5192b9460619","_type":"block","children":[{"_key":"e16d147af758","_type":"span","marks":["strong"],"text":"Cycle length:"},{"_key":"dcfff8fd70f6","_type":"span","marks":[],"text":" Long cycles need a framework that tracks progress across months and many meetings."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"6177385b4e71","_type":"block","children":[{"_key":"47468b3a7e3c","_type":"span","marks":["strong"],"text":"Buying group size:"},{"_key":"e91b2e854afc","_type":"span","marks":[],"text":" The more people involved, the more you need to track champions and economic buyers."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"333d01562253","_type":"block","children":[{"_key":"603807befe77","_type":"span","marks":["strong"],"text":"Buyer awareness:"},{"_key":"4e12bf96b131","_type":"span","marks":[],"text":" Buyers who don't see their problem yet respond to Challenger insight or SPIN implication questions."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"f526b585db7e","_type":"block","children":[{"_key":"d44be27f3657","_type":"span","marks":["strong"],"text":"Team experience:"},{"_key":"839d9b1925b7","_type":"span","marks":[],"text":" Newer reps do better with simple structures like BANT, while senior reps can handle MEDDPICC."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"f1a10720a47a","_type":"block","children":[{"_key":"81f94e0ee087","_type":"span","marks":["strong"],"text":"Biggest problem:"},{"_key":"79c27ea06097","_type":"span","marks":[],"text":" Ghost pipeline points to MEDDPICC, and weak discovery points to SPIN."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ed31cd646310","_type":"block","children":[{"_key":"0016c225f26e","_type":"span","marks":[],"text":"Ghost pipeline means deals that look alive in your CRM but have no real buyer activity behind them. Use this table to match your situation to a starting point."}],"markDefs":[],"style":"normal"},{"_key":"719e625ec200","_type":"table","rows":[{"_key":"e17ec28bb791","_type":"tableRow","cells":["If your situation is...","Start with...","Why it fits"]},{"_key":"4af383296425","_type":"tableRow","cells":["Large enterprise deals stall mid-cycle","MEDDPICC","Forces proof of the economic buyer, champion, and paper process"]},{"_key":"deb15de9f075","_type":"tableRow","cells":["Pipeline looks full, but deals keep going dark","MEDDPICC","Exposes deals that lack real evidence"]},{"_key":"2102f545ed53","_type":"tableRow","cells":["Discovery calls feel shallow","SPIN Selling","Moves reps from facts to business impact"]},{"_key":"46564d0ed67b","_type":"tableRow","cells":["You keep losing to \"do nothing\"","Challenger Sale","Gives buyers a clear reason to change"]},{"_key":"4a685370cbfd","_type":"tableRow","cells":["Reps spend time on too many bad-fit leads","BANT plus scoring","Speeds up qualification and sets clear priorities"]},{"_key":"ce29f5d1d99d","_type":"tableRow","cells":["Buyers push back on pushy sellers","Sandler","Builds trust and disqualifies early"]},{"_key":"9633390008d6","_type":"tableRow","cells":["You sell configurable products","Solution Selling","Aligns the solution to the buyer's business needs"]}]},{"_key":"50cf13f1f9b7","_type":"block","children":[{"_key":"b5d9f580abd6","_type":"span","marks":[],"text":"Watch out for these common selection mistakes:"}],"markDefs":[],"style":"normal"},{"_key":"12eaa8bbf883","_type":"block","children":[{"_key":"568e4f50300a","_type":"span","marks":[],"text":"Picking the framework your last company used"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"a3a951dc6461","_type":"block","children":[{"_key":"86585b036f85","_type":"span","marks":[],"text":"Rolling out three methodologies at the same time"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"45e61a0a62d3","_type":"block","children":[{"_key":"b0f19b213ec9","_type":"span","marks":[],"text":"Judging results after a single quarter"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e0568e8e8c2c","_type":"block","children":[{"_key":"7bb390f49d4f","_type":"span","marks":[],"text":"Training reps but skipping their managers"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"1d52200f1a7d","_type":"block","children":[{"_key":"b990ca676c29","_type":"span","marks":[],"text":"By Deal Motion: Enterprise vs. SMB vs. PLG"}],"markDefs":[],"style":"h3"},{"_key":"b338953dd4c3","_type":"block","children":[{"_key":"5fa84516f838","_type":"span","marks":[],"text":"Your deal motion is how your company finds and wins customers. Each motion has a different bottleneck, so each needs a different mix."}],"markDefs":[],"style":"normal"},{"_key":"e4beab53968b","_type":"block","children":[{"_key":"0aa18e5e0f28","_type":"span","marks":[],"text":"For enterprise outbound teams, start with MEDDPICC plus Challenger. Deals stall when one champion looks healthy while the rest of the buying group stays invisible. Reps need "},{"_key":"d2e5bb8ec08e","_type":"span","marks":["5c5c7603c682"],"text":"multi-threading across stakeholders"},{"_key":"afd20f4ca446","_type":"span","marks":[],"text":", meaning relationships with several people at the account."}],"markDefs":[{"_key":"5c5c7603c682","_type":"link","href":"https://www.commonroom.io/blog/multi-threading-sales-deals/"}],"style":"normal"},{"_key":"a1fb1ac8e5bb","_type":"block","children":[{"_key":"defac9ed713e","_type":"span","marks":[],"text":"For SMB and commercial teams, start with BANT-style qualification plus a lighter version of SPIN. More activity doesn't equal more pipeline, so reaching the right lead quickly matters more than long discovery calls."}],"markDefs":[],"style":"normal"},{"_key":"04bf52eece2b","_type":"block","children":[{"_key":"f66950dfece4","_type":"span","marks":[],"text":"For product-led growth (PLG) teams moving to sales-led deals, start with SPIN discovery informed by product usage. PLG means users try the product before talking to sales. When many users sign up inside one account, usage data helps reps find the actual buyers and skip basic situation questions."}],"markDefs":[],"style":"normal"},{"_key":"3233f1ba1d70","_type":"block","children":[{"_key":"bcdc89045a3a","_type":"span","marks":[],"text":"Can You Combine Sales Methodologies?"}],"markDefs":[],"style":"h2"},{"_key":"image-c25d207081280x672png","_type":"mainImage","alt":"SPIN for discovery, MEDDPICC for qualification, and Challenger for messaging across one deal","asset":{"_id":"image-388405ade227b0a2e7d64d665c05aedc25d20708-1280x672-png","_type":"sanity.imageAsset","_rev":"5NN46UV3QQ1CGr2keK2rfq","_createdAt":"2026-10-08T15:34:31Z","_updatedAt":"2026-10-08T15:34:31Z","assetId":"388405ade227b0a2e7d64d665c05aedc25d20708","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"MONn,Dt7%2t7-WAmays:a{xH~DjaRjj[Rj","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047,"height":672,"width":1280},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#417162","foreground":"#fff","population":1.83,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#076649","foreground":"#fff","population":0.2,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#417162","foreground":"#fff","population":1.83,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#bad9d0","foreground":"#000","population":1,"title":"#000"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#88eacc","foreground":"#000","population":0.47,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#4db197","foreground":"#fff","population":0.23,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#3cd1a5","foreground":"#000","population":0.44,"title":"#fff"}},"thumbHash":"9LcFDIaoqPhziIh+h4yXcH4J6A=="},"mimeType":"image/png","originalFilename":"image.png","path":"images/vt347z5x/production/388405ade227b0a2e7d64d665c05aedc25d20708-1280x672.png","sha1hash":"388405ade227b0a2e7d64d665c05aedc25d20708","size":576906,"uploadId":"f9b3ed06f9496afdd6f510300ea6b048e1b0c867","url":"https://cdn.sanity.io/images/vt347z5x/production/388405ade227b0a2e7d64d665c05aedc25d20708-1280x672.png","filename":"image.png","width":1280,"height":672,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/388405ade227b0a2e7d64d665c05aedc25d20708-1280x672.png?rect=416,0,448,672&w=%width%&h=%height%&q=80","id":"image-388405ade227b0a2e7d64d665c05aedc25d20708-1280x672-png","children":[],"parent":null}},{"_key":"0744666ff663","_type":"block","children":[{"_key":"ed12e8958c25","_type":"span","marks":[],"text":"Yes. You don't have to pick only one sales methodology; you can layer them so each one does a specific job."}],"markDefs":[],"style":"normal"},{"_key":"9f7e852591e7","_type":"block","children":[{"_key":"6f82e1fb6e8a","_type":"span","marks":[],"text":"One way to combine them is SPIN for discovery, MEDDPICC for qualification, and Challenger for messaging. SPIN shapes the questions, MEDDPICC checks whether the deal is real, and Challenger gives the buyer a reason to act."}],"markDefs":[],"style":"normal"},{"_key":"67af62e2b42a","_type":"block","children":[{"_key":"d188fd468f4e","_type":"span","marks":[],"text":"The key is giving each framework a clear job. If reps feel like they're running three playbooks at once, they'll run none of them well."}],"markDefs":[],"style":"normal"},{"_key":"05f777f23e7e","_type":"block","children":[{"_key":"b31910428a08","_type":"span","marks":[],"text":"Write down which framework owns which stage, then build it into your deal reviews. For example, managers might ask SPIN questions about discovery calls and MEDDPICC questions about deals in the forecast."}],"markDefs":[],"style":"normal"},{"_key":"4447cacf7014","_type":"block","children":[{"_key":"741201d5fa9b","_type":"span","marks":[],"text":"How Buyer Signals Make Any Methodology Work Better"}],"markDefs":[],"style":"h2"},{"_key":"4d0247af1c40","_type":"block","children":[{"_key":"c24651240f8e","_type":"span","marks":[],"text":"A buyer signal is an action that shows someone might be interested in buying, like visiting your pricing page or starting a new job. Methodologies tell reps what to ask, and signals tell them what's already true."}],"markDefs":[],"style":"normal"},{"_key":"67a1adbb0aef","_type":"block","children":[{"_key":"604e09889019","_type":"span","marks":[],"text":"If the idea is new to you, start with "},{"_key":"14f0ab7f116a","_type":"span","marks":["fd7e3878bc12"],"text":"signal-based selling explained"},{"_key":"7da8dad8101b","_type":"span","marks":[],"text":". The short version is that reps act on what buyers do, so they don't have to rely only on what buyers say on calls."}],"markDefs":[{"_key":"fd7e3878bc12","_type":"link","href":"https://www.commonroom.io/blog/signal-based-selling-definition/"}],"style":"normal"},{"_key":"447ec5c413bb","_type":"block","children":[{"_key":"aa144572d3ab","_type":"span","marks":[],"text":"If your team already has signals, the challenge is turning them into a clear next step for a specific person or account. Your website visits, product usage, job changes, and social activity may live in different tools."}],"markDefs":[],"style":"normal"},{"_key":"9352226e25b3","_type":"block","children":[{"_key":"59510847005f","_type":"span","marks":[],"text":"Here's how signals support each part of a methodology:"}],"markDefs":[],"style":"normal"},{"_key":"6ea6af6c1313","_type":"block","children":[{"_key":"d89f83619aeb","_type":"span","marks":["strong"],"text":"Discovery:"},{"_key":"6d56812d7398","_type":"span","marks":[],"text":" Signals answer situation questions before the call, so reps spend more time on problems and implications."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8a5bcec2b361","_type":"block","children":[{"_key":"2f5445445476","_type":"span","marks":["strong"],"text":"Qualification:"},{"_key":"2d7a54b619f9","_type":"span","marks":[],"text":" Engagement across the buying group shows whether MEDDPICC fields reflect reality or wishful thinking."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"fe2299b945d3","_type":"block","children":[{"_key":"b7d0820a4f6a","_type":"span","marks":["strong"],"text":"Insight:"},{"_key":"b97ae772c302","_type":"span","marks":[],"text":" Account changes like new leaders, hiring, or competitor research give Challenger reps something specific to teach."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"f04edb355680","_type":"block","children":[{"_key":"02cf24415af0","_type":"span","marks":["strong"],"text":"Timing:"},{"_key":"cf3bde9bc10e","_type":"span","marks":[],"text":" Fresh signals tell reps when to reach out, while the buyer is still researching."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"a8a34c33e5c4","_type":"block","children":[{"_key":"8cb711f41463","_type":"span","marks":[],"text":"Want ideas for what to watch? Browse these "},{"_key":"dba33c3d1409","_type":"span","marks":["86cf5ecd6f03"],"text":"real buying signal examples"},{"_key":"e00da2fab453","_type":"span","marks":[],"text":" to see which actions point to real interest."}],"markDefs":[{"_key":"86cf5ecd6f03","_type":"link","href":"https://www.commonroom.io/blog/30-examples-of-buying-signals/"}],"style":"normal"},{"_key":"8154a5cbc7ff","_type":"block","children":[{"_key":"5528c29d4e8c","_type":"span","marks":[],"text":"Here's what prioritization can look like in practice. In a Common Room customer story, Semgrep saw 74% more qualified pipeline in one quarter. 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You need to know which accounts deserve your team's time this week, and whether you can trust the number you'll give your board."}],"markDefs":[],"style":"normal"},{"_key":"7cc0ab9c9681","_type":"block","children":[{"_key":"46984b660a43","_type":"span","marks":[],"text":"This guide explains the five types of sales analytics software and compares eight tools by the job each one does best. It also shows you how to test them with your own deals before you sign anything."}],"markDefs":[],"style":"normal"},{"_key":"0ed759cf557a","_type":"block","children":[{"_key":"7f042c380c72","_type":"span","marks":[],"text":"What Are Sales Analytics Tools?"}],"markDefs":[],"style":"h2"},{"_key":"92c04f19d8c4","_type":"block","children":[{"_key":"3a4cd103ee21","_type":"span","marks":[],"text":"The best sales analytics tools in 2026 are Common Room by Zoom, HubSpot, Salesforce Revenue Intelligence, Gong, Clari Forecast, Salesloft, Avoma, and Revenue Grid. 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Newer reps have it worse: \"Gen Z reps are trapped at just 35%, losing approximately two full hours each week to manual data entry.\""}],"markDefs":[{"_key":"c628b0c4a316","_type":"link","href":"https://www.salesforce.com/news/stories/state-of-sales-report-announcement-2026/"}],"style":"normal"},{"_key":"aece9f987210","_type":"block","children":[{"_key":"69c98dec845a","_type":"span","marks":[],"text":"That changes what a good tool has to do. Sales analytics software should remove work from a rep's week, because every new dashboard competes for the same few selling hours."}],"markDefs":[],"style":"normal"},{"_key":"ffeb9a48b21a","_type":"block","children":[{"_key":"e44c80bcd8b1","_type":"span","marks":[],"text":"There's a second problem. AI and modern sales tools have given teams more data, more activity, and more alerts, and in our view, more data is creating less clarity. 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It's the umbrella name for any revenue intelligence platform that connects several of these types to show pipeline, deal health, and forecast in one place."}],"markDefs":[],"style":"normal"},{"_key":"574c65f37e3c","_type":"block","children":[{"_key":"a48f77046f80","_type":"span","marks":[],"text":"Pipeline and CRM Analytics"}],"markDefs":[],"style":"h3"},{"_key":"4958cdf565a0","_type":"block","children":[{"_key":"0809c9d0f17e","_type":"span","marks":[],"text":"Pipeline analytics is the reporting inside your customer relationship management (CRM) system. It shows how many deals sit in each stage, how old they are, how often they convert, and your win rate."}],"markDefs":[],"style":"normal"},{"_key":"81d7f49d1a61","_type":"block","children":[{"_key":"1c1e7d0756ea","_type":"span","marks":[],"text":"This is the baseline every team needs. It's also lagging by nature, because it can only report on deals someone already entered and updated. If reps update records late, your reports run late too."}],"markDefs":[],"style":"normal"},{"_key":"2c5b163085aa","_type":"block","children":[{"_key":"845f2a0fc906","_type":"span","marks":[],"text":"Activity Analytics"}],"markDefs":[],"style":"h3"},{"_key":"b6f68b2f7fb5","_type":"block","children":[{"_key":"a7ec4702b3b8","_type":"span","marks":[],"text":"Activity analytics automatically logs the emails, meetings, and calls your sellers have with buyers. Reps skip the manual data entry, and your CRM hygiene, meaning how clean and complete your records are, improves."}],"markDefs":[],"style":"normal"},{"_key":"f3484fffc9d0","_type":"block","children":[{"_key":"2a98ec8a0a79","_type":"span","marks":[],"text":"The hard part is identity matching. A tool has to know which contact and account each email or meeting belongs to. When it guesses wrong, that mistake shows up in every report built on top of it."}],"markDefs":[],"style":"normal"},{"_key":"2ac41371c3ea","_type":"block","children":[{"_key":"ce5dc50da4c3","_type":"span","marks":[],"text":"Conversation Intelligence"}],"markDefs":[],"style":"h3"},{"_key":"05df0876fc56","_type":"block","children":[{"_key":"b8909b20b6a1","_type":"span","marks":[],"text":"Conversation intelligence records and analyzes sales calls. It flags deal risk, supports coaching, and shows the exact words buyers use to describe their problems."}],"markDefs":[],"style":"normal"},{"_key":"70a35464ec7a","_type":"block","children":[{"_key":"97c5c011bc42","_type":"span","marks":[],"text":"Its blind spot is anything nobody recorded. 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It helps to separate the four jobs a forecasting tool can do:"}],"markDefs":[],"style":"normal"},{"_key":"8c32a97411ee","_type":"block","children":[{"_key":"1c4dd3c543f2","_type":"span","marks":["strong"],"text":"Submission:"},{"_key":"0dab3cfbaf93","_type":"span","marks":[],"text":" Reps and managers enter their call, meaning the number they commit to."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"2b1b09619212","_type":"block","children":[{"_key":"b762024828e1","_type":"span","marks":["strong"],"text":"Roll-up:"},{"_key":"5a0b60631e3d","_type":"span","marks":[],"text":" The tool adds those calls up the org chart, from rep to manager to chief revenue officer (CRO)."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"5874efad4345","_type":"block","children":[{"_key":"683958344cf7","_type":"span","marks":["strong"],"text":"Inspection:"},{"_key":"f0887b498166","_type":"span","marks":[],"text":" Leaders review the deals behind each number to check the evidence."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"6173432d5cfd","_type":"block","children":[{"_key":"d8fbb0cc0a2b","_type":"span","marks":["strong"],"text":"Prediction:"},{"_key":"50272a429c86","_type":"span","marks":[],"text":" A model estimates the likely outcome from deal history and buyer activity."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"91c863a09fdd","_type":"block","children":[{"_key":"65b9d24de39f","_type":"span","marks":[],"text":"Forecasting is hard for almost everyone. According to "},{"_key":"fbbe61609981","_type":"span","marks":["bfc820740630"],"text":"Gartner's AI in sales research"},{"_key":"6b1e939ef7dd","_type":"span","marks":[],"text":", only 7% of teams achieve a forecast accuracy of 90% or more. The same research says \"the median accuracy is 70% to 79%.\""}],"markDefs":[{"_key":"bfc820740630","_type":"link","href":"https://www.gartner.com/en/sales/topics/sales-ai"}],"style":"normal"},{"_key":"bfe3a43d7453","_type":"block","children":[{"_key":"68d1d4c33207","_type":"span","marks":[],"text":"That's why forecast accuracy starts upstream. A forecast is only as trustworthy as the deal and buyer signals feeding it. A rep's confident tone in a Monday meeting doesn't count as a signal."}],"markDefs":[],"style":"normal"},{"_key":"70e8fc331196","_type":"block","children":[{"_key":"9c174d0fe07f","_type":"span","marks":[],"text":"Signal and Engagement Analytics"}],"markDefs":[],"style":"h3"},{"_key":"259690114c5d","_type":"block","children":[{"_key":"66bf8b079855","_type":"span","marks":[],"text":"Signal and engagement analytics tracks what buyers do before and during a deal. That includes website visits, product usage, job changes, and community and social activity. Much of it happens in the "},{"_key":"de5f765a28cd","_type":"span","marks":["7339da1c8aab"],"text":"dark funnel"},{"_key":"083e83a45dec","_type":"span","marks":[],"text":", the research buyers do before they ever fill out a form."}],"markDefs":[{"_key":"7339da1c8aab","_type":"link","href":"https://www.commonroom.io/blog/roi-of-the-dark-funnel/"}],"style":"normal"},{"_key":"559f10236c78","_type":"block","children":[{"_key":"51d7a62a9026","_type":"span","marks":[],"text":"The tool resolves those actions to real people and accounts, then ranks who deserves attention first. This is the leading-indicator layer, and it's where "},{"_key":"7ee0d6644ef7","_type":"span","marks":["2ce43f4db10a"],"text":"transparent AI scoring"},{"_key":"ebf865b3c0d9","_type":"span","marks":[],"text":" matters. Reps should see why a score rose or fell, not just a number."}],"markDefs":[{"_key":"2ce43f4db10a","_type":"link","href":"https://www.commonroom.io/product/ai-scoring/"}],"style":"normal"},{"_key":"257e832d4565","_type":"block","children":[{"_key":"a3987ce0c36c","_type":"span","marks":[],"text":"How to Choose a Sales Analytics Tool: 6 Evaluation Criteria"}],"markDefs":[],"style":"h2"},{"_key":"f9271ce06ab1","_type":"block","children":[{"_key":"84fb28804b0e","_type":"span","marks":[],"text":"Start with the decision you can't make today, then look at features. Maybe you can't tell which accounts to work first, or you don't trust the commit number on Monday morning."}],"markDefs":[],"style":"normal"},{"_key":"64cc96f8f7c7","_type":"block","children":[{"_key":"affef304561f","_type":"span","marks":[],"text":"Once you've named that decision, use these six criteria to compare sales analytics software. The right column gives you a question to ask every vendor on your list."}],"markDefs":[],"style":"normal"},{"_key":"f349a208e370","_type":"table","rows":[{"_key":"2ba47ad5d5ec","_type":"tableRow","cells":["Criterion","What it means","Question to ask each vendor"]},{"_key":"e9ed89adaef7","_type":"tableRow","cells":["Evidence coverage","The data sources the tool can read","Which of our deals, calls, and buyer signals will this tool actually see?"]},{"_key":"dd15943f09e5","_type":"tableRow","cells":["Identity resolution","Matching each action to the right person and account","How do you match an email, web visit, or product user to the right contact?"]},{"_key":"5d24b58e8954","_type":"tableRow","cells":["Explainability","Showing why a score or forecast changed","Can a rep see exactly why this score or forecast moved?"]},{"_key":"adeeb8dbf344","_type":"tableRow","cells":["CRM write-back and control","Sending updates to your CRM under clear rules","What do you write back to our CRM, and who controls those rules?"]},{"_key":"343f593da3d0","_type":"tableRow","cells":["Workflow fit","Showing up where reps and managers already work","Where will my reps and managers see this during a normal week?"]},{"_key":"faf52fb4717d","_type":"tableRow","cells":["Total cost","Everything you pay beyond seats","What will this cost at our real pilot volume, including add-ons and admin time?"]}]},{"_key":"f4d53acecc0f","_type":"block","children":[{"_key":"bf9b7e1b9fce","_type":"span","marks":[],"text":"Data readiness sits under every row in that table. If your CRM records are stale, every tool will give you stale answers, so learn "},{"_key":"b88937568ce6","_type":"span","marks":["31834a3d31c8"],"text":"why CRM data decays"},{"_key":"436fe74995b1","_type":"span","marks":[],"text":" before you sign a contract."}],"markDefs":[{"_key":"31834a3d31c8","_type":"link","href":"https://www.commonroom.io/blog/crm-data-decay/"}],"style":"normal"},{"_key":"530ad5399062","_type":"block","children":[{"_key":"f7999a23c150","_type":"span","marks":[],"text":"Explainability and identity resolution deserve extra weight. A score your reps can't explain won't change their behavior, and a signal tied to the wrong account sends them to the wrong conversation."}],"markDefs":[],"style":"normal"},{"_key":"f9c59ff8b069","_type":"block","children":[{"_key":"bfada64c914f","_type":"span","marks":[],"text":"Best Sales Analytics Tools Compared at a Glance"}],"markDefs":[],"style":"h2"},{"_key":"594f08902d89","_type":"block","children":[{"_key":"c227e3c95c94","_type":"span","marks":[],"text":"Use this table as a job map, not a ranking. Each of these sales analytics tools leads at a different job, and many teams pair two of them."}],"markDefs":[],"style":"normal"},{"_key":"453fe984a050","_type":"table","rows":[{"_key":"6a774a02fd42","_type":"tableRow","cells":["Tool","Primary category","Strongest job","Best fit"]},{"_key":"6719587c5fc6","_type":"tableRow","cells":["Common Room by Zoom","Signal and engagement analytics, forecasting","Showing who's in-market and why, then grounding the forecast in that signal","Sales and RevOps leaders who need account focus and forecast confidence"]},{"_key":"d3ccbbb40902","_type":"tableRow","cells":["HubSpot","Pipeline and CRM analytics","Forecast categories, forecast models, and rep-level performance views","Smaller teams that want a CRM-native baseline"]},{"_key":"5e87219f7824","_type":"tableRow","cells":["Salesforce Revenue Intelligence","Pipeline and CRM analytics, forecasting","CRM Analytics, Pipeline Inspection, Einstein Forecasting, and Einstein Activity Capture","Teams that run on Salesforce"]},{"_key":"de2a9dda7b78","_type":"tableRow","cells":["Gong","Forecasting analytics","AI-guided forecasting from revenue signals","Teams that want forecasts informed by revenue signals plus account and pipeline visibility"]},{"_key":"049099687d36","_type":"tableRow","cells":["Clari Forecast (Salesloft)","Forecasting analytics","Forecasting that keeps the Clari name within Salesloft","Teams with a mature forecast process"]},{"_key":"7056d07e2b00","_type":"tableRow","cells":["Salesloft","Activity analytics, engagement","Automation, conversations, deals, and forecasting in one seller workflow","Engagement-led teams that want seller workflow and Clari Forecast from one company"]},{"_key":"789ea5f9108a","_type":"tableRow","cells":["Avoma","Conversation intelligence","Pipeline review, deal risk, and win-loss insight","Meeting-centric small and mid-market teams"]},{"_key":"9e2fb405d42a","_type":"tableRow","cells":["Revenue Grid","Forecasting analytics","Forecast process, deal health, and risk on Salesforce data","Salesforce teams that want a guided forecast process"]}]},{"_key":"b734914f98fe","_type":"block","children":[{"_key":"a50e548bb2cc","_type":"span","marks":[],"text":"We built Common Room by Zoom around the leading-indicator layer. In our view, the others start from CRM records, calls, or forecast submissions."}],"markDefs":[],"style":"normal"},{"_key":"e72f93e3e11a","_type":"block","children":[{"_key":"4ff86b649409","_type":"span","marks":[],"text":"Top Sales Analytics Tools Reviewed"}],"markDefs":[],"style":"h2"},{"_key":"29a12acb6d92","_type":"block","children":[{"_key":"36a3f78da167","_type":"span","marks":[],"text":"Each profile of these best sales analytics tools covers what the tool does, who it fits best, and one watch-out to check during your evaluation. We based every profile on the vendor's official product documentation, so confirm current packaging and pricing with each vendor."}],"markDefs":[],"style":"normal"},{"_key":"1a4cd4d9bd33","_type":"block","children":[{"_key":"fafcecd42d29","_type":"span","marks":[],"text":"Common Room by Zoom is our product. We've kept its profile to the same format as the rest, so you can compare them side by side."}],"markDefs":[],"style":"normal"},{"_key":"32b2e3c1b5ff","_type":"block","children":[{"_key":"bb163def7c7e","_type":"span","marks":[],"text":"1. Common Room by Zoom: Best for Leading-Indicator Signal Analytics and Grounded Forecasting"}],"markDefs":[],"style":"h3"},{"_key":"ee8c22e22460","_type":"block","children":[{"_key":"4704691acbc4","_type":"span","marks":[],"text":"Common Room by Zoom starts with the question most CRM reports can't answer: who's in-market right now, and why? It resolves buyer signals from website visits, product usage, job changes, community activity, and your CRM into person-level profiles with Person360 identity resolution."}],"markDefs":[],"style":"normal"},{"_key":"c008abce8862","_type":"block","children":[{"_key":"4da75ccad841","_type":"span","marks":[],"text":"AI Scoring rolls those signals into one score per person, then up to the account. Reps can hover over any score to see the behaviors behind it, and buying committee views show which roles you've reached in each account."}],"markDefs":[],"style":"normal"},{"_key":"6fb12529df2a","_type":"block","children":[{"_key":"990ab489789f","_type":"span","marks":[],"text":"On the forecast side, Common Room by Zoom offers "},{"_key":"2d92cac72cc4","_type":"span","marks":["66a1a0fdb8b4"],"text":"forecasting grounded in deal signal"},{"_key":"df01a6d3fd80","_type":"span","marks":[],"text":" instead of rep self-reporting. Leaders get one grid they can drill down from CRO to rep to deal, and inline edits write straight back to the CRM record."}],"markDefs":[{"_key":"66a1a0fdb8b4","_type":"link","href":"https://www.commonroom.io/product/forecast/"}],"style":"normal"},{"_key":"5532a8217254","_type":"block","children":[{"_key":"5de5650f7564","_type":"span","marks":[],"text":"RevOps teams set up boards and metrics without code, so every leader works from the same number. Four analytics lenses then explain the forecast:"}],"markDefs":[],"style":"normal"},{"_key":"287a4c0c57be","_type":"block","children":[{"_key":"01f81cd85c89","_type":"span","marks":["strong"],"text":"Trends:"},{"_key":"d5c3325fb4fd","_type":"span","marks":[],"text":" Shows whether the team is on plan for the period."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"671f4aad58fc","_type":"block","children":[{"_key":"f16f4764866b","_type":"span","marks":["strong"],"text":"Changes:"},{"_key":"f0ef5393cb39","_type":"span","marks":[],"text":" Shows what specifically moved the number."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"aec6de836aa1","_type":"block","children":[{"_key":"50dd2260ff2c","_type":"span","marks":["strong"],"text":"Accuracy:"},{"_key":"00ea835441b9","_type":"span","marks":[],"text":" Shows how accurate the last call was."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d2f9ba954812","_type":"block","children":[{"_key":"12b422c60b1a","_type":"span","marks":["strong"],"text":"Pacing:"},{"_key":"47a3bdba8a23","_type":"span","marks":[],"text":" Shows what the team needs to close the gap."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"085890bfcabd","_type":"block","children":[{"_key":"52b25bdf28ff","_type":"span","marks":[],"text":"Forecast runs standalone on your existing CRM data or as part of Zoom Revenue Accelerator. Semgrep, a Common Room customer, saw 74% more pipeline in one quarter."}],"markDefs":[],"style":"normal"},{"_key":"a9458ef1a3d2","_type":"block","children":[{"_key":"e0204e1e13d3","_type":"span","marks":[],"text":"Jason Klumpp, Director of Sales Development at Semgrep, said reps \"sourced pipeline right away running plays from product usage, web visits, GitHub activity.\""}],"markDefs":[],"style":"normal"},{"_key":"ebbea07bf586","_type":"block","children":[{"_key":"5cd16945307d","_type":"span","marks":["strong"],"text":"Watch-out:"},{"_key":"6a6940c46dda","_type":"span","marks":[],"text":" Common Room by Zoom sits on top of your CRM rather than replacing it. You'll still need a CRM as your system of record."}],"markDefs":[],"style":"normal"},{"_key":"246c75894a80","_type":"block","children":[{"_key":"da0db7060547","_type":"span","marks":[],"text":"2. HubSpot: Best CRM-Native Baseline for Smaller Teams"}],"markDefs":[],"style":"h3"},{"_key":"18b640c536b1","_type":"block","children":[{"_key":"df6d4fd94350","_type":"span","marks":[],"text":"HubSpot offers forecasting alongside its CRM. "},{"_key":"25b4a39b5bbc","_type":"span","marks":["1e7ef9ffbff9"],"text":"HubSpot's forecasting tools"},{"_key":"c25674015610","_type":"span","marks":[],"text":" offer customizable forecast categories, forecast models, and rep-level performance views."}],"markDefs":[{"_key":"1e7ef9ffbff9","_type":"link","href":"https://www.hubspot.com/products/forecasting"}],"style":"normal"},{"_key":"33672ccf8cd3","_type":"block","children":[{"_key":"d406bdbb8a0f","_type":"span","marks":["strong"],"text":"Watch-out:"},{"_key":"4cfc28e88b15","_type":"span","marks":[],"text":" Check which reports and forecasting features each tier includes. Map the reports you need to a specific tier before you commit."}],"markDefs":[],"style":"normal"},{"_key":"6dd3eb34054a","_type":"block","children":[{"_key":"ae9310f0ec32","_type":"span","marks":[],"text":"3. Salesforce Revenue Intelligence: Best for Salesforce-Native Analytics"}],"markDefs":[],"style":"h3"},{"_key":"8248abd8c9a7","_type":"block","children":[{"_key":"869ed9472bdb","_type":"span","marks":["1db6b45c61b1"],"text":"Salesforce's Revenue Intelligence features"},{"_key":"6f752c8c85b5","_type":"span","marks":[],"text":" bring together CRM Analytics, Pipeline Inspection, Einstein Forecasting, and Einstein Activity Capture. Teams that already run on Salesforce can add these features to the platform they manage today."}],"markDefs":[{"_key":"1db6b45c61b1","_type":"link","href":"https://help.salesforce.com/s/articleView?id=sf.revenue_intelligence.htm&language=en_US&type=5"}],"style":"normal"},{"_key":"08d0853cf4f0","_type":"block","children":[{"_key":"8d66faf5b62b","_type":"span","marks":["strong"],"text":"Watch-out:"},{"_key":"0b4cf19233f1","_type":"span","marks":[],"text":" Ask what configuration and licensing each feature needs. Plan admin time for setup alongside the license cost."}],"markDefs":[],"style":"normal"},{"_key":"b8e0122b648f","_type":"block","children":[{"_key":"8151d1d4b2c6","_type":"span","marks":[],"text":"4. 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If a deal moves through channels the tool can't see, your evidence will have gaps."}],"markDefs":[],"style":"normal"},{"_key":"c4ad530c19b4","_type":"block","children":[{"_key":"a0e355178bdb","_type":"span","marks":[],"text":"5. Clari Forecast (Salesloft): Best for Structured Forecast Governance"}],"markDefs":[],"style":"h3"},{"_key":"5df6015dcee9","_type":"block","children":[{"_key":"df67e6fee103","_type":"span","marks":[],"text":"Clari and Salesloft "},{"_key":"c61fdc7646cd","_type":"span","marks":["6f714b382168"],"text":"completed their merger"},{"_key":"09f4b298a3ee","_type":"span","marks":[],"text":" on December 3, 2025. On September 2, 2026, Salesloft became the go-forward brand, while Clari Forecast keeps the Clari name, according to "},{"_key":"860fb88064b2","_type":"span","marks":["0330b9c3296a"],"text":"Salesloft's unified brand announcement"},{"_key":"c8a4ce0e62bb","_type":"span","marks":[],"text":". In our view, Clari Forecast suits teams that want a structured, repeatable forecast process."}],"markDefs":[{"_key":"6f714b382168","_type":"link","href":"https://www.salesloft.com/company/newsroom/clari-salesloft-merger"},{"_key":"0330b9c3296a","_type":"link","href":"https://www.salesloft.com/company/newsroom/salesloft-unveils-unified-brand-identity"}],"style":"normal"},{"_key":"1785f586a920","_type":"block","children":[{"_key":"66f4a9ccc41a","_type":"span","marks":["strong"],"text":"Watch-out:"},{"_key":"681a4a259aba","_type":"span","marks":[],"text":" Ask how much process setup the tool expects and how it connects to the rest of Salesloft. If you haven't defined your stages and commit rules yet, do that first."}],"markDefs":[],"style":"normal"},{"_key":"5d4148c1a43c","_type":"block","children":[{"_key":"d6c060fb89b3","_type":"span","marks":[],"text":"6. Salesloft: Best for Engagement-Led Teams"}],"markDefs":[],"style":"h3"},{"_key":"ab30743f9d43","_type":"block","children":[{"_key":"3334ffe3e0b5","_type":"span","marks":["12296b209f3e"],"text":"Salesloft's revenue intelligence platform"},{"_key":"24094c858063","_type":"span","marks":[],"text":" combines automation, deal work, conversation intelligence, forecasting, and CRM integration. Its Rhythm feature prioritizes the actions sellers should take next. Since the merger, Salesloft also offers Clari Forecast, so evaluate the two together."}],"markDefs":[{"_key":"12296b209f3e","_type":"link","href":"https://www.salesloft.com/platform/revenue-intelligence-software"}],"style":"normal"},{"_key":"e6c1435f51dc","_type":"block","children":[{"_key":"31644925860b","_type":"span","marks":["strong"],"text":"Watch-out:"},{"_key":"5748a098c86c","_type":"span","marks":[],"text":" Check how CRM sync and record ownership rules work. Mismatched ownership can assign activity to the wrong rep or account."}],"markDefs":[],"style":"normal"},{"_key":"7edd3d89ecba","_type":"block","children":[{"_key":"c2dd86bfac1f","_type":"span","marks":[],"text":"7. Avoma: Best for Meeting-Centric SMB and Mid-Market Teams"}],"markDefs":[],"style":"h3"},{"_key":"946852c0ebba","_type":"block","children":[{"_key":"2025a750e6a2","_type":"span","marks":["509eee24f0c9"],"text":"Avoma's revenue intelligence features"},{"_key":"94e97c3d259c","_type":"span","marks":[],"text":" cover pipeline review, deal risk, methodology tracking, and win-loss analysis. It also handles CRM updates and forecasting. In our view, it fits small and midsize business (SMB) and mid-market teams that sell mostly through meetings."}],"markDefs":[{"_key":"509eee24f0c9","_type":"link","href":"https://www.avoma.com/revenue-intelligence"}],"style":"normal"},{"_key":"1f18518826fe","_type":"block","children":[{"_key":"d79b3528e9b7","_type":"span","marks":["strong"],"text":"Watch-out:"},{"_key":"88880e25edff","_type":"span","marks":[],"text":" Check which features require add-ons or a connected CRM. Factor both into your cost and setup plan."}],"markDefs":[],"style":"normal"},{"_key":"ea1437662d95","_type":"block","children":[{"_key":"1f44afea5ac1","_type":"span","marks":[],"text":"8. Revenue Grid: Best for Salesforce Forecast Process"}],"markDefs":[],"style":"h3"},{"_key":"fd3bda991402","_type":"block","children":[{"_key":"0dabaf288414","_type":"span","marks":["342bdf03fe76"],"text":"Revenue Grid's sales forecasting product"},{"_key":"eafbe72222da","_type":"span","marks":[],"text":" supports the forecast process with deal health and risk views. Teams can also ask natural-language questions about their Salesforce data."}],"markDefs":[{"_key":"342bdf03fe76","_type":"link","href":"https://revenuegrid.com/product/sales-forecasting/"}],"style":"normal"},{"_key":"5d629e2648db","_type":"block","children":[{"_key":"3abef603a638","_type":"span","marks":["strong"],"text":"Watch-out:"},{"_key":"e0edc1a4a2b8","_type":"span","marks":[],"text":" Test the vendor's performance claims against your own data. That advice applies to every tool on this list, including ours."}],"markDefs":[],"style":"normal"},{"_key":"50bc82c07fb0","_type":"block","children":[{"_key":"fcd1e01221a5","_type":"span","marks":[],"text":"Why Leading Indicators Belong in Your Sales Analytics Stack"}],"markDefs":[],"style":"h2"},{"_key":"b903f1ddebd4","_type":"block","children":[{"_key":"7f1eff4b3689","_type":"span","marks":[],"text":"CRM reports, the core of most sales analytics tools, tell you what happened. Buyer signals tell you who's moving now, before anyone creates an opportunity."}],"markDefs":[],"style":"normal"},{"_key":"130c4a326c6f","_type":"block","children":[{"_key":"0fa5a1d80b1f","_type":"span","marks":[],"text":"Buying groups make this matter more. 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When your champion goes quiet, you need to see who else is still engaged."}],"markDefs":[],"style":"normal"},{"_key":"85fa5f904ab9","_type":"block","children":[{"_key":"af9df421dfef","_type":"span","marks":[],"text":"That's why we treat two leading indicators as pipeline-health metrics:"}],"markDefs":[],"style":"normal"},{"_key":"4b7db350062a","_type":"block","children":[{"_key":"c8e3c09c82f4","_type":"span","marks":["strong"],"text":"Signal trends:"},{"_key":"1db9f9ef2705","_type":"span","marks":[],"text":" Rising or falling activity across an account shows momentum before the deal stage changes."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"b1b30fca420c","_type":"block","children":[{"_key":"c4886a6c3415","_type":"span","marks":["strong"],"text":"Buying-committee coverage:"},{"_key":"dd208f9716fa","_type":"span","marks":[],"text":" The share of key roles you've engaged in each open deal shows whether the deal has real support."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d8228469b8bf","_type":"block","children":[{"_key":"d06ec124ac4a","_type":"span","marks":[],"text":"You can "},{"_key":"53a5c621a38b","_type":"span","marks":["e2c376bf54d1"],"text":"track signal trends over time"},{"_key":"1740b6fcf977","_type":"span","marks":[],"text":" to time your outreach. You can also "},{"_key":"1fa73b38f47d","_type":"span","marks":["32e00f881011"],"text":"map the full buying committee"},{"_key":"6dd7af26af7f","_type":"span","marks":[],"text":" so reps see which roles are missing before a deal stalls."}],"markDefs":[{"_key":"e2c376bf54d1","_type":"link","href":"https://www.commonroom.io/playbooks/prospect-at-the-perfect-time-with-signal-trends/"},{"_key":"32e00f881011","_type":"link","href":"https://www.commonroom.io/product/buying-committee/"}],"style":"normal"},{"_key":"3f1d3d99b47b","_type":"block","children":[{"_key":"9795d77b2f62","_type":"span","marks":[],"text":"Speed matters too. Some teams "},{"_key":"a99c833e5f3b","_type":"span","marks":["4884fb913410"],"text":"send real-time purchase intent alerts"},{"_key":"ebc2a8fbf1b3","_type":"span","marks":[],"text":" to reps, so they reach out while a signal is still fresh."}],"markDefs":[{"_key":"4884fb913410","_type":"link","href":"https://www.commonroom.io/playbooks/get-buyer-intent-alerts-to-sellers/"}],"style":"normal"},{"_key":"7ccf3cb6f528","_type":"block","children":[{"_key":"2896ad8c3cef","_type":"span","marks":[],"text":"To be clear, this is our point of view, and it's one you can test. Run the pilot below with and without signal data, then compare which version helped your team make better calls."}],"markDefs":[],"style":"normal"},{"_key":"7ab65ee1f22d","_type":"block","children":[{"_key":"dff5cb223472","_type":"span","marks":[],"text":"Best Sales Analytics Tools by Team Size"}],"markDefs":[],"style":"h2"},{"_key":"aea00c5238be","_type":"block","children":[{"_key":"b082d133c70b","_type":"span","marks":[],"text":"Your team size changes which of the best sales analytics tools you need first. 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Enterprise teams usually need buying-committee visibility and steady deal progression, because more research and more activity won't fix a deal missing half its buying group."}],"markDefs":[],"style":"normal"},{"_key":"2e4bb1ebb3bd","_type":"block","children":[{"_key":"d208dcf74cf6","_type":"span","marks":[],"text":"What Sales Analytics Software Really Costs"}],"markDefs":[],"style":"h2"},{"_key":"96859a2fe408","_type":"block","children":[{"_key":"85f2453ed041","_type":"span","marks":[],"text":"The license is only the first line on the bill. 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Thirty days gives you enough time to see whether a tool changes a decision."}],"markDefs":[],"style":"normal"},{"_key":"551da9d06b4b","_type":"block","children":[{"_key":"446a95f24ffb","_type":"span","marks":["strong"],"text":"Pick one decision:"},{"_key":"a1da1bfd6ea2","_type":"span","marks":[],"text":" Choose the call you struggle with most, like which accounts to work first."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"be9d66b3c7c0","_type":"block","children":[{"_key":"db001de1e2c8","_type":"span","marks":["strong"],"text":"Use 20-30 real opportunities:"},{"_key":"e697ab8254cd","_type":"span","marks":[],"text":" Choose open deals your managers know well, so they can judge the output."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"13c6b170ac62","_type":"block","children":[{"_key":"23c15ef23041","_type":"span","marks":["strong"],"text":"Connect the minimum sources:"},{"_key":"c8459e48647b","_type":"span","marks":[],"text":" Link only the CRM, calendar, call, and signal data that decision needs."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"52e426ea7371","_type":"block","children":[{"_key":"94248ab86f73","_type":"span","marks":["strong"],"text":"Ask the same questions:"},{"_key":"df4f42e0e7e5","_type":"span","marks":[],"text":" Give every vendor the same questions about the same deals."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"bfe3f18171c9","_type":"block","children":[{"_key":"714f1e8bda46","_type":"span","marks":["strong"],"text":"Score accuracy and explainability:"},{"_key":"7410d6e5aeea","_type":"span","marks":[],"text":" Rate whether each answer was right and whether you could see why."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"35902c5810e4","_type":"block","children":[{"_key":"474437bbf053","_type":"span","marks":["strong"],"text":"Use the output in a real pipeline review:"},{"_key":"ffbcdd140270","_type":"span","marks":[],"text":" Run one live review with the tool's answers on screen."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"4d14153b997d","_type":"block","children":[{"_key":"ae3376fe05f3","_type":"span","marks":["strong"],"text":"Decide:"},{"_key":"682eee147427","_type":"span","marks":[],"text":" Keep the tool only if it changed a decision your team made."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"1750b33f0483","_type":"block","children":[{"_key":"2cb2534a306a","_type":"span","marks":[],"text":"The last step matters most. If nobody did anything differently after 30 days, the tool added a report and nothing else."}],"markDefs":[],"style":"normal"},{"_key":"8193e83c65d1","_type":"block","children":[{"_key":"d108f56d6f91","_type":"span","marks":[],"text":"Is Sales Analytics Still Worth It in 2026?"}],"markDefs":[],"style":"h2"},{"_key":"89dad7d4353b","_type":"block","children":[{"_key":"4c976c5be240","_type":"span","marks":[],"text":"Yes, the best sales analytics tools are still worth it if they change a decision. A tool that adds dashboards without changing who reps call or what you commit isn't worth the seats."}],"markDefs":[],"style":"normal"},{"_key":"91fff246bd5f","_type":"block","children":[{"_key":"ed0d2baf270f","_type":"span","marks":[],"text":"Broader AI research points the same way. In "},{"_key":"46b1f01008db","_type":"span","marks":["a08e54166937"],"text":"McKinsey's 2026 State of AI survey"},{"_key":"ea3a96eeb263","_type":"span","marks":[],"text":", revenue gains \"are most often attributed to the use of AI in marketing and sales.\" Product and service development and software engineering came next."}],"markDefs":[{"_key":"a08e54166937","_type":"link","href":"https://www.mckinsey.com/capabilities/quantumblack/our-insights/the-state-of-ai/"}],"style":"normal"},{"_key":"c8a139721b47","_type":"block","children":[{"_key":"83e53f525850","_type":"span","marks":[],"text":"That survey covers AI in general, not sales analytics alone. McKinsey also reports that 37% of respondents say AI has contributed positively to their organization's earnings before interest and taxes. Financial impact isn't universal yet."}],"markDefs":[],"style":"normal"},{"_key":"a444f9da3ba5","_type":"block","children":[{"_key":"c065d5c663d1","_type":"span","marks":[],"text":"Connected data decides the value. The same Salesforce research found that \"Over half of sales leaders with AI (51%) say disconnected systems are slowing down their AI initiatives.\""}],"markDefs":[],"style":"normal"},{"_key":"12bea6ea72cf","_type":"block","children":[{"_key":"1e55005677b0","_type":"span","marks":[],"text":"FAQ"}],"markDefs":[],"style":"h2"},{"_key":"c741984ea87f","_type":"block","children":[{"_key":"3a954123e5f6","_type":"span","marks":[],"text":"Here are short answers to the questions sales leaders ask most when they compare tools."}],"markDefs":[],"style":"normal"},{"_key":"4d9eb9326285","_type":"block","children":[{"_key":"8296ece8f6d0","_type":"span","marks":[],"text":"What Are the Best Sales Analytics Software Tools?"}],"markDefs":[],"style":"h3"},{"_key":"1945e30bd491","_type":"block","children":[{"_key":"7d735cc2543e","_type":"span","marks":[],"text":"The best sales analytics software tools in 2026 include HubSpot, Salesforce Revenue Intelligence, Gong, Clari Forecast, Salesloft, Avoma, Revenue Grid, and Common Room by Zoom. Pick based on the decision you need to make, since each tool leads at a different job."}],"markDefs":[],"style":"normal"},{"_key":"02b2d701de1b","_type":"block","children":[{"_key":"26dfb203d76d","_type":"span","marks":[],"text":"What Are the Top 5 Analytics Tools?"}],"markDefs":[],"style":"h3"},{"_key":"2d8d47ba625d","_type":"block","children":[{"_key":"82244cd6e4a4","_type":"span","marks":[],"text":"Try HubSpot for CRM analytics, Salesloft and Clari Forecast for engagement and forecasting, and Gong for signal-based forecasting. Round out the five with Avoma for meetings and Common Room by Zoom for buyer signals."}],"markDefs":[],"style":"normal"},{"_key":"e1595c44ab4c","_type":"block","children":[{"_key":"b877abd6ade9","_type":"span","marks":[],"text":"Is Revenue Intelligence the Same as CRM?"}],"markDefs":[],"style":"h3"},{"_key":"2f08f7a0cc78","_type":"block","children":[{"_key":"2c3d2ec20d34","_type":"span","marks":[],"text":"No. A CRM stores your records, while a revenue intelligence platform analyzes those records alongside activity, conversations, and forecasts to show deal health."}],"markDefs":[],"style":"normal"},{"_key":"aec3422b884c","_type":"block","children":[{"_key":"e4b2f69a9f29","_type":"span","marks":[],"text":"What's the Difference Between Sales Analytics and Sales Intelligence?"}],"markDefs":[],"style":"h3"},{"_key":"90e16ffc4638","_type":"block","children":[{"_key":"4f451c0a07d4","_type":"span","marks":[],"text":"Sales analytics measures your own pipeline and performance, while sales intelligence tells you about the buyers and accounts you could sell to. If you need the second, "},{"_key":"8fb57b117890","_type":"span","marks":["26a6228c9259"],"text":"compare sales intelligence platforms"},{"_key":"c9e7f62c0ddc","_type":"span","marks":[],"text":" before you buy."}],"markDefs":[{"_key":"26a6228c9259","_type":"link","href":"https://www.commonroom.io/blog/best-sales-intelligence-platform/"}],"style":"normal"},{"_key":"43f914f6e1ae","_type":"block","children":[{"_key":"4cf2cace8245","_type":"span","marks":[],"text":"Do Small Teams Need Sales Analytics Software?"}],"markDefs":[],"style":"h3"},{"_key":"5e3649286288","_type":"block","children":[{"_key":"d8df6cec8a89","_type":"span","marks":[],"text":"Yes, but start with the reports already in your CRM and add tools only when a specific decision stays hard. Small teams usually gain the most from acting on signals quickly, so reps spend time on the buyers most likely to engage."}],"markDefs":[],"style":"normal"},{"_key":"252489285460","_type":"block","children":[{"_key":"633848981e06","_type":"span","marks":[],"text":"Which Features Matter Most?"}],"markDefs":[],"style":"h3"},{"_key":"c3e69151885d","_type":"block","children":[{"_key":"8a377b9f9b57","_type":"span","marks":[],"text":"Look for broad evidence coverage, accurate identity resolution, explainable scores and forecasts, CRM write-back, and a fit with how your team already works."}],"markDefs":[],"style":"normal"},{"_key":"74c0a3a884f2","_type":"block","children":[{"_key":"e9e82781f88e","_type":"span","marks":[],"text":"What Does Sales Analytics Software Cost Beyond the License?"}],"markDefs":[],"style":"h3"},{"_key":"3a0f60003797","_type":"block","children":[{"_key":"1b6fecd60ae6","_type":"span","marks":[],"text":"Check whether you'll need CRM tier upgrades, add-ons, or usage credits, and plan for implementation, integrations, admin time, and training. Ask each vendor to price your actual pilot volume."}],"markDefs":[],"style":"normal"},{"_key":"d9793892ba29","_type":"block","children":[{"_key":"e60b512ac4c8","_type":"span","marks":[],"text":"Turn Sales Analytics Into Next Steps"}],"markDefs":[],"style":"h2"},{"_key":"db341dc54168","_type":"block","children":[{"_key":"ee262aae445a","_type":"span","marks":[],"text":"Start with the decision, not the vendor. Name the call you can't make with confidence today, then pick the sales analytics tools that answer it with evidence."}],"markDefs":[],"style":"normal"},{"_key":"ea1b5d377387","_type":"block","children":[{"_key":"19c3859b0621","_type":"span","marks":[],"text":"At Common Room by Zoom, we think about it in three steps:"}],"markDefs":[],"style":"normal"},{"_key":"29ec80888254","_type":"block","children":[{"_key":"5c3dc208fa3e","_type":"span","marks":["strong"],"text":"Know:"},{"_key":"57bdb4fb2b40","_type":"span","marks":[],"text":" Common Room's identity and signal layer shows who's in-market, who's in the buying group, and why."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"750eeee5db45","_type":"block","children":[{"_key":"bb07b6dda565","_type":"span","marks":["strong"],"text":"Act:"},{"_key":"51282b65a1b9","_type":"span","marks":[],"text":" Zoom's native calling, sequencing, coaching, and forecasting turn that intelligence into coordinated action."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"da66495eada4","_type":"block","children":[{"_key":"b7c7841d8397","_type":"span","marks":["strong"],"text":"Learn:"},{"_key":"c8f473e36653","_type":"span","marks":[],"text":" Every closed deal, coached call, and buyer signal writes back to the shared context, so prioritization and forecasts get sharper over time."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"6c725e66204a","_type":"block","children":[{"_key":"2376003e8b79","_type":"span","marks":[],"text":"Together, that's Revenue OS: buyer intelligence you can trust, plus an action layer mature enough to use it. Want to see it on your own pipeline? "},{"_key":"8515ce242caf","_type":"span","marks":["107177b61175"],"text":"Request a demo"},{"_key":"1ee7b0ae3bb1","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"107177b61175","_type":"link","href":"https://commonroom.io/demo/"}],"style":"normal"}]}},{"node":{"_type":"post","id":"-ee5633b4-4e8c-55b7-ae69-767d267a5cb0","_id":"47c288c3-eb99-49f6-b5d8-c477888324b6","publishedAt":"2026-10-08T15:34:18.874Z","_createdAt":"2026-10-08T15:34:31Z","_updatedAt":"2026-10-09T15:15:53Z","categories":[{"_id":"899d4415-b5d6-409d-b9a6-cff85d4ddf28","title":"Competitive Takeout","titlePublic":null,"slug":{"current":"competitive-takeout"},"status":"hidden"},{"_id":"b0283bcf-1949-4988-ba0e-b43175d42846","title":"Revenue operations (PERSONA)","titlePublic":"RevOps","slug":{"current":"revops"},"status":"published"},{"_id":"ee7a2a14-d037-4853-855a-e47d014bac0b","title":"Buyer intent","titlePublic":null,"slug":{"current":"buyer-intent"},"status":"published"},{"_id":"973d1158-d9cf-46c9-8b1e-d997403fde9f","title":"Exclude from Lists / Resource Hub Only","titlePublic":null,"slug":{"current":"exclude"},"status":"review"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-61e29f0b6ec160796f0757cb0783fcbda239b2a8-1200x630-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":"Competitor activity signals connecting to a verified buyer"},"title":"Best Competitive Intelligence Platform: How to Choose the Right Tool ","_rawExcerpt":[{"_key":"8866ce513127","_type":"block","children":[{"_key":"6e8f0a4cf199","_type":"span","marks":[],"text":"Choosing the best competitive intelligence platform in 2026 means matching the tool to the job, from competitor monitoring and battlecards to buyer-level signals that show who’s evaluating rivals right now. This guide breaks down the main CI categories, key evaluation criteria, and why delivery into reps’ workflows matters more than data volume."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":12,"slug":{"current":"best-competitive-intelligence-platform"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"22e67b4f116d","_type":"block","children":[{"_key":"76b315698a1a","_type":"span","marks":[],"text":"Five minutes into a discovery call, the buyer mentions they've already seen a demo from your biggest competitor. They've read the reviews, compared pricing pages, and built a shortlist without you."}],"markDefs":[],"style":"normal"},{"_key":"d1e62610f8c7","_type":"block","children":[{"_key":"e4277d6999fe","_type":"span","marks":[],"text":"That's the problem competitive intelligence should solve. Your team needs the right context before the call starts, and it needs to reach the person running the deal."}],"markDefs":[],"style":"normal"},{"_key":"43aba286f694","_type":"block","children":[{"_key":"ca5cb73a2780","_type":"span","marks":[],"text":"Looking for the best competitive intelligence platform? This guide explains what these tools do, how to evaluate them, and how the main categories compare. It also covers a category most lists skip: buyer-level competitive signals that show who's evaluating your competitors right now."}],"markDefs":[],"style":"normal"},{"_key":"f0f7de59f451","_type":"block","children":[{"_key":"841f84bdbb00","_type":"span","marks":[],"text":"What Is a Competitive Intelligence Platform?"}],"markDefs":[],"style":"h2"},{"_key":"4f0d26eb41f9","_type":"block","children":[{"_key":"eef12d0c6226","_type":"span","marks":[],"text":"A competitive intelligence (CI) platform is software that collects, organizes, and delivers information about competitors, such as pricing, messaging, launches, reviews, and win-loss results. It helps go-to-market (GTM) teams make better decisions and win more deals."}],"markDefs":[],"style":"normal"},{"_key":"2e7450033508","_type":"block","children":[{"_key":"06294136c171","_type":"span","marks":[],"text":"The best competitive intelligence platform is the one that fits the job you need done. A product marketing team tracking launches needs something different than a RevOps team routing signals to reps."}],"markDefs":[],"style":"normal"},{"_key":"7a78a9764ca1","_type":"block","children":[{"_key":"529e90d50418","_type":"span","marks":[],"text":"Competitive Intelligence vs. Market Research"}],"markDefs":[],"style":"h3"},{"_key":"67106c28c122","_type":"block","children":[{"_key":"f93e7679c926","_type":"span","marks":[],"text":"Market research studies a whole market, including its size, trends, and customer needs. Competitive intelligence zooms in on the specific companies you meet in deals."}],"markDefs":[],"style":"normal"},{"_key":"f89a37803ff0","_type":"block","children":[{"_key":"4f932009df0b","_type":"span","marks":[],"text":"Within CI, there's another split most guides miss. Market monitoring tells you what competitors are doing. Competitive buyer signals tell you which buyers are using or evaluating those competitors right now."}],"markDefs":[],"style":"normal"},{"_key":"d8e653eb0ec0","_type":"block","children":[{"_key":"92f626b548f7","_type":"span","marks":[],"text":"Both matter more as deals get crowded. "},{"_key":"28c5c6f72dd6","_type":"span","marks":["76302cda7760"],"text":"Crayon's 2026 State of CI"},{"_key":"8d05472462e3","_type":"span","marks":[],"text":" found that \"57.5% report that more of their deals are competitive than a year ago; only 16% say it eased.\" Of course, Crayon sells CI software, so take this with a grain of salt. But still, it's pretty telling to see a 40% jum."}],"markDefs":[{"_key":"76302cda7760","_type":"link","href":"https://www.crayon.co/state-of-competitive-intelligence-2026"}],"style":"normal"},{"_key":"c869d8e05991","_type":"block","children":[{"_key":"9f81a6b8a487","_type":"span","marks":[],"text":"Is Competitive Intelligence Legal?"}],"markDefs":[],"style":"h3"},{"_key":"401acb4b514e","_type":"block","children":[{"_key":"c42ba0f00ffc","_type":"span","marks":[],"text":"CI teams typically work from public information. Think competitor websites, press releases, public filings, review sites, and conversations with your own customers."}],"markDefs":[],"style":"normal"},{"_key":"234024845155","_type":"block","children":[{"_key":"737cb0ed7b05","_type":"span","marks":[],"text":"Don't misrepresent who you are, like posing as a buyer to get a competitor's demo. And don't use confidential information you shouldn't have."}],"markDefs":[],"style":"normal"},{"_key":"1dd901a78b2e","_type":"block","children":[{"_key":"b9c62b6d8537","_type":"span","marks":[],"text":"This section is practical guidance, not legal advice. Check with your legal team about your specific situation."}],"markDefs":[],"style":"normal"},{"_key":"bfc78e296b66","_type":"block","children":[{"_key":"2b1340098b03","_type":"span","marks":[],"text":"One practical note for job-change outreach: Ask new contacts about their experience as a buyer. Don't ask them to share a former employer's confidential details."}],"markDefs":[],"style":"normal"},{"_key":"ef069b77ce05","_type":"block","children":[{"_key":"5c725d108fa9","_type":"span","marks":[],"text":"Why Teams Are Investing in Competitive Intelligence Software"}],"markDefs":[],"style":"h2"},{"_key":"9822fe2d2d76","_type":"block","children":[{"_key":"5af716dc4558","_type":"span","marks":[],"text":"Three pressures are pushing teams toward competitive intelligence software. Deals are more crowded, buyers research on their own, and reps have limited selling time (more on that below)."}],"markDefs":[],"style":"normal"},{"_key":"78b82f641d1a","_type":"block","children":[{"_key":"973270718bf5","_type":"span","marks":[],"text":"Dedicated tools are also becoming the norm. The share of teams with a dedicated CI platform has roughly doubled, according to the same Crayon survey. It found that two-thirds of teams now run one, up from roughly a third in 2022."}],"markDefs":[],"style":"normal"},{"_key":"bdefccb6bca5","_type":"block","children":[{"_key":"33e0ba5326c1","_type":"span","marks":[],"text":"Crayon also found that teams with a dedicated platform were more likely to report revenue impact, at 75% versus 40%. The report itself calls these associations, not proof of cause, so don't read it as a return-on-investment promise."}],"markDefs":[],"style":"normal"},{"_key":"8129e1f3c781","_type":"block","children":[{"_key":"1ec42a50499b","_type":"span","marks":[],"text":"Buyers are doing more homework alone, too. According to "},{"_key":"66b3d385d36d","_type":"span","marks":["26124b370dea"],"text":"Gartner's 2026 buyer survey"},{"_key":"e05708c90226","_type":"span","marks":[],"text":" of 646 B2B buyers, \"67% of B2B buyers state that they prefer a rep-free experience.\""}],"markDefs":[{"_key":"26124b370dea","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2026-03-09-gartner-sales-survey-finds-67-percent-of-b2b-buyers-prefer-a-rep-free-experience"}],"style":"normal"},{"_key":"e09d46da6c28","_type":"block","children":[{"_key":"c1aed7290070","_type":"span","marks":[],"text":"That's a stated preference, and buyers still talk to reps. But it means a lot of comparison likely happens before your rep is involved. That's why buyer-level signals matter: They show a competitive evaluation while it's happening."}],"markDefs":[],"style":"normal"},{"_key":"a5ca8dba2875","_type":"block","children":[{"_key":"bded104b7f36","_type":"span","marks":[],"text":"How to Evaluate a Competitive Intelligence Platform"}],"markDefs":[],"style":"h2"},{"_key":"feda0d751a2b","_type":"block","children":[{"_key":"4d3ee0ea4f0f","_type":"span","marks":[],"text":"Start with one question: Does the insight show up where the rep already works? A platform can track every competitor move and still fall short if reps never see the output."}],"markDefs":[],"style":"normal"},{"_key":"06c1f97161be","_type":"block","children":[{"_key":"ea0fc7687f7c","_type":"span","marks":[],"text":"Selling time is scarce. "},{"_key":"1a454e65d6bb","_type":"span","marks":["d494568270ea"],"text":"Salesforce's State of Sales report"},{"_key":"bdb0a4ef612e","_type":"span","marks":[],"text":" found that \"the average seller spends 40% of their time selling,\" and Gen Z reps spend just 35%."}],"markDefs":[{"_key":"d494568270ea","_type":"link","href":"https://www.salesforce.com/news/stories/state-of-sales-report-announcement-2026/"}],"style":"normal"},{"_key":"8356066f6e38","_type":"block","children":[{"_key":"4c065c9d5e5e","_type":"span","marks":[],"text":"7 Criteria to Compare Competitive Intelligence Platforms"}],"markDefs":[],"style":"h3"},{"_key":"f0c90c48e67c","_type":"block","children":[{"_key":"762b0e6d6978","_type":"span","marks":[],"text":"Use these criteria to compare vendors side by side. If you're also "},{"_key":"b75103b6682a","_type":"span","marks":["7b36bb0dbe55"],"text":"evaluating a buying signals tool"},{"_key":"7075664ca295","_type":"span","marks":[],"text":", add one more test: Does it stop at the signal or help someone act on it?"}],"markDefs":[{"_key":"7b36bb0dbe55","_type":"link","href":"https://www.commonroom.io/blog/intent-data/"}],"style":"normal"},{"_key":"057d9ee2eab1","_type":"block","children":[{"_key":"3ae54d490ffd","_type":"span","marks":["strong"],"text":"Sources and coverage:"},{"_key":"594b87112933","_type":"span","marks":[],"text":" Check which sources the tool watches, such as websites, pricing pages, news, and reviews. Ask how quickly it adds new ones."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"a12bf0094ba7","_type":"block","children":[{"_key":"f5d1068f3d19","_type":"span","marks":["strong"],"text":"Alerting and noise control:"},{"_key":"863fa77d8211","_type":"span","marks":[],"text":" Look for filters that cut low-value alerts. Reps who get pinged about every footer change learn to ignore alerts."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"aaf92d63596b","_type":"block","children":[{"_key":"6ecddafc429a","_type":"span","marks":["strong"],"text":"Competitive cards and enablement:"},{"_key":"55c61254e152","_type":"span","marks":[],"text":" Battlecards, which we'll call competitive cards, are short summaries reps use in deals. Check how easily you can update them."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"26a547ac9791","_type":"block","children":[{"_key":"391d6e9fa7ba","_type":"span","marks":["strong"],"text":"CRM and Slack delivery:"},{"_key":"cdb4dbe38744","_type":"span","marks":[],"text":" Confirm insights land in Salesforce, HubSpot, or Slack. If reps need a new login, expect adoption to suffer."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e1dc7a305fff","_type":"block","children":[{"_key":"6c7e8a3c1051","_type":"span","marks":["strong"],"text":"AI accuracy:"},{"_key":"da6d1840552c","_type":"span","marks":[],"text":" Ask how AI summaries cite their sources and who reviews them. Test the AI on a competitor you know well."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"14f36f863f5c","_type":"block","children":[{"_key":"c5ebc5289bc5","_type":"span","marks":["strong"],"text":"Pricing transparency:"},{"_key":"6e3ea2f60386","_type":"span","marks":[],"text":" Ask for a written quote that lists every add-on. You don't want surprises at renewal."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"bb4a1cddc9ea","_type":"block","children":[{"_key":"6100dcbcddd4","_type":"span","marks":["strong"],"text":"Team fit:"},{"_key":"2d7c444f91cb","_type":"span","marks":[],"text":" Match the tool to its owner. Product marketing, sales enablement, and RevOps each need different workflows and permissions."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"2cadb0406b5f","_type":"block","children":[{"_key":"df33185751c9","_type":"span","marks":[],"text":"Delivery Cadence Beats Data Volume"}],"markDefs":[],"style":"h3"},{"_key":"f15af65c478c","_type":"block","children":[{"_key":"7af462838a52","_type":"span","marks":[],"text":"More competitive data doesn't help if it arrives too late. What matters is how often fresh insight reaches the people working deals."}],"markDefs":[],"style":"normal"},{"_key":"23224b54fef7","_type":"block","children":[{"_key":"561984f751c8","_type":"span","marks":[],"text":"Crayon's survey found that teams sharing CI weekly or faster report revenue impact at 79%, versus 41% for teams sharing monthly or slower. That's a correlation from self-reported data, so it doesn't prove weekly sharing causes revenue."}],"markDefs":[],"style":"normal"},{"_key":"cb5b1bdd6489","_type":"block","children":[{"_key":"8b651a56f1f2","_type":"span","marks":[],"text":"In our view, more data is creating less clarity, and it's a pattern RevOps teams know well. During a two-week trial with real reps and live deals, track how many insights reach reps and how many they use."}],"markDefs":[],"style":"normal"},{"_key":"e26a59946459","_type":"block","children":[{"_key":"4b0f3a6fc4a3","_type":"span","marks":[],"text":"Types of Competitive Intelligence Tools Compared"}],"markDefs":[],"style":"h2"},{"_key":"image-7ab1c96301280x672png","_type":"mainImage","alt":"Seven categories of competitive intelligence tools, with buyer signal platforms highlighted","asset":{"_id":"image-fb1df43ca03cbc81a35f1cb131656907ab1c9630-1280x672-png","_type":"sanity.imageAsset","_rev":"5NN46UV3QQ1CGr2keK2mOM","_createdAt":"2026-10-08T15:34:29Z","_updatedAt":"2026-10-08T15:34:29Z","assetId":"fb1df43ca03cbc81a35f1cb131656907ab1c9630","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"M3Q^Eq?b?vyW}]?]InR6ayJ$.8WBIUj[J6","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047,"height":672,"width":1280},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#305a4c","foreground":"#fff","population":0.04,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#1d5544","foreground":"#fff","population":0.02,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#acd4c4","foreground":"#000","population":0.28,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#acd4c4","foreground":"#000","population":0.28,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#bcfcf4","foreground":"#000","population":0.08,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#66a08d","foreground":"#fff","population":0.1,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#60c2a4","foreground":"#000","population":0.02,"title":"#fff"}},"thumbHash":"++cBBID39OtSdad+hZp5MIoGpA=="},"mimeType":"image/png","originalFilename":"image.png","path":"images/vt347z5x/production/fb1df43ca03cbc81a35f1cb131656907ab1c9630-1280x672.png","sha1hash":"fb1df43ca03cbc81a35f1cb131656907ab1c9630","size":573709,"uploadId":"97f3c6adb0a4c6a26b2d49737b80474faed7b087","url":"https://cdn.sanity.io/images/vt347z5x/production/fb1df43ca03cbc81a35f1cb131656907ab1c9630-1280x672.png","filename":"image.png","width":1280,"height":672,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/fb1df43ca03cbc81a35f1cb131656907ab1c9630-1280x672.png?rect=416,0,448,672&w=%width%&h=%height%&q=80","id":"image-fb1df43ca03cbc81a35f1cb131656907ab1c9630-1280x672-png","children":[],"parent":null}},{"_key":"eba6abf49c17","_type":"block","children":[{"_key":"5c1cd788ed35","_type":"span","marks":[],"text":"Competitive intelligence tools fall into a few categories, and each one answers a different question. You may need two or three, depending on who owns CI at your company."}],"markDefs":[],"style":"normal"},{"_key":"3c0103a1270e","_type":"block","children":[{"_key":"18bea514f492","_type":"span","marks":[],"text":"The table below shows how we group the market. It describes categories, not rankings. Vendor names are examples, so check each vendor's current features directly."}],"markDefs":[],"style":"normal"},{"_key":"f0bbdabc8f1a","_type":"table","rows":[{"_key":"24608f319736","_type":"tableRow","cells":["Category","Examples","Best for","Watch out for"]},{"_key":"b4bfa0f08dcc","_type":"tableRow","cells":["Dedicated CI platforms","Klue, Crayon, Kompyte","Product marketing teams running a formal CI program","Output can stay in a separate app if it doesn't reach reps"]},{"_key":"69ffd7340ea2","_type":"tableRow","cells":["SEO and digital intelligence","Semrush, Similarweb, Ahrefs","Marketing teams tracking search, traffic, and ads","Shows channel performance more than deal context"]},{"_key":"ed6a761e5448","_type":"tableRow","cells":["Market and financial intelligence","AlphaSense, Valona Intelligence","Strategy and finance teams researching markets","Built more for analysts than for sales workflows"]},{"_key":"5364ac1f9047","_type":"tableRow","cells":["Social listening","Brandwatch, Meltwater, Sprout Social","Brand and communications teams measuring share of voice","Mentions may not connect to accounts in your pipeline"]},{"_key":"12a50b59f1f2","_type":"tableRow","cells":["Niche tools","Owler, Wappalyzer, SpyFu","Quick lookups on companies, tech stacks, or ads","Each point tool adds another login and more manual work"]},{"_key":"e14f2ab72fec","_type":"tableRow","cells":["Research services","CI agencies and consultancies","One-time deep dives or market entry studies","Reports can age quickly between projects"]},{"_key":"45b5befc863c","_type":"tableRow","cells":["Buyer signal platforms","Common Room","RevOps and sales teams finding people who use or evaluate competitors","Doesn't replace competitor monitoring or competitive cards"]}]},{"_key":"40fafef1eaeb","_type":"block","children":[{"_key":"323512074ad8","_type":"span","marks":[],"text":"Dedicated CI Platforms"}],"markDefs":[],"style":"h3"},{"_key":"cf0db01835c2","_type":"block","children":[{"_key":"e564f2203d69","_type":"span","marks":[],"text":"In how we group the market, dedicated CI platforms are the classic comp intel tool, with Klue, Crayon, and Kompyte as examples. Tools in this category typically monitor public competitor activity, such as website, pricing, and news changes."}],"markDefs":[],"style":"normal"},{"_key":"ded02af3fbea","_type":"block","children":[{"_key":"8b56eac154df","_type":"span","marks":[],"text":"These platforms typically package findings into competitive cards for sales and support win-loss programs. Win-loss analysis means talking to buyers after a decision to learn why you won or lost."}],"markDefs":[],"style":"normal"},{"_key":"894928b6bed5","_type":"block","children":[{"_key":"15111bff9e0c","_type":"span","marks":[],"text":"They're a strong fit for CI programs led by product marketing. If you're comparing Klue competitive intelligence with Crayon competitive intelligence, ask each vendor the same delivery question: Where will reps see this?"}],"markDefs":[],"style":"normal"},{"_key":"344928be026b","_type":"block","children":[{"_key":"3701526edbd0","_type":"span","marks":[],"text":"Digital, Market, and Social Intelligence Tools"}],"markDefs":[],"style":"h3"},{"_key":"5712167cae65","_type":"block","children":[{"_key":"3ab1f72d2aa5","_type":"span","marks":[],"text":"These tools give useful context, but their makers didn't design them to deliver insights to sales. Think of them as inputs for marketing and strategy teams."}],"markDefs":[],"style":"normal"},{"_key":"b240539a637f","_type":"block","children":[{"_key":"7c46d36d74cd","_type":"span","marks":[],"text":"SEO and traffic tools show how competitors perform in search, ads, and web traffic. Market intelligence platforms help strategy and finance teams research industries, earnings, and analyst views."}],"markDefs":[],"style":"normal"},{"_key":"474763c117a9","_type":"block","children":[{"_key":"9ea18db04443","_type":"span","marks":[],"text":"Social listening tools track brand mentions and share of voice, which means how much of the online conversation each brand owns. They're helpful for brand teams but rarely tell a rep which account to call."}],"markDefs":[],"style":"normal"},{"_key":"0a530ac95b25","_type":"block","children":[{"_key":"708922f74e7a","_type":"span","marks":[],"text":"Where Competitive Buyer Signals Fit"}],"markDefs":[],"style":"h2"},{"_key":"image-a1e4816441280x672png","_type":"mainImage","alt":"Job change, tech stack, and review signals resolving to one buyer and a rep's next step","asset":{"_id":"image-9287deccb92ac0ae090991c3855de8ba1e481644-1280x672-png","_type":"sanity.imageAsset","_rev":"97IJmT4f18M5j5CBF0M2LT","_createdAt":"2026-10-08T15:34:31Z","_updatedAt":"2026-10-08T15:34:31Z","assetId":"9287deccb92ac0ae090991c3855de8ba1e481644","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"M9Qd0|F?tkaLnP-;j[off6ay~qn5D%%Mx]","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047,"height":672,"width":1280},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#344c46","foreground":"#fff","population":0.08,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#21644c","foreground":"#fff","population":0.01,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#b9ded3","foreground":"#000","population":0.95,"title":"#000"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#b9ded3","foreground":"#000","population":0.95,"title":"#000"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#94f5d4","foreground":"#000","population":0.02,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#60a78f","foreground":"#fff","population":0.51,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#6cd4b4","foreground":"#000","population":0,"title":"#fff"}},"thumbHash":"+ecFBIKldc+HeId/pHhQiAiFhw=="},"mimeType":"image/png","originalFilename":"image.png","path":"images/vt347z5x/production/9287deccb92ac0ae090991c3855de8ba1e481644-1280x672.png","sha1hash":"9287deccb92ac0ae090991c3855de8ba1e481644","size":547883,"uploadId":"dae98a3dde5e78092e947bde4940c3a1fe7bddf6","url":"https://cdn.sanity.io/images/vt347z5x/production/9287deccb92ac0ae090991c3855de8ba1e481644-1280x672.png","filename":"image.png","width":1280,"height":672,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/9287deccb92ac0ae090991c3855de8ba1e481644-1280x672.png?rect=416,0,448,672&w=%width%&h=%height%&q=80","id":"image-9287deccb92ac0ae090991c3855de8ba1e481644-1280x672-png","children":[],"parent":null}},{"_key":"31c34e0d63a7","_type":"block","children":[{"_key":"e33851c4ecee","_type":"span","marks":[],"text":"Competitive intelligence tells you what a competitor did. 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When they join a company that fits your ICP, they bring opinions about what worked and what didn't."}],"markDefs":[],"style":"normal"},{"_key":"9a67e2c94acb","_type":"block","children":[{"_key":"2f0842117326","_type":"span","marks":[],"text":"We run this play ourselves. Our team automatically segments "},{"_key":"786a85a860b6","_type":"span","marks":["b5207ec8b925"],"text":"job changers who used competitors"},{"_key":"ee42b0a17e2f","_type":"span","marks":[],"text":" once they join ICP accounts."}],"markDefs":[{"_key":"b5207ec8b925","_type":"link","href":"https://www.commonroom.io/blog/track-job-changes-to-fuel-pipeline-growth/"}],"style":"normal"},{"_key":"161d107a8ab0","_type":"block","children":[{"_key":"24c523cd303a","_type":"span","marks":[],"text":"Our job-change plays, including the competitor-user version, drove \"2x higher reply rates\" and \"2x higher booked meeting rates\" compared to traditional cold outbound. That result covers job-change plays as a whole, so treat it as directional for the competitor segment."}],"markDefs":[],"style":"normal"},{"_key":"e804da2c4aa6","_type":"block","children":[{"_key":"48f9246ab5b7","_type":"span","marks":[],"text":"Competing Tech Stacks and Review Research"}],"markDefs":[],"style":"h3"},{"_key":"cc5a59785d5f","_type":"block","children":[{"_key":"4daa1aa9b32a","_type":"span","marks":[],"text":"Tech stack adjacency means looking at the tools a prospect already uses. A "},{"_key":"81c6a2ddef38","_type":"span","marks":["bc7eef533f00"],"text":"tech stack adjacency signal"},{"_key":"9684190f602e","_type":"span","marks":[],"text":" shows when a prospect's stack competes with or complements yours, which helps reps time outreach."}],"markDefs":[{"_key":"bc7eef533f00","_type":"link","href":"https://www.commonroom.io/resources/signals/tech-stack-adjacency/"}],"style":"normal"},{"_key":"f46821afbcfc","_type":"block","children":[{"_key":"3381f1ee8350","_type":"span","marks":[],"text":"Review sites shape shortlists, too. "},{"_key":"65bc14d521c6","_type":"span","marks":["a8c93b9c9449"],"text":"G2's 2026 Buyer Behavior Report"},{"_key":"47e36b8725bc","_type":"span","marks":[],"text":" found that \"The top sources influencing buyer shortlist decisions are review sites (38%) and AI chatbots (37%).\" That survey covers software buyers in general, not CI buyers specifically."}],"markDefs":[{"_key":"a8c93b9c9449","_type":"link","href":"https://sell.g2.com/2026-buyer-behavior-report"}],"style":"normal"},{"_key":"26eacc4b7520","_type":"block","children":[{"_key":"54c66f594948","_type":"span","marks":[],"text":"Review research gets useful when you know who's doing it. Common Room pairs account-level G2 activity with Person360, its identity resolution engine that connects activity to real people."}],"markDefs":[],"style":"normal"},{"_key":"c35d44e91cfb","_type":"block","children":[{"_key":"ee721f01d096","_type":"span","marks":[],"text":"Those "},{"_key":"3ee883339f84","_type":"span","marks":["e127016c5d56"],"text":"G2 buying signals with Person360"},{"_key":"91e185940959","_type":"span","marks":[],"text":" point reps to the buyers most likely to respond. The rep gets a name and a reason to reach out, instead of another account-level alert."}],"markDefs":[{"_key":"e127016c5d56","_type":"link","href":"https://www.commonroom.io/docs/signals/community-and-social-integrations/g2/"}],"style":"normal"},{"_key":"4b4848e21267","_type":"block","children":[{"_key":"de0906c0cc83","_type":"span","marks":[],"text":"Can AI Replace a Competitive Intelligence Platform?"}],"markDefs":[],"style":"h2"},{"_key":"8dae5a9f6e0f","_type":"block","children":[{"_key":"5a5c7a3741d3","_type":"span","marks":[],"text":"Not on its own. Generative AI (GenAI) tools like ChatGPT can speed up research and summarize competitor pages in minutes."}],"markDefs":[],"style":"normal"},{"_key":"75208c7827b9","_type":"block","children":[{"_key":"171e5a2ae129","_type":"span","marks":[],"text":"The gaps show up in accuracy and governance. GenAI can miss context, repeat outdated details, or state a guess as a fact. Buyers are wary of this, as the Gartner data below shows."}],"markDefs":[],"style":"normal"},{"_key":"07998a3ec352","_type":"block","children":[{"_key":"8aff17292e40","_type":"span","marks":[],"text":"For RevOps, the governance question is simple: Who checked the answer before a rep repeated it to a buyer? If your team has ever said, \"We've layered AI on top of a messy process,\" you know how quickly unchecked output spreads."}],"markDefs":[],"style":"normal"},{"_key":"88c8d9c5ea72","_type":"block","children":[{"_key":"9da5c35145b7","_type":"span","marks":[],"text":"Buyers want a human check, too. "},{"_key":"8a44acb639e8","_type":"span","marks":["83986248c387"],"text":"Gartner's AI trust finding"},{"_key":"20bbdeaf9857","_type":"span","marks":[],"text":" shows that \"Sixty-nine percent of B2B buyers prefer to validate AI-generated insights with sales reps.\""}],"markDefs":[{"_key":"83986248c387","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2026-05-20-gartner-survey-finds-sixty-nine-percent-of-b-two-b-buyers-turn-to-sales-reps-to-validate-ai-generated-insights"}],"style":"normal"},{"_key":"0685b8ef1dfb","_type":"block","children":[{"_key":"29365a977f48","_type":"span","marks":[],"text":"The same Gartner survey found 51% of buyers say they're more likely to encounter misleading information from GenAI. For sales reps, it's 49%, so buyers see risk on both sides."}],"markDefs":[],"style":"normal"},{"_key":"e88d01d9d87e","_type":"block","children":[{"_key":"55b98f64a6c4","_type":"span","marks":[],"text":"AI works best on trusted context. With "},{"_key":"a183ac15041e","_type":"span","marks":["a2302377db7a"],"text":"person-level buyer intelligence"},{"_key":"59dc165d3a19","_type":"span","marks":[],"text":", AI and reps start from a continuously updated view of who the buyer is and what they've done. Without that context, AI just produces faster noise."}],"markDefs":[{"_key":"a2302377db7a","_type":"link","href":"https://www.commonroom.io/product/buyer-intelligence/"}],"style":"normal"},{"_key":"6eea8a788b98","_type":"block","children":[{"_key":"52810871e1cb","_type":"span","marks":[],"text":"DIY Stack vs. Dedicated Platform: What It Costs"}],"markDefs":[],"style":"h2"},{"_key":"bcc9b37e545c","_type":"block","children":[{"_key":"f72390424199","_type":"span","marks":[],"text":"The right setup depends on your stage. Here's a simple way to match your CI investment to your team."}],"markDefs":[],"style":"normal"},{"_key":"1853c1ede2fe","_type":"block","children":[{"_key":"70fc3cb7d658","_type":"span","marks":["strong"],"text":"Startup:"},{"_key":"fbe9ed4cd87d","_type":"span","marks":[],"text":" Alerts, a shared spreadsheet, and free tools often cover the basics. One person owns keeping it current."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9ed532c475f6","_type":"block","children":[{"_key":"14e732471295","_type":"span","marks":["strong"],"text":"Growing team:"},{"_key":"be7026e68c00","_type":"span","marks":[],"text":" A dedicated CI platform makes sense once several reps face the same competitors every week."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"85ab6b855f10","_type":"block","children":[{"_key":"e066c52befd4","_type":"span","marks":["strong"],"text":"Mid-market or enterprise:"},{"_key":"292812a70b34","_type":"span","marks":[],"text":" Pair a CI platform with buyer signals in your CRM. Reps then see who's evaluating competitors, along with what competitors did."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"b7844f4a8462","_type":"block","children":[{"_key":"85e22297ffe5","_type":"span","marks":[],"text":"A DIY stack looks free until you count the hours someone spends updating it. Ask each vendor for a written quote so you can compare like for like. When you request quotes, ask how seats, competitors tracked, data sources, and integrations affect the price."}],"markDefs":[],"style":"normal"},{"_key":"ebf66ac3b26f","_type":"block","children":[{"_key":"07c88c0cb9ba","_type":"span","marks":[],"text":"For RevOps, the biggest hidden cost is an orphaned login, meaning a tool someone bought that nobody opens. Before you buy, ask who'll own the tool, where its output will live, and how you'll measure use."}],"markDefs":[],"style":"normal"},{"_key":"2a2cae163a7f","_type":"block","children":[{"_key":"b884bc2b79ba","_type":"span","marks":[],"text":"How to Choose the Best Competitive Intelligence Platform for Your Team"}],"markDefs":[],"style":"h2"},{"_key":"3716951e6155","_type":"block","children":[{"_key":"272110e74925","_type":"span","marks":[],"text":"Start with the job, then pick the category. Use this checklist to map each job to the right type of tool."}],"markDefs":[],"style":"normal"},{"_key":"057c30f142d4","_type":"table","rows":[{"_key":"d86d28f88917","_type":"tableRow","cells":["Your job","Tool category to consider","Question to ask in the trial"]},{"_key":"60979e8b1c94","_type":"tableRow","cells":["Track competitor launches, pricing, and messaging","Dedicated CI platform","How fast do changes reach reps?"]},{"_key":"3356111a04ec","_type":"tableRow","cells":["Help reps handle competitive deals","Dedicated CI platform with competitive cards","Can reps find the right card inside the CRM?"]},{"_key":"7ecb4d3d8965","_type":"tableRow","cells":["Watch competitor search and ad strategy","SEO and digital intelligence","Which competitor pages and keywords changed this month?"]},{"_key":"974fd429b68d","_type":"tableRow","cells":["Research markets, earnings, and analyst views","Market and financial intelligence","Does it cover our industry and region?"]},{"_key":"2ebb12449d38","_type":"tableRow","cells":["Measure share of voice","Social listening","Can we filter out irrelevant mentions?"]},{"_key":"892b60da6d90","_type":"tableRow","cells":["Find who's evaluating or using competitors","Buyer signal platform","Does each signal link to a real person and a next step?"]},{"_key":"b03f536fe94f","_type":"tableRow","cells":["Run a one-time deep dive","Research service","What can we maintain after the report?"]}]},{"_key":"772b686ac681","_type":"block","children":[{"_key":"672bade3c795","_type":"span","marks":[],"text":"If that sixth job matters most, it helps to understand "},{"_key":"2b79e86a7fc4","_type":"span","marks":["7b2abb0b8ec4"],"text":"buyer intelligence vs. intent data"},{"_key":"fa0400864f44","_type":"span","marks":[],"text":". Intent data often shows account-level interest, while buyer intelligence ties signals to specific people."}],"markDefs":[{"_key":"7b2abb0b8ec4","_type":"link","href":"https://www.commonroom.io/blog/what-is-buyer-intelligence/"}],"style":"normal"},{"_key":"f0c2c8efb71d","_type":"block","children":[{"_key":"8042d824c6bb","_type":"span","marks":[],"text":"Watch for these red flags in demos:"}],"markDefs":[],"style":"normal"},{"_key":"919222d60746","_type":"block","children":[{"_key":"486b1172acdd","_type":"span","marks":["strong"],"text":"Volume as the headline:"},{"_key":"ba6110573e80","_type":"span","marks":[],"text":" If the demo leads with how many sources it tracks, ask how it decides what deserves a rep's attention."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"da5172dcbd0a","_type":"block","children":[{"_key":"de4630b94d69","_type":"span","marks":["strong"],"text":"No path to the CRM:"},{"_key":"106be5b3b786","_type":"span","marks":[],"text":" If insights only live in the vendor's app, expect reps to stop checking."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8d190459be89","_type":"block","children":[{"_key":"e2524bc0ad7a","_type":"span","marks":["strong"],"text":"AI without citations:"},{"_key":"732383feb566","_type":"span","marks":[],"text":" If summaries don't show their sources, you can't verify them before reps share them."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"035eba9e623e","_type":"block","children":[{"_key":"5cdb547fc3c1","_type":"span","marks":["strong"],"text":"Vague pricing:"},{"_key":"a19385b48a4b","_type":"span","marks":[],"text":" If the sales rep can't explain what drives cost, expect surprises at renewal."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"7b92052fcfd4","_type":"block","children":[{"_key":"ed3e30fd7d11","_type":"span","marks":[],"text":"For many mid-market and enterprise teams, the answer is both: a CI platform for market monitoring and a signal layer for buyer context. To see how Common Room turns competitive buying signals into prioritized next steps for each rep, "},{"_key":"90ba34966f79","_type":"span","marks":["97c554044065"],"text":"Request a demo"},{"_key":"8c66a2ff92a9","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"97c554044065","_type":"link","href":"https://commonroom.io/demo/"}],"style":"normal"},{"_key":"30d02de3ef69","_type":"block","children":[{"_key":"b7bfc26f97c0","_type":"span","marks":[],"text":"Frequently Asked Questions About Competitive Intelligence Tools"}],"markDefs":[],"style":"h2"},{"_key":"fce3d7656df4","_type":"block","children":[{"_key":"755467830b6c","_type":"span","marks":[],"text":"Here are short answers to common questions about choosing competitive intelligence software."}],"markDefs":[],"style":"normal"},{"_key":"0421fd15445e","_type":"block","children":[{"_key":"616b7d39444c","_type":"span","marks":[],"text":"What Is the Best Software for Competitor Analysis?"}],"markDefs":[],"style":"h3"},{"_key":"c508ff6d729b","_type":"block","children":[{"_key":"deeed81c27b2","_type":"span","marks":[],"text":"It depends on the job. Dedicated CI platforms suit formal CI programs, SEO tools suit marketing teams, and buyer signal platforms show who's evaluating competitors."}],"markDefs":[],"style":"normal"},{"_key":"447a1c801460","_type":"block","children":[{"_key":"18958bb71659","_type":"span","marks":[],"text":"What Features Should a Competitive Intelligence Platform Have?"}],"markDefs":[],"style":"h3"},{"_key":"3ebfd4218bde","_type":"block","children":[{"_key":"80b3f9e60ed7","_type":"span","marks":[],"text":"Look for broad source coverage, noise controls, competitive cards, CRM and Slack delivery, and AI summaries that cite sources. A clear owner and transparent pricing matter just as much."}],"markDefs":[],"style":"normal"},{"_key":"e4e5d25342d0","_type":"block","children":[{"_key":"7e75f92735eb","_type":"span","marks":[],"text":"Can ChatGPT Do Market Research?"}],"markDefs":[],"style":"h3"},{"_key":"e91b7c9a43c9","_type":"block","children":[{"_key":"232f986ff45f","_type":"span","marks":[],"text":"ChatGPT can speed up desk research and summarize public information, but it can miss context or repeat outdated facts. In Gartner's May 2026 survey of B2B buyers, 51% say they're more likely to encounter misleading information from GenAI, versus 49% for sales reps. Check its output against original sources before reps share it."}],"markDefs":[],"style":"normal"},{"_key":"f10bbca573b8","_type":"block","children":[{"_key":"5364761b0f11","_type":"span","marks":[],"text":"Do I Need a Dedicated CI Platform or Can I Build a DIY Stack?"}],"markDefs":[],"style":"h3"},{"_key":"20f04cf89e06","_type":"block","children":[{"_key":"9f425f5b439b","_type":"span","marks":[],"text":"A DIY stack works while one person can keep it current. Move to a dedicated platform once updates fall behind and reps stop trusting the information."}],"markDefs":[],"style":"normal"},{"_key":"a59929e1b382","_type":"block","children":[{"_key":"34f8148bb673","_type":"span","marks":[],"text":"How Much Does Competitive Intelligence Software Cost?"}],"markDefs":[],"style":"h3"},{"_key":"4ebe6fb841a9","_type":"block","children":[{"_key":"f04ee2807ad8","_type":"span","marks":[],"text":"Ask each vendor for a written quote so you can compare like for like. When you request quotes, ask how seats, competitors tracked, data sources, and integrations affect the price."}],"markDefs":[],"style":"normal"},{"_key":"5e578e0b5a6d","_type":"block","children":[{"_key":"38ae89c2fccf","_type":"span","marks":[],"text":"What Is the Best Competitive Intelligence Tool for a Startup?"}],"markDefs":[],"style":"h3"},{"_key":"73ed6fd0ba7c","_type":"block","children":[{"_key":"e9dafa8f564a","_type":"span","marks":[],"text":"Most startups can begin with alerts, a shared spreadsheet, and free tools owned by one person. Upgrade when maintaining that system takes more time than it saves."}],"markDefs":[],"style":"normal"},{"_key":"76cf28305a42","_type":"block","children":[{"_key":"a78e63bc6b91","_type":"span","marks":[],"text":"What Is the Difference Between Competitive Intelligence and Market Intelligence Tools?"}],"markDefs":[],"style":"h3"},{"_key":"fe8c9b299b04","_type":"block","children":[{"_key":"f2d5b433fd92","_type":"span","marks":[],"text":"Competitive intelligence tools focus on specific competitors, such as their pricing, messaging, and launches. Market intelligence platforms cover the wider market, including its size, trends, and financial data."}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-bc3adfb7-bf4c-5fa3-aeb7-cd02856f48a9","_id":"c97531ae-6ca2-42e2-8dee-9a91f21266e3","publishedAt":"2026-10-08T15:34:18.850Z","_createdAt":"2026-10-08T15:34:33Z","_updatedAt":"2026-10-09T15:14:12Z","categories":[{"_id":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4","title":"Marketing teams (PERSONA)","titlePublic":"Marketing","slug":{"current":"marketing"},"status":"published"},{"_id":"ee7a2a14-d037-4853-855a-e47d014bac0b","title":"Buyer intent","titlePublic":null,"slug":{"current":"buyer-intent"},"status":"published"},{"_id":"ad197e85-9187-444e-b96d-727169fb27d4","title":"Dark-funnel","titlePublic":null,"slug":{"current":"dark-funnel"},"status":"published"},{"_id":"973d1158-d9cf-46c9-8b1e-d997403fde9f","title":"Exclude from Lists / Resource Hub Only","titlePublic":null,"slug":{"current":"exclude"},"status":"review"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-e0e92d810561b75d5b113521696b220661182d04-1200x624-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":624,"width":1200,"aspectRatio":1.9230769230769231}}},"layout":null,"alt":"Static journey map beside a live account view connected to buyer signals"},"title":"Best Customer Journey Mapping Tools for B2B Teams ","_rawExcerpt":[{"_key":"816b2d108fd7","_type":"block","children":[{"_key":"e71bfd3b861c","_type":"span","marks":[],"text":"Most B2B journey maps go stale fast because they miss the messy, multi-person buying behavior happening across AI search, communities, review sites, and your product. This guide compares the top journey mapping tool categories for 2026—and shows how to pair static maps with live buyer signals so marketing and sales can act on real account journeys."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":15,"slug":{"current":"best-customer-journey-mapping-tools-for-b2b-teams"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"cbf546402c85","_type":"block","children":[{"_key":"acc971311154","_type":"span","marks":[],"text":"Your team probably has a journey map already. It took two workshops to build, it lives in a slide deck, and nobody has opened it since the offsite."}],"markDefs":[],"style":"normal"},{"_key":"f509d9d644c0","_type":"block","children":[{"_key":"5e9986247d3e","_type":"span","marks":[],"text":"Meanwhile, in our experience, buyer research also happens in places like AI chatbots, Slack communities, and review sites, and none of that shows up on the map. So what's the best customer journey mapping tool? It's the one that helps your team see and act on what buyers actually do."}],"markDefs":[],"style":"normal"},{"_key":"b03d9ffc1359","_type":"block","children":[{"_key":"b11b1ca86955","_type":"span","marks":[],"text":"This guide breaks down the main tool categories and compares popular options side by side. Then it shows how to map a B2B journey with real buyer signals."}],"markDefs":[],"style":"normal"},{"_key":"1cebe80ab48b","_type":"block","children":[{"_key":"a139063a6801","_type":"span","marks":[],"text":"What Is the Best Customer Journey Mapping Tool?"}],"markDefs":[],"style":"h2"},{"_key":"f9c5dfdc7720","_type":"block","children":[{"_key":"510aa345c346","_type":"span","marks":[],"text":"The best customer journey mapping tool depends on the job: workshops, persona maps, behavior analytics, campaign triggers, or tracking real B2B account journeys. Miro and Lucidchart suit workshops; Smaply, UXPressia, and TheyDo suit structured persona maps; Adobe Customer Journey Analytics and Amplitude analyze connected journey data. Salesforce Marketing Cloud and HubSpot trigger campaigns, while signal-based platforms like Common Room show B2B teams the real account journey."}],"markDefs":[],"style":"normal"},{"_key":"cea27ca5265b","_type":"block","children":[{"_key":"83ef90f79df6","_type":"span","marks":[],"text":"A customer journey mapping tool is software that helps you visualize, measure, or act on the steps people take from research to purchase and beyond. We call those steps touchpoints, meaning any moment a buyer interacts with your brand."}],"markDefs":[],"style":"normal"},{"_key":"fafdae9a6758","_type":"block","children":[{"_key":"0b85212438e9","_type":"span","marks":[],"text":"For B2B teams, it comes down to one question: Do you need a picture of the journey or a live view of who's in it now? You may end up pairing two tools, one for team alignment and one for daily action."}],"markDefs":[],"style":"normal"},{"_key":"8f190bd41ba4","_type":"block","children":[{"_key":"ba31f1e334e8","_type":"span","marks":[],"text":"Why B2B Customer Journeys Are Hard to Map"}],"markDefs":[],"style":"h2"},{"_key":"f70e34b1802c","_type":"block","children":[{"_key":"9d3a1fd74df4","_type":"span","marks":[],"text":"Most journey mapping advice comes from customer experience (CX) work at consumer brands. There, one shopper often moves along a fairly predictable path from discovery to checkout."}],"markDefs":[],"style":"normal"},{"_key":"e523f4292fd8","_type":"block","children":[{"_key":"74ed894170be","_type":"span","marks":[],"text":"Classic tools reflect that with a persona map, which is a diagram built around one imagined buyer moving in a straight line. B2B buying has neither one buyer nor a straight line, and that's where B2B customer journey mapping gets tricky."}],"markDefs":[],"style":"normal"},{"_key":"3d7e98df7f5e","_type":"block","children":[{"_key":"3863aee222d7","_type":"span","marks":[],"text":"The Buyer Is a Group, Not a Persona"}],"markDefs":[],"style":"h3"},{"_key":"3d7bfb2297cc","_type":"block","children":[{"_key":"d3f062d626bf","_type":"span","marks":[],"text":"A buying group is the set of people at one company who weigh in on a purchase. According to "},{"_key":"acb717eabf9f","_type":"span","marks":["79c5945bb7eb"],"text":"Gartner buying group research"},{"_key":"636a2fcdd73f","_type":"span","marks":[],"text":", \"Buying groups are more diverse than ever, ranging from five to 16 people across as many as four functions.\""}],"markDefs":[{"_key":"79c5945bb7eb","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2025-05-07-gartner-sales-survey-finds-74-percent-of-b2b-buyer-teams-demonstrate-unhealthy-conflict-during-the-decision-process"}],"style":"normal"},{"_key":"df30dda7916f","_type":"block","children":[{"_key":"abda188ad992","_type":"span","marks":[],"text":"A persona diagram can't show which of those people are active right now. It can't tell you that a director of engineering read your docs on Tuesday while a finance lead checked your G2 reviews."}],"markDefs":[],"style":"normal"},{"_key":"c0d0b0776f4a","_type":"block","children":[{"_key":"01ac31eecc16","_type":"span","marks":[],"text":"For marketing leaders, this gap hurts. If your map can't show who at an account is engaged, your campaigns stay broad, and sales keeps asking which accounts deserve attention. An account-level view fixes three things a persona map can't:"}],"markDefs":[],"style":"normal"},{"_key":"a038708a6278","_type":"block","children":[{"_key":"2f0bb3614143","_type":"span","marks":["strong"],"text":"Who's active:"},{"_key":"1411295d217b","_type":"span","marks":[],"text":" You see which people at the account are researching and what roles they hold."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"0507fd1b86af","_type":"block","children":[{"_key":"10797bf14ba6","_type":"span","marks":["strong"],"text":"What they care about:"},{"_key":"061dc1917a27","_type":"span","marks":[],"text":" You see the pages, topics, and questions each person keeps coming back to."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"60287c2a888c","_type":"block","children":[{"_key":"1003609b2b69","_type":"span","marks":["strong"],"text":"How far along they are:"},{"_key":"42e39872c57b","_type":"span","marks":[],"text":" You see whether the account is just browsing or pulling in finance and security."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e2496a5256e2","_type":"block","children":[{"_key":"3c9d0a78662d","_type":"span","marks":[],"text":"Most of the Journey Happens Where You Can't See It"}],"markDefs":[],"style":"h3"},{"_key":"3d901c4f31d0","_type":"block","children":[{"_key":"74a86c3f4f47","_type":"span","marks":[],"text":"Many B2B buyers say they'd rather research on their own before they talk to you. The "},{"_key":"d8f74634c704","_type":"span","marks":["c112c99440ee"],"text":"Gartner rep-free buying survey"},{"_key":"1f771c515546","_type":"span","marks":[],"text":" polled 645 B2B buyers in August-September 2025. It found that \"Sixty-seven percent of buyers prefer a sales rep-free experience, while 70% prefer a completely digital, self-service buying experience.\""}],"markDefs":[{"_key":"c112c99440ee","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2026-05-20-gartner-survey-finds-sixty-nine-percent-of-b-two-b-buyers-turn-to-sales-reps-to-validate-ai-generated-insights"}],"style":"normal"},{"_key":"f11065b804db","_type":"block","children":[{"_key":"42ee4046b32e","_type":"span","marks":[],"text":"That doesn't mean buyers want to skip sales entirely. The same Gartner survey found 69% of buyers prefer to validate AI-generated insights with sales reps, so the handoff to a rep still matters."}],"markDefs":[],"style":"normal"},{"_key":"ed522aa840a4","_type":"block","children":[{"_key":"749580478a74","_type":"span","marks":[],"text":"Buyers also move across a lot of places. The "},{"_key":"f3d482b74136","_type":"span","marks":["b75edcfbae27"],"text":"McKinsey 2026 B2B Pulse"},{"_key":"15d8c443b911","_type":"span","marks":[],"text":" reports that \"Buyers now use an average of ten channels across the purchasing journey and expect seamless movement among them.\""}],"markDefs":[{"_key":"b75edcfbae27","_type":"link","href":"https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/the-surprising-economics-of-b2b-growth-the-new-survival-threshold-and-what-it-takes-to-thrive"}],"style":"normal"},{"_key":"3bc6f9a24bac","_type":"block","children":[{"_key":"1df0b1997175","_type":"span","marks":[],"text":"Some of those channels are new. Per "},{"_key":"5be9e5d9ec45","_type":"span","marks":["f7c80c7ec38f"],"text":"G2 AI search research"},{"_key":"937d59e8ed83","_type":"span","marks":[],"text":", \"Half (51%) of B2B software buyers now begin their software research with an AI chatbot more often than with Google, up from 29% in April 2025.\" G2 also found that \"Nearly half (45%) of buyers say citations from software review sites are the most confidence-inspiring signal in an AI-generated response.\""}],"markDefs":[{"_key":"f7c80c7ec38f","_type":"link","href":"https://www.prnewswire.com/news-releases/new-g2-research-half-of-b2b-software-buyers-now-start-their-research-with-ai-chatbots-302742807.html"}],"style":"normal"},{"_key":"4687ad71a9fe","_type":"block","children":[{"_key":"8b8fdfa225e5","_type":"span","marks":[],"text":"Both findings cover B2B software buyers, but they show how early research is moving away from your website."}],"markDefs":[],"style":"normal"},{"_key":"d553eb2f5bba","_type":"block","children":[{"_key":"8d05e733aa4f","_type":"span","marks":[],"text":"In our experience, research also happens in places like Slack communities, LinkedIn threads, Reddit, and review sites. Marketers call this the dark funnel: buyer research that your web analytics and CRM never record. Spotting "},{"_key":"ee292d8cff18","_type":"span","marks":["fc38b552bd69"],"text":"activity in the dark funnel"},{"_key":"79df45c609fe","_type":"span","marks":[],"text":" is what makes buyer journey tracking possible before anyone fills out a form."}],"markDefs":[{"_key":"fc38b552bd69","_type":"link","href":"https://www.commonroom.io/blog/shed-light-on-the-dark-funnel-with-common-room/"}],"style":"normal"},{"_key":"e832d6aaa078","_type":"block","children":[{"_key":"58b090023dad","_type":"span","marks":[],"text":"Static Maps Go Stale Fast"}],"markDefs":[],"style":"h3"},{"_key":"0490aa2ef956","_type":"block","children":[{"_key":"84306a27d1e7","_type":"span","marks":[],"text":"Even a good journey map starts aging the day you finish it. A workshop map reflects what your team believed in one room, on one afternoon."}],"markDefs":[],"style":"normal"},{"_key":"1ade9d781bd4","_type":"block","children":[{"_key":"fd4dfff32287","_type":"span","marks":[],"text":"Then your product ships new features, a competitor changes its messaging, and buyers start asking ChatGPT instead of Google. By next quarter, the map describes a journey that no longer exists."}],"markDefs":[],"style":"normal"},{"_key":"6e428b4cb3c1","_type":"block","children":[{"_key":"2c86a4165d69","_type":"span","marks":[],"text":"This is the artifact versus decision problem. An artifact is something you make and file away, while a decision is something someone acts on. Too many journey maps end up as artifacts."}],"markDefs":[],"style":"normal"},{"_key":"9ca18925c090","_type":"block","children":[{"_key":"90f1a0d442f4","_type":"span","marks":[],"text":"A useful map should update itself from real buyer signals. A buyer signal is any action that shows interest, like a pricing page visit, a product sign-up, or a question in your community."}],"markDefs":[],"style":"normal"},{"_key":"1ebd0d5591c4","_type":"block","children":[{"_key":"121d82cb430b","_type":"span","marks":[],"text":"Journey Mapping vs. Journey Analytics vs. Signal-Based Journey Tracking"}],"markDefs":[],"style":"h2"},{"_key":"image-b39b38fe91280x672png","_type":"mainImage","alt":"Four tool categories compared: map, analyze, trigger, track","asset":{"_id":"image-00e1ab7acd5160294e164f1110292e2b39b38fe9-1280x672-png","_type":"sanity.imageAsset","_rev":"d9qpf11Ak4OiJPN6w4Ydfj","_createdAt":"2026-10-08T15:34:30Z","_updatedAt":"2026-10-08T15:34:30Z","assetId":"00e1ab7acd5160294e164f1110292e2b39b38fe9","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"MOPa7?}]9@xbxbkCxaR%oLof?bEK$+WUR%","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047,"height":672,"width":1280},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#4b504f","foreground":"#fff","population":1.84,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#08684c","foreground":"#fff","population":0.02,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#4b504f","foreground":"#fff","population":1.84,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#9fc2bc","foreground":"#000","population":0.02,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#64dcbc","foreground":"#000","population":0.1,"title":"#fff"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#529a87","foreground":"#fff","population":0.37,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#48e4b4","foreground":"#000","population":0.01,"title":"#fff"}},"thumbHash":"99cFBIQ/mbWWhng/emk/lvpiqQ=="},"mimeType":"image/png","originalFilename":"image.png","path":"images/vt347z5x/production/00e1ab7acd5160294e164f1110292e2b39b38fe9-1280x672.png","sha1hash":"00e1ab7acd5160294e164f1110292e2b39b38fe9","size":582048,"uploadId":"17c3a0c759b7a1136f614b51488bc2937b50754b","url":"https://cdn.sanity.io/images/vt347z5x/production/00e1ab7acd5160294e164f1110292e2b39b38fe9-1280x672.png","filename":"image.png","width":1280,"height":672,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/00e1ab7acd5160294e164f1110292e2b39b38fe9-1280x672.png?rect=416,0,448,672&w=%width%&h=%height%&q=80","id":"image-00e1ab7acd5160294e164f1110292e2b39b38fe9-1280x672-png","children":[],"parent":null}},{"_key":"91a9ce2172cd","_type":"block","children":[{"_key":"bb91a4db6a6b","_type":"span","marks":[],"text":"People use these terms as if they mean the same thing, but they describe different jobs. Each one answers a different question, and knowing your question keeps you from buying the wrong tool."}],"markDefs":[],"style":"normal"},{"_key":"513d4d275812","_type":"block","children":[{"_key":"340202cd0812","_type":"span","marks":[],"text":"Journey mapping visualizes the stages, personas, and touchpoints you expect buyers to move through. It answers one question: What do we think the journey looks like?"}],"markDefs":[],"style":"normal"},{"_key":"2d81562490a0","_type":"block","children":[{"_key":"24b2c1e657ac","_type":"span","marks":[],"text":"Journey analytics measures how people actually move through your website or app. It answers: Where do users go, and where do they drop off?"}],"markDefs":[],"style":"normal"},{"_key":"704300b7f571","_type":"block","children":[{"_key":"9f35377135b3","_type":"span","marks":[],"text":"Journey orchestration typically sends emails, ads, or tasks when a contact reaches a step you've defined. It answers: What should we send next?"}],"markDefs":[],"style":"normal"},{"_key":"798656920ff8","_type":"block","children":[{"_key":"f82669b67fff","_type":"span","marks":[],"text":"Signal-based journey tracking pulls buyer signals from many sources and ties them to real people and accounts. It answers: Who's in market right now, and what should we do about it?"}],"markDefs":[],"style":"normal"},{"_key":"cb4908a796f9","_type":"table","rows":[{"_key":"e79a945823b3","_type":"tableRow","cells":["Category","What it does","Example tools","Best for","Limitation"]},{"_key":"4b17fbef1e8f","_type":"tableRow","cells":["Diagramming and whiteboards","Gives you a visual canvas with journey templates","Miro, Lucidchart","Workshops and team alignment","Built for visual collaboration rather than live journey data"]},{"_key":"fd4a299681a0","_type":"tableRow","cells":["Dedicated journey mapping","Structures personas, stages, and steps","Smaply, UXPressia, TheyDo","CX and product teams documenting journeys","Oriented to CX and service design, with persona-level journeys rather than B2B account and buying-group signals"]},{"_key":"6f0e191cfed4","_type":"tableRow","cells":["Journey analytics","Measures paths and drop-off across web and app","Adobe Customer Journey Analytics, Amplitude","Digital and product teams improving flows","Depends on the data you instrument and connect"]},{"_key":"07c19e5457f2","_type":"tableRow","cells":["Journey orchestration","Triggers campaigns along defined paths","Salesforce Marketing Cloud, HubSpot","Lifecycle marketing to known contacts","Primarily acts on contacts and paths you've defined"]},{"_key":"e6d541ad54aa","_type":"tableRow","cells":["Signal-based journey tracking","Ties buyer signals to people and accounts","Common Room","B2B teams tracking real account journeys","Not built for drawing workshop diagrams"]}]},{"_key":"7084220b78f4","_type":"block","children":[{"_key":"07a192d660fc","_type":"span","marks":[],"text":"These categories often stack rather than compete. A CX team might sketch in Miro, measure in Amplitude, and send campaigns from HubSpot, while marketing and sales prioritize accounts from live signals."}],"markDefs":[],"style":"normal"},{"_key":"0eff1cc9adfe","_type":"block","children":[{"_key":"865e9c246104","_type":"span","marks":[],"text":"Best Customer Journey Mapping Tools Compared"}],"markDefs":[],"style":"h2"},{"_key":"dd359f173f8a","_type":"block","children":[{"_key":"f03e713b44e3","_type":"span","marks":[],"text":"Here's a side-by-side look at popular customer journey mapping tools through a B2B lens. We've left out pricing because plans change often, so check each vendor's site for current details."}],"markDefs":[],"style":"normal"},{"_key":"9af2d66b735e","_type":"table","rows":[{"_key":"efc1ac3b01b7","_type":"tableRow","cells":["Tool","Category","Best for","Watch out for"]},{"_key":"de1642c4ace2","_type":"tableRow","cells":["Miro","Diagramming","Collaborative journey workshops","Built for visual collaboration rather than live journey data"]},{"_key":"6dc9e99a101e","_type":"tableRow","cells":["Lucidchart","Diagramming","Polished journey diagrams and flowcharts","Built for visual collaboration rather than live journey data"]},{"_key":"b64d1a7f7162","_type":"tableRow","cells":["Smaply","Dedicated journey mapping","Personas and journey maps with stages and steps","Oriented to CX and service design, with persona-level journeys"]},{"_key":"221e2798cd8e","_type":"tableRow","cells":["UXPressia","Dedicated journey mapping","Personas and journey maps for CX teams","Oriented to CX and service design, with persona-level journeys"]},{"_key":"456579e7cb45","_type":"tableRow","cells":["TheyDo","Journey management","Organizing many journeys across teams","Oriented to CX and service design, with persona-level journeys"]},{"_key":"cefeae025038","_type":"tableRow","cells":["Adobe Customer Journey Analytics","Journey analytics","Analyzing cross-channel journeys from connected data","Can require setup and data work"]},{"_key":"30abf9a0c775","_type":"tableRow","cells":["Amplitude","Journey analytics","Product paths, funnels, and drop-off","Depends on the data you instrument and connect"]},{"_key":"e443f04be7c9","_type":"tableRow","cells":["Salesforce Marketing Cloud","Journey orchestration","Multistep campaigns for known contacts","Primarily acts on contacts and paths you've defined"]},{"_key":"cbd3ecffdd07","_type":"tableRow","cells":["HubSpot","Journey orchestration","Workflows and lifecycle campaigns tied to its CRM","Primarily acts on contacts and paths you've defined"]},{"_key":"f2e665e0005b","_type":"tableRow","cells":["Common Room","Signal-based journey tracking","Person- and account-level B2B buyer journeys","Not a whiteboard for workshop diagrams"]}]},{"_key":"122de4d4d5c4","_type":"block","children":[{"_key":"115419734cf5","_type":"span","marks":[],"text":"Each tool on this list is built for a different core job. The question is which job matters most for your team right now, so here's a closer look at each group."}],"markDefs":[],"style":"normal"},{"_key":"edf02a4d1a37","_type":"block","children":[{"_key":"58a12e1ca90a","_type":"span","marks":[],"text":"Miro and Lucidchart"}],"markDefs":[],"style":"h3"},{"_key":"bea226311fa2","_type":"block","children":[{"_key":"8d51a82aeed0","_type":"span","marks":[],"text":"Miro and Lucidchart are visual collaboration tools, and both offer journey map templates. The "},{"_key":"6fa9b6e17ca3","_type":"span","marks":["84153ffcd749"],"text":"Miro journey map templates"},{"_key":"7adff314f782","_type":"span","marks":[],"text":" page calls a customer journey map \"a visual representation of your customer's experience.\" The "},{"_key":"1be02e85076f","_type":"span","marks":["765fab3df696"],"text":"Lucidchart journey map templates"},{"_key":"06471b7e2a4c","_type":"span","marks":[],"text":" page says: \"Use a template from our gallery to get a head start on your customer journey map.\""}],"markDefs":[{"_key":"84153ffcd749","_type":"link","href":"https://miro.com/templates/customer-journey-maps/"},{"_key":"765fab3df696","_type":"link","href":"https://lucid.co/diagram/customer-journey-map"}],"style":"normal"},{"_key":"7fd1eb1309f6","_type":"block","children":[{"_key":"d7103c026ec6","_type":"span","marks":[],"text":"They're great for workshops and for getting marketing, sales, and customer success to agree on the basics. The catch is that they're built for visual collaboration rather than live journey data. Typically, the map changes when someone edits it."}],"markDefs":[],"style":"normal"},{"_key":"fd82af1582f2","_type":"block","children":[{"_key":"42ae96550138","_type":"span","marks":[],"text":"If you're searching for free journey mapping tools to start a conversation, a whiteboard template is often the easiest first step. Check each vendor's current plans to see what's included."}],"markDefs":[],"style":"normal"},{"_key":"95e60d0f720d","_type":"block","children":[{"_key":"6db6d72ed7de","_type":"span","marks":[],"text":"Smaply, UXPressia, and TheyDo"}],"markDefs":[],"style":"h3"},{"_key":"4a1d5c6c8e1d","_type":"block","children":[{"_key":"cf5bee099607","_type":"span","marks":[],"text":"Smaply, UXPressia, and TheyDo are journey mapping software built for this specific job. Instead of a blank canvas, they give you structure for personas, stages, and steps."}],"markDefs":[],"style":"normal"},{"_key":"0179ababd5b5","_type":"block","children":[{"_key":"d46742972d79","_type":"span","marks":[],"text":"The "},{"_key":"c558f1ee34e8","_type":"span","marks":["4b171a7b385b"],"text":"Smaply journey mapping platform"},{"_key":"0186957d8238","_type":"span","marks":[],"text":" puts it plainly: \"Build reusable personas from flexible cards: goals, needs, quotes, even live metrics.\" The "},{"_key":"a45c8c404f1a","_type":"span","marks":["478bd9fb5e2c"],"text":"UXPressia journey mapping platform"},{"_key":"e23a827b436a","_type":"span","marks":[],"text":" makes a similar promise: \"Keep all your customer journey maps and personas in one place.\" TheyDo leans toward journey management, and the "},{"_key":"206c106a98ec","_type":"span","marks":["c64756c34778"],"text":"TheyDo journey management platform"},{"_key":"35003cdb43b7","_type":"span","marks":[],"text":" says \"Customer journey phases and steps create a shared customer context.\""}],"markDefs":[{"_key":"4b171a7b385b","_type":"link","href":"https://www.smaply.com/"},{"_key":"478bd9fb5e2c","_type":"link","href":"https://uxpressia.com/"},{"_key":"c64756c34778","_type":"link","href":"https://www.theydo.com/platform/journey-management"}],"style":"normal"},{"_key":"fd7dd6c97316","_type":"block","children":[{"_key":"ae0fe8c16b5e","_type":"span","marks":[],"text":"These tools fit teams that need a shared, documented view of the customer, and they can connect metrics and research evidence to the map. Our take: They're oriented to CX and service design with persona-level journeys, rather than built around B2B account and buying-group signals."}],"markDefs":[],"style":"normal"},{"_key":"1d43ab7cb75b","_type":"block","children":[{"_key":"7f61944e04b3","_type":"span","marks":[],"text":"Adobe Customer Journey Analytics and Amplitude"}],"markDefs":[],"style":"h3"},{"_key":"9bb0b256310c","_type":"block","children":[{"_key":"2d127ea14c47","_type":"span","marks":[],"text":"Adobe Customer Journey Analytics and Amplitude analyze how people move through the channels and products you connect. They typically show paths, funnels, and the steps where users drop off."}],"markDefs":[],"style":"normal"},{"_key":"d2d2a23ceda0","_type":"block","children":[{"_key":"5fd913e9f4bd","_type":"span","marks":[],"text":"The "},{"_key":"66070e5dee27","_type":"span","marks":["73b462b50a88"],"text":"Adobe Customer Journey Analytics docs"},{"_key":"746f1a833bf1","_type":"span","marks":[],"text":" describe pulling sources like websites, apps, call centers, and CRM \"into a single person-centric view.\" For account-level work, the "},{"_key":"2bcb1fb5bd21","_type":"span","marks":["8de21a7bb644"],"text":"Adobe CJA B2B edition"},{"_key":"e09f4dfb0c5e","_type":"span","marks":[],"text":" addresses the need to \"track all these interactions in a unified journey view.\" The "},{"_key":"13e4b4d2e9c6","_type":"span","marks":["10b26581efba"],"text":"Amplitude Journeys chart docs"},{"_key":"67c24c598895","_type":"span","marks":[],"text":" promise analysis of \"how your users convert (or fail to convert) between key transitions in your product.\""}],"markDefs":[{"_key":"73b462b50a88","_type":"link","href":"https://experienceleague.adobe.com/en/docs/customer-journey-analytics-learn/tutorials/cja-basics/understanding-customer-journey-analytics"},{"_key":"8de21a7bb644","_type":"link","href":"https://experienceleague.adobe.com/en/docs/analytics-platform/using/cja-overview/cja-b2b/cja-b2b-edition"},{"_key":"10b26581efba","_type":"link","href":"https://amplitude.com/docs/analytics/charts/journeys/journeys-understand-paths"}],"style":"normal"},{"_key":"1a133258308e","_type":"block","children":[{"_key":"7a372125c540","_type":"span","marks":[],"text":"For B2B teams, a few tradeoffs are worth knowing before you commit:"}],"markDefs":[],"style":"normal"},{"_key":"0ceb33f02694","_type":"block","children":[{"_key":"9c6024e2356d","_type":"span","marks":["strong"],"text":"Owned-channel strength:"},{"_key":"734b3c667d99","_type":"span","marks":[],"text":" In our view, they shine on journeys through your website, app, and other systems you control."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8ec502a3c790","_type":"block","children":[{"_key":"dff8214f083a","_type":"span","marks":["strong"],"text":"Data dependency:"},{"_key":"5ed856a7a785","_type":"span","marks":[],"text":" They depend on the data you instrument and connect, so setup can require data work."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d0e1e0fb77c1","_type":"block","children":[{"_key":"0d194723c1d8","_type":"span","marks":["strong"],"text":"Off-site gaps:"},{"_key":"d5d0465a22d6","_type":"span","marks":[],"text":" In our view, in most setups, research in places like communities and review sites falls outside that data."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ae975dd96d71","_type":"block","children":[{"_key":"ce85e4ba47ee","_type":"span","marks":[],"text":"Salesforce Marketing Cloud and HubSpot"}],"markDefs":[],"style":"h3"},{"_key":"43d033e74ca9","_type":"block","children":[{"_key":"8add37eb9aec","_type":"span","marks":[],"text":"Salesforce Marketing Cloud and HubSpot handle journey orchestration. You define a path, like a guide download followed by a pricing page visit. Then the platform typically sends the next email or creates a task."}],"markDefs":[],"style":"normal"},{"_key":"16631f3a4415","_type":"block","children":[{"_key":"f51c919efc14","_type":"span","marks":[],"text":"The "},{"_key":"df27f309a035","_type":"span","marks":["09d940030644"],"text":"Salesforce Journey Builder docs"},{"_key":"73b5e5b4095a","_type":"span","marks":[],"text":" describe a tool to \"design and automate campaigns that guide customers through their journey with a brand.\" On the HubSpot side, the "},{"_key":"75a9da1ac039","_type":"span","marks":["98d3e0ea2b20"],"text":"HubSpot workflows documentation"},{"_key":"bf4a6cd3894e","_type":"span","marks":[],"text":" explains how to \"send marketing emails, follow up on sales tasks, and manage ticket status, and more.\""}],"markDefs":[{"_key":"09d940030644","_type":"link","href":"https://help.salesforce.com/s/articleView?language=en_US&id=mktg.mc_journeys_and_automations.htm&type=5"},{"_key":"98d3e0ea2b20","_type":"link","href":"https://knowledge.hubspot.com/workflows/create-workflows"}],"style":"normal"},{"_key":"654805524bee","_type":"block","children":[{"_key":"7b627d54c7ff","_type":"span","marks":[],"text":"That's useful for lifecycle marketing at scale. The limit is that they primarily act on contacts and paths you've defined. In our view, buyers who aren't in your database yet are generally harder to reach."}],"markDefs":[],"style":"normal"},{"_key":"e4452a106695","_type":"block","children":[{"_key":"b0d3f0f5feff","_type":"span","marks":[],"text":"Common Room"}],"markDefs":[],"style":"h3"},{"_key":"faedc3f31527","_type":"block","children":[{"_key":"9e9a49bb58ad","_type":"span","marks":[],"text":"Common Room takes a different approach to B2B customer journey mapping. The "},{"_key":"82dabe977a58","_type":"span","marks":["3be6c7b808e2"],"text":"Common Room signals overview"},{"_key":"e178ef642ecf","_type":"span","marks":[],"text":" explains how the platform brings together \"social, business, product, CRM, customer data, and more.\" Those "},{"_key":"0fdfc4117392","_type":"span","marks":["c6986c43f302"],"text":"unified buying signals"},{"_key":"a847b496ea66","_type":"span","marks":[],"text":" come from dozens of out-of-the-box signals and \"50+ native signal integrations.\""}],"markDefs":[{"_key":"3be6c7b808e2","_type":"link","href":"https://www.commonroom.io/docs/signals/"},{"_key":"c6986c43f302","_type":"link","href":"https://www.commonroom.io/product/signals/"}],"style":"normal"},{"_key":"d1f898d21d05","_type":"block","children":[{"_key":"0ebfeaf54dee","_type":"span","marks":[],"text":"Its "},{"_key":"a1782d19aceb","_type":"span","marks":["83aafb841873"],"text":"identity resolution engine"},{"_key":"3e790d7e00c4","_type":"span","marks":[],"text":", Person360, ties that activity to real people and accounts. Identity resolution means matching scattered activity, like an anonymous web visit and a LinkedIn comment, to the same person."}],"markDefs":[{"_key":"83aafb841873","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"},{"_key":"4376e993f613","_type":"block","children":[{"_key":"ce13624dcc29","_type":"span","marks":["14f7ea7aef20"],"text":"Common Room website visitor identification"},{"_key":"384638029de0","_type":"span","marks":[],"text":" adds another layer, letting you \"see and score the people and organizations behind web visits.\" That makes buying-group activity visible: You can see which people at an account are engaged and what they're looking at."}],"markDefs":[{"_key":"14f7ea7aef20","_type":"link","href":"https://www.commonroom.io/product/web-visitor-identification/"}],"style":"normal"},{"_key":"874692b0b35d","_type":"block","children":[{"_key":"3d0aa60ac436","_type":"span","marks":[],"text":"From there, "},{"_key":"79c686f22f75","_type":"span","marks":["7a138ea38130"],"text":"Common Room RoomieAI agents"},{"_key":"09b3c482206f","_type":"span","marks":[],"text":" flag the highest-priority buyer activity and show your team who to engage, what changed, and what to do next. We've written about using a "},{"_key":"14ba212a652f","_type":"span","marks":["f2cfd2b00965"],"text":"customer journey graph"},{"_key":"b9547927a23d","_type":"span","marks":[],"text":" to follow each person's path and personalize outreach at scale."}],"markDefs":[{"_key":"7a138ea38130","_type":"link","href":"https://www.commonroom.io/product/roomie-ai/"},{"_key":"f2cfd2b00965","_type":"link","href":"https://www.commonroom.io/blog/scale-hyper-targeted-personalization-customer-journey-graph/"}],"style":"normal"},{"_key":"0387fe3827cb","_type":"block","children":[{"_key":"e096818c8d54","_type":"span","marks":[],"text":"The goal is to turn the activity you already have into clear next steps for a specific person or account. Here's the honest limit: Common Room isn't a whiteboard for workshop diagrams. Pair it with Miro or Lucidchart when you need a visual map for a stakeholder session."}],"markDefs":[],"style":"normal"},{"_key":"a679141866f5","_type":"block","children":[{"_key":"3f81a2195ce4","_type":"span","marks":[],"text":"How to Choose the Right Customer Journey Tool"}],"markDefs":[],"style":"h2"},{"_key":"3426adc991b3","_type":"block","children":[{"_key":"c73862a0c5ed","_type":"span","marks":[],"text":"The right tool depends less on its feature list and more on the decision you need it to support. 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These are our editorial assessments based on how teams commonly use each tool, so verify current features with each vendor."}],"markDefs":[{"_key":"609835f96e16","_type":"link","href":"https://www.g2.com/categories/sales-intelligence"},{"_key":"ac273abb6e0e","_type":"link","href":"https://www.gartner.com/reviews/market/revenue-data-solutions"}],"style":"normal"},{"_key":"de72833425a3","_type":"block","children":[{"_key":"2d2a9104bbbb","_type":"span","marks":["strong"],"text":"ZoomInfo:"},{"_key":"3215a44375a0","_type":"span","marks":[],"text":" G2 calls it an enterprise-grade platform for finding decision-makers, and Gartner Peer Insights notes its broad contact database."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8bff89030e18","_type":"block","children":[{"_key":"8ba374a16c1e","_type":"span","marks":["strong"],"text":"Apollo.io:"},{"_key":"d10bab513b7b","_type":"span","marks":[],"text":" Per G2, it pairs B2B prospecting data with outreach sequencing, and 67% of its G2 reviewers work at small businesses."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"c20d9c29c930","_type":"block","children":[{"_key":"d1e1d46ea074","_type":"span","marks":["strong"],"text":"Cognism:"},{"_key":"11b317b6208d","_type":"span","marks":[],"text":" Per G2, it offers verified direct dials and focuses on European data, so it suits phone outreach in Europe, the Middle East, and Africa (EMEA)."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"a5e97257803a","_type":"block","children":[{"_key":"8ff849b04f6d","_type":"span","marks":["strong"],"text":"Lusha and LinkedIn Sales Navigator:"},{"_key":"9782756d400e","_type":"span","marks":[],"text":" G2 reviewers use Lusha for quick LinkedIn lookups, and Gartner Peer Insights notes Sales Navigator builds on LinkedIn data."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e38f27818702","_type":"block","children":[{"_key":"34f70e315a36","_type":"span","marks":["strong"],"text":"Clay:"},{"_key":"4fe05ea15659","_type":"span","marks":[],"text":" Its "},{"_key":"36fcd00da463","_type":"span","marks":["e841e4e8a64c"],"text":"G2 product profile"},{"_key":"48c36c6a0001","_type":"span","marks":[],"text":" says it aggregates 100+ data providers, so it suits teams that build their own enrichment workflows."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"e841e4e8a64c","_type":"link","href":"https://www.g2.com/products/clay-com-clay/reviews"}],"style":"normal"},{"_key":"644e754d897e","_type":"block","children":[{"_key":"b7386725228b","_type":"span","marks":["strong"],"text":"Common Room:"},{"_key":"7ec86282e74b","_type":"span","marks":[],"text":" It ties enrichment to buyer signals, so reps see who's showing interest right now."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"a5123676cebf","_type":"block","children":[{"_key":"411e1333cd47","_type":"span","marks":[],"text":"Getting this choice right matters because bad data is expensive. 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Each solves a different problem, so picking the right type is your first buying decision."}],"markDefs":[],"style":"normal"},{"_key":"f73ca0f71d33","_type":"block","children":[{"_key":"e74eafa5dd4b","_type":"span","marks":[],"text":"Enrichment means filling in missing or outdated fields on records you already have. Our guide, "},{"_key":"811923322fa9","_type":"span","marks":["4467a9fedfc6"],"text":"B2B data enrichment explained"},{"_key":"8ceaacb51bb5","_type":"span","marks":[],"text":", covers the basics."}],"markDefs":[{"_key":"4467a9fedfc6","_type":"link","href":"https://www.commonroom.io/blog/data-enrichment/"}],"style":"normal"},{"_key":"0fa5c0e26f90","_type":"block","children":[{"_key":"0c7f0d609a02","_type":"span","marks":[],"text":"Contact Databases"}],"markDefs":[],"style":"h3"},{"_key":"8440775cc377","_type":"block","children":[{"_key":"820312d41255","_type":"span","marks":[],"text":"A contact database is a big, searchable list of people you don't know yet. You filter by title, industry, company size, or region, then export the contacts you want."}],"markDefs":[],"style":"normal"},{"_key":"6e2b3c2ca524","_type":"block","children":[{"_key":"3ed9880da9fb","_type":"span","marks":[],"text":"That gives you reach, but the list starts aging the moment you export it. A database gives you people to call, not a reason to call them today."}],"markDefs":[],"style":"normal"},{"_key":"ca03e6f4c3ac","_type":"block","children":[{"_key":"f903389f95f6","_type":"span","marks":[],"text":"Enrichment Tools and Waterfalls"}],"markDefs":[],"style":"h3"},{"_key":"image-48eba01301280x672png","_type":"mainImage","alt":"Enrichment waterfall checking data providers in order until one fills the missing email","asset":{"_id":"image-aa6eb3d255f79ccdf7c938e0da50c2f48eba0130-1280x672-png","_type":"sanity.imageAsset","_rev":"97IJmT4f18M5j5CBF0M1Ve","_createdAt":"2026-10-08T15:34:29Z","_updatedAt":"2026-10-08T15:34:29Z","assetId":"aa6eb3d255f79ccdf7c938e0da50c2f48eba0130","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"M6Qmhk^,M{-;nj~XD%xbkVWB?]NZozozoz","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047,"height":672,"width":1280},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#3c343c","foreground":"#fff","population":0,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#1b694e","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#5db296","foreground":"#fff","population":0.05,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#9fc7bc","foreground":"#000","population":0.02,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#6cfccc","foreground":"#000","population":0,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#5db296","foreground":"#fff","population":0.05,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#34c694","foreground":"#fff","population":0.03,"title":"#fff"}},"thumbHash":"+ucBBIBKeMY5iYd/ieU/TfbFNQ=="},"mimeType":"image/png","originalFilename":"image.png","path":"images/vt347z5x/production/aa6eb3d255f79ccdf7c938e0da50c2f48eba0130-1280x672.png","sha1hash":"aa6eb3d255f79ccdf7c938e0da50c2f48eba0130","size":523333,"uploadId":"376c3c201cb0de7a40d42317d53a3a108be0b6d6","url":"https://cdn.sanity.io/images/vt347z5x/production/aa6eb3d255f79ccdf7c938e0da50c2f48eba0130-1280x672.png","filename":"image.png","width":1280,"height":672,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/aa6eb3d255f79ccdf7c938e0da50c2f48eba0130-1280x672.png?rect=416,0,448,672&w=%width%&h=%height%&q=80","id":"image-aa6eb3d255f79ccdf7c938e0da50c2f48eba0130-1280x672-png","children":[],"parent":null}},{"_key":"8fa9f17be197","_type":"block","children":[{"_key":"9f46e87c9ef9","_type":"span","marks":[],"text":"An enrichment tool fills in missing fields on records you already own. If a lead has a name and company but no email, the tool looks up the email and adds it."}],"markDefs":[],"style":"normal"},{"_key":"4cef9d244307","_type":"block","children":[{"_key":"d01724b2da22","_type":"span","marks":[],"text":"A waterfall is enrichment that checks several data providers in order. If the first provider can't find an email, the tool asks the second, then the third, until one finds a match."}],"markDefs":[],"style":"normal"},{"_key":"0800204754af","_type":"block","children":[{"_key":"14aaa4a99d02","_type":"span","marks":[],"text":"Your match rate is the share of records a tool fills correctly, and waterfalls usually win here. Our guide on "},{"_key":"aa695fb93a73","_type":"span","marks":["c5d521ae312f"],"text":"how to choose an enrichment vendor"},{"_key":"dc85b51d20bd","_type":"span","marks":[],"text":" cites Ascentrik Research, which puts single-source match rates at 50-70% and waterfalls at 80-95%. That's a practitioner benchmark, so test it on your own data."}],"markDefs":[{"_key":"c5d521ae312f","_type":"link","href":"https://www.commonroom.io/blog/how-to-choose-a-data-enrichment-company/"}],"style":"normal"},{"_key":"2222e70b0b2b","_type":"block","children":[{"_key":"12add6b30113","_type":"span","marks":[],"text":"The catch is overhead. Do-it-yourself waterfalls need someone to connect providers, write rules, and fix breaks. Many also run on credits, which makes monthly costs hard to predict."}],"markDefs":[],"style":"normal"},{"_key":"6c5ca7984790","_type":"block","children":[{"_key":"b5f8f28ad2e4","_type":"span","marks":[],"text":"Enrichment APIs"}],"markDefs":[],"style":"h3"},{"_key":"e18d7cc790f2","_type":"block","children":[{"_key":"7100e5c42a0c","_type":"span","marks":[],"text":"An application programming interface (API) lets one piece of software talk to another. A people enrichment API lets your systems send an email or name and get back a profile, with no one clicking buttons."}],"markDefs":[],"style":"normal"},{"_key":"f1f2f5db3bc3","_type":"block","children":[{"_key":"4c0051fed03f","_type":"span","marks":[],"text":"Product-led growth (PLG) companies, where people try the product before talking to sales, often use APIs to enrich signups instantly. Product and data teams like the flexibility."}],"markDefs":[],"style":"normal"},{"_key":"a4e15b99d2fb","_type":"block","children":[{"_key":"61e4a8d432f2","_type":"span","marks":[],"text":"The trade-off is ownership. Your team handles matching, deduplication, error handling, and upkeep, and deduplication alone can become a full-time job."}],"markDefs":[],"style":"normal"},{"_key":"757b0ecf27de","_type":"block","children":[{"_key":"8be63006a1ad","_type":"span","marks":[],"text":"How the Three Options Compare"}],"markDefs":[],"style":"h3"},{"_key":"a1c9ac2dcd63","_type":"block","children":[{"_key":"1e45c5899d5a","_type":"span","marks":[],"text":"Here's how the three options look side by side."}],"markDefs":[],"style":"normal"},{"_key":"9e89b81ebe77","_type":"table","rows":[{"_key":"c5dac7173861","_type":"tableRow","cells":["Option","What it does","Who uses it","Strengths","Trade-offs"]},{"_key":"c6a1730f013f","_type":"tableRow","cells":["Contact database","Finds net-new contacts by search and filter","Sales reps and sales leaders","Fast reach into new accounts","Static once exported, with no buying context"]},{"_key":"fbe5b3e0ad3f","_type":"tableRow","cells":["Enrichment tool or waterfall","Fills missing fields on records you own","RevOps and marketing ops","Higher fill rates across many sources","Setup, upkeep, and credit costs for DIY builds"]},{"_key":"7943423d0cb5","_type":"tableRow","cells":["Enrichment API","Runs lookups from your own software","Product, data, and engineering teams","Flexible and fits custom workflows","Your team owns matching, dedupe, and upkeep"]}]},{"_key":"ac0e4329768c","_type":"block","children":[{"_key":"0c4f36a63bf2","_type":"span","marks":[],"text":"Why Contact Data Goes Stale So Fast"}],"markDefs":[],"style":"h2"},{"_key":"d781693a75ad","_type":"block","children":[{"_key":"bfd0bca862ec","_type":"span","marks":[],"text":"Contact data starts aging the day you save it. People change jobs, companies reorganize, and carriers reassign phone numbers."}],"markDefs":[],"style":"normal"},{"_key":"e3cc341b8aca","_type":"block","children":[{"_key":"c102ed30bb05","_type":"span","marks":[],"text":"The US Bureau of Labor Statistics (BLS) tracks job turnover in its Job Openings and Labor Turnover Survey (JOLTS). The "},{"_key":"ca8b1cc2c118","_type":"span","marks":["e46a70ec08f9"],"text":"latest BLS JOLTS release"},{"_key":"b2ad949a2c74","_type":"span","marks":[],"text":" reports: \"In August, the number and rate of total separations were unchanged at 5.1 million and 3.2 percent, respectively.\""}],"markDefs":[{"_key":"e46a70ec08f9","_type":"link","href":"https://www.bls.gov/news.release/jolts.htm"}],"style":"normal"},{"_key":"08f7ab14e13c","_type":"block","children":[{"_key":"a80656a11df9","_type":"span","marks":[],"text":"Total separations count people who left a job that month through quitting, layoffs, retirement, or other reasons. The August 2026 figure is preliminary, seasonally adjusted, and covers all US nonfarm employers."}],"markDefs":[],"style":"normal"},{"_key":"5df29de899f6","_type":"block","children":[{"_key":"7d85db4daf76","_type":"span","marks":[],"text":"That's a measure of job turnover, not a contact decay rate. Still, it shows why records drift every single month."}],"markDefs":[],"style":"normal"},{"_key":"cf814f7738a7","_type":"block","children":[{"_key":"b77b6a91cd2f","_type":"span","marks":[],"text":"So freshness has to be a process, not a one-time import. Ask every vendor how often it rechecks records you've already bought, and what happens in your CRM when it finds a change."}],"markDefs":[],"style":"normal"},{"_key":"e21f3b119252","_type":"block","children":[{"_key":"eeb7ab0764fa","_type":"span","marks":[],"text":"7 Criteria for Evaluating a B2B Contact Database"}],"markDefs":[],"style":"h2"},{"_key":"97af7b362cb4","_type":"block","children":[{"_key":"f3ba5315aed2","_type":"span","marks":[],"text":"Use these seven criteria to find the best B2B contact database for what your reps and CRM actually need."}],"markDefs":[],"style":"normal"},{"_key":"feac33363baa","_type":"block","children":[{"_key":"6550b0dee024","_type":"span","marks":[],"text":"Most buying guides stop at coverage and accuracy. Deduplication, compliance, and signal context matter just as much, and they're easy to miss."}],"markDefs":[],"style":"normal"},{"_key":"e933145a86a1","_type":"block","children":[{"_key":"50efe510383c","_type":"span","marks":[],"text":"Coverage and Match Rate"}],"markDefs":[],"style":"h3"},{"_key":"ef522d28e982","_type":"block","children":[{"_key":"b126afbc4102","_type":"span","marks":[],"text":"Coverage means how many of your ideal buyers a vendor actually has. Headline database size doesn't tell you that, since a huge database can still be thin in your industry or region."}],"markDefs":[],"style":"normal"},{"_key":"fd57836c685d","_type":"block","children":[{"_key":"e5203b3a0ff7","_type":"span","marks":[],"text":"The fix is a bakeoff, which is a head-to-head test where every vendor gets the same list. Match coverage to your ICP, not to the pitch."}],"markDefs":[],"style":"normal"},{"_key":"642f4dbe76bf","_type":"block","children":[{"_key":"81aaee1c319b","_type":"span","marks":["strong"],"text":"Regions:"},{"_key":"f35baacbf6f9","_type":"span","marks":[],"text":" Check coverage in every country where you sell."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"c17f63316dd5","_type":"block","children":[{"_key":"8d1ebaff642b","_type":"span","marks":["strong"],"text":"Segments:"},{"_key":"c360a04380ee","_type":"span","marks":[],"text":" Check coverage at the company sizes and industries you sell to."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"3e8af95bdbfe","_type":"block","children":[{"_key":"6e5f27f15ba0","_type":"span","marks":["strong"],"text":"Roles:"},{"_key":"ed2999e6743a","_type":"span","marks":[],"text":" Check coverage for the job titles your reps contact most."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ec895c85106b","_type":"block","children":[{"_key":"08681dfe4320","_type":"span","marks":[],"text":"Accuracy, Verification, and Freshness"}],"markDefs":[],"style":"h3"},{"_key":"f1bcd80c8201","_type":"block","children":[{"_key":"76a016539730","_type":"span","marks":[],"text":"Accuracy means the data is correct today. Verification is how the vendor checks it, such as confirming an inbox exists before it sells you the address."}],"markDefs":[],"style":"normal"},{"_key":"9a975e50d569","_type":"block","children":[{"_key":"a95bb62fcd6d","_type":"span","marks":[],"text":"A bounce is an email that fails to deliver because the address is bad. Ask vendors how they verify emails and phones, how often they recheck old records, and whether they refund bounced contacts."}],"markDefs":[],"style":"normal"},{"_key":"a8e92da6bd64","_type":"block","children":[{"_key":"0c1cbfa9a21c","_type":"span","marks":[],"text":"Deduplication and Identity Resolution"}],"markDefs":[],"style":"h3"},{"_key":"image-d3154aa4e1280x672png","_type":"mainImage","alt":"Three duplicate records for one buyer merging into a single resolved profile","asset":{"_id":"image-ffeb00fedda40806d12baecb727c356d3154aa4e-1280x672-png","_type":"sanity.imageAsset","_rev":"97IJmT4f18M5j5CBF0M2QP","_createdAt":"2026-10-08T15:34:31Z","_updatedAt":"2026-10-08T15:34:31Z","assetId":"ffeb00fedda40806d12baecb727c356d3154aa4e","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"M7Q,t2}]$+S|%2.8s;f6R%s;^lEKNG-pEe","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047,"height":672,"width":1280},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#384845","foreground":"#fff","population":0.02,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#137153","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#94c4b5","foreground":"#000","population":0.71,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#94c4b5","foreground":"#000","population":0.71,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#9ef9e3","foreground":"#000","population":0.05,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#64a494","foreground":"#fff","population":0.01,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#24d09a","foreground":"#000","population":0.01,"title":"#fff"}},"thumbHash":"++cBBIKcs7SWd2k/xluPlv9p2Q=="},"mimeType":"image/png","originalFilename":"image.png","path":"images/vt347z5x/production/ffeb00fedda40806d12baecb727c356d3154aa4e-1280x672.png","sha1hash":"ffeb00fedda40806d12baecb727c356d3154aa4e","size":562742,"uploadId":"7534b1591483bfcab39fbf7ed8180855c3c442c6","url":"https://cdn.sanity.io/images/vt347z5x/production/ffeb00fedda40806d12baecb727c356d3154aa4e-1280x672.png","filename":"image.png","width":1280,"height":672,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/ffeb00fedda40806d12baecb727c356d3154aa4e-1280x672.png?rect=416,0,448,672&w=%width%&h=%height%&q=80","id":"image-ffeb00fedda40806d12baecb727c356d3154aa4e-1280x672-png","children":[],"parent":null}},{"_key":"7a3d7d0f4808","_type":"block","children":[{"_key":"6be0407685b7","_type":"span","marks":[],"text":"A duplicate happens when one person shows up as several records. Your buyer might start a trial with a personal Gmail, download a guide with a work email, and update LinkedIn with a new title."}],"markDefs":[],"style":"normal"},{"_key":"8c36bb4c71cd","_type":"block","children":[{"_key":"d5b0806bd449","_type":"span","marks":[],"text":"Identity resolution is the process of linking those records to one person. Without it, enrichment can make things worse by writing data to the wrong record or creating a fresh duplicate."}],"markDefs":[],"style":"normal"},{"_key":"9a16898fe761","_type":"block","children":[{"_key":"cac1c354e55f","_type":"span","marks":[],"text":"Ask each vendor whether it merges identities before it writes back to your CRM. Common Room's identity merging reduces duplicate records by up to 79%."}],"markDefs":[],"style":"normal"},{"_key":"679ca2c4cd3d","_type":"block","children":[{"_key":"05be3e956502","_type":"span","marks":[],"text":"CRM Sync and Workflow Fit"}],"markDefs":[],"style":"h3"},{"_key":"55f4b67d8d94","_type":"block","children":[{"_key":"aad41b7bdf41","_type":"span","marks":[],"text":"Data only helps if reps see it where they already work. For most teams, that's Salesforce or HubSpot, plus Slack and email."}],"markDefs":[],"style":"normal"},{"_key":"48902f7f94d2","_type":"block","children":[{"_key":"f99d9122b2a7","_type":"span","marks":[],"text":"Look for native sync, meaning a built-in connection instead of spreadsheet uploads. Check that write-back updates existing records instead of adding new ones, like our "},{"_key":"99e9845698f5","_type":"span","marks":["7a59dd90829c"],"text":"native CRM and GTM integrations"},{"_key":"d346b27f3e18","_type":"span","marks":[],"text":" do."}],"markDefs":[{"_key":"7a59dd90829c","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"2eb6598008b5","_type":"block","children":[{"_key":"587557023154","_type":"span","marks":[],"text":"Compliance"}],"markDefs":[],"style":"h3"},{"_key":"4f11b2822ddb","_type":"block","children":[{"_key":"57f35428697e","_type":"span","marks":[],"text":"Compliance means following the laws that govern how you collect and use personal data. This section is general information, not legal advice, so check with your legal team before you change how you source or contact people."}],"markDefs":[],"style":"normal"},{"_key":"1ca21c104f30","_type":"block","children":[{"_key":"e9cd869761a3","_type":"span","marks":[],"text":"In Europe, the General Data Protection Regulation (GDPR) applies to B2B contacts. The "},{"_key":"de886dd34587","_type":"span","marks":["84044f128979"],"text":"EU GDPR scope guidance"},{"_key":"24ea5b16bda7","_type":"span","marks":[],"text":" says: \"The rules also apply to all personal data relating to natural persons in the course of a professional activity, such as the employees of a company/organisation, business email addresses [...] or employees' business telephone numbers.\""}],"markDefs":[{"_key":"84044f128979","_type":"link","href":"https://commission.europa.eu/law/law-topic/data-protection/information-business-and-organisations/application-gdpr_en"}],"style":"normal"},{"_key":"bf6a8f5a8a1f","_type":"block","children":[{"_key":"a0b2b572cd0d","_type":"span","marks":[],"text":"The same page says GDPR doesn't govern data about companies themselves. It also notes that direct-marketing email must follow the ePrivacy Directive."}],"markDefs":[],"style":"normal"},{"_key":"bd94bf418178","_type":"block","children":[{"_key":"4c947a7db830","_type":"span","marks":[],"text":"In the US, the California Consumer Privacy Act (CCPA) once had a temporary carve-out for B2B data. The California attorney general (AG) explains what changed. "},{"_key":"81cb4ad9965f","_type":"span","marks":["e6ec61d346f0"],"text":"California AG CCPA guidance"},{"_key":"0178c5c8e5f6","_type":"span","marks":[],"text":" states: \"The exemptions for employment-related personal information and personal information reflecting business-to-business transactions described in Civil Code Sec. 1798.145(m)-(n) expired on December 31, 2022.\""}],"markDefs":[{"_key":"e6ec61d346f0","_type":"link","href":"https://oag.ca.gov/privacy/ccpa"}],"style":"normal"},{"_key":"58be8797205d","_type":"block","children":[{"_key":"afc542091d88","_type":"span","marks":[],"text":"That carve-out is gone. If your business meets the CCPA's thresholds, treat B2B contacts who live in California like any other consumer's personal information."}],"markDefs":[],"style":"normal"},{"_key":"d9659f4e2923","_type":"block","children":[{"_key":"07e9d770993a","_type":"span","marks":[],"text":"The CAN-SPAM Act sets US rules for commercial email, and the Federal Trade Commission (FTC) enforces it. The "},{"_key":"18159e9f2220","_type":"span","marks":["f354cb400049"],"text":"FTC CAN-SPAM compliance guide"},{"_key":"f4066184e593","_type":"span","marks":[],"text":" is clear: \"The law makes no exception for business-to-business email.\""}],"markDefs":[{"_key":"f354cb400049","_type":"link","href":"https://www.ftc.gov/business-guidance/resources/can-spam-act-compliance-guide-business"}],"style":"normal"},{"_key":"8aec22c5ad4e","_type":"block","children":[{"_key":"199758b38c64","_type":"span","marks":[],"text":"The same guide says you must honor opt-outs within 10 business days. It also lists penalties of up to $53,088 per violating email, and the FTC adjusts that figure for inflation."}],"markDefs":[],"style":"normal"},{"_key":"b7b113cbba18","_type":"block","children":[{"_key":"c4faa0d90908","_type":"span","marks":[],"text":"Ask every vendor where its data comes from and how it handles opt-out and deletion requests. Then ask how it passes those requests on to you."}],"markDefs":[],"style":"normal"},{"_key":"c5252f6a1d84","_type":"block","children":[{"_key":"fd17d4a5551b","_type":"span","marks":[],"text":"Pricing Model"}],"markDefs":[],"style":"h3"},{"_key":"818ac19b8271","_type":"block","children":[{"_key":"c68aa897ba24","_type":"span","marks":[],"text":"Per "},{"_key":"7383b22ae2d0","_type":"span","marks":["1592c7343f62"],"text":"G2's sales intelligence category overview"},{"_key":"259974678cf3","_type":"span","marks":[],"text":", pricing varies by seats, credit or usage limits, and enrichment volume. G2 adds that most vendors offer tiered annual contracts, and larger teams often move to custom pricing."}],"markDefs":[{"_key":"1592c7343f62","_type":"link","href":"https://www.g2.com/categories/sales-intelligence"}],"style":"normal"},{"_key":"7eaaa4a15a10","_type":"block","children":[{"_key":"7ea4f0675995","_type":"span","marks":[],"text":"Credit models can create a quiet problem. In our experience, when every refresh costs a credit, teams ration refreshes, and records go stale."}],"markDefs":[],"style":"normal"},{"_key":"c89cb1426e56","_type":"block","children":[{"_key":"dfea7c22a7ed","_type":"span","marks":[],"text":"Common Room's Enrichment has no additional cost per enrichment. It stays on in the background, so records stay filled and fresh without anyone counting credits."}],"markDefs":[],"style":"normal"},{"_key":"13a2f407c13c","_type":"block","children":[{"_key":"537e84e375b8","_type":"span","marks":[],"text":"Signal Context"}],"markDefs":[],"style":"h3"},{"_key":"4e734646974e","_type":"block","children":[{"_key":"cd566a21a760","_type":"span","marks":[],"text":"A signal is an action that hints someone might be ready to buy. Examples include visiting your pricing page, starting a new job, or using your product more often."}],"markDefs":[],"style":"normal"},{"_key":"fe08114f79c2","_type":"block","children":[{"_key":"72ff0f221b86","_type":"span","marks":[],"text":"Most databases tell you who exists, but fewer tell you who's in-market, meaning actively looking to buy. First-party signals are actions people take on your own website, product, or community."}],"markDefs":[],"style":"normal"},{"_key":"01373f0b3c24","_type":"block","children":[{"_key":"fecb4952b596","_type":"span","marks":[],"text":"Ask each vendor whether it connects contact data to those signals. That's the difference between knowing who to contact and knowing who to contact today."}],"markDefs":[],"style":"normal"},{"_key":"333cea1dfde1","_type":"block","children":[{"_key":"74bfb892abfc","_type":"span","marks":[],"text":"Quick Vendor Scorecard"}],"markDefs":[],"style":"h3"},{"_key":"86541fba6179","_type":"block","children":[{"_key":"a578cdc73cd1","_type":"span","marks":[],"text":"Bring this scorecard to every vendor call. Each row turns a criterion into one question and one warning sign."}],"markDefs":[],"style":"normal"},{"_key":"46f052b61f16","_type":"table","rows":[{"_key":"f7f030b7c161","_type":"tableRow","cells":["Criterion","Question to ask","Red flag"]},{"_key":"294bd96f178d","_type":"tableRow","cells":["Coverage and match rate","How many of our sample records can you fill correctly?","The vendor won't test your own list"]},{"_key":"7f44471b0d51","_type":"tableRow","cells":["Accuracy and freshness","How often do you recheck records we've already bought?","No clear answer on refresh timing"]},{"_key":"afd9f02032f1","_type":"tableRow","cells":["Deduplication","Do you merge identities before writing to our CRM?","Each enrichment adds a new record"]},{"_key":"fe270b52b528","_type":"tableRow","cells":["CRM sync","Is the sync native, or does it rely on file uploads?","Updates depend on spreadsheets"]},{"_key":"25130b0d8c4c","_type":"tableRow","cells":["Compliance","Where does your data come from, and how do you handle opt-outs?","Vague answers about sourcing"]},{"_key":"b751369c4959","_type":"tableRow","cells":["Pricing","What does it cost to refresh records we already paid for?","Every refresh burns another credit"]},{"_key":"f0c356cd5454","_type":"tableRow","cells":["Signal context","Can you show which contacts are showing buying interest now?","Only static filters like title and size"]}]},{"_key":"3d8e778b2890","_type":"block","children":[{"_key":"6ac701808189","_type":"span","marks":[],"text":"Best B2B Contact Databases and Enrichment Tools Compared"}],"markDefs":[],"style":"h2"},{"_key":"b0eb31b2c3b4","_type":"block","children":[{"_key":"fb8944d69148","_type":"span","marks":[],"text":"Here's a plain-language view of common options for anyone shopping for the best B2B contact database, sorted by type and fit. Every vendor here does something well, and each has a trade-off worth knowing before you sign."}],"markDefs":[],"style":"normal"},{"_key":"d82de0440de6","_type":"block","children":[{"_key":"201bdae1d3d3","_type":"span","marks":[],"text":"These are our editorial assessments based on how teams commonly use each tool, so verify current features with each vendor."}],"markDefs":[],"style":"normal"},{"_key":"f0e92b3ff7cd","_type":"table","rows":[{"_key":"ce3e0f92c3a0","_type":"tableRow","cells":["Vendor","Type","Best for","Trade-off to know"]},{"_key":"b0fc65873c0d","_type":"tableRow","cells":["ZoomInfo","Contact database and data platform","Enterprise teams that want broad coverage, which G2 describes as enterprise-grade","Enterprise contracts can be more than a small team needs"]},{"_key":"6d7ef5ace7e7","_type":"tableRow","cells":["Apollo.io","Contact database plus outreach sequencing, per G2","Small teams that want prospecting and sequences in one tool","Broad scope, so test data quality in your own regions and segments"]},{"_key":"a7382770f1ea","_type":"tableRow","cells":["Cognism","Contact database with verified direct dials, per G2","EMEA teams that rely on phone outreach","Its G2 listing centers on European data, so check fit if most buyers are elsewhere"]},{"_key":"17c7f8377fee","_type":"tableRow","cells":["Lusha","Contact database with a Chrome extension, per G2","Reps who look up contacts from LinkedIn and CRM workflows","Teams often use it for quick lookups, so heavy CRM hygiene work may need more tooling"]},{"_key":"6b0aac0c0d50","_type":"tableRow","cells":["LinkedIn Sales Navigator","Prospecting tool built on LinkedIn data, per Gartner Peer Insights","Finding and following buyers on LinkedIn","Centers on profiles and messaging, so teams often pair it with an email and phone source"]},{"_key":"222b5fdd8d8b","_type":"tableRow","cells":["Clay","Enrichment builder that aggregates 100+ data providers, per G2","Teams with technical ops talent who want custom workflows","Someone has to build and maintain it"]},{"_key":"3cba655d9609","_type":"tableRow","cells":["UpLead","Contact database that emphasizes real-time email verification, per Gartner Peer Insights","Teams that want simple search, export, and verified emails","Worth comparing its workflow and signal tools against larger platforms"]},{"_key":"43539aa3ab25","_type":"tableRow","cells":["RocketReach","Contact lookup that aggregates public-source data, per Gartner Peer Insights","Small teams doing one-off lookups, since 66% of its G2 reviewers work at small businesses","Worth testing for CRM hygiene and deduplication at scale"]},{"_key":"acf31d8ed1e5","_type":"tableRow","cells":["Common Room","Signal-based enrichment and identity resolution","RevOps and GTM teams that want accurate profiles tied to buyer signals","Built for live profiles over bulk list exports, so it pays off most once you connect first-party sources"]}]},{"_key":"00a5af64bcbf","_type":"block","children":[{"_key":"a8fabd634684","_type":"span","marks":[],"text":"Treat this table as a starting point. Your best B2B contact database depends on your ICP, so run your own bakeoff before you decide."}],"markDefs":[],"style":"normal"},{"_key":"063bba266a88","_type":"block","children":[{"_key":"cdfcacd9bfc7","_type":"span","marks":[],"text":"Where Common Room Fits"}],"markDefs":[],"style":"h2"},{"_key":"0da5587f4839","_type":"block","children":[{"_key":"55d1a600689d","_type":"span","marks":[],"text":"Here's a problem that better contact data alone doesn't solve. Your records can be complete and accurate, and reps still won't know who to call today."}],"markDefs":[],"style":"normal"},{"_key":"0ca82976a42f","_type":"block","children":[{"_key":"293774505653","_type":"span","marks":[],"text":"That's the gap we built Common Room by Zoom to close. It connects the data you already have to what buyers are doing right now, then ranks who deserves attention first."}],"markDefs":[],"style":"normal"},{"_key":"ddb51b9d6fe0","_type":"block","children":[{"_key":"9b7e5deb9195","_type":"span","marks":["strong"],"text":"Identity:"},{"_key":"9869ae890a6d","_type":"span","marks":[],"text":" The "},{"_key":"08aafbceaaba","_type":"span","marks":["be33eb519ac1"],"text":"Person360 identity resolution engine"},{"_key":"a39d2c9bfce6","_type":"span","marks":[],"text":" stitches anonymous and known activity into one deduplicated, person-level profile."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"be33eb519ac1","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"},{"_key":"1ecc427999fd","_type":"block","children":[{"_key":"7ddcffbaa2da","_type":"span","marks":["strong"],"text":"Enrichment:"},{"_key":"502e5620cb29","_type":"span","marks":[],"text":" Common Room's "},{"_key":"6cc327976cb7","_type":"span","marks":["d566563a6f1e"],"text":"always-on waterfall enrichment"},{"_key":"7bc542edc05d","_type":"span","marks":[],"text":" fills missing emails, phones, and titles across dozens of providers."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"d566563a6f1e","_type":"link","href":"https://www.commonroom.io/product/enrichment/"}],"style":"normal"},{"_key":"a826244993db","_type":"block","children":[{"_key":"e4896fcf039d","_type":"span","marks":["strong"],"text":"Pricing:"},{"_key":"d7f34b964fd8","_type":"span","marks":[],"text":" Enrichment has no additional cost per enrichment, so refreshes don't depend on credit budgets."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"5c13fafcc028","_type":"block","children":[{"_key":"1447c5886174","_type":"span","marks":["strong"],"text":"Match rates:"},{"_key":"449d4ebb6a6f","_type":"span","marks":[],"text":" Person360 and Enrichment deliver 30-50% higher match rates in enrichment bakeoffs."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"7c45ff7a25e0","_type":"block","children":[{"_key":"5a91c8791002","_type":"span","marks":["strong"],"text":"Duplicates:"},{"_key":"5527ae252e50","_type":"span","marks":[],"text":" Identity merging reduces duplicate records by up to 79%."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e04586fca2f8","_type":"block","children":[{"_key":"2194ebe1783b","_type":"span","marks":["strong"],"text":"Prospecting:"},{"_key":"deb8a562fee4","_type":"span","marks":[],"text":" Teams use "},{"_key":"402c84f6b46a","_type":"span","marks":["b08acdf5d188"],"text":"signal-based prospecting with Prospector"},{"_key":"ea0f8f33dfde","_type":"span","marks":[],"text":" to search 400M-plus B2B profiles by fit and buying context."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"b08acdf5d188","_type":"link","href":"https://www.commonroom.io/product/prospector/"}],"style":"normal"},{"_key":"62f518ebbd74","_type":"block","children":[{"_key":"4453d60dd871","_type":"span","marks":[],"text":"Pratyusha Ram, GTM Systems at Notion, described the change in terms of daily rep work. \"Common Room has consolidated our prospecting stack and streamlined our sales prospecting motion. Our reps have a unified, person-level view at their disposal,\" Pratyusha said."}],"markDefs":[],"style":"normal"},{"_key":"0f16986c582c","_type":"block","children":[{"_key":"02836db6508d","_type":"span","marks":["8423de840790"],"text":"Zoom acquired Common Room"},{"_key":"2d2df0d787c4","_type":"span","marks":[],"text":" in a deal the companies agreed in early July and closed in July 2026. Now we pair our buyer intelligence with Zoom's action layer, so reps act on the right buyer from the same context."}],"markDefs":[{"_key":"8423de840790","_type":"link","href":"https://www.zoom.com/en/blog/zoom-to-acquire-common-room/"}],"style":"normal"},{"_key":"56ad7f3efa6c","_type":"block","children":[{"_key":"2fd4dad1c0cc","_type":"span","marks":[],"text":"The "},{"_key":"214d20452b98","_type":"span","marks":["c90cc490b0ed"],"text":"Zoom revenue OS announcement"},{"_key":"1118bc1c4d8d","_type":"span","marks":[],"text":" lays out that action layer. Engage builds multichannel sequences across email and phone, and Auto Dialer, available separately, supports Engage calling tasks. Forecast writes commitment and deal updates back to the CRM."}],"markDefs":[{"_key":"c90cc490b0ed","_type":"link","href":"https://news.zoom.com/zoom-unveils-ai-powered-revenue-os/"}],"style":"normal"},{"_key":"3203e2f4be8e","_type":"block","children":[{"_key":"61ed80db003c","_type":"span","marks":[],"text":"During live calls, "},{"_key":"afcaafbc58ec","_type":"span","marks":["6b7db3ba1875"],"text":"Zoom Revenue Accelerator's Sales Assist"},{"_key":"fda84cab6a45","_type":"span","marks":[],"text":" surfaces objection guidance, discovery prompts, and battlecards. Our "},{"_key":"7c22cbe83b11","_type":"span","marks":["547cc6f9b208"],"text":"Revenue OS vision post"},{"_key":"b8c8204df52a","_type":"span","marks":[],"text":" describes where we're headed: \"Every outcome becomes context for the next decision.\""}],"markDefs":[{"_key":"6b7db3ba1875","_type":"link","href":"https://news.zoom.com/zoom-revenue-accelerator-insights-to-revenue-action/"},{"_key":"547cc6f9b208","_type":"link","href":"https://www.commonroom.io/blog/revenue-os/"}],"style":"normal"},{"_key":"eb34dae0a444","_type":"block","children":[{"_key":"ee3754b2f1b2","_type":"span","marks":[],"text":"To be fair about fit, a simpler database may be enough if you only need a one-time list export. Common Room earns its keep when you want records that stay accurate and tell reps who's ready."}],"markDefs":[],"style":"normal"},{"_key":"bcd12757b19d","_type":"block","children":[{"_key":"23ee263e0932","_type":"span","marks":[],"text":"How to Choose the Right Option for Your Team"}],"markDefs":[],"style":"h2"},{"_key":"b4d07a9e16dc","_type":"block","children":[{"_key":"87e9d746dde1","_type":"span","marks":[],"text":"Start with your situation, not the vendor list. This table maps common situations to the type of tool that usually fits."}],"markDefs":[],"style":"normal"},{"_key":"883eb1c2886a","_type":"table","rows":[{"_key":"df4959a0b8e5","_type":"tableRow","cells":["Situation","What usually fits","Why it fits"]},{"_key":"b6003abf78f5","_type":"tableRow","cells":["Enterprise outbound","Large contact database plus enrichment","Breadth across many accounts and regions"]},{"_key":"dd0ba46e0503","_type":"tableRow","cells":["SMB outbound","All-in-one database with outreach tools","One place for a small team to search and send"]},{"_key":"18f172b78185","_type":"tableRow","cells":["EMEA calling","Database with strong European phone data","Calling depends on accurate mobile numbers"]},{"_key":"42b9b0deed1c","_type":"tableRow","cells":["RevOps CRM hygiene","Always-on enrichment with identity resolution","Keeps existing records complete and free of duplicates"]},{"_key":"ea2823429933","_type":"tableRow","cells":["PLG or inbound","Signal-based enrichment tied to product and web activity","Shows which signups and visitors fit your ICP"]},{"_key":"b37cd7410b3c","_type":"tableRow","cells":["Product or data teams","People enrichment API","Lets engineers enrich records inside your own systems"]}]},{"_key":"f1c373df5dcb","_type":"block","children":[{"_key":"72724d9f67ac","_type":"span","marks":[],"text":"Once you've narrowed the list, run a 14-day pilot on your own data. A pilot is a short, real-world test, and it tells you more than any demo."}],"markDefs":[],"style":"normal"},{"_key":"46b9924b26cc","_type":"block","children":[{"_key":"f4ab215946d6","_type":"span","marks":["strong"],"text":"Match rate:"},{"_key":"1cc654bff137","_type":"span","marks":[],"text":" Measure how many of your sample records each vendor fills correctly."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"5cd8079f086a","_type":"block","children":[{"_key":"36eb145b4aed","_type":"span","marks":["strong"],"text":"Bounce rate:"},{"_key":"3a718694f597","_type":"span","marks":[],"text":" Send a small batch and track how many emails fail to deliver."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"820eccf9a69d","_type":"block","children":[{"_key":"819a5f33a23a","_type":"span","marks":["strong"],"text":"Duplicates created:"},{"_key":"86ea7ce582e4","_type":"span","marks":[],"text":" Count how many new duplicate records land in your CRM after sync."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e4b58a6f6b71","_type":"block","children":[{"_key":"d9967c78bb7e","_type":"span","marks":["strong"],"text":"Rep adoption:"},{"_key":"d490cdeb0c7c","_type":"span","marks":[],"text":" Ask whether reps actually open and use the data during the pilot."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"bf70f42dbdf8","_type":"block","children":[{"_key":"1d11ccf5adad","_type":"span","marks":[],"text":"Don't skip the duplicates check. A tool that fills fields but clutters your CRM creates cleanup work for RevOps later."}],"markDefs":[],"style":"normal"},{"_key":"b3a3482d6583","_type":"block","children":[{"_key":"ad592d453f77","_type":"span","marks":[],"text":"Frequently Asked Questions About B2B Contact Databases"}],"markDefs":[],"style":"h2"},{"_key":"68f04470fd98","_type":"block","children":[{"_key":"812079ae2f7e","_type":"span","marks":[],"text":"Here are quick answers to the questions buyers ask most."}],"markDefs":[],"style":"normal"},{"_key":"80abdba00d66","_type":"block","children":[{"_key":"f603ebb277da","_type":"span","marks":[],"text":"What Is the Best B2B Contact Database for Most Teams?"}],"markDefs":[],"style":"h3"},{"_key":"68f1723473bd","_type":"block","children":[{"_key":"5316d45c4877","_type":"span","marks":[],"text":"The best B2B contact database covers your ICP, stays accurate and deduplicated, syncs to your CRM, and shows who's ready to buy. Run a pilot on your own list to find it."}],"markDefs":[],"style":"normal"},{"_key":"e7d92ab4179c","_type":"block","children":[{"_key":"edda93e264d0","_type":"span","marks":[],"text":"How Accurate Is B2B Contact Data?"}],"markDefs":[],"style":"h3"},{"_key":"b1fc8e4859ea","_type":"block","children":[{"_key":"3608627c0d2f","_type":"span","marks":[],"text":"Accuracy varies by vendor, region, and role, and every record starts aging as people change jobs. Test vendors on your own sample and ask how often they recheck records."}],"markDefs":[],"style":"normal"},{"_key":"fcec7ccfbb44","_type":"block","children":[{"_key":"fb9cc257f49a","_type":"span","marks":[],"text":"How Do Providers Source and Verify Contact Data?"}],"markDefs":[],"style":"h3"},{"_key":"6bb4da83db34","_type":"block","children":[{"_key":"cdd2ce4f115f","_type":"span","marks":[],"text":"Sources and verification methods vary by vendor. RocketReach, for example, aggregates data from multiple public sources, per its Gartner Peer Insights profile. Ask each vendor to disclose its data sources, verification method, and refresh cadence in writing."}],"markDefs":[],"style":"normal"},{"_key":"b31eb2d2e82b","_type":"block","children":[{"_key":"2e17cd9d004b","_type":"span","marks":[],"text":"What Does a B2B Contact Database Cost?"}],"markDefs":[],"style":"h3"},{"_key":"18a68d02f8ab","_type":"block","children":[{"_key":"26940f04b4e4","_type":"span","marks":[],"text":"Pricing varies by seats, credit or usage limits, and enrichment volume, according to "},{"_key":"966b88c1f616","_type":"span","marks":["e4bf44d4e222"],"text":"G2"},{"_key":"94dd362b292f","_type":"span","marks":[],"text":", and larger teams often move to custom pricing. Ask what refreshes cost, since credit limits can leave your records stale."}],"markDefs":[{"_key":"e4bf44d4e222","_type":"link","href":"https://www.g2.com/categories/sales-intelligence"}],"style":"normal"},{"_key":"fd2f3641da44","_type":"block","children":[{"_key":"84d750ec2aae","_type":"span","marks":[],"text":"Which Contact Database Is Best for GDPR and Europe?"}],"markDefs":[],"style":"h3"},{"_key":"98f77bd37682","_type":"block","children":[{"_key":"93b9f0817853","_type":"span","marks":[],"text":"Look for strong European coverage and clear answers on sourcing, opt-outs, and deletion, since GDPR treats named people's work emails as personal data. This isn't legal advice, so confirm your approach with your legal team."}],"markDefs":[],"style":"normal"},{"_key":"7aea6a121910","_type":"block","children":[{"_key":"ee07ab24c0c7","_type":"span","marks":[],"text":"What's the Best Email Enrichment Tool?"}],"markDefs":[],"style":"h3"},{"_key":"10536cc6ceb3","_type":"block","children":[{"_key":"ed2a696584eb","_type":"span","marks":[],"text":"The best email enrichment tool fills missing work emails, verifies them before writing back, and avoids duplicates in your CRM. Waterfall tools usually find more emails than one source because they check several providers in order."}],"markDefs":[],"style":"normal"},{"_key":"24a69744f1d5","_type":"block","children":[{"_key":"5bfab5b72c5d","_type":"span","marks":[],"text":"What Is a People Enrichment API?"}],"markDefs":[],"style":"h3"},{"_key":"cc726c8033a2","_type":"block","children":[{"_key":"57885b20fe71","_type":"span","marks":[],"text":"A people enrichment API is a service your software calls to look up a person's profile from an email, name, or company. It's flexible, but your team handles matching, deduplication, and upkeep."}],"markDefs":[],"style":"normal"},{"_key":"2479b01b085f","_type":"block","children":[{"_key":"80a4b5807314","_type":"span","marks":[],"text":"Do B2B Contact Data Providers Offer Free Trials?"}],"markDefs":[],"style":"h3"},{"_key":"d73199351963","_type":"block","children":[{"_key":"a0a5ca519611","_type":"span","marks":[],"text":"Some providers, such as Clay, offer free plans, according to their G2 listings. Either way, test the data on your own list and confirm what's included before you start."}],"markDefs":[],"style":"normal"},{"_key":"325f55ed1ccf","_type":"block","children":[{"_key":"50c6d0a9fd51","_type":"span","marks":[],"text":"The Bottom Line on Choosing a B2B Contact Database"}],"markDefs":[],"style":"h2"},{"_key":"64e9a027fd3e","_type":"block","children":[{"_key":"48fb0e0d5880","_type":"span","marks":[],"text":"A bigger contact list won't fix pipeline on its own. What helps is accurate, deduplicated records and a clear view of who's ready to talk."}],"markDefs":[],"style":"normal"},{"_key":"71e3febe4e30","_type":"block","children":[{"_key":"c5c6beb2699c","_type":"span","marks":[],"text":"Pick the system that keeps your CRM clean and tells reps who to call today. The best B2B contact database is the one your reps trust enough to use."}],"markDefs":[],"style":"normal"},{"_key":"e48958131ad4","_type":"block","children":[{"_key":"38d26468a478","_type":"span","marks":["97e7f972cce9"],"text":"Request a demo"},{"_key":"9774bcf615e6","_type":"span","marks":[],"text":" to see how Common Room ties enrichment to the buyers who are ready now."}],"markDefs":[{"_key":"97e7f972cce9","_type":"link","href":"https://commonroom.io/demo/"}],"style":"normal"}]}},{"node":{"_type":"post","id":"-afb50ed4-2ff7-5871-8215-834513ddcf2d","_id":"0db3f605-2a87-474d-a6d5-de7f0f858b6d","publishedAt":"2026-09-30T20:07:20.742Z","_createdAt":"2026-09-30T20:07:33Z","_updatedAt":"2026-10-05T22:57:19Z","categories":[{"_id":"b58139fd-3460-4c8d-bae8-6637d0e6704d","title":"Sales development","titlePublic":null,"slug":{"current":"sales-development"},"status":"hidden"},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","title":"Signal-based selling","titlePublic":null,"slug":{"current":"signal-based-selling"},"status":"published"},{"_id":"ee7a2a14-d037-4853-855a-e47d014bac0b","title":"Buyer intent","titlePublic":null,"slug":{"current":"buyer-intent"},"status":"published"},{"_id":"973d1158-d9cf-46c9-8b1e-d997403fde9f","title":"Exclude from Lists / Resource Hub Only","titlePublic":null,"slug":{"current":"exclude"},"status":"review"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-46efd07413c38c4194ab451a0f131c98a20ff0eb-1536x864-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":864,"width":1536,"aspectRatio":1.7777777777777777}}},"layout":null,"alt":"Phone at the center of buying-signal rings connecting to a found prospect"},"title":"Cold Calling: The Intent-Based Approach That Actually Books Meetings","_rawExcerpt":[{"_key":"7a8cc1ec2cb2","_type":"block","children":[{"_key":"5bfd550dbbca","_type":"span","marks":[],"text":"Cold calling still works—if you stop dialing static lists and start calling prospects when real buying signals appear. This guide shows SDRs how to build signal-based call queues, open with relevance, handle objections, and turn more conversations into booked meetings."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":15,"slug":{"current":"cold-calling"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"94d1ef2ebfb1","_type":"block","children":[{"_key":"11a26869efce","_type":"span","marks":[],"text":"Your sales development reps (SDRs) are dialing more than ever. Most calls still ring out, land in voicemail, or end with a polite \"not interested.\" Cold calling feels broken because most call lists give reps no real reason to call anyone today."}],"markDefs":[],"style":"normal"},{"_key":"481cee50d9e5","_type":"block","children":[{"_key":"acad242e5d9e","_type":"span","marks":[],"text":"More dials won't close that gap. 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Call the right person at the right moment, open with a specific reason, ask a question, and end with a clear next step."}],"markDefs":[],"style":"normal"},{"_key":"26cf6bf686d1","_type":"block","children":[{"_key":"2212b0bd11cb","_type":"span","marks":[],"text":"Cold calling means phoning a prospect who hasn't talked with you before and didn't ask you to call. A buying signal is an action that shows someone might be ready to buy, like starting a new job or hiring for a new team. Signal-based cold calling uses those actions to decide who to call, when to call, and what to say."}],"markDefs":[],"style":"normal"},{"_key":"753f3ea9e5d1","_type":"block","children":[{"_key":"f447a66650a6","_type":"span","marks":[],"text":"The opposite is volume-first dialing: working a big, static list from top to bottom with the same pitch. It feels productive because the dial count climbs. Buyers notice, and "},{"_key":"a29f89e3619c","_type":"span","marks":["4fb130460704"],"text":"Gartner's 2025 B2B buyer survey"},{"_key":"a4b3aa8e9c34","_type":"span","marks":[],"text":" found that \"73% of B2B buyers actively avoid suppliers who send irrelevant outreach.\""}],"markDefs":[{"_key":"4fb130460704","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2025-06-25-gartner-sales-survey-finds-61-percent-of-b2b-buyers-prefer-a-rep-free-buying-experience"}],"style":"normal"},{"_key":"326738e5e85d","_type":"block","children":[{"_key":"e6893c03b423","_type":"span","marks":[],"text":"Gartner published that survey in June 2025, and the message is clear. The art of cold calling comes down to relevance, and every cold calling technique in this guide builds on that idea."}],"markDefs":[],"style":"normal"},{"_key":"ead81b4593a8","_type":"block","children":[{"_key":"094a8b7b921c","_type":"span","marks":[],"text":"Does Cold Calling Still Work?"}],"markDefs":[],"style":"h2"},{"_key":"042ed8abacf9","_type":"block","children":[{"_key":"4567fcf1298c","_type":"span","marks":[],"text":"Yes, cold calling still works. The catch is that results vary a lot from rep to rep, and the gap is bigger than most leaders expect."}],"markDefs":[],"style":"normal"},{"_key":"100f9540babf","_type":"block","children":[{"_key":"ef08536caf3b","_type":"span","marks":[],"text":"Connect rate is the share of dials that reach a live person. "},{"_key":"69165f342e7b","_type":"span","marks":["eb475ccd4bba"],"text":"Gong's analysis of 300M+ calls"},{"_key":"e29ab5b2dc86","_type":"span","marks":[],"text":" from 2024 found the average rep connects with 5.4% of prospects, while top-quartile reps connect with 13.3%. Top reps also set meetings at a 16.7% rate, compared with 4.6% for the average rep."}],"markDefs":[{"_key":"eb475ccd4bba","_type":"link","href":"https://www.gong.io/blog/the-hidden-power-of-cold-calling-insights-from-300m-calls"}],"style":"normal"},{"_key":"356c341e89f1","_type":"block","children":[{"_key":"d3733a93ddf5","_type":"span","marks":[],"text":"Cognism's 2025 cold calling report puts the average cold calling success rate at 2.3%. We'll come back to that report when we cover timing and follow-up."}],"markDefs":[],"style":"normal"},{"_key":"b41477c2fae0","_type":"block","children":[{"_key":"925230ea3ab5","_type":"span","marks":[],"text":"So what separates the top quartile? Top reps don't simply dial more. They spend their dials on better contacts: people with a real reason to talk and a direct dial."}],"markDefs":[],"style":"normal"},{"_key":"0bc34d7eacca","_type":"block","children":[{"_key":"33006d44ccc3","_type":"span","marks":[],"text":"A direct dial is a number that rings the person instead of a front desk. That makes the performance gap a list-quality problem first, since effort on the wrong list just produces more voicemails."}],"markDefs":[],"style":"normal"},{"_key":"62ff60f29a5c","_type":"block","children":[{"_key":"0479e0541edc","_type":"span","marks":[],"text":"The same logic applies to cold calling in marketing. When marketing and sales agree on which signals matter, cold call marketing stops feeling random to the buyer and starts feeling timely."}],"markDefs":[],"style":"normal"},{"_key":"bd587d4db54d","_type":"block","children":[{"_key":"18f95427d410","_type":"span","marks":[],"text":"Step 1: Build a Signal-Based Call List"}],"markDefs":[],"style":"h2"},{"_key":"image-1260ba781536x1152png","_type":"mainImage","alt":"Five buying signals funneling into a ranked call list","asset":{"_id":"image-f1211bb18219c2b8bde01fcaa82800241260ba78-1536x1152-png","_type":"sanity.imageAsset","_rev":"rtp9ScfgtPEiF0NFFNpG0G","_createdAt":"2026-09-30T20:07:30Z","_updatedAt":"2026-09-30T20:07:30Z","assetId":"f1211bb18219c2b8bde01fcaa82800241260ba78","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"VIO;h?pHJ$IoxbNZs;W.WBoM~qRQMyt7oz?bI.RPoLg2","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.3333333333333333,"height":1152,"width":1536},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#3e524c","foreground":"#fff","population":0.08,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#0f684e","foreground":"#fff","population":0.52,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#4aa68a","foreground":"#fff","population":1.45,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#a4d4cc","foreground":"#000","population":0,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#91e6cb","foreground":"#000","population":0.28,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#4aa68a","foreground":"#fff","population":1.45,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#24d49c","foreground":"#000","population":0,"title":"#fff"}},"thumbHash":"9tcFBYJ4hdiFeHhvhalmeAOTO0Cp"},"mimeType":"image/png","originalFilename":"image.png","path":"images/vt347z5x/production/f1211bb18219c2b8bde01fcaa82800241260ba78-1536x1152.png","sha1hash":"f1211bb18219c2b8bde01fcaa82800241260ba78","size":1021792,"uploadId":"ce08d156f6f62c5b530034115869d76e5636096f","url":"https://cdn.sanity.io/images/vt347z5x/production/f1211bb18219c2b8bde01fcaa82800241260ba78-1536x1152.png","filename":"image.png","width":1536,"height":1152,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/f1211bb18219c2b8bde01fcaa82800241260ba78-1536x1152.png?rect=384,0,768,1152&w=%width%&h=%height%&q=80","id":"image-f1211bb18219c2b8bde01fcaa82800241260ba78-1536x1152-png","children":[],"parent":null}},{"_key":"50140414dafd","_type":"block","children":[{"_key":"b0ee93c5947b","_type":"span","marks":[],"text":"Your call list is your strategy. 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Use them to decide who to call first."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"882b25c17fb2","_type":"block","children":[{"_key":"fac0430282b1","_type":"span","marks":["strong"],"text":"Product usage spikes:"},{"_key":"1c9f0d8914db","_type":"span","marks":[],"text":" A jump in free-trial or product activity at one account shows growing interest. Call the person driving that activity."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d0c97ee6a620","_type":"block","children":[{"_key":"87e1ac66009c","_type":"span","marks":["strong"],"text":"Community or social activity:"},{"_key":"8abed478ebbc","_type":"span","marks":[],"text":" Questions in your community or comments on your team's posts can reveal interest buried in the dark funnel."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d990d5dd9993","_type":"block","children":[{"_key":"dbe4684dbf20","_type":"span","marks":["strong"],"text":"Hiring and news events:"},{"_key":"38e4c920a74a","_type":"span","marks":[],"text":" A funding round, an expansion, or a job posting for a relevant role gives you a timely reason to call."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"1578c73c4b8a","_type":"block","children":[{"_key":"740a486c2500","_type":"span","marks":[],"text":"These signals live in different places, which is why reps rarely see them together. Common Room's "},{"_key":"e11f6d714fbb","_type":"span","marks":["cb9d2d00e27d"],"text":"unified buying signals"},{"_key":"b201855f5271","_type":"span","marks":[],"text":" bring job changes, website visits, product usage, and community activity into one view. Reps stop tab-hopping to figure out why someone matters."}],"markDefs":[{"_key":"cb9d2d00e27d","_type":"link","href":"https://www.commonroom.io/product/signals/"}],"style":"normal"},{"_key":"f3cf3199cfe5","_type":"block","children":[{"_key":"1b07f43dae2d","_type":"span","marks":[],"text":"Job changes are the easiest place to start. In Common Room's own outbound, job-change plays drove twice the reply rate and twice the booked meeting rate of traditional cold outbound. Here's how our team uses them to "},{"_key":"7ccd7155a2c9","_type":"span","marks":["e6fd015583a0"],"text":"turn job changes into pipeline"},{"_key":"d1f3634d4f9c","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"e6fd015583a0","_type":"link","href":"https://www.commonroom.io/blog/track-job-changes-to-fuel-pipeline-growth/"}],"style":"normal"},{"_key":"9d6bd9bd3514","_type":"block","children":[{"_key":"205e15ff7c91","_type":"span","marks":[],"text":"Rank the Queue So Every Rep Calls the Right People First"}],"markDefs":[],"style":"h3"},{"_key":"83c6eba3eea1","_type":"block","children":[{"_key":"76e66532e1ad","_type":"span","marks":[],"text":"A signal alone isn't enough. A job change at a company that could never buy from you is just trivia."}],"markDefs":[],"style":"normal"},{"_key":"9b07cb7a48ff","_type":"block","children":[{"_key":"14ef2026b30c","_type":"span","marks":[],"text":"Ideal customer profile (ICP) fit describes how closely an account matches the companies you sell to best. Stack ICP fit with intent signals, then rank the list so the best-fit, most active people sit at the top."}],"markDefs":[],"style":"normal"},{"_key":"ab0af979ec11","_type":"block","children":[{"_key":"ad1eb79eb88a","_type":"span","marks":[],"text":"Next, connect each account to a specific person with a direct dial. Calling a main line and asking for \"whoever handles sales tools\" is how afternoons disappear."}],"markDefs":[],"style":"normal"},{"_key":"accb40fd39c3","_type":"block","children":[{"_key":"dab47e4c45a7","_type":"span","marks":[],"text":"For SDR leaders, this is where consistency comes from. When every rep works the same ranked queue, results stop depending on which rep has the best instincts for list-building."}],"markDefs":[],"style":"normal"},{"_key":"b8501f1d0d90","_type":"block","children":[{"_key":"620de6d1ae43","_type":"span","marks":[],"text":"Even outsourced cold calling companies depend on this step, because dialing speed can't fix a bad queue. A "},{"_key":"cab4f98a9528","_type":"span","marks":["8ffb966aa8d5"],"text":"sales dialer built on data"},{"_key":"c2f1e9662dcb","_type":"span","marks":[],"text":" is only as good as the list behind it."}],"markDefs":[{"_key":"8ffb966aa8d5","_type":"link","href":"https://www.commonroom.io/blog/sales-dialer/"}],"style":"normal"},{"_key":"253160bc9deb","_type":"block","children":[{"_key":"5844152d95f7","_type":"span","marks":[],"text":"Step 2: Prepare in 5 Minutes, Not 50"}],"markDefs":[],"style":"h2"},{"_key":"38f4150dce5b","_type":"block","children":[{"_key":"1f0036bf7c04","_type":"span","marks":[],"text":"Prep should take about five minutes per call. You need enough context to sound relevant, and you can save the full account plan for the meeting."}],"markDefs":[],"style":"normal"},{"_key":"131d92eecbf0","_type":"block","children":[{"_key":"31afd09de8a0","_type":"span","marks":[],"text":"Use this checklist before each dial."}],"markDefs":[],"style":"normal"},{"_key":"e061241d18f3","_type":"table","rows":[{"_key":"ea38c6b0eb04","_type":"tableRow","cells":["Checklist item","Question to answer","Example"]},{"_key":"4617264919c1","_type":"tableRow","cells":["Who they are","What's their role, and what do they likely own?","New VP of sales who owns pipeline and team ramp"]},{"_key":"e6f3e7b7e9d7","_type":"tableRow","cells":["The signal","Why are you calling today?","Started the role five weeks ago"]},{"_key":"41105dce44af","_type":"tableRow","cells":["The likely problem","What challenge often comes with that signal?","Inherited a team with uneven results"]},{"_key":"48db691b401f","_type":"tableRow","cells":["One question","What will you ask to start the conversation?","\"What's on your list for the first 90 days?\""]},{"_key":"d73477fa8f1e","_type":"tableRow","cells":["The next step","What will you ask for at the end?","A 20-minute call next Tuesday"]}]},{"_key":"131ae62f0eb0","_type":"block","children":[{"_key":"f9464c5fe604","_type":"span","marks":["strong"],"text":"Pro tip:"},{"_key":"a6447fd879ee","_type":"span","marks":[],"text":" Don't mention website tracking on the call. Use web visits to decide who to call first, then build your reason from public research like job changes, job postings, or company news."}],"markDefs":[],"style":"normal"},{"_key":"537998f9ee36","_type":"block","children":[{"_key":"3e3ee26a6f1a","_type":"span","marks":[],"text":"Saying \"I saw you on our pricing page\" makes most people feel watched. A public reason feels like homework, and buyers respect homework."}],"markDefs":[],"style":"normal"},{"_key":"033b05aa1a08","_type":"block","children":[{"_key":"c29f373ab5b9","_type":"span","marks":[],"text":"Step 3: Open With the Reason You're Calling"}],"markDefs":[],"style":"h2"},{"_key":"19d541f3b6e8","_type":"block","children":[{"_key":"673dca21b7c2","_type":"span","marks":[],"text":"The first 10-30 seconds decide whether the call continues. Your goal is simple: Earn the next 30 seconds."}],"markDefs":[],"style":"normal"},{"_key":"48fb12899c27","_type":"block","children":[{"_key":"e080f2c56ac2","_type":"span","marks":[],"text":"Skip \"Did I catch you at a bad time?\" It hands the prospect an easy exit, and most people take it."}],"markDefs":[],"style":"normal"},{"_key":"fdc207e8ebd2","_type":"block","children":[{"_key":"61d921abca93","_type":"span","marks":[],"text":"Instead, say who you are, name the reason you're calling now, and ask for a short window. A pattern interrupt is an opener that breaks the prospect's autopilot, and an honest, specific reason does that better than any gimmick."}],"markDefs":[],"style":"normal"},{"_key":"dc266faf07f9","_type":"block","children":[{"_key":"d39e58b2d2de","_type":"span","marks":[],"text":"Here are two example openers you can adapt."}],"markDefs":[],"style":"normal"},{"_key":"e2d914bc6460","_type":"block","children":[{"_key":"ee2aebdcdc51","_type":"span","marks":["strong"],"text":"Example opener for a job change:"}],"markDefs":[],"style":"normal"},{"_key":"a680900e797d","_type":"block","children":[{"_key":"729c2b055a4c","_type":"span","marks":[],"text":"\n\"Hi Jordan, it's Alex with [your company]. I saw you stepped into the VP of sales role at Northwind last month, so congrats. New sales leaders often inherit uneven rep results. Can I take 30 seconds to explain why I called, and you tell me if it's relevant?\"\n"}],"markDefs":[],"style":"blockquote"},{"_key":"9c1dc1e5b4a5","_type":"block","children":[{"_key":"4f06e6c6bb95","_type":"span","marks":["strong"],"text":"Example opener for a hiring signal:"}],"markDefs":[],"style":"normal"},{"_key":"110a40590335","_type":"block","children":[{"_key":"fec350bb41bf","_type":"span","marks":[],"text":"\n\"Hi Priya, this is Alex from [your company]. I noticed Contoso is hiring six new SDRs this quarter. Teams growing that fast often struggle to ramp new reps quickly. Can I have 30 seconds, and then you decide if we keep talking?\"\n"}],"markDefs":[],"style":"blockquote"},{"_key":"cec2832dac53","_type":"block","children":[{"_key":"f0482403dd44","_type":"span","marks":[],"text":"Both openers lead with something true and specific about the prospect. Neither one mentions a product, and both give the prospect control over what happens next."}],"markDefs":[],"style":"normal"},{"_key":"e0d74c7a4604","_type":"block","children":[{"_key":"2c0cdd5fa96a","_type":"span","marks":[],"text":"Step 4: Use a Simple Cold Call Script"}],"markDefs":[],"style":"h2"},{"_key":"4ae45fb5f6c5","_type":"block","children":[{"_key":"3a9ce8f5fe81","_type":"span","marks":[],"text":"A cold call script works best as a talk track, a short set of talking points you adapt to each person. Keep it to three parts so you can remember it without reading."}],"markDefs":[],"style":"normal"},{"_key":"667249a5f5f2","_type":"table","rows":[{"_key":"7942f01d0e9b","_type":"tableRow","cells":["Script part","Goal","Example line","Rough length"]},{"_key":"518d1aa7c78e","_type":"tableRow","cells":["Intro","Say who you are","\"Hi Jordan, it's Alex with [your company].\"","Five seconds"]},{"_key":"31583da43cc8","_type":"tableRow","cells":["Reason for the call","Name the signal and the likely problem","\"You started as VP of sales last month, and new leaders often inherit uneven rep results.\"","15 seconds"]},{"_key":"249a66af3f0c","_type":"tableRow","cells":["Question or call to action","Start a conversation or ask for a next step","\"How are you deciding where to focus the team first?\"","10 seconds"]}]},{"_key":"dc90a744c26c","_type":"block","children":[{"_key":"0ebe40416f06","_type":"span","marks":[],"text":"Here's a full example script built on a job-change signal."}],"markDefs":[],"style":"normal"},{"_key":"cc1d73e98bc5","_type":"block","children":[{"_key":"9ba700dc6843","_type":"span","marks":[],"text":"\n"},{"_key":"59b83f72fdc9","_type":"span","marks":["strong"],"text":"Rep:"},{"_key":"91671fc01466","_type":"span","marks":[],"text":" \"Hi Jordan, it's Alex with [your company]. Congrats on the new VP of sales role at Northwind.\"\n"},{"_key":"2b8590879c78","_type":"span","marks":["strong"],"text":"Jordan:"},{"_key":"b0f1545edb3c","_type":"span","marks":[],"text":" \"Thanks. What's this about?\"\n"},{"_key":"4cdb67256497","_type":"span","marks":["strong"],"text":"Rep:"},{"_key":"90b6d10e4680","_type":"span","marks":[],"text":" \"I'll be quick. New sales leaders often find that results vary a lot from rep to rep in the first few months. Is that something you're seeing?\"\n"},{"_key":"90919ca49986","_type":"span","marks":["strong"],"text":"Jordan:"},{"_key":"9a0016c10f48","_type":"span","marks":[],"text":" \"Honestly, yes. Two reps carry most of the number.\"\n"},{"_key":"e82c7a006aab","_type":"span","marks":["strong"],"text":"Rep:"},{"_key":"c1e5c844b23e","_type":"span","marks":[],"text":" \"That's common. What have you tried so far to close the gap?\"\n"},{"_key":"5fe032a42d18","_type":"span","marks":["strong"],"text":"Jordan:"},{"_key":"dbf64b99dc05","_type":"span","marks":[],"text":" \"We're rewriting the playbook, but it's slow.\"\n"},{"_key":"787399c671d0","_type":"span","marks":["strong"],"text":"Rep:"},{"_key":"e7e916e63c49","_type":"span","marks":[],"text":" \"Makes sense. We help sales teams give every rep the same prioritized list of who to call and why. Would 20 minutes next Tuesday at 10 a.m. be worth it to see if it fits?\"\n"},{"_key":"2b560885737f","_type":"span","marks":["strong"],"text":"Jordan:"},{"_key":"b7afee9d76b0","_type":"span","marks":[],"text":" \"Sure, Tuesday works.\"\n"},{"_key":"e6adcbcb4d00","_type":"span","marks":["strong"],"text":"Rep:"},{"_key":"e332dd4ba8fb","_type":"span","marks":[],"text":" \"Great. I'll send the invite while we're on the phone. Anything specific you'd like me to cover?\"\n"}],"markDefs":[],"style":"blockquote"},{"_key":"b7e85df6a1d7","_type":"block","children":[{"_key":"46c041be8a57","_type":"span","marks":[],"text":"Notice that the rep asks two questions before saying anything about what they sell. Practice the beats of the script until they feel natural, then let the words change with each call."}],"markDefs":[],"style":"normal"},{"_key":"259923d03a47","_type":"block","children":[{"_key":"23165428f677","_type":"span","marks":[],"text":"Step 5: Turn the Pitch Into a Conversation"}],"markDefs":[],"style":"h2"},{"_key":"54bc2d196409","_type":"block","children":[{"_key":"1a0b710813dc","_type":"span","marks":[],"text":"A cold call works when the prospect talks more than you do. Your job is to ask good questions and listen closely to the answers."}],"markDefs":[],"style":"normal"},{"_key":"3fcca4f86372","_type":"block","children":[{"_key":"90e1ae6b05b1","_type":"span","marks":[],"text":"Open-ended questions can't be answered with a simple yes or no. They usually start with \"how,\" \"what,\" or \"why,\" and they invite the prospect to explain their situation."}],"markDefs":[],"style":"normal"},{"_key":"ff520bb8d3dd","_type":"block","children":[{"_key":"40d89f553575","_type":"span","marks":[],"text":"Once the prospect shares a problem, dig into three areas:"}],"markDefs":[],"style":"normal"},{"_key":"8ad9aad439f7","_type":"block","children":[{"_key":"c4dc8b19dcb2","_type":"span","marks":["strong"],"text":"Time:"},{"_key":"83f216b69596","_type":"span","marks":[],"text":" Ask how long the problem has been around and what changed recently."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8c05497ed5d5","_type":"block","children":[{"_key":"a477408c459d","_type":"span","marks":["strong"],"text":"Impact:"},{"_key":"3dd9b5844153","_type":"span","marks":[],"text":" Ask what the problem costs the team in missed meetings, lost deals, or extra hours."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"2db048153c5d","_type":"block","children":[{"_key":"63293b3c3c04","_type":"span","marks":["strong"],"text":"Priority:"},{"_key":"b940e572f1dc","_type":"span","marks":[],"text":" Ask where the problem ranks against everything else on their plate this quarter."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"0e73e8f41f81","_type":"block","children":[{"_key":"f7ad946aeabb","_type":"span","marks":[],"text":"Hold your product until you've confirmed a real problem. Pitching early turns a promising conversation back into a cold call."}],"markDefs":[],"style":"normal"},{"_key":"e0a76bddf221","_type":"block","children":[{"_key":"bb83c781f772","_type":"span","marks":[],"text":"Your voice carries the whole call, since the prospect can't see you. Speak slowly, stand up to keep your energy steady, and smile, because people can hear it."}],"markDefs":[],"style":"normal"},{"_key":"3f30d0878cbd","_type":"block","children":[{"_key":"036cec1832ce","_type":"span","marks":[],"text":"Step 6: Handle Objections Without Sounding Pushy"}],"markDefs":[],"style":"h2"},{"_key":"image-605f7b341536x1152png","_type":"mainImage","alt":"Pause, acknowledge, and ask: three steps for handling an objection","asset":{"_id":"image-6d11d8e1c23d07f97aa62cfa15e5c0bc605f7b34-1536x1152-png","_type":"sanity.imageAsset","_rev":"Kq9eO1y3THjZ8V6aMovfAo","_createdAt":"2026-09-30T20:07:33Z","_updatedAt":"2026-09-30T20:07:33Z","assetId":"6d11d8e1c23d07f97aa62cfa15e5c0bc605f7b34","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"VLO4*TIntQWBRP$+?H^+xaM{~DIoOAIoIU-WaKV@V@Rj","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.3333333333333333,"height":1152,"width":1536},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,iVBORw0KGgoAAAANSUhEUgAAABQAAAAPCAIAAABr+ngCAAAACXBIWXMAAAsSAAALEgHS3X78AAACfklEQVQokY2S20/acBTH++ctc9li5rJsL0v2Ml1i3MOcmcvcdMDUGJ1XHE5xKMrFW4tQkatQZipIRQG5tICl0F9paRELzwtqFi/LXHKevjmfc3JOPlCpLnF1iatdKyCLqULO7vPo18ybLns0m2Kr5Rs9XE2CbkeleoUuA8SBflIpe5SK3n6Vfs2cLp6U6pU7YCCLpXqFYvManbato+OzStn5oXtofOyISvL1CqhJF3ULliWuJp7DEl3mEMdW38DXwdGR4cmJFStCAbpxoCyCmviXzflTPsbnQ2zmuMwwp0KcppAd5zy6bsac4WyiWBVYWSRFdh9kCS6XkQCQxUuYqQq/Cmn1ke9LCJ2NB8JsNskz64mQArMod60wSZBiMSkwq8mgCrcN7G1tUgcZkYXA+YcoidMl8Jfe5UfoTJvPaIjjTuqwD7e1IJrHyPde3OrNRp1k5L1/rRmebrFoFLgNZ9IQK5dpgQ1SiRF8+6ldew+ZeuFa1B76LYlQV2CjCZ5qQtRdu7A9RVjiwQ634f7G5ANY3R2A/fQxRLK01b09rv3Rtzz3xrH0ymtQBFF3Lkawmdko1u41tftMM7FABOT2i9Rk2N3mWm73GGePsBhPQ1h4r//b8Luej+MLWlNoByYJjEllJFA4EyLciY2KWKkIweUKZ2WmKuyzGUuasFKRg0YiQCs2RDU8NP1zzuZxHJDHJxWueHYpE5BFpiow53++SNhGwv9JII1J/3FsaMK4sIBuYNFwscqXajdNuubfVcMGt1dbDerXZs1bWGsk/FkJ/Bu+pmcntv7Mq292zT936UbDrjifvzr7DrjVZ3riX3qILbZ4dMogSoBs49r/g38DWQ7fZMUAC34AAAAASUVORK5CYII=","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#315650","foreground":"#fff","population":0.58,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#0c654a","foreground":"#fff","population":0.06,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#315650","foreground":"#fff","population":0.58,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#a4d4cc","foreground":"#000","population":0,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#75dec1","foreground":"#000","population":0.02,"title":"#fff"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#4fb198","foreground":"#fff","population":0.26,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#32c69c","foreground":"#fff","population":0.19,"title":"#fff"}},"thumbHash":"9McFDYSTVuvYn4VfV4RmknW6b6f6"},"mimeType":"image/png","originalFilename":"image.png","path":"images/vt347z5x/production/6d11d8e1c23d07f97aa62cfa15e5c0bc605f7b34-1536x1152.png","sha1hash":"6d11d8e1c23d07f97aa62cfa15e5c0bc605f7b34","size":1075570,"uploadId":"d43110027f11ce95f8a6f5d63b9c93d7e6ae05de","url":"https://cdn.sanity.io/images/vt347z5x/production/6d11d8e1c23d07f97aa62cfa15e5c0bc605f7b34-1536x1152.png","filename":"image.png","width":1536,"height":1152,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/6d11d8e1c23d07f97aa62cfa15e5c0bc605f7b34-1536x1152.png?rect=384,0,768,1152&w=%width%&h=%height%&q=80","id":"image-6d11d8e1c23d07f97aa62cfa15e5c0bc605f7b34-1536x1152-png","children":[],"parent":null}},{"_key":"700961237bca","_type":"block","children":[{"_key":"ab65fdf040e0","_type":"span","marks":[],"text":"An objection is a reason the prospect gives for ending the call. Early in a call, most objections are reflexes rather than final answers."}],"markDefs":[],"style":"normal"},{"_key":"91b6212baeb6","_type":"block","children":[{"_key":"ae9502efad83","_type":"span","marks":[],"text":"Use a simple three-part method: pause, acknowledge, and ask a question. The pause shows you're listening, and the question keeps the conversation going without an argument."}],"markDefs":[],"style":"normal"},{"_key":"4337a2eebbbc","_type":"table","rows":[{"_key":"0f3f294014a1","_type":"tableRow","cells":["Objection","What it often means","How to respond"]},{"_key":"fb078250a85d","_type":"tableRow","cells":["\"Send me an email.\"","\"I want to get off the phone.\"","\"Happy to. So I send something useful, what's your biggest priority this quarter?\""]},{"_key":"fcede04b93ed","_type":"tableRow","cells":["\"Not interested.\"","\"I don't see why this matters to me yet.\"","\"Fair enough. Is that because it's already handled, or because it's not a priority right now?\""]},{"_key":"41e9d06bfae5","_type":"tableRow","cells":["\"We already use X.\"","\"Switching sounds like work.\"","\"Makes sense. What would you change about how it's working today?\""]},{"_key":"38559b4417bc","_type":"tableRow","cells":["\"Call me in six months.\"","\"The timing is off, or I'm being polite.\"","\"Will do. What's likely to change between now and then?\""]},{"_key":"be19ec4a7564","_type":"tableRow","cells":["\"I'm busy.\"","\"This isn't a good moment.\"","\"Understood. Can I call back tomorrow at 2 p.m., or is later in the week better?\""]}]},{"_key":"5c2f5b0e721a","_type":"block","children":[{"_key":"0a7f4d7f84ab","_type":"span","marks":[],"text":"If they still say no after one question, thank them and move on. Respecting a no keeps the door open for the next signal."}],"markDefs":[],"style":"normal"},{"_key":"090b1ba7faca","_type":"block","children":[{"_key":"1d39c5ece527","_type":"span","marks":[],"text":"Step 7: Close With One Clear Next Step"}],"markDefs":[],"style":"h2"},{"_key":"69f975908a4d","_type":"block","children":[{"_key":"b7b911b9708b","_type":"span","marks":[],"text":"Every call should end with one specific next step. \"Let's stay in touch\" doesn't count."}],"markDefs":[],"style":"normal"},{"_key":"72997faa55bd","_type":"block","children":[{"_key":"df123b638237","_type":"span","marks":[],"text":"Ask for a specific time, like \"Does Thursday at 11 a.m. work for 20 minutes?\" A specific time is easier to accept than an open-ended \"When are you free?\""}],"markDefs":[],"style":"normal"},{"_key":"fb749b6f4f2c","_type":"block","children":[{"_key":"0bfc3273f9d9","_type":"span","marks":[],"text":"Then lock it in before you hang up:"}],"markDefs":[],"style":"normal"},{"_key":"30169145563c","_type":"block","children":[{"_key":"1d5d10de4f8a","_type":"span","marks":["strong"],"text":"Confirm the details:"},{"_key":"ec2ec65bc79a","_type":"span","marks":[],"text":" Repeat the day, the time, and who else should join."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"6e41681e72c7","_type":"block","children":[{"_key":"e6d24ae05aee","_type":"span","marks":["strong"],"text":"Send the invite live:"},{"_key":"a6a4539319d1","_type":"span","marks":[],"text":" Send the calendar invite during the call or right after it."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e26179dc4a1f","_type":"block","children":[{"_key":"087792e4fc00","_type":"span","marks":["strong"],"text":"Agree on a light next step:"},{"_key":"b60230001232","_type":"span","marks":[],"text":" If they aren't ready, offer one useful resource and set a follow-up date."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"f26a1116f92d","_type":"block","children":[{"_key":"7de35e7eb698","_type":"span","marks":[],"text":"When to Call and How Often to Follow Up"}],"markDefs":[],"style":"h2"},{"_key":"50f242a465e0","_type":"block","children":[{"_key":"7e87927f9c8c","_type":"span","marks":[],"text":"The best time to cold call is soon after a signal appears. A fresh signal matters more than the perfect hour on the calendar."}],"markDefs":[],"style":"normal"},{"_key":"f7d592d2f5bb","_type":"block","children":[{"_key":"41f61eadc4fe","_type":"span","marks":[],"text":"At Common Room, we try to follow up on high-intent website visits with a call and an email within 15 minutes whenever we can. Our "},{"_key":"aaf26cacbf49","_type":"span","marks":["db05945baa24"],"text":"website-visit plays that book meetings"},{"_key":"dfaccb1c16da","_type":"span","marks":[],"text":" show how that works in practice."}],"markDefs":[{"_key":"db05945baa24","_type":"link","href":"https://www.commonroom.io/blog/deanonymize-website-activity-to-book-more-meetings/"}],"style":"normal"},{"_key":"c72111465fb8","_type":"block","children":[{"_key":"752791ba0c52","_type":"span","marks":[],"text":"Persistence matters too. "},{"_key":"0d691f836fdd","_type":"span","marks":["e9d04c9f1be3"],"text":"Cognism's cold calling report"},{"_key":"cb9dffd1ffc7","_type":"span","marks":[],"text":" from 2025 found that \"By the third call, 93% of conversations occur.\""}],"markDefs":[{"_key":"e9d04c9f1be3","_type":"link","href":"https://www.cognism.com/blog/cold-calling-statistics"}],"style":"normal"},{"_key":"b00b22d82c04","_type":"block","children":[{"_key":"f07d2cce61b9","_type":"span","marks":[],"text":"The same Cognism report names 10-11 a.m. as the best time of day to call, followed by 2-3 p.m. Treat these as directional benchmarks, since your buyers may keep different hours."}],"markDefs":[],"style":"normal"},{"_key":"9015abcc8acb","_type":"block","children":[{"_key":"e531f2726b35","_type":"span","marks":[],"text":"When you reach voicemail, keep these guidelines in mind:"}],"markDefs":[],"style":"normal"},{"_key":"d5a64ca3ece3","_type":"block","children":[{"_key":"bb778e2e91d5","_type":"span","marks":["strong"],"text":"Keep it short:"},{"_key":"db8adfdae34e","_type":"span","marks":[],"text":" Leave messages under 30 seconds."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"05439b9d1af9","_type":"block","children":[{"_key":"27cf2c76ac4e","_type":"span","marks":["strong"],"text":"Lead with the reason:"},{"_key":"a005f0d8789d","_type":"span","marks":[],"text":" Name the signal in your first sentence so they know why you called."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"b25d78c9db9b","_type":"block","children":[{"_key":"684bc029a8e1","_type":"span","marks":["strong"],"text":"Point to one next step:"},{"_key":"35485aaf65f9","_type":"span","marks":[],"text":" Say you'll send an email with the same subject so they can reply there."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"81600925c75b","_type":"block","children":[{"_key":"d00b64cc3cea","_type":"span","marks":[],"text":"Pair calls with email and LinkedIn messages that repeat the same reason. A short email right after a voicemail gives the prospect an easy way to respond without calling back."}],"markDefs":[],"style":"normal"},{"_key":"8ac79c665be3","_type":"block","children":[{"_key":"76736b0e8739","_type":"span","marks":[],"text":"Cold Calling Rules to Know Before You Dial"}],"markDefs":[],"style":"h2"},{"_key":"9c0dd7a3fce6","_type":"block","children":[{"_key":"5ad8a39ec41c","_type":"span","marks":[],"text":"Cold calling guidelines differ by country and state. This section covers US federal basics and isn't legal advice."}],"markDefs":[],"style":"normal"},{"_key":"abfc08ee6cd3","_type":"block","children":[{"_key":"eb373fafb69e","_type":"span","marks":[],"text":"The Telemarketing Sales Rule (TSR) is the Federal Trade Commission (FTC) rule for telemarketing calls. The National Do Not Call Registry is a federal list of numbers that people have asked telemarketers not to call."}],"markDefs":[],"style":"normal"},{"_key":"88865bd3a4c9","_type":"block","children":[{"_key":"7b23e4b54fd8","_type":"span","marks":[],"text":"The "},{"_key":"e2357a76feba","_type":"span","marks":["e63b37236f86"],"text":"FTC's Telemarketing Sales Rule guidance"},{"_key":"701e0fb9d926","_type":"span","marks":[],"text":" says the ban on calling numbers on the Registry doesn't apply to business-to-business calls. The FTC last updated that guidance page in September 2025."}],"markDefs":[{"_key":"e63b37236f86","_type":"link","href":"https://www.ftc.gov/business-guidance/resources/complying-telemarketing-sales-rule"}],"style":"normal"},{"_key":"57b71e367e6b","_type":"block","children":[{"_key":"f39fcf5fb1f4","_type":"span","marks":[],"text":"There's an exception to the business-to-business exemption. The TSR still covers calls meant to sell nondurable office or cleaning supplies."}],"markDefs":[],"style":"normal"},{"_key":"996aa5762b51","_type":"block","children":[{"_key":"197ac9dac990","_type":"span","marks":[],"text":"The TSR also bars telemarketing calls to a person's home outside 8 a.m.-9 p.m. local time at the location called. That matters when a business buyer's number is also their home line."}],"markDefs":[],"style":"normal"},{"_key":"98ec18c0b9b9","_type":"block","children":[{"_key":"6a432be5a6a1","_type":"span","marks":[],"text":"The Telephone Consumer Protection Act (TCPA) is a separate federal law, and it applies more broadly. It covers areas like calls to mobile numbers and calls placed with autodialers, even when you're calling a business buyer."}],"markDefs":[],"style":"normal"},{"_key":"5fa105651f1f","_type":"block","children":[{"_key":"1a3ae47b6e4a","_type":"span","marks":[],"text":"Many states also have their own calling rules, and some are stricter than federal law. Before you scale a calling program, ask your legal team to review your lists, dialing tools, and calling windows."}],"markDefs":[],"style":"normal"},{"_key":"0c1225f09b3c","_type":"block","children":[{"_key":"baa4c6574564","_type":"span","marks":[],"text":"How to Measure Cold Calling Success"}],"markDefs":[],"style":"h2"},{"_key":"2240114f7d26","_type":"block","children":[{"_key":"f76e48b12ea0","_type":"span","marks":[],"text":"Measure cold calling by the meetings and pipeline it creates. Dial count shows effort, while the metrics below show whether that effort is working."}],"markDefs":[],"style":"normal"},{"_key":"b44455e458f0","_type":"table","rows":[{"_key":"4d1872069519","_type":"tableRow","cells":["Metric","What it measures","What to watch for"]},{"_key":"dd450d971aee","_type":"tableRow","cells":["Connect rate","Share of dials that reach a live person","Low rates often point to bad numbers or poor timing"]},{"_key":"fdad429df684","_type":"tableRow","cells":["Conversation rate","Share of connects that last past the opener","Low rates point to a weak opener"]},{"_key":"3399195ea994","_type":"tableRow","cells":["Meeting-set rate","Share of conversations that end with a booked meeting","Low rates point to weak discovery or closing"]},{"_key":"14354305d149","_type":"tableRow","cells":["Meetings held","Booked meetings that actually happen","No-shows point to weak qualification or slow invites"]},{"_key":"63376e8a7214","_type":"tableRow","cells":["Pipeline created","Dollar value of opportunities that start from calls","Flat pipeline points to calls with the wrong buyers"]},{"_key":"8105440c2e5d","_type":"tableRow","cells":["Signal-to-call time","Time between a signal appearing and the first call","Long gaps mean intent goes stale"]}]},{"_key":"cfcd38045497","_type":"block","children":[{"_key":"48f4a023a334","_type":"span","marks":[],"text":"SDR leaders should compare these metrics by signal type, not just by rep. If job-change calls set more meetings than hiring-signal calls, shift more of the queue toward job changes before you change the coaching."}],"markDefs":[],"style":"normal"},{"_key":"0da9af7d3cb7","_type":"block","children":[{"_key":"05ef9e369888","_type":"span","marks":[],"text":"Reps should also score each call right after it ends. Three questions cover most of it: Did I open with the reason, ask before I pitched, and ask for a clear next step?"}],"markDefs":[],"style":"normal"},{"_key":"1b7fdb0d551d","_type":"block","children":[{"_key":"0828b14907ff","_type":"span","marks":[],"text":"Tracking all of this by hand breaks down quickly. A "},{"_key":"e515df56a071","_type":"span","marks":["63ac16aa3295"],"text":"signal-aware auto dialer"},{"_key":"44abd7be4ac3","_type":"span","marks":[],"text":" logs every call to your CRM and keeps the buyer's signals in view while the rep dials."}],"markDefs":[{"_key":"63ac16aa3295","_type":"link","href":"https://www.commonroom.io/product/dial/"}],"style":"normal"},{"_key":"71dca9cfb71a","_type":"block","children":[{"_key":"60a59eaaee0e","_type":"span","marks":[],"text":"It also offers local presence, which shows a caller ID that matches the prospect's area code. Voicemail drop lets reps leave a prerecorded message in one click and move to the next person in the queue."}],"markDefs":[],"style":"normal"},{"_key":"f424899bcfd2","_type":"block","children":[{"_key":"a123fe42b5ff","_type":"span","marks":[],"text":"Signals also make personalization practical without hours of research. Common Room customer Grammarly shows how this plays out. "},{"_key":"c48fb0b7a50e","_type":"span","marks":["5536dd84759e"],"text":"Grammarly's signal-driven outbound results"},{"_key":"3eeec2c6a087","_type":"span","marks":[],"text":" include a 50% increase in reply rates and a 35% decrease in lead-to-opportunity time."}],"markDefs":[{"_key":"5536dd84759e","_type":"link","href":"https://www.commonroom.io/customers/grammarly-customer-story-video/"}],"style":"normal"},{"_key":"9c1acf6a1113","_type":"block","children":[{"_key":"558bdb4a6cc0","_type":"span","marks":[],"text":"Clear metrics help with cold calling motivation, too. Reps stay motivated when they can see which calls turn into meetings and why."}],"markDefs":[],"style":"normal"},{"_key":"ce0435085a83","_type":"block","children":[{"_key":"3071a1d345d8","_type":"span","marks":[],"text":"Frequently Asked Questions"}],"markDefs":[],"style":"h2"},{"_key":"59acb064279e","_type":"block","children":[{"_key":"eff15211fcce","_type":"span","marks":[],"text":"New callers tend to ask the same handful of questions. Here are short answers to the most common ones."}],"markDefs":[],"style":"normal"},{"_key":"9127f8bbc32b","_type":"block","children":[{"_key":"4dfc088e5978","_type":"span","marks":[],"text":"What Are the 5 Stages of Cold Calling?"}],"markDefs":[],"style":"h3"},{"_key":"3fbd84021d87","_type":"block","children":[{"_key":"5ac24a1a5228","_type":"span","marks":[],"text":"The five stages of cold calling are research, the opener, discovery questions, objection handling, and closing with a next step. A signal-based call list makes each stage easier because you start with a real reason to talk."}],"markDefs":[],"style":"normal"},{"_key":"81abdd76979e","_type":"block","children":[{"_key":"baf455c313ee","_type":"span","marks":[],"text":"What Are the Biggest Mistakes in Cold Calling?"}],"markDefs":[],"style":"h3"},{"_key":"a7f226220595","_type":"block","children":[{"_key":"cffc0ef4e55b","_type":"span","marks":[],"text":"The biggest mistakes are calling without a reason, pitching the product too early, and ending without a clear next step. Most of these start with a weak list, since reps with no real reason to call fall back on a generic pitch."}],"markDefs":[],"style":"normal"},{"_key":"fbd177944bdb","_type":"block","children":[{"_key":"b51b1211f5f6","_type":"span","marks":[],"text":"What Is the 80/20 Rule in Cold Calling?"}],"markDefs":[],"style":"h3"},{"_key":"c6f0834361ba","_type":"block","children":[{"_key":"5460f023b7d2","_type":"span","marks":[],"text":"The 80/20 rule in cold calling is a rule of thumb that roughly 80% of your results come from about 20% of your calls. Those calls usually have the strongest signal and ICP fit, so rank your queue to reach them first."}],"markDefs":[],"style":"normal"},{"_key":"589b3f446047","_type":"block","children":[{"_key":"e7818ae1dc90","_type":"span","marks":[],"text":"How Long Should a Cold Call Be?"}],"markDefs":[],"style":"h3"},{"_key":"d5b509ad3705","_type":"block","children":[{"_key":"d27fa31130d9","_type":"span","marks":[],"text":"A first cold call usually needs just a few minutes to share your reason, ask a question or two, and book a meeting. Save deep discovery for the meeting itself."}],"markDefs":[],"style":"normal"},{"_key":"0746357db074","_type":"block","children":[{"_key":"e5feb62c1ce5","_type":"span","marks":[],"text":"When Should I Mention My Product?"}],"markDefs":[],"style":"h3"},{"_key":"875948a3a58a","_type":"block","children":[{"_key":"146640cb7c9f","_type":"span","marks":[],"text":"Mention your product only after the prospect confirms a problem you can help solve. Until then, keep the focus on their situation and your questions."}],"markDefs":[],"style":"normal"},{"_key":"52a01cd29fc8","_type":"block","children":[{"_key":"cbd31042b3a4","_type":"span","marks":[],"text":"How Do I Get More Confident on Cold Calls?"}],"markDefs":[],"style":"h3"},{"_key":"1b17e6640d1e","_type":"block","children":[{"_key":"f137ecdd8d3f","_type":"span","marks":[],"text":"Practice your opener out loud, role-play objections with a teammate, and start each calling session with your best-fit, highest-signal contacts. Early wins make the next dial feel a lot less scary."}],"markDefs":[],"style":"normal"},{"_key":"4a224b6578e4","_type":"block","children":[{"_key":"f60b41c03f68","_type":"span","marks":[],"text":"Make Every Cold Call a Little Less Cold"}],"markDefs":[],"style":"h2"},{"_key":"37c47cf176fa","_type":"block","children":[{"_key":"7a194905d7ff","_type":"span","marks":[],"text":"The best cold calling approach is simple to describe and hard to fake. Build a signal-based list, prep in five minutes, open with your reason, turn the pitch into a conversation, and ask for one next step."}],"markDefs":[],"style":"normal"},{"_key":"77000a420b4b","_type":"block","children":[{"_key":"5d9de5e606ca","_type":"span","marks":[],"text":"Common Room by Zoom pairs buying signals and person-level context with Zoom's native dialing, so reps call with the reason already in view. Each call outcome feeds back into that context, so the next queue gets sharper."}],"markDefs":[],"style":"normal"},{"_key":"510d75842bdb","_type":"block","children":[{"_key":"4c1c50108828","_type":"span","marks":[],"text":"See how signal-based cold calling works for your team."}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-ee5283d8-dd48-5e1c-8adb-001480e32f4f","_id":"ca9645ed-1e78-4305-8191-914cfeb4dee6","publishedAt":"2026-09-30T19:40:33.803Z","_createdAt":"2026-09-30T19:40:48Z","_updatedAt":"2026-09-30T22:37:26Z","categories":[{"_id":"b58139fd-3460-4c8d-bae8-6637d0e6704d","title":"Sales development","titlePublic":null,"slug":{"current":"sales-development"},"status":"hidden"},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","title":"Signal-based selling","titlePublic":null,"slug":{"current":"signal-based-selling"},"status":"published"},{"_id":"07c9052b-614c-49d8-9904-46d83ef59437","title":"Personalize Outreach","titlePublic":null,"slug":{"current":"personalize-outreach"},"status":"hidden"},{"_id":"973d1158-d9cf-46c9-8b1e-d997403fde9f","title":"Exclude from Lists / Resource Hub Only","titlePublic":null,"slug":{"current":"exclude"},"status":"review"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-e86ce7fd9d5c630c0c6d28cfcdf59c2db18de067-1536x864-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":864,"width":1536,"aspectRatio":1.7777777777777777}}},"layout":null,"alt":"Illustration of many generic emails filtered through a buying-signal badge into one relevant email for the right buyer"},"title":"Best AI Email Tools for Cold Email and Sales Outreach","_rawExcerpt":[{"_key":"320e1f5915c3","_type":"block","children":[{"_key":"b88c7c3fa95e","_type":"span","marks":[],"text":"In 2026, the best AI email tools don’t just write polished cold emails—they use real buying signals to decide who to contact, when to reach out, and how to personalize at scale. This guide compares the top platforms across cold email, sales engagement, AI SDRs, and signal-triggered outreach so teams can choose the right tool without adding to the noise."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":15,"slug":{"current":"best-ai-email-tools-for-cold-email-and-sales-outreach"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"6fa08af3b676","_type":"block","children":[{"_key":"9efc0dba10af","_type":"span","marks":[],"text":"AI made writing a sales email almost effortless. So everyone started sending more of them, and inboxes noticed."}],"markDefs":[],"style":"normal"},{"_key":"cdabe32e9e94","_type":"block","children":[{"_key":"d48c6cf45d91","_type":"span","marks":[],"text":"Now your SDRs compete with a flood of polished, forgettable messages, and spam filters are stricter than ever. This guide shows you how to pick the best AI email tool for B2B outbound without adding to the noise."}],"markDefs":[],"style":"normal"},{"_key":"27228f30d344","_type":"block","children":[{"_key":"be2333481057","_type":"span","marks":[],"text":"What Is the Best AI Email Tool for Sales Outreach?"}],"markDefs":[],"style":"h2"},{"_key":"69d42eb1d64d","_type":"block","children":[{"_key":"36f25411120a","_type":"span","marks":[],"text":"The best AI email tool for B2B sales outreach decides who to email and when, based on real buying signals. Then it writes and sequences a personalized message for that person. A nicer template alone won't book meetings, because the trigger matters more than the copy."}],"markDefs":[],"style":"normal"},{"_key":"d3275900b86c","_type":"block","children":[{"_key":"47b756606cc4","_type":"span","marks":[],"text":"A buying signal is an action that shows someone might be ready to buy. Think of a new VP joining a customer account, a visit to your pricing page, or a spike in product usage."}],"markDefs":[],"style":"normal"},{"_key":"eadab94ee6c2","_type":"block","children":[{"_key":"cc782f10d8af","_type":"span","marks":[],"text":"Timing matters because buyers are tired of noise. "},{"_key":"ee7d5b463608","_type":"span","marks":["c0f9397ef050"],"text":"Gartner's 2025 B2B buyer survey"},{"_key":"479b60634407","_type":"span","marks":[],"text":" of 632 buyers found \"73% of B2B buyers actively avoid suppliers who send irrelevant outreach.\" More activity doesn't equal more pipeline, and more email usually means more ignored email."}],"markDefs":[{"_key":"c0f9397ef050","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2025-06-25-gartner-sales-survey-finds-61-percent-of-b2b-buyers-prefer-a-rep-free-buying-experience"}],"style":"normal"},{"_key":"7b056ea8a667","_type":"block","children":[{"_key":"43c22c589e46","_type":"span","marks":[],"text":"Different tools solve different parts of the problem. Here's the short list by category:"}],"markDefs":[],"style":"normal"},{"_key":"fca065b669bb","_type":"block","children":[{"_key":"1901fc5cc803","_type":"span","marks":["strong"],"text":"Cold email infrastructure:"},{"_key":"436e05f8a157","_type":"span","marks":[],"text":" Instantly and Smartlead fit teams that send high volume across many mailboxes."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"56a8df3e250d","_type":"block","children":[{"_key":"f5c38bb5dd7f","_type":"span","marks":["strong"],"text":"All-in-one database and sequencer:"},{"_key":"16d190760acf","_type":"span","marks":[],"text":" Apollo fits small teams that want contacts, AI drafts, and sequences in one place."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4af199976db2","_type":"block","children":[{"_key":"6a59130fb3f2","_type":"span","marks":["strong"],"text":"Sales engagement platforms:"},{"_key":"9e4450445f67","_type":"span","marks":[],"text":" Outreach, Salesloft, and HubSpot Sales Hub run shared, multistep outreach for full sales teams."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"0e367909b490","_type":"block","children":[{"_key":"c426db632bbd","_type":"span","marks":["strong"],"text":"Writing coaches:"},{"_key":"ebb4b9ba8d4c","_type":"span","marks":[],"text":" Lavender fits reps who want real-time feedback on every draft."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"0c24b8fb9239","_type":"block","children":[{"_key":"a60994fa6c51","_type":"span","marks":["strong"],"text":"AI SDRs:"},{"_key":"2f27b428fca0","_type":"span","marks":[],"text":" 11x and Artisan offer AI agents that aim to prospect and send outbound on their own."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d09b3c1d7ab5","_type":"block","children":[{"_key":"e89c269c2c1d","_type":"span","marks":["strong"],"text":"Signal-triggered outreach:"},{"_key":"6f10b9ccefef","_type":"span","marks":[],"text":" Common Room by Zoom fits teams that want every send to start from a real buying signal."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4d44e6b9ef70","_type":"block","children":[{"_key":"a1c0fd3715e9","_type":"span","marks":[],"text":"AI Email Assistants vs. Cold Email Software: Know Which One You Need"}],"markDefs":[],"style":"h2"},{"_key":"e5df4a2cf578","_type":"block","children":[{"_key":"1af87d50f44f","_type":"span","marks":[],"text":"Search for the best AI email tool, and most lists rank inbox helpers. Those tools are useful, but they won't help an SDR book meetings."}],"markDefs":[],"style":"normal"},{"_key":"0378b0914a32","_type":"block","children":[{"_key":"e9400c5c0b52","_type":"span","marks":[],"text":"An AI email assistant helps you manage your own inbox. It summarizes threads, drafts replies, and sorts messages. Gemini in Gmail, Copilot in Outlook, Superhuman, and Shortwave all fit here."}],"markDefs":[],"style":"normal"},{"_key":"c9afe85b31d7","_type":"block","children":[{"_key":"c34f6aedead0","_type":"span","marks":[],"text":"Cold email software sends and automates one-to-many outbound sequences. A sequence is a series of timed emails and tasks that runs until the prospect replies. The software also tracks results and adds controls that protect your sending domain."}],"markDefs":[],"style":"normal"},{"_key":"d66094742e07","_type":"table","rows":[{"_key":"1acb1e96ba50","_type":"tableRow","cells":["Category","What it does","Who it's for"]},{"_key":"3a8a4b137612","_type":"tableRow","cells":["AI email assistant","Summarizes, drafts, and sorts messages in your own inbox","Any professional with a busy inbox"]},{"_key":"0c31011d7d98","_type":"tableRow","cells":["Cold email software","Sends automated one-to-many sequences with tracking and sending controls","Agencies, founders, and high-volume outbound teams"]},{"_key":"d7b9b7195095","_type":"tableRow","cells":["Sales engagement platform","Runs multichannel sequences and logs activity to the CRM","SDR and AE teams that need shared playbooks"]},{"_key":"e31945bb801a","_type":"tableRow","cells":["AI SDR","Uses AI agents to research, write, and send outbound with little human input","Teams testing autonomous outbound"]},{"_key":"999d1436b8f3","_type":"tableRow","cells":["Signal-triggered outreach","Starts outreach from buying signals, then personalizes and sequences it","SDR leaders who want relevance over volume"]}]},{"_key":"d45362757180","_type":"block","children":[{"_key":"11aa1d4ac8c6","_type":"span","marks":[],"text":"Here's the quick rule. If your problem is your own inbox, get an assistant. If your problem is pipeline, keep reading."}],"markDefs":[],"style":"normal"},{"_key":"fb84d92d845b","_type":"block","children":[{"_key":"f1ff4a7a7b43","_type":"span","marks":[],"text":"How AI Sales Email Tools Work"}],"markDefs":[],"style":"h2"},{"_key":"image-02bcac3f1536x1152png","_type":"mainImage","alt":"Diagram of the three layers of AI sales email tools: data and signals, AI writing, and sequencing and sending","asset":{"_id":"image-22738d0fc13a5325f7b5770d51109b8b02bcac3f-1536x1152-png","_type":"sanity.imageAsset","_rev":"Kq9eO1y3THjZ8V6aMoe2qw","_createdAt":"2026-09-30T19:40:44Z","_updatedAt":"2026-09-30T19:40:44Z","assetId":"22738d0fc13a5325f7b5770d51109b8b02bcac3f","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"VWMbG2of?boy-;_Nj[MyfjM{^RjuNZjuNZIBf6t7fQt7","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.3333333333333333,"height":1152,"width":1536},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#44504c","foreground":"#fff","population":0.01,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#18b484","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#b5c5c2","foreground":"#000","population":1.34,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#b5c5c2","foreground":"#000","population":1.34,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#64f0cc","foreground":"#000","population":0,"title":"#fff"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#54ab96","foreground":"#fff","population":0.13,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#1cbc8c","foreground":"#fff","population":0,"title":"#fff"}},"thumbHash":"78cNDYjIuKiPdXZ6h0eXi5eHj3n3"},"mimeType":"image/png","originalFilename":"image.png","path":"images/vt347z5x/production/22738d0fc13a5325f7b5770d51109b8b02bcac3f-1536x1152.png","sha1hash":"22738d0fc13a5325f7b5770d51109b8b02bcac3f","size":993019,"uploadId":"1506912b85ccd67f3a79e60c186ca552317150f4","url":"https://cdn.sanity.io/images/vt347z5x/production/22738d0fc13a5325f7b5770d51109b8b02bcac3f-1536x1152.png","filename":"image.png","width":1536,"height":1152,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/22738d0fc13a5325f7b5770d51109b8b02bcac3f-1536x1152.png?rect=384,0,768,1152&w=%width%&h=%height%&q=80","id":"image-22738d0fc13a5325f7b5770d51109b8b02bcac3f-1536x1152-png","children":[],"parent":null}},{"_key":"e396071fa19d","_type":"block","children":[{"_key":"1e8c1cfc8178","_type":"span","marks":[],"text":"Most AI sales email tools do three jobs. Each job is a layer, and most tools are strong in one layer and thin in the others."}],"markDefs":[],"style":"normal"},{"_key":"90bbdd9abbd8","_type":"block","children":[{"_key":"bbc655899d2a","_type":"span","marks":["strong"],"text":"Data and signals:"},{"_key":"e8a034b2ffcb","_type":"span","marks":[],"text":" This layer decides who to contact and why now."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8412e25f387f","_type":"block","children":[{"_key":"363884b37aab","_type":"span","marks":["strong"],"text":"AI writing:"},{"_key":"a2a7cd895a57","_type":"span","marks":[],"text":" This layer drafts personalized copy for each person."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"877f1fa05ed4","_type":"block","children":[{"_key":"e76577539f03","_type":"span","marks":["strong"],"text":"Sequencing and sending:"},{"_key":"05286cd27695","_type":"span","marks":[],"text":" This layer schedules each step, spreads sends across mailboxes, and tracks replies."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"66c9fc885bf9","_type":"block","children":[{"_key":"408dfd0442a9","_type":"span","marks":[],"text":"The writing layer used to set tools apart. Now nearly every sales team has it. "},{"_key":"7300ceff703d","_type":"span","marks":["8558db2b0899"],"text":"Salesforce's State of Sales report"},{"_key":"807105fbcb44","_type":"span","marks":[],"text":" found \"87% of sales organizations currently use some form of AI for tasks like prospecting, forecasting, lead scoring, or drafting emails.\""}],"markDefs":[{"_key":"8558db2b0899","_type":"link","href":"https://www.salesforce.com/news/stories/state-of-sales-report-announcement-2026/"}],"style":"normal"},{"_key":"787d83b30e2f","_type":"block","children":[{"_key":"fcffa5139505","_type":"span","marks":[],"text":"That number comes from Salesforce's own survey of 4,050 sales professionals. HubSpot's data points the same way. In "},{"_key":"282458bbe797","_type":"span","marks":["d6cf7290264e"],"text":"HubSpot's 2025 sales survey"},{"_key":"18378ae052f5","_type":"span","marks":[],"text":", the company said: \"Only 8% of the sales reps we surveyed reported not using AI at all.\""}],"markDefs":[{"_key":"d6cf7290264e","_type":"link","href":"https://blog.hubspot.com/sales/hubspot-sales-strategy-report"}],"style":"normal"},{"_key":"8b0f5fb85768","_type":"block","children":[{"_key":"3c6b96122c17","_type":"span","marks":[],"text":"So AI drafting is table stakes. When every team can write a decent email in seconds, results split on the data layer: who gets the email, and why today."}],"markDefs":[],"style":"normal"},{"_key":"925e4d775924","_type":"block","children":[{"_key":"bf6505f805cc","_type":"span","marks":[],"text":"What to Look for in Cold Email Software"}],"markDefs":[],"style":"h2"},{"_key":"f9620e67477b","_type":"block","children":[{"_key":"211812d160dc","_type":"span","marks":[],"text":"Every vendor now claims AI personalization. That makes the claim useless for comparing tools."}],"markDefs":[],"style":"normal"},{"_key":"372fc1d9d631","_type":"block","children":[{"_key":"511d43299f6a","_type":"span","marks":[],"text":"Use these five criteria instead. They separate tools that book meetings from tools that just send email."}],"markDefs":[],"style":"normal"},{"_key":"daf20b95bf1d","_type":"block","children":[{"_key":"5ea298b49909","_type":"span","marks":[],"text":"Signal Triggers and Timing"}],"markDefs":[],"style":"h3"},{"_key":"40afc9d9abdd","_type":"block","children":[{"_key":"c675bd1284bf","_type":"span","marks":[],"text":"A signal trigger starts outreach when a buyer does something. Common buying signals include job changes, website visits, product usage, and community or social activity."}],"markDefs":[],"style":"normal"},{"_key":"f72242d7591e","_type":"block","children":[{"_key":"08b8e8b259b8","_type":"span","marks":[],"text":"Most tools use a list trigger instead. A rep uploads a spreadsheet of names, and the sequence starts. A signal-triggered send reaches the buyer while they're already thinking about the problem, which is exactly when a reply is most likely."}],"markDefs":[],"style":"normal"},{"_key":"9cb41b09a5a7","_type":"block","children":[{"_key":"c8b0ac00838a","_type":"span","marks":[],"text":"Common Room pulls "},{"_key":"bd504dbcd28f","_type":"span","marks":["0c00bfbd76bd"],"text":"buying signals across 50+ sources"},{"_key":"68bf1c5f4454","_type":"span","marks":[],"text":" into one ranked view, so reps know who deserves attention first. If you're new to the idea, start with "},{"_key":"34d0be17f86e","_type":"span","marks":["d9ae53737fcd"],"text":"what signal-based selling is"},{"_key":"df14636cb972","_type":"span","marks":[],"text":" and how it changes outbound."}],"markDefs":[{"_key":"0c00bfbd76bd","_type":"link","href":"https://www.commonroom.io/product/signals/"},{"_key":"d9ae53737fcd","_type":"link","href":"https://www.commonroom.io/blog/signal-based-selling-definition/"}],"style":"normal"},{"_key":"43e086764655","_type":"block","children":[{"_key":"b2fb10b11f9a","_type":"span","marks":[],"text":"Ask every vendor one question: What starts a sequence? If the answer is \"a CSV upload,\" you're buying a faster way to send the same email."}],"markDefs":[],"style":"normal"},{"_key":"7051d4e166e8","_type":"block","children":[{"_key":"f7005cc6dea2","_type":"span","marks":[],"text":"Personalization Depth and Data Quality"}],"markDefs":[],"style":"h3"},{"_key":"06c61b8ab3b1","_type":"block","children":[{"_key":"c82868f4d17f","_type":"span","marks":[],"text":"Personalization only works when the details are true and relevant. Buyers can tell the difference in about one line."}],"markDefs":[],"style":"normal"},{"_key":"85b5089b236b","_type":"block","children":[{"_key":"ff6ce0a2400a","_type":"span","marks":[],"text":"Merge fields drop a stored value into a template, like {{firstName}} or {{company}}. Person-level context goes deeper: the buyer's role, recent activity, and account research."}],"markDefs":[],"style":"normal"},{"_key":"38cbd094e15d","_type":"block","children":[{"_key":"7accd4f26c01","_type":"span","marks":[],"text":"One says \"Hi Sam.\" The other says why Sam's team probably needs help this quarter."}],"markDefs":[],"style":"normal"},{"_key":"abd53761fc0f","_type":"block","children":[{"_key":"cf6ec1231a68","_type":"span","marks":[],"text":"AI copy is only as good as the data behind it. AI without context is just noise that arrives faster."}],"markDefs":[],"style":"normal"},{"_key":"cb903688c73c","_type":"block","children":[{"_key":"6b2f1654dd61","_type":"span","marks":[],"text":"So check two things. Enrichment fills in missing details, like job title, company size, and verified email. Identity resolution matches activity from different places to the same real person."}],"markDefs":[],"style":"normal"},{"_key":"ee67607dd280","_type":"block","children":[{"_key":"22f7a1740d2d","_type":"span","marks":[],"text":"Common Room's Person360 handles "},{"_key":"c6ddfdb80f8d","_type":"span","marks":["a64cd02deae5"],"text":"person-level identity resolution"},{"_key":"bd6eac0443c8","_type":"span","marks":[],"text":", so a website visit, a community post, and a CRM record all map to one buyer. Whatever tool you pick, keep a human in the loop. A rep should review AI drafts before they reach real buyers."}],"markDefs":[{"_key":"a64cd02deae5","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"},{"_key":"ab230023718a","_type":"block","children":[{"_key":"186b5a11858d","_type":"span","marks":[],"text":"Deliverability and Sender Reputation"}],"markDefs":[],"style":"h3"},{"_key":"773a0ab65e83","_type":"block","children":[{"_key":"a80d0aa12efd","_type":"span","marks":[],"text":"Deliverability is whether your email lands in the inbox or the spam folder. Sender reputation is how much inbox providers trust your domain, and it drives deliverability."}],"markDefs":[],"style":"normal"},{"_key":"038b466f30e3","_type":"block","children":[{"_key":"c8941ace25d6","_type":"span","marks":[],"text":"Your spam rate is the share of your emails that people mark as spam. Google tracks it in Postmaster Tools, its free dashboard for senders. "},{"_key":"45e102db935c","_type":"span","marks":["6ecc48a33d04"],"text":"Google's email sender guidelines"},{"_key":"d3e247f88095","_type":"span","marks":[],"text":" say: \"Keep spam rates reported in Postmaster Tools below 0.10% and avoid ever reaching a spam rate of 0.30% or higher.\""}],"markDefs":[{"_key":"6ecc48a33d04","_type":"link","href":"https://support.google.com/a/answer/81126"}],"style":"normal"},{"_key":"63ce1786216e","_type":"block","children":[{"_key":"75e85bbf7f66","_type":"span","marks":[],"text":"Google treats anyone who sends 5,000 or more emails per day to Gmail as a bulk sender. Bulk senders must set up three kinds of email authentication:"}],"markDefs":[],"style":"normal"},{"_key":"ca6c53febaf7","_type":"block","children":[{"_key":"0acf664fbf3b","_type":"span","marks":["strong"],"text":"SPF (Sender Policy Framework):"},{"_key":"324af9fb44a0","_type":"span","marks":[],"text":" This public record lists the servers allowed to send email from your domain."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"fa953c7c797d","_type":"block","children":[{"_key":"c441504a5ff6","_type":"span","marks":["strong"],"text":"DKIM (DomainKeys Identified Mail):"},{"_key":"87b75313a5ad","_type":"span","marks":[],"text":" This digital signature proves nobody changed your email after you sent it."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"a734a954d0b8","_type":"block","children":[{"_key":"fa87a09cded1","_type":"span","marks":["strong"],"text":"DMARC (Domain-based Message Authentication, Reporting, and Conformance):"},{"_key":"5f5d7861d93f","_type":"span","marks":[],"text":" This policy tells inboxes what to do when SPF or DKIM checks fail."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"a1051490d91a","_type":"block","children":[{"_key":"a39feb93034f","_type":"span","marks":[],"text":"Yahoo agrees. "},{"_key":"7dfc011c1072","_type":"span","marks":["7a564e534a12"],"text":"Yahoo's sender best practices"},{"_key":"101d7c857ced","_type":"span","marks":[],"text":" set the same ceiling: \"Keep your spam rate below 0.3%.\""}],"markDefs":[{"_key":"7a564e534a12","_type":"link","href":"https://senders.yahooinc.com/best-practices/"}],"style":"normal"},{"_key":"00db2299a91d","_type":"block","children":[{"_key":"f9c0d576f812","_type":"span","marks":[],"text":"In your tool, look for warm-up, which slowly raises send volume on a new mailbox so inboxes learn to trust it. Also look for mailbox rotation, bounce checks that verify addresses before sending, and daily send limits."}],"markDefs":[],"style":"normal"},{"_key":"be0c6dae6e10","_type":"block","children":[{"_key":"6d1e57d02695","_type":"span","marks":[],"text":"Those controls help, but they can't fix irrelevant email. Sending less, more relevantly, is the most reliable deliverability strategy, because fewer unwanted emails means fewer spam complaints."}],"markDefs":[],"style":"normal"},{"_key":"7c58fb986132","_type":"block","children":[{"_key":"206ceca1febf","_type":"span","marks":[],"text":"CRM Sync and Workflow Fit"}],"markDefs":[],"style":"h3"},{"_key":"45bc3a52b386","_type":"block","children":[{"_key":"b61ade6c2817","_type":"span","marks":[],"text":"The best tool is the one your reps actually use every day. For most teams, that means it has to live comfortably next to the CRM, the system that stores your contacts, accounts, and deals."}],"markDefs":[],"style":"normal"},{"_key":"1a6c68a505e7","_type":"block","children":[{"_key":"6d8985201586","_type":"span","marks":[],"text":"Look for two-way sync with Salesforce or HubSpot. Replies, calls, and meetings should log automatically, and reps should only see records they have permission to see."}],"markDefs":[],"style":"normal"},{"_key":"aabce98f548f","_type":"block","children":[{"_key":"91d7eaec6efb","_type":"span","marks":[],"text":"Also check for multichannel steps. Good outbound mixes email, phone calls, and LinkedIn tasks in one sequence."}],"markDefs":[],"style":"normal"},{"_key":"501c39a36284","_type":"block","children":[{"_key":"c757e19c68cd","_type":"span","marks":[],"text":"Then ask where the rep spends the day. If the answer involves five tabs, a spreadsheet, and a lot of copy-paste, adoption will fade by week three."}],"markDefs":[],"style":"normal"},{"_key":"e39b898f0196","_type":"block","children":[{"_key":"658f2ce7d91d","_type":"span","marks":[],"text":"Compliance"}],"markDefs":[],"style":"h3"},{"_key":"92e8f94a433a","_type":"block","children":[{"_key":"5d918fff75c7","_type":"span","marks":[],"text":"CAN-SPAM is the US law that sets rules for commercial email. It covers B2B cold email too."}],"markDefs":[],"style":"normal"},{"_key":"0b180fca4531","_type":"block","children":[{"_key":"8a58f2fb3798","_type":"span","marks":[],"text":"Per the "},{"_key":"831a6388d6f7","_type":"span","marks":["dfbb6b77a180"],"text":"FTC's CAN-SPAM compliance guide"},{"_key":"f02c272ab031","_type":"span","marks":[],"text":", \"The law makes no exception for business-to-business email,\" and penalties reach \"up to $53,088\" per violating email. The guide notes the penalty applies to each separate email, so one bad campaign can get expensive fast."}],"markDefs":[{"_key":"dfbb6b77a180","_type":"link","href":"https://www.ftc.gov/business-guidance/resources/can-spam-act-compliance-guide-business"}],"style":"normal"},{"_key":"781f81633f3c","_type":"block","children":[{"_key":"69511c22b6be","_type":"span","marks":[],"text":"Every message needs honest headers and subject lines, a valid physical address, and a clear way to opt out. Your tool should process unsubscribes and suppression lists automatically. A suppression list is a do-not-email list that every sequence checks before it sends."}],"markDefs":[],"style":"normal"},{"_key":"801cbd46daec","_type":"block","children":[{"_key":"26c3f5e498af","_type":"span","marks":[],"text":"Emailing prospects in the EU? GDPR, the EU's data privacy law, adds its own rules, so loop in your legal team."}],"markDefs":[],"style":"normal"},{"_key":"52dcb61f277b","_type":"block","children":[{"_key":"656815cee09f","_type":"span","marks":[],"text":"Best AI Email Tools for Sales Outreach Compared"}],"markDefs":[],"style":"h2"},{"_key":"be39b62d358d","_type":"block","children":[{"_key":"9f761b0c3746","_type":"span","marks":[],"text":"Here's how the leading tools stack up for B2B outbound. Each one is strong at a different layer."}],"markDefs":[],"style":"normal"},{"_key":"4caaff0e26b2","_type":"block","children":[{"_key":"c6c0364eda78","_type":"span","marks":[],"text":"Pricing changes often, so check each vendor's pricing page for current plans before you decide."}],"markDefs":[],"style":"normal"},{"_key":"3b4a92230fac","_type":"table","rows":[{"_key":"f26af458dc92","_type":"tableRow","cells":["Tool","Category","Best for","Where it's strongest","Watch out for"]},{"_key":"6879a22b9d48","_type":"tableRow","cells":["Common Room by Zoom","Signal-triggered outreach","SDR teams that want relevance over volume","Buying signals, person-level context, and AI-personalized sequences","More platform than a team needs for pure bulk sending"]},{"_key":"16422bea2b79","_type":"tableRow","cells":["Instantly","Cold email infrastructure","Agencies and high-volume senders","Mailbox management, warm-up, and inbox rotation","Doesn't decide who to email"]},{"_key":"4dd46a0e1e41","_type":"tableRow","cells":["Smartlead","Cold email infrastructure","Agencies and high-volume senders","Multi-mailbox sending, warm-up, and campaign analytics","Doesn't decide who to email"]},{"_key":"3778cbb68022","_type":"tableRow","cells":["Apollo","Database and sequencer","Small teams starting outbound","Contact data, AI drafts, and sequences in one tool","Shared data and uneven record freshness"]},{"_key":"97e709626dd9","_type":"tableRow","cells":["Outreach","Sales engagement platform","Enterprise SDR orgs","Multichannel sequencing, governance, and analytics","Needs a strong upstream source of who to enroll"]},{"_key":"401a5a35133d","_type":"tableRow","cells":["Salesloft","Sales engagement platform","Enterprise SDR orgs","Multichannel cadences, analytics, and AI assistance","Needs a strong upstream source of who to enroll"]},{"_key":"b146d90b41e1","_type":"tableRow","cells":["HubSpot Sales Hub","Sales engagement platform","Teams on HubSpot CRM","CRM-native AI drafting, templates, and sequences","Works best inside the HubSpot ecosystem"]},{"_key":"576d49dd77f1","_type":"tableRow","cells":["Lavender","AI writing coach","Individual reps","Real-time draft scoring and coaching","Works alongside a sequencer, so you'll still need one"]},{"_key":"2eb849dc0c51","_type":"tableRow","cells":["Lemlist","Cold email and multichannel","Founders and smaller teams","Email plus LinkedIn steps and personalization tools","Personalization depends on your inputs"]}]},{"_key":"186caab8b071","_type":"block","children":[{"_key":"1e61ed462a96","_type":"span","marks":[],"text":"Common Room by Zoom: Best for Signal-Triggered, Personalized Outreach"}],"markDefs":[],"style":"h3"},{"_key":"a4582741c96e","_type":"block","children":[{"_key":"79f3b7ebfea6","_type":"span","marks":[],"text":"Most SDR teams can already write a decent email. Their real gap is who to email and when, plus the rep-to-rep variance that comes with it."}],"markDefs":[],"style":"normal"},{"_key":"f452badd4c98","_type":"block","children":[{"_key":"8321e98ba6ea","_type":"span","marks":[],"text":"Common Room by Zoom starts from buying signals and person-level buyer intelligence. It ranks the people showing real intent, with context attached, so reps don't start the day sorting a longer queue."}],"markDefs":[],"style":"normal"},{"_key":"3fdceb94d266","_type":"block","children":[{"_key":"7b98179e4636","_type":"span","marks":[],"text":"RoomieAI uses "},{"_key":"4db7169818b0","_type":"span","marks":["b3f223eda8ad"],"text":"AI agents grounded in buyer intelligence"},{"_key":"d2cdc5a8c8cc","_type":"span","marks":[],"text":" to write 1:1 outbound from each person's intent and account context. Human review stays in the loop, so reps approve what goes out."}],"markDefs":[{"_key":"b3f223eda8ad","_type":"link","href":"https://www.commonroom.io/product/roomie-ai/"}],"style":"normal"},{"_key":"793555c4cc45","_type":"block","children":[{"_key":"064252d53620","_type":"span","marks":[],"text":"Teams that want Common Room to run the sequence can use "},{"_key":"9f970b3f3442","_type":"span","marks":["2a228f34c8c2"],"text":"signal-triggered sequencing with Engage"},{"_key":"2d2d0db152b3","_type":"span","marks":[],"text":". RevOps builds multistep sequences across email, phone, and tasks once, and every rep inherits the same proven playbook."}],"markDefs":[{"_key":"2a228f34c8c2","_type":"link","href":"https://www.commonroom.io/product/engage/"}],"style":"normal"},{"_key":"e02ed40eba4c","_type":"block","children":[{"_key":"4405f8357adf","_type":"span","marks":[],"text":"Each step shows up as a prioritized daily action item. Contacts pull straight from your CRM using each rep's own credentials and visibility."}],"markDefs":[],"style":"normal"},{"_key":"0bdaf157eeec","_type":"block","children":[{"_key":"9cbd986d8af2","_type":"span","marks":[],"text":"Already happy with your sequencer? Common Room also works upstream of Outreach, Salesloft, HubSpot, Apollo, and Smartlead. It sends better-qualified people, with context, into the tool you already run."}],"markDefs":[],"style":"normal"},{"_key":"80e79648837b","_type":"block","children":[{"_key":"5397aa744a63","_type":"span","marks":[],"text":"Grammarly used Common Room to increase reply rates by 50% and decrease lead-to-opportunity time by 35%. Here's "},{"_key":"f93b116ba714","_type":"span","marks":["50804d8f4da1"],"text":"how Grammarly lifted reply rates"},{"_key":"525deb7ecd38","_type":"span","marks":[],"text":" by acting on buyer signals."}],"markDefs":[{"_key":"50804d8f4da1","_type":"link","href":"https://www.commonroom.io/customers/grammarly-customer-story-video/"}],"style":"normal"},{"_key":"00e629c9c592","_type":"block","children":[{"_key":"a266ca574dd1","_type":"span","marks":[],"text":"The honest limitation: Common Room is a buyer intelligence platform. If you only want a low-cost bulk sender, you're overbuying."}],"markDefs":[],"style":"normal"},{"_key":"7eb5851d7449","_type":"block","children":[{"_key":"74dcac309e52","_type":"span","marks":[],"text":"Instantly and Smartlead: Best for Cold Email Infrastructure at Volume"}],"markDefs":[],"style":"h3"},{"_key":"393397def188","_type":"block","children":[{"_key":"255241cc15c3","_type":"span","marks":[],"text":"Instantly and Smartlead focus on the sending layer. Both help teams connect many mailboxes, warm them up, rotate sends, and track campaign results in one place."}],"markDefs":[],"style":"normal"},{"_key":"5a876ec61911","_type":"block","children":[{"_key":"2d2526b303b2","_type":"span","marks":[],"text":"They're a strong fit for agencies and high-volume senders who need organized infrastructure. They handle the plumbing well."}],"markDefs":[],"style":"normal"},{"_key":"8b943cb3f177","_type":"block","children":[{"_key":"572d793d8113","_type":"span","marks":[],"text":"Watch out: they solve how to send, and they leave who to send to up to you. Volume without signals raises spam-complaint risk, and inbox providers don't grade on effort."}],"markDefs":[],"style":"normal"},{"_key":"50e71c4b8084","_type":"block","children":[{"_key":"bc88889fc052","_type":"span","marks":[],"text":"Apollo: Best All-in-One Database and Sequencer for Small Teams"}],"markDefs":[],"style":"h3"},{"_key":"f7e30dab14d5","_type":"block","children":[{"_key":"6c08722afa7a","_type":"span","marks":[],"text":"Apollo combines a large B2B contact database, AI email drafting, and sequences in one tool. For a small team starting outbound, that's a practical entry point."}],"markDefs":[],"style":"normal"},{"_key":"d5e004023e91","_type":"block","children":[{"_key":"6540a5e930e8","_type":"span","marks":[],"text":"Watch out: the database is shared, so many other teams can reach the same contacts. Personalization also depends on how fresh each record is."}],"markDefs":[],"style":"normal"},{"_key":"69a4891b69cf","_type":"block","children":[{"_key":"eb53edf8fce8","_type":"span","marks":[],"text":"Outreach and Salesloft: Best Sales Engagement Platforms for Enterprise Teams"}],"markDefs":[],"style":"h3"},{"_key":"f84b175393d5","_type":"block","children":[{"_key":"27e7d2c5a17b","_type":"span","marks":[],"text":"Outreach and Salesloft are mature sales engagement platforms for large SDR orgs. They offer multichannel sequencing, governance controls, analytics, and AI assistance."}],"markDefs":[],"style":"normal"},{"_key":"d6adfb499c2a","_type":"block","children":[{"_key":"53fe23c36722","_type":"span","marks":[],"text":"Watch out: they're very good at running sequences, but they need a good upstream source of who to enroll. Put a stale list in, and you'll get a well-governed stale sequence out."}],"markDefs":[],"style":"normal"},{"_key":"d46b14257006","_type":"block","children":[{"_key":"6397bf9d3b3b","_type":"span","marks":[],"text":"HubSpot Sales Hub: Best for Teams Already on HubSpot CRM"}],"markDefs":[],"style":"h3"},{"_key":"9948cd09423a","_type":"block","children":[{"_key":"56c6b33e181b","_type":"span","marks":[],"text":"HubSpot Sales Hub puts AI email drafting, templates, and sequences inside HubSpot CRM. If your team already lives in HubSpot, setup is simple and email activity stays in one record."}],"markDefs":[],"style":"normal"},{"_key":"e48f4492bf0f","_type":"block","children":[{"_key":"15ad06aad654","_type":"span","marks":[],"text":"Watch out: it works best inside the HubSpot ecosystem. Teams that run Salesforce as their main CRM may get less out of it."}],"markDefs":[],"style":"normal"},{"_key":"88e63d41e742","_type":"block","children":[{"_key":"f11cd1a2e01e","_type":"span","marks":[],"text":"Lavender: Best AI Email Coach for Individual Reps"}],"markDefs":[],"style":"h3"},{"_key":"c7637477d4d3","_type":"block","children":[{"_key":"b250cbe8ad64","_type":"span","marks":[],"text":"Lavender is an AI email coach. It scores drafts in real time and suggests fixes for readability, tone, and mobile formatting."}],"markDefs":[],"style":"normal"},{"_key":"b2edfd729f01","_type":"block","children":[{"_key":"d7c700f283d3","_type":"span","marks":[],"text":"It works alongside your sequencer and helps individual reps write clearer emails. It improves the message, but it doesn't choose who receives it."}],"markDefs":[],"style":"normal"},{"_key":"e269fbc181e7","_type":"block","children":[{"_key":"57241f09d2d8","_type":"span","marks":[],"text":"Lemlist: Best for Multichannel Personalization on a Budget"}],"markDefs":[],"style":"h3"},{"_key":"b17d576ecb55","_type":"block","children":[{"_key":"a808d4722b65","_type":"span","marks":[],"text":"Lemlist combines email and LinkedIn steps in one sequence, plus personalization tools and warm-up. It's popular with founders and smaller teams."}],"markDefs":[],"style":"normal"},{"_key":"9de454fbab42","_type":"block","children":[{"_key":"02d331c38605","_type":"span","marks":[],"text":"Watch out: personalization is only as good as the inputs. A custom image built around the wrong pain point is still the wrong pain point."}],"markDefs":[],"style":"normal"},{"_key":"e661c2b12325","_type":"block","children":[{"_key":"6afe738d23d4","_type":"span","marks":[],"text":"AI SDRs vs. Sales Engagement Platforms: What's the Difference?"}],"markDefs":[],"style":"h2"},{"_key":"c34e8ed0e884","_type":"block","children":[{"_key":"c67f551d32c9","_type":"span","marks":[],"text":"An AI SDR tries to run outbound for you. A sales engagement platform helps your reps run it themselves."}],"markDefs":[],"style":"normal"},{"_key":"bea5364ea7a3","_type":"block","children":[{"_key":"61756b82ebfe","_type":"span","marks":[],"text":"AI SDRs like 11x and Artisan aim to research prospects, write emails, and send them with little human input. Engagement platforms like Outreach and Salesloft keep reps in control of each step."}],"markDefs":[],"style":"normal"},{"_key":"b206b238996e","_type":"block","children":[{"_key":"5780ae8a585c","_type":"span","marks":[],"text":"A signal layer can feed both. It's the data layer that decides who's worth contacting before any agent or rep writes a word."}],"markDefs":[],"style":"normal"},{"_key":"8af5870845c1","_type":"block","children":[{"_key":"977ceef935ba","_type":"span","marks":["strong"],"text":"AI SDR:"},{"_key":"9f1ba05b0f80","_type":"span","marks":[],"text":" Best when you want to test autonomous outbound on a narrow, low-risk segment."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"c6d66b435e27","_type":"block","children":[{"_key":"ac0c9dc7889a","_type":"span","marks":["strong"],"text":"Sales engagement platform:"},{"_key":"62ce5fe157ee","_type":"span","marks":[],"text":" Best when reps own relationships and need shared, repeatable sequences."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"10ee72dfa962","_type":"block","children":[{"_key":"9b5124124c59","_type":"span","marks":["strong"],"text":"Signal layer:"},{"_key":"a9dec7c1d303","_type":"span","marks":[],"text":" Best as the input to either one, so every send starts from real intent."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ff1e9b29b410","_type":"block","children":[{"_key":"d3391c995291","_type":"span","marks":[],"text":"Our view: AI should give your reps leverage, and your reps should keep the judgment calls. Autonomy without context just scales generic outreach faster."}],"markDefs":[],"style":"normal"},{"_key":"612a579b48aa","_type":"block","children":[{"_key":"0cf186e44057","_type":"span","marks":[],"text":"If an agent doesn't know why this buyer matters today, it sends the same irrelevant email at machine speed. Keep humans on judgment and relationships: which accounts matter, what to tell a champion, and when to pick up the phone."}],"markDefs":[],"style":"normal"},{"_key":"a3e376d4f2bb","_type":"block","children":[{"_key":"3c8bb302c959","_type":"span","marks":[],"text":"How to Choose the Right Tool for Your Team"}],"markDefs":[],"style":"h2"},{"_key":"df28cc11d47f","_type":"block","children":[{"_key":"5bff55850926","_type":"span","marks":[],"text":"Start with your team's biggest bottleneck. The right tool fixes that first and plays nicely with the rest of your stack."}],"markDefs":[],"style":"normal"},{"_key":"a2988d84edd6","_type":"table","rows":[{"_key":"b117dcad6a0e","_type":"tableRow","cells":["If your team is...","Then start with...","Why"]},{"_key":"490a653da521","_type":"tableRow","cells":["A high-volume agency","Instantly or Smartlead","You need mailbox management and warm-up at scale"]},{"_key":"82b28d91ec7c","_type":"tableRow","cells":["A small team starting outbound","Apollo or Lemlist","You get data, drafts, and sequences without a heavy setup"]},{"_key":"e3374cc43284","_type":"tableRow","cells":["An enterprise SDR org on Outreach or Salesloft","A signal layer upstream of your sequencer","Your sequencer works, but enrollment needs better inputs"]},{"_key":"ea0bf9ace9fc","_type":"tableRow","cells":["Drowning in signals, with uneven rep performance","A signal-triggered platform like Common Room","Shared targeting and prioritized action items give every rep the same starting point"]},{"_key":"4f41971ebc20","_type":"tableRow","cells":["An individual rep who wants better copy","Lavender","Real-time coaching improves each draft"]}]},{"_key":"c1d00f976395","_type":"block","children":[{"_key":"1b9414cd9013","_type":"span","marks":[],"text":"If you hear \"it varies by rep\" in every pipeline review, look at targeting before copy. When every rep works the same ranked list with the same context, new reps have a clearer path to ramp."}],"markDefs":[],"style":"normal"},{"_key":"7d573ad7af1a","_type":"block","children":[{"_key":"ef2cecca38c4","_type":"span","marks":[],"text":"Before you sign, ask every vendor these five questions:"}],"markDefs":[],"style":"normal"},{"_key":"044d588962b5","_type":"block","children":[{"_key":"e41b8886289e","_type":"span","marks":[],"text":"What starts a sequence: a list upload or a buying signal?"}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"d7a6a3b399c2","_type":"block","children":[{"_key":"cf5bb43cf83e","_type":"span","marks":[],"text":"Where does the data behind each AI draft come from?"}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"0baa89742be2","_type":"block","children":[{"_key":"f4b97897cd79","_type":"span","marks":[],"text":"How does the tool protect our spam rate and sender reputation?"}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"af012bb69867","_type":"block","children":[{"_key":"a6ec2b4d0a5f","_type":"span","marks":[],"text":"Does it sync both ways with our CRM and respect rep permissions?"}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"0f4384d93bbc","_type":"block","children":[{"_key":"8d7b00dee283","_type":"span","marks":[],"text":"How does it handle unsubscribes and suppression lists?"}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"c061a1608807","_type":"block","children":[{"_key":"0723c1fe9483","_type":"span","marks":[],"text":"How to Set Up a Signal-Triggered Email Workflow"}],"markDefs":[],"style":"h2"},{"_key":"image-a4d4ad781536x1152png","_type":"mainImage","alt":"Four-step signal-triggered email workflow: pick signals, enrich and qualify, draft and review, sequence and measure","asset":{"_id":"image-1b64d1e6f8184ab8fc267e05513b6a95a4d4ad78-1536x1152-png","_type":"sanity.imageAsset","_rev":"Kq9eO1y3THjZ8V6aMoe46q","_createdAt":"2026-09-30T19:40:46Z","_updatedAt":"2026-09-30T19:40:46Z","assetId":"1b64d1e6f8184ab8fc267e05513b6a95a4d4ad78","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"VQPQytn+t7nPs:f*ayj[ayj[~WozRjo|S1-;kCWBkCWV","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.3333333333333333,"height":1152,"width":1536},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#3a544b","foreground":"#fff","population":0.14,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#107454","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#ecf4f3","foreground":"#000","population":38.46,"title":"#000"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#ecf4f3","foreground":"#000","population":38.46,"title":"#000"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#9bfae5","foreground":"#000","population":0.17,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#5cab99","foreground":"#fff","population":0.08,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#1ccc94","foreground":"#fff","population":0,"title":"#fff"}},"thumbHash":"99cJBYKGhpp3eIiPl6d4comHn3j4"},"mimeType":"image/png","originalFilename":"image.png","path":"images/vt347z5x/production/1b64d1e6f8184ab8fc267e05513b6a95a4d4ad78-1536x1152.png","sha1hash":"1b64d1e6f8184ab8fc267e05513b6a95a4d4ad78","size":953315,"uploadId":"b728d55208a3d704acd0053ecdf7b8f93298583b","url":"https://cdn.sanity.io/images/vt347z5x/production/1b64d1e6f8184ab8fc267e05513b6a95a4d4ad78-1536x1152.png","filename":"image.png","width":1536,"height":1152,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/1b64d1e6f8184ab8fc267e05513b6a95a4d4ad78-1536x1152.png?rect=384,0,768,1152&w=%width%&h=%height%&q=80","id":"image-1b64d1e6f8184ab8fc267e05513b6a95a4d4ad78-1536x1152-png","children":[],"parent":null}},{"_key":"b7ca379b4f4e","_type":"block","children":[{"_key":"353dfd34b61e","_type":"span","marks":[],"text":"You don't need a six-month project to start. Four steps will get your first signal-triggered play live."}],"markDefs":[],"style":"normal"},{"_key":"7c5054d0b4c8","_type":"block","children":[{"_key":"8a6bcedd3b63","_type":"span","marks":["strong"],"text":"Pick two or three signals that matter:"},{"_key":"50b1d5d67dde","_type":"span","marks":[],"text":" Try a job change at a customer account or a pricing page visit from a good-fit buyer."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"252c51fd2adf","_type":"block","children":[{"_key":"82b06b41b5a8","_type":"span","marks":["strong"],"text":"Enrich and qualify the person:"},{"_key":"2b265f3187af","_type":"span","marks":[],"text":" Confirm the role, company, and contact details before anyone writes. Drop people who don't fit your ideal customer profile."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"11380f501f63","_type":"block","children":[{"_key":"9514613ae37c","_type":"span","marks":["strong"],"text":"Generate a personalized snippet and review it:"},{"_key":"50f1fd2be7d5","_type":"span","marks":[],"text":" Let AI draft an opening line from the signal itself. A rep checks it for accuracy and tone."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"182832cdd389","_type":"block","children":[{"_key":"a20b0d04680b","_type":"span","marks":["strong"],"text":"Enroll in a short sequence and measure outcomes:"},{"_key":"15933a735b75","_type":"span","marks":[],"text":" Keep it to a few steps. Track replies and meetings booked, and ignore raw send counts."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"e74d408ac36e","_type":"block","children":[{"_key":"69a085dabcf3","_type":"span","marks":[],"text":"This workflow works with most stacks. In Common Room, signals and enrichment feed RoomieAI, which drafts the snippet, and Engage or your current sequencer runs the steps."}],"markDefs":[],"style":"normal"},{"_key":"51addf518de8","_type":"block","children":[{"_key":"1d7be04822d8","_type":"span","marks":[],"text":"Follow our "},{"_key":"bb0184ef1200","_type":"span","marks":["e75c1e0bcf44"],"text":"playbook for personalized AI outbound"},{"_key":"b6a90ae7cee4","_type":"span","marks":[],"text":" to map AI message snippets to your sequencer step by step."}],"markDefs":[{"_key":"e75c1e0bcf44","_type":"link","href":"https://www.commonroom.io/playbooks/scale-personalized-outbound-with-ai/"}],"style":"normal"},{"_key":"c01212528652","_type":"block","children":[{"_key":"626d6646b15a","_type":"span","marks":[],"text":"FAQ"}],"markDefs":[],"style":"h2"},{"_key":"c9e210ec38d8","_type":"block","children":[{"_key":"4eaa185d847b","_type":"span","marks":[],"text":"Here are quick answers to the questions SDR leaders ask most. 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"},{"_key":"44d7a1bf7e23","_type":"span","marks":["a87d108b67fc"],"text":"Request a demo"},{"_key":"2d1367d12d04","_type":"span","marks":[],"text":" to see signal-triggered outreach in action."}],"markDefs":[{"_key":"a87d108b67fc","_type":"link","href":"https://commonroom.io/demo/"}],"style":"normal"}]}},{"node":{"_type":"post","id":"-6fb8617a-acd1-5683-afed-c5d4a1210583","_id":"b4aa25b9-dc21-4576-b324-cc2208aec5d9","publishedAt":"2026-09-30T19:40:33.747Z","_createdAt":"2026-09-30T19:40:47Z","_updatedAt":"2026-09-30T22:34:59Z","categories":[{"_id":"86295d83-bb9a-493a-b0e0-77a9400b451b","title":"Web visitor tracking","titlePublic":null,"slug":{"current":"website-visitor-tracking"},"status":"published"},{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"},{"_id":"4920f7cd-102e-4242-906b-df3e675956fd","title":"Convert High Intent Web Traffic","titlePublic":null,"slug":{"current":"convert-high-intent-web-traffic"},"status":"hidden"},{"_id":"973d1158-d9cf-46c9-8b1e-d997403fde9f","title":"Exclude from Lists / Resource Hub Only","titlePublic":null,"slug":{"current":"exclude"},"status":"review"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-86415a86b1655962c8ce5f091c60b8a0b97e2068-1536x864-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":864,"width":1536,"aspectRatio":1.7777777777777777}}},"layout":null,"alt":"Anonymous website visitors being identified as real people and routed to a conversation"},"title":"Best Website Visitor Identification Tool: How to Compare Your Options","_rawExcerpt":[{"_key":"33a809d49a27","_type":"block","children":[{"_key":"0b93ad326847","_type":"span","marks":[],"text":"Most visitor identification tools stop at telling you which company visited your site, but this guide explains why the best options identify actual people, route alerts fast, and turn traffic into pipeline. It breaks down how the tech works, compares 10 leading tools for 2026, and shows how to choose the right fit based on your team, traffic, and compliance needs."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":13,"slug":{"current":"best-website-visitor-identification-tool"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"e5def1065c23","_type":"block","children":[{"_key":"29dd7426d2e9","_type":"span","marks":[],"text":"Someone from a high-fit account views your pricing page three times this week. Your team sees a company logo in a dashboard. Or nothing at all."}],"markDefs":[],"style":"normal"},{"_key":"47faa5601d05","_type":"block","children":[{"_key":"c06d58fca0a4","_type":"span","marks":[],"text":"That's the gap most teams live with. A "},{"_key":"7ddb1b6768af","_type":"span","marks":["95f9da93ad93"],"text":"Gartner survey of B2B buyers"},{"_key":"b00de4ab14ae","_type":"span","marks":[],"text":" found that 61% of B2B buyers prefer an overall rep-free buying experience. So buyers do their homework quietly, and your website is where that research shows up."}],"markDefs":[{"_key":"95f9da93ad93","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2025-06-25-gartner-sales-survey-finds-61-percent-of-b2b-buyers-prefer-a-rep-free-buying-experience"}],"style":"normal"},{"_key":"72d619410835","_type":"block","children":[{"_key":"e577b8c503af","_type":"span","marks":[],"text":"Most tools answer \"which company?\" and stop there. This guide covers what visitor identification tools do, how they differ, how 10 popular options compare, and how to pick one for your team."}],"markDefs":[],"style":"normal"},{"_key":"b512fe106208","_type":"block","children":[{"_key":"30b5476b6453","_type":"span","marks":[],"text":"What Is the Best Website Visitor Identification Tool?"}],"markDefs":[],"style":"h2"},{"_key":"7d2aaed12e82","_type":"block","children":[{"_key":"bba4bb3346b6","_type":"span","marks":[],"text":"The best website visitor identification tool resolves anonymous visitors to real people, not just companies. It stitches each identity into one clean profile and routes it to someone who can act within minutes."}],"markDefs":[],"style":"normal"},{"_key":"3ab9c5159b41","_type":"block","children":[{"_key":"6d14b87a4f93","_type":"span","marks":[],"text":"Website visitor identification is the process of matching anonymous site traffic to the companies and people behind it. Website visitor identification software does this with a tracking script, outside data sources, and your own first-party data (information your visitors share with you directly)."}],"markDefs":[],"style":"normal"},{"_key":"a3ece2c179ac","_type":"block","children":[{"_key":"f4737ae04698","_type":"span","marks":[],"text":"Most teams judge tools that identify anonymous website visitors by match rate alone. Match rate is the share of your traffic a tool can tie to a company or person. But a match nobody works is just a nicer-looking anonymous visit."}],"markDefs":[],"style":"normal"},{"_key":"b01bff491d2e","_type":"block","children":[{"_key":"95e495056cfa","_type":"span","marks":[],"text":"So this guide defines \"best\" as person-level identity plus activation, meaning the match actually turns into a next step. For the deeper mechanics, read our "},{"_key":"a236866372d7","_type":"span","marks":["37739a1aa5ee"],"text":"complete guide to visitor identification"},{"_key":"718323bba261","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"37739a1aa5ee","_type":"link","href":"https://www.commonroom.io/blog/website-visitor-identification-how-to-turn-anonymous-traffic-into-pipeline/"}],"style":"normal"},{"_key":"ecfd3931dcb3","_type":"block","children":[{"_key":"8c6a8ef1b465","_type":"span","marks":[],"text":"How Website Visitor Identification Works"}],"markDefs":[],"style":"h2"},{"_key":"e1c75f04ca39","_type":"block","children":[{"_key":"d59f9d20fb1a","_type":"span","marks":[],"text":"A small script, or pixel, records each site visit and tries to match it to a company or person. Tracking tells you what visitors did, while identification tells you who they are."}],"markDefs":[],"style":"normal"},{"_key":"b97fddba1834","_type":"block","children":[{"_key":"10a7f16682aa","_type":"span","marks":[],"text":"Known visitors have shared an identity through a form fill, login, or tracked email link; anonymous visitors haven't. Common Room keeps anonymous visits on file, then adds that history to the profile once a visitor becomes known."}],"markDefs":[],"style":"normal"},{"_key":"fe29cc3efd09","_type":"block","children":[{"_key":"0bae2469d3b7","_type":"span","marks":[],"text":"Company-Level Identification (Reverse IP)"}],"markDefs":[],"style":"h3"},{"_key":"261fd2287cc1","_type":"block","children":[{"_key":"ebb0b0b24697","_type":"span","marks":[],"text":"Reverse IP lookup matches a visitor's IP address (the numeric address of their internet connection) to the company that owns it. You get firmographics, meaning company details like name, industry, size, and location. You don't get a person."}],"markDefs":[],"style":"normal"},{"_key":"7ea504d79ca5","_type":"block","children":[{"_key":"b722ec1234c2","_type":"span","marks":[],"text":"Accuracy has slipped as work moved home. Remote employees, VPNs, and home internet providers all hide the company behind the connection. Common Room's own visitor identification guide puts realistic company-level match rates at roughly 30-65% of US B2B traffic."}],"markDefs":[],"style":"normal"},{"_key":"bb5462f2d2a3","_type":"block","children":[{"_key":"41a04dc5118a","_type":"span","marks":[],"text":"That's useful for account-level prioritization. But reps can't email a logo, so someone still has to figure out who visited and why."}],"markDefs":[],"style":"normal"},{"_key":"f31c65b0366f","_type":"block","children":[{"_key":"69645d59f811","_type":"span","marks":[],"text":"Person-Level Identification (Identity Graphs and First-Party Signals)"}],"markDefs":[],"style":"h3"},{"_key":"46d43621fb17","_type":"block","children":[{"_key":"cf5ea9fe4547","_type":"span","marks":[],"text":"Person-level tools go a step further. They use identity graphs, which are large databases that link devices, browsers, and email addresses to real people. Match a visit to a graph entry, and you get a name, a title, and often a work email."}],"markDefs":[],"style":"normal"},{"_key":"f23af1abb9d2","_type":"block","children":[{"_key":"43ab6d9f743a","_type":"span","marks":[],"text":"Stronger tools also use first-party identity events. These are moments when a visitor tells you who they are, like a form fill, product login, or tracked email click."}],"markDefs":[],"style":"normal"},{"_key":"da04c31be930","_type":"block","children":[{"_key":"7a52dc43f9f1","_type":"span","marks":[],"text":"Expect person-level match rates of roughly 5-20% of US B2B traffic, according to the same Common Room guide. Coverage is strongest in the US and thinner in other regions."}],"markDefs":[],"style":"normal"},{"_key":"e84e64fa0d99","_type":"block","children":[{"_key":"e5453a7fd2cc","_type":"span","marks":[],"text":"Two setup steps make a real difference here. An identity call is a line of code that tells your tracking tool who a visitor is when they log in or submit a form. Link tracking adds small tags, called UTM parameters, to your email links so a click ties the visit to a known contact."}],"markDefs":[],"style":"normal"},{"_key":"06de1281dc21","_type":"block","children":[{"_key":"2f7291fac40e","_type":"span","marks":[],"text":"Common Room's "},{"_key":"f9de21093cbe","_type":"span","marks":["11681246f724"],"text":"website visitor tracking docs"},{"_key":"6c3243c2f71c","_type":"span","marks":[],"text":" report that identity calls and link tracking each lift deanonymization rates by over 50%. Deanonymization simply means turning anonymous visits into known ones. Most comparison guides skip this step, which is odd, since it's setup work you already control."}],"markDefs":[{"_key":"11681246f724","_type":"link","href":"https://www.commonroom.io/docs/signals/website-visitor-tracking/"}],"style":"normal"},{"_key":"92eaa4acda4b","_type":"block","children":[{"_key":"d7604ce7d644","_type":"span","marks":[],"text":"Company-Level vs. Person-Level at a Glance"}],"markDefs":[],"style":"h3"},{"_key":"image-723dbcc611024x768png","_type":"mainImage","alt":"Company-level identification shows an account with broad coverage; person-level identification names an individual with narrower 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how the two approaches compare side by side."}],"markDefs":[],"style":"normal"},{"_key":"4c13d74738cf","_type":"table","rows":[{"_key":"f479dd8f86a3","_type":"tableRow","cells":["Factor","Company-level identification","Person-level identification"]},{"_key":"5beb06379ec6","_type":"tableRow","cells":["What you get","Company name and firmographics","Name, title, work email, and company"]},{"_key":"cd19801cade6","_type":"tableRow","cells":["Method","Reverse IP lookup","Identity graphs plus first-party identity events"]},{"_key":"5df3374435a3","_type":"tableRow","cells":["Coverage","Often global","Strongest in the US"]},{"_key":"cd9881f419f8","_type":"tableRow","cells":["Typical match rate (US B2B traffic)","Roughly 30-65%","Roughly 5-20%"]},{"_key":"b4a3408c2314","_type":"tableRow","cells":["Privacy posture","Often relies on legitimate interest under GDPR","Generally requires consent for EU visitors"]},{"_key":"7b4c699648ca","_type":"tableRow","cells":["Best for","Account-based marketing, account scoring, and ad audiences","SDR outreach, real-time alerts, and personalized follow-up"]}]},{"_key":"70dc09b36a31","_type":"block","children":[{"_key":"0c03fa99f4c5","_type":"span","marks":[],"text":"7 Criteria for Choosing a Website Visitor Identification Tool"}],"markDefs":[],"style":"h2"},{"_key":"9ba9312a6825","_type":"block","children":[{"_key":"fe7a32975667","_type":"span","marks":[],"text":"Match rate is the number vendors lead with. On its own, it's also the least useful one."}],"markDefs":[],"style":"normal"},{"_key":"893a598dbbe6","_type":"block","children":[{"_key":"706fa0123a8d","_type":"span","marks":[],"text":"A high match rate on messy, duplicate records just hands your team a cleanup project. Here's what to evaluate instead."}],"markDefs":[],"style":"normal"},{"_key":"0c23f272af38","_type":"block","children":[{"_key":"6c0ca06a494e","_type":"span","marks":["strong"],"text":"Person-level resolution:"},{"_key":"cec7f199ce37","_type":"span","marks":[],"text":" The tool should name the person, not just the company. Reps work with people, and a logo gives them nowhere to start."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"535fd2bb5890","_type":"block","children":[{"_key":"2c4984986962","_type":"span","marks":["strong"],"text":"Honest, verifiable match rates:"},{"_key":"b735f10615b5","_type":"span","marks":[],"text":" Run a pilot against your own CRM and traffic. Vendor averages rarely reflect your mix of regions, devices, and remote workers."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ca443b701358","_type":"block","children":[{"_key":"7b5e67156b84","_type":"span","marks":["strong"],"text":"Identity resolution and deduplication:"},{"_key":"0528da662011","_type":"span","marks":[],"text":" Identity resolution links identifiers, like a personal email signup, to one business profile. Good tools merge matches instead of creating duplicates."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"2b0d1c35a3c5","_type":"block","children":[{"_key":"5d9ff7e2fe16","_type":"span","marks":["strong"],"text":"Real-time alerts and routing:"},{"_key":"8c650b6b8657","_type":"span","marks":[],"text":" Alert the right owner in Slack or your CRM within minutes. Pricing-page visits get colder the longer they sit."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"7d0da6ce94ab","_type":"block","children":[{"_key":"1e61db7f146f","_type":"span","marks":["strong"],"text":"Native integrations:"},{"_key":"85f94bf83c83","_type":"span","marks":[],"text":" Look for built-in connections to your CRM, Slack, and sales engagement tools. Every manual CSV export is a workflow waiting to break."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"105bd21f2e38","_type":"block","children":[{"_key":"2dacef1e4d7c","_type":"span","marks":["strong"],"text":"Signals beyond the website:"},{"_key":"ada8abb2d7d6","_type":"span","marks":[],"text":" A web visit means more next to a job change or product usage. Site-only tools see one slice of the buyer."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"1b2330fc1cc9","_type":"block","children":[{"_key":"22a806f31e48","_type":"span","marks":["strong"],"text":"Compliance posture and data sourcing:"},{"_key":"9b5a331daccc","_type":"span","marks":[],"text":" Ask how the vendor sources identity data and handles consent. Get it in writing before legal asks."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"fa548f85c654","_type":"block","children":[{"_key":"8e9117ffe200","_type":"span","marks":[],"text":"Identity resolution is the criterion most comparisons skip, and it's where RevOps feels the pain first. Duplicate records break routing, skew reporting, and send two reps to the same buyer."}],"markDefs":[],"style":"normal"},{"_key":"1c907ba62499","_type":"block","children":[{"_key":"bf4b5906e887","_type":"span","marks":[],"text":"In bakeoffs (head-to-head tests against other vendors), Common Room's "},{"_key":"4a5db1a0a8da","_type":"span","marks":["58db1759a50c"],"text":"Person360 identity resolution engine"},{"_key":"6ca09d569aa7","_type":"span","marks":[],"text":" delivers 30-50% higher match rates. It also cuts duplicate records by up to 79%, so each buyer lives in one profile instead of three."}],"markDefs":[{"_key":"58db1759a50c","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"},{"_key":"ce0ce0668e28","_type":"block","children":[{"_key":"835bc4f59ffb","_type":"span","marks":[],"text":"Best Website Visitor Identification Tools Compared"}],"markDefs":[],"style":"h2"},{"_key":"af067628be56","_type":"block","children":[{"_key":"d3611b771e79","_type":"span","marks":[],"text":"There's no single best website visitor identification tool for every team, so the tools below are grouped by approach, not ranked by hype. Descriptions reflect each vendor's own positioning, so verify match rates and coverage in a pilot before you buy."}],"markDefs":[],"style":"normal"},{"_key":"7565fa741b8d","_type":"table","rows":[{"_key":"0172719cd44f","_type":"tableRow","cells":["Tool","Identification level","Primary approach","Best for"]},{"_key":"33e4a458c067","_type":"tableRow","cells":["Common Room","Person and company","Person-level identity resolution plus buying signals from many sources","RevOps and GTM teams that want web visits tied to prioritized next steps"]},{"_key":"75fceadd5e2a","_type":"tableRow","cells":["RB2B","Person (US focus)","Contact-level identification of US traffic","SDR teams that want person-level alerts on US visitors"]},{"_key":"5d9d98cc9596","_type":"tableRow","cells":["Warmly","Person (US focus)","Contact-level identification with real-time alerts","SDR teams working US inbound traffic"]},{"_key":"e9bd449d67f1","_type":"tableRow","cells":["Leadfeeder (Dealfront)","Company","Reverse IP lookup with firmographic data","Teams that want account visibility, including outside the US"]},{"_key":"4270dd9e7e0d","_type":"tableRow","cells":["6sense","Company","Account identification plus intent data","Enterprise account-based marketing programs"]},{"_key":"01f3312c5bde","_type":"tableRow","cells":["Demandbase","Company","Account identification inside an account-based marketing platform","Enterprise account-based marketing and advertising"]},{"_key":"0777cc4f00c7","_type":"tableRow","cells":["Factors.ai","Company","Account identification with journey analytics","Teams tying account visits to marketing performance"]},{"_key":"3aaeb0dc0503","_type":"tableRow","cells":["Lead Forensics","Company","Reverse IP lookup","Teams that want a list of companies visiting their site"]},{"_key":"0e2f9f8fd065","_type":"tableRow","cells":["Albacross","Company","Reverse IP lookup with firmographics","European teams focused on account-level visibility"]},{"_key":"536e67bb1657","_type":"tableRow","cells":["HubSpot Breeze Intelligence","Company","Company identification inside HubSpot","Teams that run marketing and sales in HubSpot"]}]},{"_key":"6ac8d877f52c","_type":"block","children":[{"_key":"b96c3465c85a","_type":"span","marks":[],"text":"Common Room: Person-Level Identity Plus Signal-Based Action"}],"markDefs":[],"style":"h3"},{"_key":"7927a721fa6f","_type":"block","children":[{"_key":"91f218a9ef79","_type":"span","marks":[],"text":"Common Room's "},{"_key":"3a6291422fb7","_type":"span","marks":["ce3a27208f93"],"text":"enhanced website visitor identification"},{"_key":"70e61e442ffb","_type":"span","marks":[],"text":" gives you up to 50% person-level visibility of US web traffic. It's available on all plans at no extra cost."}],"markDefs":[{"_key":"ce3a27208f93","_type":"link","href":"https://www.commonroom.io/blog/enhanced-website-visitor-identification/"}],"style":"normal"},{"_key":"a4f3073fc76b","_type":"block","children":[{"_key":"919c45738376","_type":"span","marks":[],"text":"The bigger difference is what happens after the match. Web visits merge in Person360 with job changes, product usage, community activity, and social signals, so each visit arrives with context attached."}],"markDefs":[],"style":"normal"},{"_key":"c45937dcf1c3","_type":"block","children":[{"_key":"97e6cfde91d4","_type":"span","marks":[],"text":"That profile then feeds scoring, alerts, and AI-driven workflows. The result is a clear next step for the right rep, instead of another row in another dashboard."}],"markDefs":[],"style":"normal"},{"_key":"26f3d34ee8dc","_type":"block","children":[{"_key":"8c2d6bf18df6","_type":"span","marks":[],"text":"The honest limitation: person-level coverage is strongest in the US. If most of your traffic comes from outside the US, expect a larger share of your matches at the company level."}],"markDefs":[],"style":"normal"},{"_key":"a1e0124f06f9","_type":"block","children":[{"_key":"adbdb8e04d42","_type":"span","marks":[],"text":"Person-Level Specialists (RB2B, Warmly)"}],"markDefs":[],"style":"h3"},{"_key":"809177754080","_type":"block","children":[{"_key":"74fb38187303","_type":"span","marks":[],"text":"RB2B and Warmly focus on contact-level identification of US traffic. They're a strong fit for SDR teams that want an alert when a specific person visits a high-intent page."}],"markDefs":[],"style":"normal"},{"_key":"f4241be7e5b2","_type":"block","children":[{"_key":"61150738dd0c","_type":"span","marks":[],"text":"The trade-off is scope. The website visit is their core signal, so reps still pull context from LinkedIn, the CRM, and other tools before they reach out."}],"markDefs":[],"style":"normal"},{"_key":"4ac8297f7944","_type":"block","children":[{"_key":"cdc628e4f813","_type":"span","marks":[],"text":"Company-Level and ABM Platforms (Leadfeeder, 6sense, Demandbase, Factors.ai, Lead Forensics, Albacross)"}],"markDefs":[],"style":"h3"},{"_key":"8ad0a0afde8f","_type":"block","children":[{"_key":"33272f87102e","_type":"span","marks":[],"text":"These tools identify accounts, not people. Many offer global coverage, and several position themselves as GDPR-friendly."}],"markDefs":[],"style":"normal"},{"_key":"df1f90c4c31c","_type":"block","children":[{"_key":"122a44ee2dc8","_type":"span","marks":[],"text":"Account-based marketing (ABM) means focusing sales and marketing on a defined list of high-fit accounts. These platforms help with ABM programs, account scoring, and building ad audiences. The catch is that you get company names, and someone still has to find the right person."}],"markDefs":[],"style":"normal"},{"_key":"c8d6efeb5d1b","_type":"block","children":[{"_key":"00479c46fc8d","_type":"span","marks":[],"text":"CRM-Native Options (HubSpot Breeze Intelligence)"}],"markDefs":[],"style":"h3"},{"_key":"498a14ed518e","_type":"block","children":[{"_key":"d491db7387b7","_type":"span","marks":[],"text":"If your team lives in HubSpot, Breeze Intelligence adds company-level identification inside the CRM you already use. There's no new tool to connect or train reps on."}],"markDefs":[],"style":"normal"},{"_key":"3ac2ae6d979a","_type":"block","children":[{"_key":"ec73b1124d58","_type":"span","marks":[],"text":"The downside is reach. It works inside one ecosystem and identifies companies rather than people."}],"markDefs":[],"style":"normal"},{"_key":"3beb881d597c","_type":"block","children":[{"_key":"a5096b7a3697","_type":"span","marks":[],"text":"A Note on Behavioral Analytics Tools"}],"markDefs":[],"style":"h3"},{"_key":"fa14ba6ab90f","_type":"block","children":[{"_key":"701a58f0ce42","_type":"span","marks":[],"text":"Google Analytics 4 (GA4), Microsoft Clarity, and Hotjar answer \"what did visitors do?\" They don't answer \"who were they?\""}],"markDefs":[],"style":"normal"},{"_key":"b8cad532355b","_type":"block","children":[{"_key":"d553ddbf8307","_type":"span","marks":[],"text":"These tools show page views, clicks, scroll depth, and session recordings. If you searched for a website visitor tracking tool or a simple visitor counter, this category may be what you want."}],"markDefs":[],"style":"normal"},{"_key":"cf1c48068c19","_type":"block","children":[{"_key":"71523351b084","_type":"span","marks":[],"text":"Many teams run one alongside an identification tool. The two answer different questions, so they rarely compete for the same budget line."}],"markDefs":[],"style":"normal"},{"_key":"b9d0bffbc269","_type":"block","children":[{"_key":"ae554fafda22","_type":"span","marks":[],"text":"How to Match a Tool to Your Use Case"}],"markDefs":[],"style":"h2"},{"_key":"ce1ba961c736","_type":"block","children":[{"_key":"7d2d4362280c","_type":"span","marks":[],"text":"The best tool to identify website visitors depends on two things: who will act on the data and where your traffic comes from. Answer those, and your shortlist gets short fast."}],"markDefs":[],"style":"normal"},{"_key":"6b040b4a93f1","_type":"block","children":[{"_key":"1b81ee694d12","_type":"span","marks":["strong"],"text":"SDR team working US inbound traffic:"},{"_key":"a3a423d66a64","_type":"span","marks":[],"text":" Choose a person-level tool. Reps need a name and a reason to reach out."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"dc3b26a80944","_type":"block","children":[{"_key":"77245e445782","_type":"span","marks":["strong"],"text":"ABM program across regions:"},{"_key":"d9281108aeca","_type":"span","marks":[],"text":" Choose a company-level tool or ABM platform. Global account coverage matters more than contact names."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e091e7d44803","_type":"block","children":[{"_key":"a34bae0b73a3","_type":"span","marks":["strong"],"text":"SMB team running on HubSpot:"},{"_key":"5b227ae0c30f","_type":"span","marks":[],"text":" Choose a CRM-native option. Setup stays simple inside the system you already use."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9d5fcfe48d4b","_type":"block","children":[{"_key":"432d8ee81aeb","_type":"span","marks":["strong"],"text":"RevOps team consolidating signals and cleaning up duplicates:"},{"_key":"257937f0f462","_type":"span","marks":[],"text":" Choose person-level identity paired with a signal platform. You need one clean profile per buyer."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4573cc57867c","_type":"block","children":[{"_key":"0136a27b2ae5","_type":"span","marks":[],"text":"That last scenario is the one teams tend to underestimate. If you've ever explained a broken workflow with \"it's across multiple tools,\" you know the cost."}],"markDefs":[],"style":"normal"},{"_key":"91a8cf431d90","_type":"block","children":[{"_key":"b0bb2fe3e2e0","_type":"span","marks":[],"text":"When web visits live in one tool, job changes in another, and product usage in a third, reps rebuild context by hand. "},{"_key":"e8a4981e42f7","_type":"span","marks":["d5917756962e"],"text":"Common Room's signal capture layer"},{"_key":"16e8527152fa","_type":"span","marks":[],"text":" brings those signals into one place. Your scoring and routing rules then run on a single profile instead of three partial ones."}],"markDefs":[{"_key":"d5917756962e","_type":"link","href":"https://www.commonroom.io/product/signals/"}],"style":"normal"},{"_key":"072406ee2aa5","_type":"block","children":[{"_key":"8a9f3e784218","_type":"span","marks":[],"text":"How to Turn Identified Visitors Into Pipeline"}],"markDefs":[],"style":"h2"},{"_key":"image-0f68b24481024x768png","_type":"mainImage","alt":"Six-step workflow from filtering to ICP through personalized outreach, ending in a booked meeting","asset":{"_id":"image-463c72fe4e58697942215c1c58487290f68b2448-1024x768-png","_type":"sanity.imageAsset","_rev":"rtp9ScfgtPEiF0NFFNh3HK","_createdAt":"2026-09-30T19:40:46Z","_updatedAt":"2026-09-30T19:40:46Z","assetId":"463c72fe4e58697942215c1c58487290f68b2448","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"VOP%z^oMozoMoyoff6j[f6j[~qoyV@oyV[-;kBaekBay","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.3333333333333333,"height":768,"width":1024},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#394943","foreground":"#fff","population":0.39,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#046444","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#394943","foreground":"#fff","population":0.39,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#9dcbbc","foreground":"#000","population":0.02,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#93e7cb","foreground":"#000","population":0.28,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#609986","foreground":"#fff","population":0.03,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#40e4b0","foreground":"#000","population":0,"title":"#fff"}},"thumbHash":"9+cJBYCHh4d3eHiPh5d4cQ+I/HHY"},"mimeType":"image/png","originalFilename":"image.png","path":"images/vt347z5x/production/463c72fe4e58697942215c1c58487290f68b2448-1024x768.png","sha1hash":"463c72fe4e58697942215c1c58487290f68b2448","size":517412,"uploadId":"4fd8bc379960d62212fe1b6a0c0309a583fc70bd","url":"https://cdn.sanity.io/images/vt347z5x/production/463c72fe4e58697942215c1c58487290f68b2448-1024x768.png","filename":"image.png","width":1024,"height":768,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/463c72fe4e58697942215c1c58487290f68b2448-1024x768.png?rect=256,0,512,768&w=%width%&h=%height%&q=80","id":"image-463c72fe4e58697942215c1c58487290f68b2448-1024x768-png","children":[],"parent":null}},{"_key":"2668e6b9e955","_type":"block","children":[{"_key":"9e813b3b1c00","_type":"span","marks":[],"text":"Identification is step one. The value comes from what happens in the minutes after the match."}],"markDefs":[],"style":"normal"},{"_key":"891afe24b7ac","_type":"block","children":[{"_key":"2423a4b879ea","_type":"span","marks":[],"text":"Start with your ideal customer profile (ICP), which describes the accounts most likely to buy. Then work through these steps in order."}],"markDefs":[],"style":"normal"},{"_key":"f63a7eb7eee0","_type":"block","children":[{"_key":"84a92f23e7ca","_type":"span","marks":["strong"],"text":"Filter to your ICP:"},{"_key":"aa28f4cf244c","_type":"span","marks":[],"text":" Exclude customers, competitors, and job seekers first. Nobody needs an alert about a candidate reading your careers page."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"6ee61239e61b","_type":"block","children":[{"_key":"fc44ea701503","_type":"span","marks":["strong"],"text":"Resolve to the decision-maker:"},{"_key":"3f417b94df98","_type":"span","marks":[],"text":" If the visitor isn't the buyer, find who is. An intern's visit can still point you toward the right VP."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"94df7c790405","_type":"block","children":[{"_key":"59554a08d268","_type":"span","marks":["strong"],"text":"Score by fit and intent:"},{"_key":"a5c19a889b69","_type":"span","marks":[],"text":" Fit is how closely the account matches your ICP. Intent reflects buying behavior, like repeat pricing visits."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"bea3a2979fce","_type":"block","children":[{"_key":"f7860d3370d7","_type":"span","marks":["strong"],"text":"Stack signals:"},{"_key":"cf37b5cdc00e","_type":"span","marks":[],"text":" A pricing visit plus a new VP hire tells a clearer story than either alone. Read more about "},{"_key":"78b6360fe8a3","_type":"span","marks":["c20e111e4d56"],"text":"stacking buying signals"},{"_key":"980790732c10","_type":"span","marks":[],"text":"."}],"level":1,"listItem":"number","markDefs":[{"_key":"c20e111e4d56","_type":"link","href":"https://www.commonroom.io/blog/30-examples-of-buying-signals/"}],"style":"normal"},{"_key":"dc39f372cd5c","_type":"block","children":[{"_key":"a1544a4106fa","_type":"span","marks":["strong"],"text":"Route in real time:"},{"_key":"8d397869e7a0","_type":"span","marks":[],"text":" Alert the account owner in Slack or the CRM within minutes. Unclear ownership is how warm visits go cold."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"c94cd9bbb505","_type":"block","children":[{"_key":"3209904203cc","_type":"span","marks":["strong"],"text":"Personalize with the signal:"},{"_key":"de13de2d0107","_type":"span","marks":[],"text":" Let the signal shape your message without announcing you saw their visit. A first-name merge field isn't personalization."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"8391f6a80577","_type":"block","children":[{"_key":"39ad91995745","_type":"span","marks":[],"text":"This sequence works when teams run it consistently. Florin Tatulea, head of sales development at Common Room, reported our SDR team's web visit plays see 17%+ reply rates and 10% booked-meeting rates."}],"markDefs":[],"style":"normal"},{"_key":"1816bc0cf88e","_type":"block","children":[{"_key":"3508c22259de","_type":"span","marks":[],"text":"You can see the "},{"_key":"585647e1184d","_type":"span","marks":["73701ed97c5b"],"text":"plays our SDR team runs"},{"_key":"5922dd260edb","_type":"span","marks":[],"text":" and borrow the structure. Florin's team pairs each visit with context before anyone writes a word."}],"markDefs":[{"_key":"73701ed97c5b","_type":"link","href":"https://www.commonroom.io/blog/deanonymize-website-activity-to-book-more-meetings/"}],"style":"normal"},{"_key":"fbfc5ec9a7dd","_type":"block","children":[{"_key":"f8337a52e140","_type":"span","marks":[],"text":"Skip the context, and identification backfires. The same Gartner survey found that 73% of B2B buyers actively avoid suppliers who send irrelevant outreach."}],"markDefs":[],"style":"normal"},{"_key":"e1d211f32947","_type":"block","children":[{"_key":"f2be9ee7933d","_type":"span","marks":[],"text":"For RevOps, the final step is measurement. Track reply and meeting rates on web visit plays separately from other outbound, so you can prove whether identification is paying off."}],"markDefs":[],"style":"normal"},{"_key":"2dfe085ae5a9","_type":"block","children":[{"_key":"dc75bc6d9585","_type":"span","marks":[],"text":"If you're setting this up for the first time, this step-by-step playbook shows how to "},{"_key":"291cf06a3066","_type":"span","marks":["13c3be59d88a"],"text":"make anonymous web visits actionable"},{"_key":"48f359a4139c","_type":"span","marks":[],"text":". It walks through setup, filtering, and the first plays to run."}],"markDefs":[{"_key":"13c3be59d88a","_type":"link","href":"https://www.commonroom.io/playbooks/make-anonymous-web-visits-actionable-with-enhanced-website-visitor-identification/"}],"style":"normal"},{"_key":"9d29dadeb613","_type":"block","children":[{"_key":"9e6c4bc1b6ee","_type":"span","marks":[],"text":"Is Website Visitor Identification Legal? GDPR and CCPA Basics"}],"markDefs":[],"style":"h2"},{"_key":"fb772f381323","_type":"block","children":[{"_key":"8e14e65210cb","_type":"span","marks":[],"text":"Short answer: It can be, if you set it up carefully. The rules depend on where your visitors are and whether you identify companies or people."}],"markDefs":[],"style":"normal"},{"_key":"fc193fe75a31","_type":"block","children":[{"_key":"8c4016393f4e","_type":"span","marks":[],"text":"In the EU, "},{"_key":"4bbbad78f144","_type":"span","marks":["8a73fc5cb470"],"text":"GDPR's definition of personal data"},{"_key":"1953e60b4f4b","_type":"span","marks":[],"text":" includes \"an identifier such as a name, an identification number, location data, an online identifier.\" IP addresses count as online identifiers, so IP-based identification falls within GDPR's scope."}],"markDefs":[{"_key":"8a73fc5cb470","_type":"link","href":"https://eur-lex.europa.eu/eli/reg/2016/679/oj"}],"style":"normal"},{"_key":"5662c6e7d755","_type":"block","children":[{"_key":"15cc03c1a858","_type":"span","marks":[],"text":"Company-level tools typically rely on legitimate interest. That's a legal basis for processing data for a reasonable business purpose, backed by a documented assessment that weighs your interest against the visitor's rights."}],"markDefs":[],"style":"normal"},{"_key":"9743d02cf72a","_type":"block","children":[{"_key":"0e6a832d2fda","_type":"span","marks":[],"text":"Person-level identification of EU visitors generally requires consent. In practice, that means a clear cookie banner and no identification until the visitor agrees."}],"markDefs":[],"style":"normal"},{"_key":"f8da72d14075","_type":"block","children":[{"_key":"1f0ab15a440f","_type":"span","marks":[],"text":"In the US, the California Consumer Privacy Act (CCPA), as amended by the California Privacy Rights Act (CPRA), protects California residents. That includes people acting in a business capacity, so B2B traffic isn't exempt."}],"markDefs":[],"style":"normal"},{"_key":"118c69bec295","_type":"block","children":[{"_key":"8362da88f961","_type":"span","marks":["61eddba6ffbe"],"text":"California's CCPA regulations"},{"_key":"6a52beedda55","_type":"span","marks":[],"text":", effective January 1, 2026, list the right to know, the right to delete, and the right to correct personal information. If a business sells or shares personal information, consumers also have the right to opt out of that sale or sharing."}],"markDefs":[{"_key":"61eddba6ffbe","_type":"link","href":"https://cppa.ca.gov/regulations/pdf/ccpa_statute_eff_20260101.pdf"}],"style":"normal"},{"_key":"3f97aaf76e80","_type":"block","children":[{"_key":"50bdb0840fe0","_type":"span","marks":[],"text":"Ask every vendor to document where its identity data comes from and how it handles consent and opt-outs. This section is general information, not legal advice, so check with your counsel before you roll out any tool."}],"markDefs":[],"style":"normal"},{"_key":"fdfd10d0e18a","_type":"block","children":[{"_key":"8bf3a7a8be73","_type":"span","marks":[],"text":"Frequently Asked Questions"}],"markDefs":[],"style":"h2"},{"_key":"73fba6f7ff83","_type":"block","children":[{"_key":"13a03444ef1c","_type":"span","marks":[],"text":"Here are quick answers to the questions buyers ask most often."}],"markDefs":[],"style":"normal"},{"_key":"dfea64ac498a","_type":"block","children":[{"_key":"aacb72165d75","_type":"span","marks":[],"text":"Which Website Visitor Identification Tool Is the Best?"}],"markDefs":[],"style":"h3"},{"_key":"96055f5b927d","_type":"block","children":[{"_key":"16885620e2eb","_type":"span","marks":[],"text":"For most B2B teams, the best website visitor identification tool names real people, merges them into clean profiles, and alerts a rep fast. If you only need account visibility, a company-level tool may be enough."}],"markDefs":[],"style":"normal"},{"_key":"620fdaa4b838","_type":"block","children":[{"_key":"dc669e7f0bed","_type":"span","marks":[],"text":"Can I See Who Visited My Website?"}],"markDefs":[],"style":"h3"},{"_key":"2eaf214eb967","_type":"block","children":[{"_key":"37716edc2133","_type":"span","marks":[],"text":"Yes, partly. A visitor identification tool can show the company behind many visits and the person behind a smaller share, mostly for US traffic."}],"markDefs":[],"style":"normal"},{"_key":"07d8b5701ae2","_type":"block","children":[{"_key":"f071f8a84e10","_type":"span","marks":[],"text":"What's the Difference Between Website Visitor Tracking and Identification?"}],"markDefs":[],"style":"h3"},{"_key":"bcd1b7e123de","_type":"block","children":[{"_key":"e950c80b01cd","_type":"span","marks":[],"text":"Tracking records what visitors do, like pages viewed and clicks. Identification tells you who they are, at the company or person level."}],"markDefs":[],"style":"normal"},{"_key":"91cd4bd3a2f6","_type":"block","children":[{"_key":"cae71ed95d06","_type":"span","marks":[],"text":"What's the Difference Between Person-Level and Company-Level Visitor Identification?"}],"markDefs":[],"style":"h3"},{"_key":"e911953cef55","_type":"block","children":[{"_key":"f6777d332b14","_type":"span","marks":[],"text":"Company-level identification shows which organization visited, usually through reverse IP lookup. Person-level identification names the individual, using identity graphs and first-party data."}],"markDefs":[],"style":"normal"},{"_key":"074c5a5ce726","_type":"block","children":[{"_key":"896d991d2bb4","_type":"span","marks":[],"text":"What Match Rate Should I Expect?"}],"markDefs":[],"style":"h3"},{"_key":"fcdb3d8a87d7","_type":"block","children":[{"_key":"25621104836e","_type":"span","marks":[],"text":"For US B2B traffic, expect roughly 30-65% at the company level and 5-20% at the person level. Your results depend on your traffic mix, so test in a pilot."}],"markDefs":[],"style":"normal"},{"_key":"fbc182bedfca","_type":"block","children":[{"_key":"6fedb38e8442","_type":"span","marks":[],"text":"Do Visitor Identification Tools Cover All My Prospects?"}],"markDefs":[],"style":"h3"},{"_key":"c1e9a1ff4557","_type":"block","children":[{"_key":"af746d7fb86a","_type":"span","marks":[],"text":"No, some visitors will always stay anonymous. Pair identification with other signals, like job changes, product usage, and community activity, to fill the gaps."}],"markDefs":[],"style":"normal"},{"_key":"59b1f3bf6d0d","_type":"block","children":[{"_key":"8a7d82fbc65e","_type":"span","marks":[],"text":"How Can I Monitor Website Visitors in Real Time?"}],"markDefs":[],"style":"h3"},{"_key":"083945dbb750","_type":"block","children":[{"_key":"0cbb85d869e4","_type":"span","marks":[],"text":"Connect your identification tool to Slack or your CRM and set alerts for high-intent pages, like pricing. Filter those alerts to ICP accounts so reps only see visits worth acting on."}],"markDefs":[],"style":"normal"},{"_key":"b8566487694c","_type":"block","children":[{"_key":"487b6c7d038d","_type":"span","marks":[],"text":"Turn Your Website Traffic Into Your Next Conversation"}],"markDefs":[],"style":"h2"},{"_key":"153c9ff5a9fc","_type":"block","children":[{"_key":"da94efb0e4cc","_type":"span","marks":[],"text":"The pixel is the easy part. What matters is the next five minutes: who gets the alert, what context they see, and whether the outreach earns a reply."}],"markDefs":[],"style":"normal"},{"_key":"c0142841a3a4","_type":"block","children":[{"_key":"08936387a8b6","_type":"span","marks":[],"text":"So when you compare options for the best website visitor identification tool, judge each one by that five-minute window. Common Room turns the traffic you already have into prioritized next steps for specific people and accounts."}],"markDefs":[],"style":"normal"},{"_key":"7328a70a2a7b","_type":"block","children":[{"_key":"8a78c1bfece2","_type":"span","marks":["da0e6b32760f","strong"],"text":"Request a demo"}],"markDefs":[{"_key":"da0e6b32760f","_type":"link","href":"https://commonroom.io/demo/"}],"style":"normal"}]}},{"node":{"_type":"post","id":"-d00fc283-f893-5311-89e5-a2e6bf5ca0d7","_id":"8c35baf2-4b93-469f-ac12-9f905300521a","publishedAt":"2026-09-30T19:40:33.733Z","_createdAt":"2026-09-30T19:40:51Z","_updatedAt":"2026-10-07T19:49:47Z","categories":[{"_id":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4","title":"Marketing teams (PERSONA)","titlePublic":"Marketing","slug":{"current":"marketing"},"status":"published"},{"_id":"7662f4d2-9875-4dc5-be5e-91dd093375ae","title":"ABX / Account-Based","titlePublic":"Account-based","slug":{"current":"account-based-everything-category"},"status":"published"},{"_id":"ee7a2a14-d037-4853-855a-e47d014bac0b","title":"Buyer intent","titlePublic":null,"slug":{"current":"buyer-intent"},"status":"published"},{"_id":"973d1158-d9cf-46c9-8b1e-d997403fde9f","title":"Exclude from Lists / Resource Hub Only","titlePublic":null,"slug":{"current":"exclude"},"status":"review"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-2cad81ca8ed871a4b0e9f134073453c8a77a61ed-1536x864-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":864,"width":1536,"aspectRatio":1.7777777777777777}}},"layout":null,"alt":"Target account rings connected to a single identified buyer"},"title":"Best ABM Platform: How to Choose the Right Account-Based Marketing Software","_rawExcerpt":[{"_key":"343ca5f744cf","_type":"block","children":[{"_key":"eb19a5b965b5","_type":"span","marks":[],"text":"Choosing the best ABM platform in 2026 isn’t about finding a single winner—it’s about matching the right tool to your GTM motion, sales workflow, and signal needs. This guide breaks down the leading ABM categories and vendors, and explains why teams increasingly need person-level insights, not just account scores, to turn intent into pipeline."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":12,"slug":{"current":"best-abm-platform"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"43ecc7bec49f","_type":"block","children":[{"_key":"6d0b614546a6","_type":"span","marks":[],"text":"Your account-based marketing (ABM) dashboard says a target account is hot. The score is glowing, the ads are running, and someone at the company has visited your pricing page three times this week. Then a rep asks the obvious question: \"Great, so who do I call?\""}],"markDefs":[],"style":"normal"},{"_key":"f8da9c3d61f4","_type":"block","children":[{"_key":"efd71e8bcef5","_type":"span","marks":[],"text":"Nobody has an answer. That moment is where many ABM programs quietly stall, even though they're everywhere. Demand Gen Report's "},{"_key":"7f6c4db64575","_type":"span","marks":["5f6376804592"],"text":"2025 ABM Benchmark Survey"},{"_key":"b8911fb4e73a","_type":"span","marks":[],"text":" found that 71% of practitioners now utilize an ABM strategy."}],"markDefs":[{"_key":"5f6376804592","_type":"link","href":"https://www.demandgenreport.com/resources/2025-account-based-marketing-benchmark-survey/50610/"}],"style":"normal"},{"_key":"62ab43e101c7","_type":"block","children":[{"_key":"184049db3f60","_type":"span","marks":[],"text":"The issue is simple. Accounts don't buy. People do."}],"markDefs":[],"style":"normal"},{"_key":"d37d206a6586","_type":"block","children":[{"_key":"7214cb69e28c","_type":"span","marks":[],"text":"This guide helps you find the best ABM platform for your team, even if you're new to the category. We'll cover what ABM platforms do, the main types, how to evaluate them, how leading options compare, and where person-level ABM fits."}],"markDefs":[],"style":"normal"},{"_key":"f0a98d5f90bf","_type":"block","children":[{"_key":"46d045c5e276","_type":"span","marks":[],"text":"What Is the Best ABM Platform?"}],"markDefs":[],"style":"h2"},{"_key":"cd0797b6e554","_type":"block","children":[{"_key":"4af3ef7a01a8","_type":"span","marks":[],"text":"There's no single best ABM platform; the best one matches your go-to-market (GTM) motion. Demandbase and 6sense lead for enterprise intent and ads, RollWorks and Terminus for ad-led mid-market programs, and HubSpot and Marketo for MAP-native ABM. Signal-based platforms like Common Room fit when you need to know which people inside an account are ready to buy."}],"markDefs":[],"style":"normal"},{"_key":"bbe8e96a8478","_type":"block","children":[{"_key":"5af5424c322c","_type":"span","marks":[],"text":"Here's a quick rule of thumb: If your reps keep asking who to call, an account-level view isn't enough on its own."}],"markDefs":[],"style":"normal"},{"_key":"4750b7d9e79e","_type":"block","children":[{"_key":"f04d18b3d49a","_type":"span","marks":[],"text":"What Is an ABM Platform?"}],"markDefs":[],"style":"h2"},{"_key":"8de8752ccca2","_type":"block","children":[{"_key":"ca6cee175d23","_type":"span","marks":[],"text":"Account-based marketing treats each high-value company as its own market. An ABM platform is software that helps you choose those companies, spot when they're shopping, reach them across channels, and measure results."}],"markDefs":[],"style":"normal"},{"_key":"2bcab8f91078","_type":"block","children":[{"_key":"3a74aeb3c822","_type":"span","marks":["9d40ccc696db"],"text":"Gartner's ABM platform research"},{"_key":"ebedd6893791","_type":"span","marks":[],"text":" defines ABM platforms as software that enables B2B marketing and sales teams to run ABM programs at scale. Gartner also tracks the category in a Magic Quadrant, which it published on November 6, 2025."}],"markDefs":[{"_key":"9d40ccc696db","_type":"link","href":"https://www.gartner.com/en/documents/7152730"}],"style":"normal"},{"_key":"8572c7606f87","_type":"block","children":[{"_key":"6097a387eb19","_type":"span","marks":[],"text":"Most ABM software shares five core capabilities:"}],"markDefs":[],"style":"normal"},{"_key":"37dfe05f2eff","_type":"block","children":[{"_key":"d3c1e5c51d2c","_type":"span","marks":["strong"],"text":"Account identification:"},{"_key":"990f23788741","_type":"span","marks":[],"text":" The platform matches anonymous activity, like website visits, to the companies behind it."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"5cb01a7bc666","_type":"block","children":[{"_key":"852af6aaee7e","_type":"span","marks":["strong"],"text":"Intent data:"},{"_key":"efe387399481","_type":"span","marks":[],"text":" The platform tracks research behavior that suggests a company is shopping for a solution like yours."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9938041110eb","_type":"block","children":[{"_key":"d6282f760372","_type":"span","marks":["strong"],"text":"Orchestration and advertising:"},{"_key":"ffffe51d95fe","_type":"span","marks":[],"text":" You run coordinated ads, emails, and web experiences for a chosen list of accounts."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"2a0ac80c0d9b","_type":"block","children":[{"_key":"31b226d3936a","_type":"span","marks":["strong"],"text":"CRM integration:"},{"_key":"0ec112ab8814","_type":"span","marks":[],"text":" Account data and scores flow into Salesforce or HubSpot so sales can see them."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"93b54576a8cd","_type":"block","children":[{"_key":"7f0722245b99","_type":"span","marks":["strong"],"text":"Measurement:"},{"_key":"85006967434f","_type":"span","marks":[],"text":" Reports show engagement, pipeline, and revenue by account instead of by single lead."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e32a519fab8a","_type":"block","children":[{"_key":"a06cbdbbb85c","_type":"span","marks":[],"text":"Think of an ABM platform as the layer between your CRM and your marketing automation platform (MAP). Your CRM holds records, your MAP sends campaigns, and the ABM platform decides which accounts deserve attention right now."}],"markDefs":[],"style":"normal"},{"_key":"cf86683a4244","_type":"block","children":[{"_key":"13459b8b7ab3","_type":"span","marks":[],"text":"One more distinction matters early: "},{"_key":"1c128747210c","_type":"span","marks":["dcdd697cefcc"],"text":"account intent vs. person intent"},{"_key":"d1f9b52847e1","_type":"span","marks":[],"text":". Account intent shows a company is researching, while person intent shows which employee is doing it. Reps can act on the second one."}],"markDefs":[{"_key":"dcdd697cefcc","_type":"link","href":"https://www.commonroom.io/blog/account-intent-vs-person-intent"}],"style":"normal"},{"_key":"fa7fcd0b0613","_type":"block","children":[{"_key":"257ef284b88e","_type":"span","marks":[],"text":"Types of ABM Platforms"}],"markDefs":[],"style":"h2"},{"_key":"1b2e62eade0a","_type":"block","children":[{"_key":"071354c5fdaa","_type":"span","marks":[],"text":"ABM tools fall into five broad types. Many teams combine two or more, so use this table as a map of the landscape."}],"markDefs":[],"style":"normal"},{"_key":"9a59ef67b0f2","_type":"table","rows":[{"_key":"e6e8280d2a77","_type":"tableRow","cells":["Type","What it does","Examples","Best for"]},{"_key":"2f9cf051825b","_type":"tableRow","cells":["All-in-one ABM suite","Combines account identification, intent data, advertising, and analytics","Demandbase, 6sense, ZoomInfo","Enterprise teams running large, multichannel programs"]},{"_key":"cc5015ff4bb4","_type":"tableRow","cells":["Account-based advertising","Runs display and social ads aimed at a list of target accounts","RollWorks, Terminus, Madison Logic","Mid-market teams where ABM advertising drives awareness"]},{"_key":"01252f1de251","_type":"tableRow","cells":["Intent data provider","Supplies topic-level research signals about which companies are active","Bombora","Teams adding third-party intent to an existing stack"]},{"_key":"28da19c167b5","_type":"tableRow","cells":["MAP with ABM features","Adds target account lists, account scoring, and reporting to marketing automation","HubSpot, Marketo","Smaller programs already running on the MAP"]},{"_key":"1a733ad85998","_type":"tableRow","cells":["Signal-based buyer intelligence","Unifies buying signals and ties each one to a specific person and account","Common Room","Teams whose account intent isn't turning into rep action"]}]},{"_key":"4556c7d648e8","_type":"block","children":[{"_key":"47410b3163b7","_type":"span","marks":[],"text":"The last row is the newest category, and most comparison guides skip it. These platforms rely on "},{"_key":"cb39d372dad9","_type":"span","marks":["3c1596863f9c"],"text":"always-on buying signal capture"},{"_key":"24252ad22c13","_type":"span","marks":[],"text":" across job changes, website visits, product usage, and community activity."}],"markDefs":[{"_key":"3c1596863f9c","_type":"link","href":"https://www.commonroom.io/product/signals/"}],"style":"normal"},{"_key":"85f3218c069a","_type":"block","children":[{"_key":"a482d321b934","_type":"span","marks":[],"text":"The difference is the unit of work. The first four types mostly answer \"which account?\" Signal-based buyer intelligence answers \"which person, and what did they just do?\""}],"markDefs":[],"style":"normal"},{"_key":"3622a96b555b","_type":"block","children":[{"_key":"9f0ed09c8746","_type":"span","marks":[],"text":"How to Choose the Best ABM Platform"}],"markDefs":[],"style":"h2"},{"_key":"d9dd8749d2a0","_type":"block","children":[{"_key":"4e6d9aa7578f","_type":"span","marks":[],"text":"Most ABM marketing tools look alike by the second demo. So the best ABM platform for you comes down to one test: How will your sales team act on what the platform surfaces?"}],"markDefs":[],"style":"normal"},{"_key":"7bf62af97316","_type":"block","children":[{"_key":"1c4dc29b2dbf","_type":"span","marks":[],"text":"Use the four criteria below to pressure-test every account-based marketing platform on your shortlist."}],"markDefs":[],"style":"normal"},{"_key":"488468adf347","_type":"block","children":[{"_key":"2b8fda059760","_type":"span","marks":[],"text":"Signal Depth: Account-Level or Person-Level"}],"markDefs":[],"style":"h3"},{"_key":"image-4d9d0a681536x1152png","_type":"mainImage","alt":"Account-level intent versus person-level identity resolution","asset":{"_id":"image-0f83c3cb62b72ecf2bcc198d461c65d94d9d0a68-1536x1152-png","_type":"sanity.imageAsset","_rev":"rtp9ScfgtPEiF0NFFNh2ob","_createdAt":"2026-09-30T19:40:44Z","_updatedAt":"2026-09-30T19:40:44Z","assetId":"0f83c3cb62b72ecf2bcc198d461c65d94d9d0a68","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"V6Qw6K^+%MtR_3~XR*WU%2S|%gWBWBs:V@yDspoLR*Z%","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.3333333333333333,"height":1152,"width":1536},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,iVBORw0KGgoAAAANSUhEUgAAABQAAAAPCAIAAABr+ngCAAAACXBIWXMAAAsSAAALEgHS3X78AAACA0lEQVQokU1T2W4bMQz0//9H+yEN0DwUDYqibhDHzh6yDl66tdvHQrtOHIAgCEmjGQzJg6xlD95C1uK3kLXQkqklXvPHG/lc/yuHW7UUbllaxpZ08VAjLxlrhBp4ybz0K2nZ1mBKoCXtTO/glkNJPsXBwxOpc0RsCWp0NVBLUnMsGaIcWf8WrYvflR72P3wrIUfr3LMan9z4FhHrBu482dcsXkatfunhD3cwr5nXfAdLCNM8v5zPo9WQO+FnMCCcL5fXadCCWONN9m6StMzBK62HcTTO0Wdwy1ySRRimaVIKhKl2F+9gXjLlCF6sJwhCNdGSd7Cr0eWgA03kFIOJDDXSh2xsqRtbwh4uBygRutXRRJnYTQJzwIHdHHD2qASgRunMS94A3maxPXuTeuGyd6UTXqwa0CiPI9lZcGI3gna5G95btfXzxtx1vhdQgok8e5gCjonOwY2R5kDKI5ZwY7bJG09GsGdPWkh7MoFtEh3oKqAE/4r+zuNRzCx4FXRJZMkHrNEIKbDKmZ7Bzs7MYDSBCXxl6CdgHq+nr5efD+o0OXMFawNRSweqyUXptAyG0QhqAs1gA9soXYLQleHx7fnL07eH81ERGCGXhFrusqklqhFrxHLPVBOW3qTdkVerfpyOJz3BdtJn9j7bfWK2BXjfsFvzt63itVDrg8A18fKxYeU/9+g+llDNGK4AAAAASUVORK5CYII=","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#4f5454","foreground":"#fff","population":0.03,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#107457","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#9ac9bc","foreground":"#000","population":0.13,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#9ac9bc","foreground":"#000","population":0.13,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#6cecc4","foreground":"#000","population":0,"title":"#fff"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#66a494","foreground":"#fff","population":0.01,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#1ccc99","foreground":"#fff","population":0.01,"title":"#fff"}},"thumbHash":"+ucBBYCq9XVrp3d6h2eIfp9J9rhU"},"mimeType":"image/png","originalFilename":"image.png","path":"images/vt347z5x/production/0f83c3cb62b72ecf2bcc198d461c65d94d9d0a68-1536x1152.png","sha1hash":"0f83c3cb62b72ecf2bcc198d461c65d94d9d0a68","size":1011683,"uploadId":"68db0507e57a6234dc9e961927b3db82958b8346","url":"https://cdn.sanity.io/images/vt347z5x/production/0f83c3cb62b72ecf2bcc198d461c65d94d9d0a68-1536x1152.png","filename":"image.png","width":1536,"height":1152,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/0f83c3cb62b72ecf2bcc198d461c65d94d9d0a68-1536x1152.png?rect=384,0,768,1152&w=%width%&h=%height%&q=80","id":"image-0f83c3cb62b72ecf2bcc198d461c65d94d9d0a68-1536x1152-png","children":[],"parent":null}},{"_key":"71b0fcb5a673","_type":"block","children":[{"_key":"c601675fd20d","_type":"span","marks":[],"text":"Most ABM platforms start with account-level intent. Some of it comes from bidstream data, which is information collected from the ad auctions that run each time someone loads a web page."}],"markDefs":[],"style":"normal"},{"_key":"1147ba06e33c","_type":"block","children":[{"_key":"bb4399336f79","_type":"span","marks":[],"text":"Other platforms use IP-to-account matching. That method links a website visit to a company based on its internet address. Both methods tell you where interest lives, but neither tells you who."}],"markDefs":[],"style":"normal"},{"_key":"c57e4393b90e","_type":"block","children":[{"_key":"0db7a923adcd","_type":"span","marks":[],"text":"That gap matters because buying groups are big. "},{"_key":"40fe7a0cbb8b","_type":"span","marks":["f699988c975f"],"text":"Forrester's 2026 buyer insights"},{"_key":"7890ce5264fe","_type":"span","marks":[],"text":" found that the typical buying decision now includes 13 internal stakeholders and nine external influencers."}],"markDefs":[{"_key":"f699988c975f","_type":"link","href":"https://investor.forrester.com/news-releases/news-release-details/forresters-2026-buyer-insights-genai-upending-b2b-buying-leaders/"}],"style":"normal"},{"_key":"0eb091e42cb8","_type":"block","children":[{"_key":"0413b0dafeb1","_type":"span","marks":[],"text":"That group is your buying committee: everyone who shapes the purchase decision. When \"the account is warm\" is all you know, a rep has to guess which of those people to contact."}],"markDefs":[],"style":"normal"},{"_key":"27d57f796e53","_type":"block","children":[{"_key":"b3cdba5dfd64","_type":"span","marks":[],"text":"Person-level signals depend on identity resolution. Identity resolution matches activity from different places, like a web visit, a work email, and a LinkedIn profile, to one real person."}],"markDefs":[],"style":"normal"},{"_key":"41e9d6caad76","_type":"block","children":[{"_key":"3e6e336a1aa9","_type":"span","marks":[],"text":"In every demo, ask one direct question: Do website visits resolve to companies or to people? Tools with person-level website visitor identification name the individual, so reps can reach the person doing the research."}],"markDefs":[],"style":"normal"},{"_key":"a8f899938863","_type":"block","children":[{"_key":"564ae5d61bdf","_type":"span","marks":[],"text":"Transparent Scoring Reps Will Trust"}],"markDefs":[],"style":"h3"},{"_key":"0994df9777e5","_type":"block","children":[{"_key":"8489aed3e84d","_type":"span","marks":[],"text":"Every ABM platform scores something. Account scoring ranks companies by how likely they are to buy, while lead scoring ranks individual people."}],"markDefs":[],"style":"normal"},{"_key":"b15ceb31e725","_type":"block","children":[{"_key":"366b0c0fce65","_type":"span","marks":[],"text":"The harder question is whether anyone can explain the score. Black-box scores, where a number shows up with no reasoning, get ignored fast."}],"markDefs":[],"style":"normal"},{"_key":"f89dd9aa172e","_type":"block","children":[{"_key":"bdda5b7ff4f4","_type":"span","marks":[],"text":"Reps won't spend their week on a score they can't explain to their manager. So ask a rep-level question in the demo: Can I see which signals and weights drove this score?"}],"markDefs":[],"style":"normal"},{"_key":"a33f1ea445fb","_type":"block","children":[{"_key":"055095788bc3","_type":"span","marks":[],"text":"If the answer requires a support ticket, your sales team probably won't use it. 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Done well, every person at an account hears a consistent story, whether they see an ad or get a note from a rep."}],"markDefs":[],"style":"normal"},{"_key":"d48c3e7cf811","_type":"block","children":[{"_key":"ce7f67f3998c","_type":"span","marks":[],"text":"Ask each vendor these questions:"}],"markDefs":[],"style":"normal"},{"_key":"7cec7e557bee","_type":"block","children":[{"_key":"6b3c1b9ab1e5","_type":"span","marks":["strong"],"text":"Ad platforms:"},{"_key":"a9ab1db37b55","_type":"span","marks":[],"text":" Can you sync account and contact audiences to LinkedIn and other ad networks automatically?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9e61be521a5c","_type":"block","children":[{"_key":"df2993cbd4ad","_type":"span","marks":["strong"],"text":"Sequencing tools:"},{"_key":"abd70a0cf015","_type":"span","marks":[],"text":" Do engaged contacts flow into your sales sequences without a manual export?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"1027ae2cceb9","_type":"block","children":[{"_key":"536fc69b51d9","_type":"span","marks":["strong"],"text":"Automated plays:"},{"_key":"22564914eced","_type":"span","marks":[],"text":" Do plays trigger when a new signal appears, or does someone have to check a dashboard?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4869b05704c6","_type":"block","children":[{"_key":"a14fd64839af","_type":"span","marks":["strong"],"text":"Rep alerts:"},{"_key":"ab5743750352","_type":"span","marks":[],"text":" Do reps get notified in Slack or email, where they already work?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"04ae678712b3","_type":"block","children":[{"_key":"f153073373d5","_type":"span","marks":[],"text":"ABM advertising builds awareness, but it can't book a meeting on its own. The best setups connect ad engagement to the next human step."}],"markDefs":[],"style":"normal"},{"_key":"bad1b04b283e","_type":"block","children":[{"_key":"c04f03c75dfd","_type":"span","marks":[],"text":"CRM Fit, Implementation, and Total Cost"}],"markDefs":[],"style":"h3"},{"_key":"95d51d8da994","_type":"block","children":[{"_key":"238e8df47959","_type":"span","marks":[],"text":"Check how deeply each platform connects to your CRM. Some vendors design for Salesforce first, and others fit HubSpot shops better, so ask for a demo that mirrors your own setup."}],"markDefs":[],"style":"normal"},{"_key":"09910854d468","_type":"block","children":[{"_key":"c3a2872772e6","_type":"span","marks":[],"text":"Be honest about admin burden, too. Some enterprise suites need a dedicated marketing ops owner to set up and maintain them, and that person's time is a real cost."}],"markDefs":[],"style":"normal"},{"_key":"4377d2d1781e","_type":"block","children":[{"_key":"0452bb2cad19","_type":"span","marks":[],"text":"Pricing is rarely public. Most ABM platforms use custom pricing, usually on annual or multi-year contracts, and ad-led tools may require a minimum ad spend."}],"markDefs":[],"style":"normal"},{"_key":"5b04f9ff7843","_type":"block","children":[{"_key":"9471269d3d08","_type":"span","marks":[],"text":"Before you sign, model the full cost. Include implementation, data, seats, ad budget, and the internal hours it takes to keep the platform useful."}],"markDefs":[],"style":"normal"},{"_key":"c23582ee79a9","_type":"block","children":[{"_key":"262262af3b7e","_type":"span","marks":[],"text":"One honest tip: Run a short pilot on a small account list before you commit to a multi-year deal. Track whether reps actually open the insights and book meetings from them."}],"markDefs":[],"style":"normal"},{"_key":"b8a49c35f8b5","_type":"block","children":[{"_key":"50dc6ed86c9e","_type":"span","marks":[],"text":"Best ABM Platforms Compared"}],"markDefs":[],"style":"h2"},{"_key":"c2c4a1b2e96d","_type":"block","children":[{"_key":"a0f55f02b9fe","_type":"span","marks":[],"text":"Here's how leading ABM platforms compare on type, strengths, and signal level. These summaries reflect each platform's core positioning, so confirm details in your own demos."}],"markDefs":[],"style":"normal"},{"_key":"4cba9ac8ac57","_type":"table","rows":[{"_key":"3139f44d1257","_type":"tableRow","cells":["Platform","Type","Strongest for","Signal level","Watch-outs"]},{"_key":"905ec733b71a","_type":"tableRow","cells":["Demandbase","All-in-one suite","Enterprise ABM with a built-in B2B ad platform","Account-level, IP-to-account web identification","Learning curve, custom pricing"]},{"_key":"d90dc8abc1c7","_type":"tableRow","cells":["6sense","All-in-one suite","Predictive intent and in-market account discovery","Account-level","Configuration effort, enterprise pricing"]},{"_key":"4cde5ce890df","_type":"tableRow","cells":["ZoomInfo","Data platform with ABM features","Contact data plus intent and web visitor identification","Account-level intent, contact-level data","Intent mainly from its own data, add-on packaging"]},{"_key":"df6ef510a1e5","_type":"tableRow","cells":["RollWorks and Terminus","Account-based advertising","Ad-led mid-market programs","Account-level","Lighter on person-level sales context"]},{"_key":"2346634c2268","_type":"tableRow","cells":["HubSpot and Marketo","MAP with ABM features","Starting ABM inside existing marketing automation","Contact and account records","Limited third-party intent and ad orchestration"]},{"_key":"175a95f7ecaa","_type":"tableRow","cells":["Common Room","Signal-based buyer intelligence","Turning buying signals into rep action on specific people","Person-level and account-level","Works best with clear plays and owners for each signal"]}]},{"_key":"566e9005d52a","_type":"block","children":[{"_key":"042628ca35f5","_type":"span","marks":[],"text":"Demandbase"}],"markDefs":[],"style":"h3"},{"_key":"8462d9e40edb","_type":"block","children":[{"_key":"9f02621447b1","_type":"span","marks":[],"text":"Demandbase is an all-in-one ABM suite with a mature B2B advertising demand-side platform (DSP). A DSP is software that buys ad placements automatically across many websites."}],"markDefs":[],"style":"normal"},{"_key":"94435dfc3beb","_type":"block","children":[{"_key":"4d62e29e985c","_type":"span","marks":[],"text":"The suite covers account identification, intent data, and buying group tracking in one place. That makes it a common pick for enterprise teams running large ad programs."}],"markDefs":[],"style":"normal"},{"_key":"3854a86f4c2f","_type":"block","children":[{"_key":"f45c1886fb73","_type":"span","marks":[],"text":"Plan for a learning curve and custom pricing. Its website identification works at the account level through IP matching, so you'll still need a way to find the people."}],"markDefs":[],"style":"normal"},{"_key":"16d535ebf229","_type":"block","children":[{"_key":"722ac1e2c323","_type":"span","marks":[],"text":"6sense"}],"markDefs":[],"style":"h3"},{"_key":"0cad1683becc","_type":"block","children":[{"_key":"165f7d7b9819","_type":"span","marks":[],"text":"6sense focuses on account-level predictive intent and orchestration. Its strength is surfacing which accounts look likely to be in-market so your team can prioritize them."}],"markDefs":[],"style":"normal"},{"_key":"516a95d9fd8e","_type":"block","children":[{"_key":"cc1b90ab313e","_type":"span","marks":[],"text":"The trade-offs are enterprise pricing and configuration effort. Web identification also works at the account level, so many teams pair 6sense with a contact database to find names."}],"markDefs":[],"style":"normal"},{"_key":"95c936b1435b","_type":"block","children":[{"_key":"af945ee9fa54","_type":"span","marks":[],"text":"ZoomInfo"}],"markDefs":[],"style":"h3"},{"_key":"241081aed538","_type":"block","children":[{"_key":"091cf5fefedf","_type":"span","marks":[],"text":"ZoomInfo combines a large contact and company database with intent data, web visitor identification through WebSights, and marketing orchestration. For teams that already rely on ZoomInfo for contacts, the ABM features can feel like a natural extension."}],"markDefs":[],"style":"normal"},{"_key":"f4dcdead53b5","_type":"block","children":[{"_key":"77aad0a27ce6","_type":"span","marks":[],"text":"Its intent signals come mainly from ZoomInfo's own data. Some capabilities come as add-ons, so map exactly which packages you need before you compare quotes."}],"markDefs":[],"style":"normal"},{"_key":"8eb389ee55a7","_type":"block","children":[{"_key":"ee9305b936a1","_type":"span","marks":[],"text":"RollWorks and Terminus"}],"markDefs":[],"style":"h3"},{"_key":"7b18c5c6961e","_type":"block","children":[{"_key":"34fe8577efff","_type":"span","marks":[],"text":"RollWorks and Terminus lead with ABM advertising for mid-market teams. Both run account-based display and LinkedIn campaigns, and both connect with HubSpot and Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"36224ae44a99","_type":"block","children":[{"_key":"1c3826c17ab2","_type":"span","marks":[],"text":"They're advertising-centric by design. That works well for awareness, but reps get less person-level context about who to contact next."}],"markDefs":[],"style":"normal"},{"_key":"9d53d2f7854a","_type":"block","children":[{"_key":"2f7285f96dcb","_type":"span","marks":[],"text":"HubSpot and Marketo"}],"markDefs":[],"style":"h3"},{"_key":"56bfba933b9d","_type":"block","children":[{"_key":"5b74bf90ac1b","_type":"span","marks":[],"text":"HubSpot and Marketo add ABM features, like target account tools and account scoring, to marketing automation. If your programs already run on one of them, it's a practical place to start."}],"markDefs":[],"style":"normal"},{"_key":"04723c4112c0","_type":"block","children":[{"_key":"9aaacef5b080","_type":"span","marks":[],"text":"The limits show up as programs grow. Both offer limited third-party intent data and ad orchestration compared with dedicated ABM suites."}],"markDefs":[],"style":"normal"},{"_key":"3e75272d2cc9","_type":"block","children":[{"_key":"5fca4f35411b","_type":"span","marks":[],"text":"Common Room"}],"markDefs":[],"style":"h3"},{"_key":"da6a0279672b","_type":"block","children":[{"_key":"4e30cda24031","_type":"span","marks":[],"text":"Common Room takes a signal-based approach to ABM. It connects account interest to the specific people behind it, along with what each person did and when."}],"markDefs":[],"style":"normal"},{"_key":"5aaae2b19382","_type":"block","children":[{"_key":"a9c18fb7fbe5","_type":"span","marks":[],"text":"Common Room's "},{"_key":"db0f8a02f72f","_type":"span","marks":["805eaf7b73c2"],"text":"person-level ABM approach"},{"_key":"a5bef4be54b5","_type":"span","marks":[],"text":" pulls in 50+ native signal types and has shown 30-50% higher match rates in enrichment bakeoffs. Signals include job changes, pricing page visits, Slack questions, GitHub activity, LinkedIn signals, and hiring patterns. Person360, Common Room's identity resolution engine, stitches that activity into one profile per person."}],"markDefs":[{"_key":"805eaf7b73c2","_type":"link","href":"https://www.commonroom.io/solutions/abm"}],"style":"normal"},{"_key":"490a8a99549f","_type":"block","children":[{"_key":"ede615b0dfc7","_type":"span","marks":[],"text":"That identity resolution extends to your website. Common Room's "},{"_key":"bdfb7874c4a0","_type":"span","marks":["302bb91191fa"],"text":"person-level website visitor identification"},{"_key":"414283a6da39","_type":"span","marks":[],"text":" names up to 50% of US web traffic."}],"markDefs":[{"_key":"302bb91191fa","_type":"link","href":"https://www.commonroom.io/product/web-visitor-identification"}],"style":"normal"},{"_key":"2d69c471bb6b","_type":"block","children":[{"_key":"263a40f9d901","_type":"span","marks":[],"text":"Scoring is transparent: Reps can hover over a score to see the contributing signals and their weights. Common Room also syncs audiences to your ad platforms and MAP, and "},{"_key":"559138173892","_type":"span","marks":["e614bf668d8a"],"text":"automated plays"},{"_key":"f29ebeec044b","_type":"span","marks":[],"text":" route new signals to reps through Slack, email, and sequences."}],"markDefs":[{"_key":"e614bf668d8a","_type":"link","href":"https://www.commonroom.io/product/actions/"}],"style":"normal"},{"_key":"30e11af0a72f","_type":"block","children":[{"_key":"b68502634e90","_type":"span","marks":[],"text":"You don't have to rip out your current ABM platform. Common Room works alongside it and turns the account intent you already have into next steps for a specific person."}],"markDefs":[],"style":"normal"},{"_key":"120b88aff71d","_type":"block","children":[{"_key":"1ac7dbd065e1","_type":"span","marks":[],"text":"Workvivo is a good example. The company traded legacy ABM for person-level insights and saw a 40% increase in meetings booked in one month. Read "},{"_key":"156bc03d79b6","_type":"span","marks":["1805f2085bb9"],"text":"how Workvivo replaced legacy ABM"},{"_key":"d70347a59f6d","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"1805f2085bb9","_type":"link","href":"https://www.commonroom.io/customers/workvivo-systematized-success-increase-meetings-booked"}],"style":"normal"},{"_key":"e711367c8248","_type":"block","children":[{"_key":"cfa182691d2b","_type":"span","marks":[],"text":"In July 2026, "},{"_key":"03e49c971e9b","_type":"span","marks":["e4c23e4baef9"],"text":"Zoom completed its acquisition"},{"_key":"35707205ede1","_type":"span","marks":[],"text":" of Common Room. Common Room is now part of Revenue OS, which pairs its buyer intelligence with Zoom's native calling, sequencing, coaching, and forecasting."}],"markDefs":[{"_key":"e4c23e4baef9","_type":"link","href":"https://www.zoom.com/en/blog/zoom-to-acquire-common-room/"}],"style":"normal"},{"_key":"5c2ab13f48cb","_type":"block","children":[{"_key":"25bf0c573883","_type":"span","marks":[],"text":"Every closed deal, coached call, and buyer signal writes back to one shared context layer. Over time, that loop makes targeting, coaching, and forecasting sharper. Common Room is the best fit for teams whose account intent isn't turning into rep action."}],"markDefs":[],"style":"normal"},{"_key":"b16d9374a6ae","_type":"block","children":[{"_key":"923739b9db70","_type":"span","marks":[],"text":"Which ABM Platform Fits Your Stage?"}],"markDefs":[],"style":"h2"},{"_key":"2f3dcfdb311d","_type":"block","children":[{"_key":"a5cb6b3b797f","_type":"span","marks":[],"text":"Use this table as guidance, not a rule. Your sales motion and CRM matter as much as company size."}],"markDefs":[],"style":"normal"},{"_key":"f4c9fe30d581","_type":"table","rows":[{"_key":"945a43e8c8fc","_type":"tableRow","cells":["Stage","Where to start","Why it fits"]},{"_key":"0c371406dff8","_type":"tableRow","cells":["Early-stage or small program","CRM and MAP ABM features, plus a clear ideal customer profile (ICP)","You need focus and a defined account list before you need more data"]},{"_key":"eac867b6c003","_type":"tableRow","cells":["Mid-market HubSpot shop running ads","Ad-led platform like RollWorks or Terminus","Account-based ads build awareness at a manageable scale"]},{"_key":"47c3ed74d2e7","_type":"tableRow","cells":["Enterprise Salesforce team with large ad programs","All-in-one suite like Demandbase or 6sense","Big programs need intent, advertising, and analytics in one place"]},{"_key":"3f40cdd9ec9f","_type":"tableRow","cells":["Any stage where intent isn't reaching reps","Person-level signals like Common Room","Reps get names, context, and next steps alongside account scores"]}]},{"_key":"6c7a27ef96e2","_type":"block","children":[{"_key":"d471100b8ebe","_type":"span","marks":[],"text":"An ICP describes the companies most likely to buy from you and succeed. Every platform in this guide works better when that definition is sharp."}],"markDefs":[],"style":"normal"},{"_key":"3bef42c7c6a1","_type":"block","children":[{"_key":"7f29e764eb6e","_type":"span","marks":[],"text":"Your stage will change, and so will the best ABM platform for your team. Revisit the fit each year as your account list, sales team, and ad budget grow."}],"markDefs":[],"style":"normal"},{"_key":"24040e3f2fe8","_type":"block","children":[{"_key":"ebd69ab2465b","_type":"span","marks":[],"text":"Common ABM Platform Pitfalls"}],"markDefs":[],"style":"h2"},{"_key":"f91bf96bb643","_type":"block","children":[{"_key":"a91dc89edda3","_type":"span","marks":[],"text":"Most ABM programs stall in the weeks after purchase, when signals pile up and nobody acts on them. Watch for these five pitfalls."}],"markDefs":[],"style":"normal"},{"_key":"10802ce84029","_type":"block","children":[{"_key":"75beb168354c","_type":"span","marks":["strong"],"text":"Undefined ICP and account list:"},{"_key":"c3561b0228b1","_type":"span","marks":[],"text":" A platform can't choose your target accounts for you. Agree on the ICP and account list first."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8d6015bbec44","_type":"block","children":[{"_key":"1f0ac873d413","_type":"span","marks":["strong"],"text":"Signals without an owner:"},{"_key":"ab5d4cad4067","_type":"span","marks":[],"text":" Intent that lands in a dashboard with no assigned rep or play goes stale fast."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"a33139e14aed","_type":"block","children":[{"_key":"0b77654c2473","_type":"span","marks":["strong"],"text":"Account scores with no names:"},{"_key":"2c7e1a9b8d64","_type":"span","marks":[],"text":" A hot account with no contacts leaves reps guessing. Make sure you can "},{"_key":"a5b003a89247","_type":"span","marks":["abb20c9a1cad"],"text":"find the real buying committee"},{"_key":"6258b77e4cf6","_type":"span","marks":[],"text":"."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"abb20c9a1cad","_type":"link","href":"https://www.commonroom.io/blog/abm-webinar-recap"}],"style":"normal"},{"_key":"8792a093ddf6","_type":"block","children":[{"_key":"eeee073695f7","_type":"span","marks":["strong"],"text":"Generic outreach:"},{"_key":"a32ce19bdd2f","_type":"span","marks":[],"text":" A "},{"_key":"0b15e0652814","_type":"span","marks":["fc2dc15e550c"],"text":"Gartner survey of B2B buyers"},{"_key":"90348f3355bd","_type":"span","marks":[],"text":" found that 73% of B2B buyers actively avoid suppliers who send irrelevant outreach."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"fc2dc15e550c","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2025-06-25-gartner-sales-survey-finds-61-percent-of-b2b-buyers-prefer-a-rep-free-buying-experience"}],"style":"normal"},{"_key":"4edd53eac8fe","_type":"block","children":[{"_key":"ff7c36ed5443","_type":"span","marks":["strong"],"text":"Separate lists for sales and marketing:"},{"_key":"2f4b6eef682b","_type":"span","marks":[],"text":" In Demand Gen Report's 2025 survey, 43% of practitioners cited aligning sales and marketing as a top challenge."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"51de91d9c187","_type":"block","children":[{"_key":"5a49142352a6","_type":"span","marks":[],"text":"The fix is to "},{"_key":"96ebab0f7740","_type":"span","marks":["2c315e13881d"],"text":"layer person-level signals"},{"_key":"9dcab77ba979","_type":"span","marks":[],"text":" into the tools reps already use, like the CRM, Slack, and sales sequences. 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The catch is that most sales intelligence tools look alike on a website, and \"biggest database\" has become the default way to compare them."}],"markDefs":[],"style":"normal"},{"_key":"6accfaf963ab","_type":"block","children":[{"_key":"64bf3eb23bac","_type":"span","marks":[],"text":"This guide gives you a clearer way to choose. You'll get a plain-language definition, the features that matter, a side-by-side look at seven platforms, and a simple process for picking the right fit."}],"markDefs":[],"style":"normal"},{"_key":"717030e1df3e","_type":"block","children":[{"_key":"f20ad7f1b8e0","_type":"span","marks":[],"text":"What Is a Sales Intelligence Platform?"}],"markDefs":[],"style":"h2"},{"_key":"381507e7f1f3","_type":"block","children":[{"_key":"ac3466eb07fd","_type":"span","marks":[],"text":"A sales intelligence platform is software that gathers, enriches, and analyzes company and buyer data so sales teams know who to contact, when, and why. It turns raw information into a clear next step for each rep."}],"markDefs":[],"style":"normal"},{"_key":"0de8e6d83d46","_type":"block","children":[{"_key":"0b3b93087673","_type":"span","marks":[],"text":"Think of it as the research layer of your sales process. The best B2B sales intelligence platform for your team is the one that saves reps from guessing."}],"markDefs":[],"style":"normal"},{"_key":"3f566e10b3d8","_type":"block","children":[{"_key":"a76309e0a44d","_type":"span","marks":[],"text":"What Data a Sales Intelligence Platform Collects"}],"markDefs":[],"style":"h3"},{"_key":"5cb20e731017","_type":"block","children":[{"_key":"e463aded7728","_type":"span","marks":[],"text":"Most platforms combine four kinds of data. Each one answers a different question about a buyer."}],"markDefs":[],"style":"normal"},{"_key":"921743ff8bda","_type":"block","children":[{"_key":"7c585c6557cc","_type":"span","marks":["strong"],"text":"Contact data:"},{"_key":"5ba11fe81b57","_type":"span","marks":[],"text":" Names, job titles, emails, and phone numbers tell you who works at a company and how to reach them."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4015d2bdd12d","_type":"block","children":[{"_key":"b25cf4fc30b0","_type":"span","marks":["strong"],"text":"Firmographic data:"},{"_key":"f1344e015f30","_type":"span","marks":[],"text":" Industry, size, and location show whether an account matches your ideal customer profile (ICP), your picture of a best-fit customer."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"569e7e7240ce","_type":"block","children":[{"_key":"292dab6b7ddf","_type":"span","marks":["strong"],"text":"Technographic data:"},{"_key":"824a3c894672","_type":"span","marks":[],"text":" The software a company already uses hints at its needs, its budget, and its fit with your product."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4b23f69d0711","_type":"block","children":[{"_key":"2bb7c96199bb","_type":"span","marks":["strong"],"text":"Intent and behavioral data:"},{"_key":"4ade39d10e36","_type":"span","marks":[],"text":" Actions like website visits, content reads, and product sign-ups show who might be in-market, meaning actively looking to buy."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"45f678210d17","_type":"block","children":[{"_key":"200275a2e3ff","_type":"span","marks":[],"text":"Contact and firmographic data tell you who exists. Intent and behavioral data tell you who's paying attention, and that's the part your reps need most."}],"markDefs":[],"style":"normal"},{"_key":"a5c401291c19","_type":"block","children":[{"_key":"7f5e1c6f6ed9","_type":"span","marks":[],"text":"How Sales Intelligence Evolved Into Buyer Intelligence"}],"markDefs":[],"style":"h3"},{"_key":"bb21a2680632","_type":"block","children":[{"_key":"14a2ce792bc5","_type":"span","marks":[],"text":"The first sales intelligence tools were contact databases. You searched by title and company size, exported a list, and hoped the emails still worked."}],"markDefs":[],"style":"normal"},{"_key":"434f3bedc866","_type":"block","children":[{"_key":"bc66d8ea55ad","_type":"span","marks":[],"text":"That approach answers \"Who exists?\" It doesn't answer \"Who's in-market, and why now?\" Answering the second question takes signals, the actions and changes that show someone may be ready to buy."}],"markDefs":[],"style":"normal"},{"_key":"1bb0fc888667","_type":"block","children":[{"_key":"d0301cc7097d","_type":"span","marks":[],"text":"That's the shift toward buyer intelligence. It connects first-party signals with outside data about people and accounts. First-party signals come from channels you own, such as your website, product, and community."}],"markDefs":[],"style":"normal"},{"_key":"5b25f3bf861b","_type":"block","children":[{"_key":"4106b1bdef96","_type":"span","marks":[],"text":"If you're new to the term, start with "},{"_key":"ca863e7ef064","_type":"span","marks":["5966f7a7c594"],"text":"what buyer intelligence is"},{"_key":"42b28c47ddd5","_type":"span","marks":[],"text":" and how it builds on classic sales intelligence. 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A customer relationship management (CRM) system is your system of record, storing the accounts, contacts, and deals you already have."}],"markDefs":[],"style":"normal"},{"_key":"a24958e0564b","_type":"block","children":[{"_key":"be194308c52d","_type":"span","marks":[],"text":"A sales engagement platform runs outreach, including email sequences, calls, and tasks. Sales intelligence sits upstream of both, telling your team who to engage and when."}],"markDefs":[],"style":"normal"},{"_key":"bbdc45121278","_type":"block","children":[{"_key":"5b2ff49ab36d","_type":"span","marks":[],"text":"Here's how they compare. SDRs are sales development reps who book first meetings, AEs are account executives who close deals, and RevOps is revenue operations."}],"markDefs":[],"style":"normal"},{"_key":"82d4741d681e","_type":"table","rows":[{"_key":"85b07accb81e","_type":"tableRow","cells":["","CRM","Sales engagement platform","Sales intelligence platform"]},{"_key":"5dc4988d70de","_type":"tableRow","cells":["Main job","Stores relationships and deal history","Runs sequences, calls, and tasks","Finds and prioritizes who to engage next"]},{"_key":"123f3b996cb6","_type":"tableRow","cells":["Question it answers","What's happened with this account?","What's the next touch?","Who should we engage, and why now?"]},{"_key":"7fad255a4f04","_type":"tableRow","cells":["Main data","Records your team enters or syncs","Email and call activity","Contact, firmographic, technographic, and signal data"]},{"_key":"1a5b9b7dcdb6","_type":"tableRow","cells":["Main users","The whole revenue team","SDRs and AEs","SDRs, AEs, sales leaders, and RevOps"]},{"_key":"5c929c154b7c","_type":"tableRow","cells":["Example tools","Salesforce, HubSpot","Outreach, Salesloft","ZoomInfo, Apollo.io, Common Room"]}]},{"_key":"3f0592e97b1a","_type":"block","children":[{"_key":"9224fbb9adf4","_type":"span","marks":[],"text":"Why does the difference matter? 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That way, a signal becomes a call, message, or task without manual copy and paste."}],"markDefs":[],"style":"normal"},{"_key":"27b57a841ebb","_type":"block","children":[{"_key":"c1a8304a8e7c","_type":"span","marks":[],"text":"Key Features to Evaluate in a Sales Intelligence Platform"}],"markDefs":[],"style":"h2"},{"_key":"d9e26b651298","_type":"block","children":[{"_key":"04d2d9b0ebc7","_type":"span","marks":[],"text":"Database size is the most-marketed feature in this category and the least useful on its own. A huge directory doesn't help if your reps still can't tell which five accounts deserve attention today."}],"markDefs":[],"style":"normal"},{"_key":"42732428eead","_type":"block","children":[{"_key":"02cb750c9477","_type":"span","marks":[],"text":"Use these five criteria to compare sales intelligence platforms on what moves pipeline. They apply whether you're looking at full platforms or narrower lead intelligence tools."}],"markDefs":[],"style":"normal"},{"_key":"2e5188107001","_type":"block","children":[{"_key":"e2fa348b833e","_type":"span","marks":[],"text":"Data Accuracy and Freshness"}],"markDefs":[],"style":"h3"},{"_key":"28a20bbd9b29","_type":"block","children":[{"_key":"d9459539535e","_type":"span","marks":[],"text":"Contact data goes stale all the time. People change jobs, companies reorganize, and phone numbers stop working, so a record that was right last quarter may be wrong today."}],"markDefs":[],"style":"normal"},{"_key":"082adbc95be3","_type":"block","children":[{"_key":"c5712b227041","_type":"span","marks":[],"text":"Ask every vendor how often records refresh and how it checks accuracy. Also ask whether updates flow into your CRM automatically or need a manual reimport."}],"markDefs":[],"style":"normal"},{"_key":"a68d0b6bd620","_type":"block","children":[{"_key":"fb0a33d43544","_type":"span","marks":[],"text":"Here's a deeper look at "},{"_key":"b915b992e33f","_type":"span","marks":["de52f0b7ac74"],"text":"why CRM data decays"},{"_key":"f3fdfe245b04","_type":"span","marks":[],"text":" and what ongoing cleanup looks like. Good sales intelligence software handles data hygiene continuously, so reps aren't waiting on a quarterly cleanup."}],"markDefs":[{"_key":"de52f0b7ac74","_type":"link","href":"https://www.commonroom.io/blog/crm-data-decay/"}],"style":"normal"},{"_key":"a6cf032fbf3b","_type":"block","children":[{"_key":"3c7aae8c7d4d","_type":"span","marks":[],"text":"Signal Depth: Account-Level vs. Person-Level Intent"}],"markDefs":[],"style":"h3"},{"_key":"image-bdf8a4ccf1280x960png","_type":"mainImage","alt":"Account-level intent highlights a company, while person-level intent highlights the two active buyers","asset":{"_id":"image-6c9757b30309f72889bb39449f5c183bdf8a4ccf-1280x960-png","_type":"sanity.imageAsset","_rev":"Kq9eO1y3THjZ8V6aMoe3rG","_createdAt":"2026-09-30T19:40:46Z","_updatedAt":"2026-09-30T19:40:46Z","assetId":"6c9757b30309f72889bb39449f5c183bdf8a4ccf","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"V9RWF[x]OT%2_Nx]NZfjs;xu%zafWBofIB?bs:f7R*M{","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.3333333333333333,"height":960,"width":1280},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#3c4547","foreground":"#fff","population":0.01,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#077c57","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#5bae95","foreground":"#fff","population":0.19,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#a4c8c4","foreground":"#000","population":0,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#6ceccc","foreground":"#000","population":0,"title":"#fff"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#5bae95","foreground":"#fff","population":0.19,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#0cbc84","foreground":"#fff","population":0,"title":"#fff"}},"thumbHash":"+/cBBYB391d3iIl8h5SIezIFRmID"},"mimeType":"image/png","originalFilename":"image.png","path":"images/vt347z5x/production/6c9757b30309f72889bb39449f5c183bdf8a4ccf-1280x960.png","sha1hash":"6c9757b30309f72889bb39449f5c183bdf8a4ccf","size":729641,"uploadId":"92490165db899070f2b13dea353fc029c9b85d58","url":"https://cdn.sanity.io/images/vt347z5x/production/6c9757b30309f72889bb39449f5c183bdf8a4ccf-1280x960.png","filename":"image.png","width":1280,"height":960,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/6c9757b30309f72889bb39449f5c183bdf8a4ccf-1280x960.png?rect=320,0,640,960&w=%width%&h=%height%&q=80","id":"image-6c9757b30309f72889bb39449f5c183bdf8a4ccf-1280x960-png","children":[],"parent":null}},{"_key":"8f6a17bf48af","_type":"block","children":[{"_key":"f21de8b67793","_type":"span","marks":[],"text":"Intent data shows that someone is researching a problem you solve. 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Strong B2B sales intelligence tools cover five signal types:"}],"markDefs":[{"_key":"5158a82e30d0","_type":"link","href":"https://www.commonroom.io/blog/account-intent-vs-person-intent/"}],"style":"normal"},{"_key":"1b1d6683baad","_type":"block","children":[{"_key":"274162c8b949","_type":"span","marks":["strong"],"text":"Firmographic signals:"},{"_key":"18be5e00e1a5","_type":"span","marks":[],"text":" Changes like new funding, hiring, or expansion show that a company's situation is shifting."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"5404fe868591","_type":"block","children":[{"_key":"ce801212dbeb","_type":"span","marks":["strong"],"text":"Technographic signals:"},{"_key":"64f7230ac339","_type":"span","marks":[],"text":" Adding or dropping a tool in your category can mean a buying window just opened."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"886d6e154eaa","_type":"block","children":[{"_key":"89b69f1a11d2","_type":"span","marks":["strong"],"text":"Behavioral signals:"},{"_key":"69eb1dc45628","_type":"span","marks":[],"text":" Website visits, pricing-page views, and product usage show direct interest in what you sell."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"45670598f9ad","_type":"block","children":[{"_key":"33764994991b","_type":"span","marks":["strong"],"text":"Social and community signals:"},{"_key":"6421eb7d17f9","_type":"span","marks":[],"text":" Comments, questions, and posts on LinkedIn, Slack groups, GitHub, or forums show who's engaged with your space."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"c4f12ce12662","_type":"block","children":[{"_key":"e252a3934512","_type":"span","marks":["strong"],"text":"Relationship signals:"},{"_key":"daae02d3076a","_type":"span","marks":[],"text":" Job changes by past champions, the people who backed your product before, give your team a warm path into an account."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4839f09a4f57","_type":"block","children":[{"_key":"c7338e2f74b6","_type":"span","marks":[],"text":"Also ask whether the platform includes first-party signals from your own website, product, and community. They're often the strongest signals you have, and they're easy to miss if a tool only looks at outside data."}],"markDefs":[],"style":"normal"},{"_key":"0dc819a3d112","_type":"block","children":[{"_key":"f585d255022f","_type":"span","marks":[],"text":"Not sure where to start? This list of "},{"_key":"92bed33cfb82","_type":"span","marks":["0f2de21688de"],"text":"buying signals you're probably missing"},{"_key":"c9f321e03739","_type":"span","marks":[],"text":" makes a good checklist for your evaluation."}],"markDefs":[{"_key":"0f2de21688de","_type":"link","href":"https://www.commonroom.io/blog/5-buying-signals-youre-probably-missing-out-on/"}],"style":"normal"},{"_key":"ba555818541c","_type":"block","children":[{"_key":"a06f5da84776","_type":"span","marks":[],"text":"Identity Resolution and Enrichment"}],"markDefs":[],"style":"h3"},{"_key":"62afc6d809c5","_type":"block","children":[{"_key":"68ad62baa168","_type":"span","marks":[],"text":"Identity resolution means matching scattered activity to a real person and account. For example, it can connect an anonymous website visit, a personal-email product sign-up, and a LinkedIn comment to the same buyer."}],"markDefs":[],"style":"normal"},{"_key":"12c344a73060","_type":"block","children":[{"_key":"663cda0d354b","_type":"span","marks":[],"text":"Enrichment fills in missing details on those records, like job title, company size, or tech stack. Waterfall enrichment checks several data providers in order until it finds a match, which improves coverage compared with a single source."}],"markDefs":[],"style":"normal"},{"_key":"623046055940","_type":"block","children":[{"_key":"3a3a15c5283f","_type":"span","marks":[],"text":"Get the basics on "},{"_key":"77c261537ca8","_type":"span","marks":["9d2da124e995"],"text":"how B2B data enrichment works"},{"_key":"7b8e5c8f5cb3","_type":"span","marks":[],"text":" before your first vendor call. Then ask about match rate: how much of your real activity the platform can tie to a known person and account."}],"markDefs":[{"_key":"9d2da124e995","_type":"link","href":"https://www.commonroom.io/blog/data-enrichment/"}],"style":"normal"},{"_key":"023e8ceff2b0","_type":"block","children":[{"_key":"e95fcc931b38","_type":"span","marks":[],"text":"Match rate tells you more than total profile count. A sales intelligence platform with a smaller directory and a higher match rate often gives reps more to work with."}],"markDefs":[],"style":"normal"},{"_key":"4af1567af964","_type":"block","children":[{"_key":"d25fbd1f22af","_type":"span","marks":[],"text":"Buying-Committee Mapping"}],"markDefs":[],"style":"h3"},{"_key":"ed678fc4d33f","_type":"block","children":[{"_key":"d679534f11a6","_type":"span","marks":[],"text":"Complex deals rarely depend on one person. Per "},{"_key":"97f3f9d62ea3","_type":"span","marks":["54f716b9bd0d"],"text":"Gartner buying group research"},{"_key":"ba62cf9124e3","_type":"span","marks":[],"text":": \"Buying groups are more diverse than ever, ranging from five to 16 people across as many as four functions.\""}],"markDefs":[{"_key":"54f716b9bd0d","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2025-05-07-gartner-sales-survey-finds-74-percent-of-b2b-buyer-teams-demonstrate-unhealthy-conflict-during-the-decision-process"}],"style":"normal"},{"_key":"db598ce696ab","_type":"block","children":[{"_key":"8bf02804a95e","_type":"span","marks":[],"text":"That's a lot of people to find, and many of them never fill out a form. A good platform shows who else at an account is engaging and maps their roles. It also helps reps multi-thread, meaning build relationships with several stakeholders at once."}],"markDefs":[],"style":"normal"},{"_key":"a7726bf6de14","_type":"block","children":[{"_key":"6a93110687b0","_type":"span","marks":[],"text":"Ask vendors how they surface new stakeholders as a deal moves forward. Deals often stall when a key decision-maker shows up late and nobody on your team knew that person existed."}],"markDefs":[],"style":"normal"},{"_key":"100e6329f3e7","_type":"block","children":[{"_key":"9d1dd296a692","_type":"span","marks":[],"text":"Integrations and Time-to-Action"}],"markDefs":[],"style":"h3"},{"_key":"e83b947ce79d","_type":"block","children":[{"_key":"8ba46cfd48f6","_type":"span","marks":[],"text":"A signal only helps if it reaches the right rep while it still matters. Time-to-action is how long it takes a signal to become a task, alert, or message in the tools your team already uses."}],"markDefs":[],"style":"normal"},{"_key":"545b4b3f09e0","_type":"block","children":[{"_key":"8f1035688972","_type":"span","marks":[],"text":"This is harder than it sounds. In "},{"_key":"970cfd75d064","_type":"span","marks":["b9901884d823"],"text":"MuleSoft's 2026 Connectivity Benchmark"},{"_key":"1acf2e076e54","_type":"span","marks":[],"text":", two findings stand out: \"The average organization now manages 957 applications,\" and \"only 27% of these applications are currently connected.\""}],"markDefs":[{"_key":"b9901884d823","_type":"link","href":"https://blogs.mulesoft.com/agentic-perspectives/connectivity-benchmark-report/"}],"style":"normal"},{"_key":"2add855a9ce0","_type":"block","children":[{"_key":"1828e193f7ff","_type":"span","marks":[],"text":"That figure covers enterprise IT as a whole. Still, sales teams feel the same gaps every time a signal sits in one tool while the rep works in another."}],"markDefs":[],"style":"normal"},{"_key":"d42c8dc337a0","_type":"block","children":[{"_key":"38cb3434bdc4","_type":"span","marks":[],"text":"During evaluation, trace one signal end to end. Does it show up in your CRM, Slack, or sequencing tool? Who has to copy, paste, or approve it before a rep can act?"}],"markDefs":[],"style":"normal"},{"_key":"495f141d5c04","_type":"block","children":[{"_key":"e4165bdf6e6d","_type":"span","marks":[],"text":"Finally, treat compliance as a baseline check. Confirm the vendor supports the General Data Protection Regulation (GDPR) and the California Consumer Privacy Act (CCPA), and ask how it handles opt-out requests."}],"markDefs":[],"style":"normal"},{"_key":"d18aabe4562f","_type":"block","children":[{"_key":"081d481eec58","_type":"span","marks":[],"text":"Best Sales Intelligence Platforms Compared"}],"markDefs":[],"style":"h2"},{"_key":"85e12f9161c4","_type":"block","children":[{"_key":"a8406f7706c0","_type":"span","marks":[],"text":"Here's how seven well-known sales intelligence companies compare. We added a signal type column, because account-level and person-level signals change how your reps work."}],"markDefs":[],"style":"normal"},{"_key":"27638721d3c8","_type":"block","children":[{"_key":"618751222ce3","_type":"span","marks":[],"text":"We're Common Room, so we've listed ourselves first. We've kept competitor descriptions general, with no pricing or accuracy claims, so confirm details with each vendor."}],"markDefs":[],"style":"normal"},{"_key":"97b3c354b3ba","_type":"table","rows":[{"_key":"82284a5b5eb5","_type":"tableRow","cells":["Platform","Best for","Core data approach","Signal type","Notable strength","Consideration"]},{"_key":"749daa82eb81","_type":"tableRow","cells":["Common Room by Zoom","Teams that want person-level buyer intelligence tied to action","Unifies first-party data and real-world signals with identity resolution and waterfall enrichment","Person and account","Connects anonymous and known activity to real buyers, then routes next steps","Most valuable when you have signals across several channels to unify"]},{"_key":"f4042ba0d005","_type":"tableRow","cells":["ZoomInfo","Teams that need broad contact and company coverage","Large B2B contact and company database","Mostly account, with intent add-ons","Org charts and deep company data","Typically sold as enterprise contracts"]},{"_key":"cad75ffb759a","_type":"tableRow","cells":["Apollo.io","Small and midsize business (SMB) teams and high-volume SDRs","Contact database with built-in sequencing and dialer","Mostly account","Prospecting and outreach in one tool, with a free tier","Lighter intent depth than specialist tools"]},{"_key":"c37044092925","_type":"tableRow","cells":["6sense","Enterprise account-based marketing (ABM)","Predictive models built on account-level intent","Account","Buying-stage predictions and ad orchestration","Usually needs dedicated RevOps resources"]},{"_key":"643dcab651e1","_type":"tableRow","cells":["LinkedIn Sales Navigator","Social selling on LinkedIn","LinkedIn's member network and activity","Person, within LinkedIn","Native access to LinkedIn profiles and messaging","Data stays mostly inside LinkedIn"]},{"_key":"1bb90e21cfd8","_type":"tableRow","cells":["Cognism","Teams prospecting in Europe","Contact data with a compliance-first approach","Mostly account","European coverage and privacy focus","Check coverage for your specific regions"]},{"_key":"08c3b8f34932","_type":"tableRow","cells":["Demandbase","ABM advertising and account-based programs","Account identification, intent, and advertising","Account","Account-based ads tied to intent","Built more for marketing programs than rep prospecting"]}]},{"_key":"fd73662140c0","_type":"block","children":[{"_key":"4c9f175d0cd0","_type":"span","marks":[],"text":"Common Room by Zoom: Best for Signal-Based, Person-Level Buyer Intelligence"}],"markDefs":[],"style":"h3"},{"_key":"d8c9cacbc17b","_type":"block","children":[{"_key":"eb84247fcf8e","_type":"span","marks":[],"text":"Most sales teams don't have a data shortage. They have signals scattered across their website, product, community, CRM, and social channels, with no clear picture of which person is ready to talk."}],"markDefs":[],"style":"normal"},{"_key":"ae2de627d522","_type":"block","children":[{"_key":"67cc0629e541","_type":"span","marks":[],"text":"Common Room by Zoom is a customer intelligence platform that turns those scattered signals into prioritized, person-level next steps. "},{"_key":"7146d6c6f452","_type":"span","marks":["813924624a6d"],"text":"Common Room's buyer intelligence layer"},{"_key":"526203b1e761","_type":"span","marks":[],"text":" unifies your first-party data with real-world buyer signals and keeps every profile continuously updated."}],"markDefs":[{"_key":"813924624a6d","_type":"link","href":"https://www.commonroom.io/product/buyer-intelligence/"}],"style":"normal"},{"_key":"90f40c30c5b4","_type":"block","children":[{"_key":"e80940c8a66f","_type":"span","marks":[],"text":"Here's how the pieces fit together:"}],"markDefs":[],"style":"normal"},{"_key":"89e6957726aa","_type":"block","children":[{"_key":"c5ffd9f6ccec","_type":"span","marks":["strong"],"text":"Person360 and Context360:"},{"_key":"687cdb10e80d","_type":"span","marks":[],"text":" These engines resolve identities, connecting anonymous and known activity to real people and accounts in one shared view."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"7d0c2809be46","_type":"block","children":[{"_key":"52843c7c8481","_type":"span","marks":["strong"],"text":"AI waterfall enrichment:"},{"_key":"b6ba87c2a01d","_type":"span","marks":[],"text":" Common Room fills in missing firmographic, technographic, and contact details, while DataAgent keeps records accurate and deduplicated."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"f2f740c2ccf2","_type":"block","children":[{"_key":"ead940a2bf56","_type":"span","marks":["strong"],"text":"Prospector:"},{"_key":"287c630b5a55","_type":"span","marks":[],"text":" Reps search a constantly refreshed database of 400M+ B2B profiles with ICP and persona filters to find the best-fit people to work next."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"7581e1068246","_type":"block","children":[{"_key":"e1f125c14a38","_type":"span","marks":["strong"],"text":"RoomieAI:"},{"_key":"6b81c8fe351a","_type":"span","marks":[],"text":" The AI layer surfaces the highest-priority signals, suggests next-best actions, and automates outreach so reps spend time on likely conversations."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"10d5e82dd167","_type":"block","children":[{"_key":"af8345f42744","_type":"span","marks":[],"text":"Prospector supports two ways of working. Fit-first prospecting starts with your ICP and persona criteria, then layers on buying context. Intent-first prospecting starts with in-market accounts and uncovers buyers before they're in your CRM."}],"markDefs":[],"style":"normal"},{"_key":"52c7574f06a5","_type":"block","children":[{"_key":"7be4f4f5b765","_type":"span","marks":[],"text":"Reps can map several stakeholders from one account profile, then route prospects to the CRM, segments, or sequences. See how "},{"_key":"2abc24030e16","_type":"span","marks":["c589227e5415"],"text":"signal-based prospecting with Prospector"},{"_key":"03a44fce98fe","_type":"span","marks":[],"text":" works in practice."}],"markDefs":[{"_key":"c589227e5415","_type":"link","href":"https://www.commonroom.io/product/prospector/"}],"style":"normal"},{"_key":"fc99971256e3","_type":"block","children":[{"_key":"9386e6ee6b55","_type":"span","marks":[],"text":"Since July 2026, Common Room has been part of Zoom. Together, they form Revenue OS, a revenue operating system where Common Room's buyer intelligence feeds Zoom's Auto Dialer, Engage, Sales Assist, and Forecast."}],"markDefs":[],"style":"normal"},{"_key":"04dd6f2ca149","_type":"block","children":[{"_key":"b6dbe46cd351","_type":"span","marks":[],"text":"That pairing connects knowing, deciding, and acting in one system. Every closed deal, coached call, and buyer signal writes back to the shared context layer, so prioritization, coaching, and forecasting get sharper over time."}],"markDefs":[],"style":"normal"},{"_key":"f67f29b71452","_type":"block","children":[{"_key":"7890f641a2cf","_type":"span","marks":["strong"],"text":"Consideration:"},{"_key":"51ec5e5d5393","_type":"span","marks":[],"text":" Common Room is most valuable when you have signals to unify, such as website traffic, product usage, community activity, or CRM history. If you only need a one-time contact list, a database-first tool may be simpler."}],"markDefs":[],"style":"normal"},{"_key":"4deb337c5938","_type":"block","children":[{"_key":"4450f27566a7","_type":"span","marks":[],"text":"ZoomInfo: Best for Broad Contact and Company Data"}],"markDefs":[],"style":"h3"},{"_key":"831d23fad576","_type":"block","children":[{"_key":"d4641fe1ab24","_type":"span","marks":[],"text":"ZoomInfo is one of the best-known B2B sales intelligence platforms, built around a large database of contacts and companies. Teams use it for org charts, company details, and intent add-ons that flag accounts researching relevant topics."}],"markDefs":[],"style":"normal"},{"_key":"e6a6ccb368d3","_type":"block","children":[{"_key":"3a2cad69fb48","_type":"span","marks":[],"text":"It's known for strong coverage of North American companies. 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More activity doesn't equal more pipeline, so focus reps on accounts showing real interest."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"b33488716629","_type":"block","children":[{"_key":"97cdeb7d1eee","_type":"span","marks":["strong"],"text":"PLG teams adding sales:"},{"_key":"cc0a0b6a06e5","_type":"span","marks":[],"text":" Prioritize first-party product signals and persona matching. More users inside an account can hide the person who actually buys."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"c1b7f5b55ea6","_type":"block","children":[{"_key":"15bcbd49b1b0","_type":"span","marks":["strong"],"text":"High-inbound teams:"},{"_key":"7eda96fed5b9","_type":"span","marks":[],"text":" Prioritize scoring and routing so reps work the best-fit leads first. More inbound doesn't mean better pipeline."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"c9e218cac282","_type":"block","children":[{"_key":"d93dcb66ec3d","_type":"span","marks":[],"text":"If you're looking for the best sales intelligence software for small business teams, start with the SMB guidance above. Then run a short pilot on a narrow set of accounts before you sign anything."}],"markDefs":[],"style":"normal"},{"_key":"825d84b8783a","_type":"block","children":[{"_key":"5ad8c5d28013","_type":"span","marks":[],"text":"How to Measure ROI From a Sales Intelligence Platform"}],"markDefs":[],"style":"h2"},{"_key":"7bd5991f3419","_type":"block","children":[{"_key":"ca1e8b2cfa27","_type":"span","marks":[],"text":"Return on investment (ROI) is where many sales intelligence rollouts get fuzzy. Teams report emails sent and contacts exported, then wonder why pipeline didn't move."}],"markDefs":[],"style":"normal"},{"_key":"510d7fa3b659","_type":"block","children":[{"_key":"1da867975530","_type":"span","marks":[],"text":"More activity doesn't equal more pipeline. 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The company generated $1.5 million in new pipeline within a month of its AEs using Common Room, and here's "},{"_key":"bf08be46dc5e","_type":"span","marks":["c3270618a656"],"text":"how Homebot generated new pipeline"},{"_key":"04bb58c0658f","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"c3270618a656","_type":"link","href":"https://www.commonroom.io/customers/homebot-ai-agents-pipeline/"}],"style":"normal"},{"_key":"5b96128486f7","_type":"block","children":[{"_key":"49f742dd1fad","_type":"span","marks":[],"text":"Where Sales Intelligence Is Heading: AI Agents Need Better Context"}],"markDefs":[],"style":"h2"},{"_key":"a409b068b033","_type":"block","children":[{"_key":"e42671f99bcd","_type":"span","marks":[],"text":"AI agents now draft emails, research accounts, and suggest next steps. 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When a buyer asks, \"Is this right for us?\" your rep needs accurate, current context about that person and account."}],"markDefs":[],"style":"normal"},{"_key":"977db3520450","_type":"block","children":[{"_key":"e4b2df0c36d2","_type":"span","marks":[],"text":"So sales intelligence is moving away from static databases and toward real-time, person-level signals connected to action. The next sales intelligence platform you buy should give your reps and your AI agents the same trusted context."}],"markDefs":[],"style":"normal"},{"_key":"6835a518755e","_type":"block","children":[{"_key":"01f0bc0b0d24","_type":"span","marks":[],"text":"That's the bar to hold every vendor to. 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Common Room by Zoom fits signal-based, person-level intelligence, ZoomInfo fits broad database coverage, Apollo.io fits SMB all-in-one outreach, and 6sense fits enterprise ABM."}],"markDefs":[],"style":"normal"},{"_key":"db0d3436526d","_type":"block","children":[{"_key":"6545cb3cd207","_type":"span","marks":[],"text":"What Is the Difference Between Sales Intelligence and a CRM?"}],"markDefs":[],"style":"h3"},{"_key":"ab5cac74fb18","_type":"block","children":[{"_key":"f98ce4220218","_type":"span","marks":[],"text":"A CRM stores the relationships and deal history you already have. 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Test each platform on a sample of your own ICP accounts during a pilot."}],"markDefs":[],"style":"normal"},{"_key":"fbe55f9c8f51","_type":"block","children":[{"_key":"5a10ebfa4f12","_type":"span","marks":[],"text":"Can Sales Intelligence Platforms Integrate With My Existing CRM?"}],"markDefs":[],"style":"h3"},{"_key":"8d82851e908b","_type":"block","children":[{"_key":"add4b8f504af","_type":"span","marks":[],"text":"Most platforms integrate with Salesforce and HubSpot. Check whether data syncs in both directions and how quickly a new signal becomes a task or alert for a rep."}],"markDefs":[],"style":"normal"},{"_key":"ae8ced108db4","_type":"block","children":[{"_key":"75cdb57889ca","_type":"span","marks":[],"text":"How Much Should a Small Sales Team Budget for Sales Intelligence?"}],"markDefs":[],"style":"h3"},{"_key":"b2fd94764d58","_type":"block","children":[{"_key":"966f2e4c6241","_type":"span","marks":[],"text":"Pricing varies widely by vendor, seat count, and data needs, so compare quotes from a short list. 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Ask each vendor how it sources data and handles opt-out and deletion requests."}],"markDefs":[],"style":"normal"},{"_key":"3af690350703","_type":"block","children":[{"_key":"90e938ab6919","_type":"span","marks":[],"text":"See Person-Level Buyer Intelligence in Action"}],"markDefs":[],"style":"h2"},{"_key":"035b11024d79","_type":"block","children":[{"_key":"dc5f9543d7d8","_type":"span","marks":[],"text":"The right sales intelligence platform gives your team a clear view of who's in-market, why, and what to do next. Common Room by Zoom connects that buyer intelligence to Zoom's action layer, so every signal leads to a specific next step."}],"markDefs":[],"style":"normal"},{"_key":"97e868f4afc1","_type":"block","children":[{"_key":"3420fab41ee5","_type":"span","marks":[],"text":"Want to see how it works with your own buyer signals? "},{"_key":"cd0175f663af","_type":"span","marks":["5a49f13d872d"],"text":"Request a demo"},{"_key":"de7d86f5c15a","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"5a49f13d872d","_type":"link","href":"https://commonroom.io/demo/"}],"style":"normal"}]}},{"node":{"_type":"post","id":"-7fe9fba6-ab45-5b69-80b4-0becdcbdd1bf","_id":"545d663b-3138-4cda-b645-c4214f950ead","publishedAt":"2026-09-30T17:34:42.272Z","_createdAt":"2026-09-30T17:34:56Z","_updatedAt":"2026-09-30T17:39:46Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"},{"_id":"ee7a2a14-d037-4853-855a-e47d014bac0b","title":"Buyer intent","titlePublic":null,"slug":{"current":"buyer-intent"},"status":"published"},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","title":"Signal-based selling","titlePublic":null,"slug":{"current":"signal-based-selling"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-a540c818cd4067bdf54ba1537f88beaac53f679f-1536x864-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":864,"width":1536,"aspectRatio":1.7777777777777777}}},"layout":null,"alt":"A black box opening to reveal the buyer signals behind a lead score"},"title":"How to Escape the Lead Scoring Black Box","_rawExcerpt":[{"_key":"32274707a167","_type":"block","children":[{"_key":"1d875c451b52","_type":"span","marks":[],"text":"Black-box lead scores fail when reps can’t see what’s behind the number. This article shows how transparent, explainable scoring—built around visible fit, intent, and timing signals—turns vague rankings into actions sales teams actually trust and use."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":13,"slug":{"current":"lead-scoring-transparency"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"c6672f260286","_type":"block","children":[{"_key":"39f418c33921","_type":"span","marks":[],"text":"Key Takeaways"}],"markDefs":[],"style":"h3"},{"_key":"9b8e4642f2a3","_type":"block","children":[{"_key":"fe96e4441b3e","_type":"span","marks":[],"text":"Lead scoring transparency means reps can see the exact signals and attributes behind every score and why it moved."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"3091c6994721","_type":"block","children":[{"_key":"4083f9b67563","_type":"span","marks":[],"text":"Opaque scores often fall flat because reps already distrust the data and have no time to reverse engineer a number."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e2b79ab6039e","_type":"block","children":[{"_key":"02e42c688670","_type":"span","marks":[],"text":"A trustworthy score separates fit, intent, and timing instead of collapsing them into one mystery figure."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"aac5baeb1d37","_type":"block","children":[{"_key":"c18469ff007c","_type":"span","marks":[],"text":"Transparency is becoming an AI adoption requirement, with 40% of respondents in McKinsey's November 2024 report, \""},{"_key":"53cc433fb2b7","_type":"span","marks":["9e31ba8f7d6e"],"text":"Building AI trust: The key role of explainability"},{"_key":"6fea81798aae","_type":"span","marks":[],"text":",\" naming explainability a key gen-AI risk."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"9e31ba8f7d6e","_type":"link","href":"https://www.mckinsey.com/capabilities/quantumblack/our-insights/building-ai-trust-the-key-role-of-explainability"}],"style":"normal"},{"_key":"adf6a77a5fe1","_type":"block","children":[{"_key":"c3bcb36c13db","_type":"span","marks":[],"text":"Explainable, signal-based scoring can turn a \"good/bad\" label into a next action reps are more likely to take."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"5b312cef81ee","_type":"block","children":[{"_key":"96f5a0a8b319","_type":"span","marks":[],"text":"What Is Lead Scoring Transparency?"}],"markDefs":[],"style":"h3"},{"_key":"2446c6ec5bfd","_type":"block","children":[{"_key":"a99a1886a165","_type":"span","marks":[],"text":"A rep opens their queue on Monday morning. The system flags the top lead as \"hot,\" with a score of 92. No context. No reason."}],"markDefs":[],"style":"normal"},{"_key":"e03abcc377d2","_type":"block","children":[{"_key":"633e0233cbb7","_type":"span","marks":[],"text":"They have no idea what to say when they pick up the phone. So they do what many reps do with a number they can't explain: they ignore it and work the accounts they already know."}],"markDefs":[],"style":"normal"},{"_key":"37b66a6cf870","_type":"block","children":[{"_key":"4b2db448ba8d","_type":"span","marks":[],"text":"That is the problem lead scoring transparency solves."}],"markDefs":[],"style":"normal"},{"_key":"e00dc4d56707","_type":"block","children":[{"_key":"5cc26825acda","_type":"span","marks":[],"text":"Lead scoring transparency is the ability to see exactly why a score is what it is. That means which signals and attributes drove it, how each one is weighted, and why the number rose or fell. It turns a score from a verdict into an explanation."}],"markDefs":[],"style":"normal"},{"_key":"89b6088b5b91","_type":"block","children":[{"_key":"00bb8cfb60f9","_type":"span","marks":[],"text":"Instead of \"trust me, this lead is hot,\" a transparent score tells the story. It says this person changed jobs last month, visited your pricing page twice this week, and matches your best closed-won accounts on three attributes."}],"markDefs":[],"style":"normal"},{"_key":"8742b3193e2b","_type":"block","children":[{"_key":"86d0b9056441","_type":"span","marks":[],"text":"That is different from black-box scoring, where a model or a point table spits out a number and hides the math. It is also more than plain lead scoring. Plenty of tools produce a score. Not every tool lets you see inside it."}],"markDefs":[],"style":"normal"},{"_key":"14cf97db14f3","_type":"block","children":[{"_key":"af14cde0d4f0","_type":"span","marks":[],"text":"The distinction matters because transparency is not about the number. It is about trust and action."}],"markDefs":[],"style":"normal"},{"_key":"a19d9f245b49","_type":"block","children":[{"_key":"0583eb4dac24","_type":"span","marks":[],"text":"A score a rep can't explain is a score a rep is unlikely to use. A score a rep can see through is one they're far more likely to act on."}],"markDefs":[],"style":"normal"},{"_key":"846c8438e5d7","_type":"block","children":[{"_key":"1efa52ba412a","_type":"span","marks":[],"text":"Why So Many Lead Scores Are a Black Box"}],"markDefs":[],"style":"h3"},{"_key":"bda2f357b026","_type":"block","children":[{"_key":"d16a85dafeae","_type":"span","marks":[],"text":"Many scoring models are opaque by design, not by accident. Here's how they get that way."}],"markDefs":[],"style":"normal"},{"_key":"c6d9f8c2a865","_type":"block","children":[{"_key":"2b7476a9eec0","_type":"span","marks":[],"text":"The data or marketing team builds them, and reps get left out. The people who live with the scores every day have no visibility into how they're calculated and no way to question them. When the model and the user never meet, distrust is the default."}],"markDefs":[],"style":"normal"},{"_key":"56f5eb1d515a","_type":"block","children":[{"_key":"cf334b38361c","_type":"span","marks":[],"text":"Teams set the point values on gut feel. Someone decided a whitepaper download is worth 10 points and a webinar is worth 15, and nobody can say why."}],"markDefs":[],"style":"normal"},{"_key":"1cba26254165","_type":"block","children":[{"_key":"409de4c6b290","_type":"span","marks":[],"text":"Teams bake those weights in and rarely revisit them. The model calcifies while buying behavior keeps changing."}],"markDefs":[],"style":"normal"},{"_key":"076e5e5eed67","_type":"block","children":[{"_key":"7e4c2a670493","_type":"span","marks":[],"text":"Then there's the input problem. Many models only score the data that happens to sit in the CRM: form fills, email opens, event registrations."}],"markDefs":[],"style":"normal"},{"_key":"603c828296b3","_type":"block","children":[{"_key":"f0c2fa70f93a","_type":"span","marks":[],"text":"That's a thin slice of how people actually buy. The result is a confident-looking number built on a fraction of the signal."}],"markDefs":[],"style":"normal"},{"_key":"99b54520d6ad","_type":"block","children":[{"_key":"49307796f490","_type":"span","marks":[],"text":"And reps feel it. Salesforce's 2024 \"State of Sales\" research found that reps "},{"_key":"b80c4b713411","_type":"span","marks":["052c894a7b21"],"text":"spend 70% of their time on nonselling tasks"},{"_key":"cf561c017bd0","_type":"span","marks":[],"text":". The same research found only 35% completely trust the accuracy of their organization's data."}],"markDefs":[{"_key":"052c894a7b21","_type":"link","href":"https://www.salesforce.com/news/stories/sales-ai-statistics-2024/"}],"style":"normal"},{"_key":"65c46587b485","_type":"block","children":[{"_key":"321c56546914","_type":"span","marks":[],"text":"So an opaque score lands in a tough spot: on the desk of someone who has no time to decode it and little reason to believe it."}],"markDefs":[],"style":"normal"},{"_key":"ed8f79082cba","_type":"block","children":[{"_key":"8b1ba182ddd0","_type":"span","marks":[],"text":"This is where we take a clear position. AI and modern tooling should be leverage, not a black box you have to trust blindly. A score should be a hover away from its reasons."}],"markDefs":[],"style":"normal"},{"_key":"57a791eded8a","_type":"block","children":[{"_key":"e475e9c83230","_type":"span","marks":[],"text":"When it isn't, you haven't given reps intelligence. You've given them one more number to argue about."}],"markDefs":[],"style":"normal"},{"_key":"f1df7978ebd1","_type":"block","children":[{"_key":"a3eacff291f8","_type":"span","marks":[],"text":"What Opaque Lead Scoring Gets Wrong"}],"markDefs":[],"style":"h3"},{"_key":"91056b2b5ce8","_type":"block","children":[{"_key":"4ddc50491e35","_type":"span","marks":[],"text":"Opaque scoring creates problems that are easy to miss."}],"markDefs":[],"style":"normal"},{"_key":"8e3bdb776aab","_type":"block","children":[{"_key":"65681550a63a","_type":"span","marks":[],"text":"Start with time. Reps "},{"_key":"0fb0e1ff898f","_type":"span","marks":["06943e91b553"],"text":"chase \"hot\" leads that go dark"},{"_key":"be6c4c8dac79","_type":"span","marks":[],"text":" because the score never told them what the heat actually was. Meanwhile, Data Mania's \""},{"_key":"80cdde011080","_type":"span","marks":["333a97327e93"],"text":"MQL to SQL Conversion Rate Benchmarks 2025"},{"_key":"fa81e024af80","_type":"span","marks":[],"text":"\" puts average MQL-to-SQL conversion in the low double digits, which suggests most MQLs never become SQLs."}],"markDefs":[{"_key":"06943e91b553","_type":"link","href":"https://www.commonroom.io/blog/lead-prioritization/"},{"_key":"333a97327e93","_type":"link","href":"https://www.data-mania.com/blog/mql-to-sql-conversion-rate-benchmarks-2025/"}],"style":"normal"},{"_key":"c6e45699586e","_type":"block","children":[{"_key":"abb3b22b11f3","_type":"span","marks":[],"text":"When most qualified leads don't convert and no one can explain any single score, reps stop trusting the system."}],"markDefs":[],"style":"normal"},{"_key":"27c033e0ee0b","_type":"block","children":[{"_key":"b4f431ebbf21","_type":"span","marks":[],"text":"That distrust turns into finger-pointing. Marketing says it delivered the leads. Sales says the leads were junk."}],"markDefs":[],"style":"normal"},{"_key":"0bf1c9d5f5b8","_type":"block","children":[{"_key":"1eef669c0730","_type":"span","marks":[],"text":"Both are half right, and neither can prove it. The score that started the argument can't be inspected, so lead quality becomes a matter of opinion instead of evidence."}],"markDefs":[],"style":"normal"},{"_key":"d4e028d81a00","_type":"block","children":[{"_key":"854714152149","_type":"span","marks":[],"text":"Underneath all of it sits the data itself. A score can look precise and still rest on inputs that have gone stale. B2B contact data changes constantly as people switch roles and companies, and a model fed outdated inputs produces outdated scores."}],"markDefs":[],"style":"normal"},{"_key":"ee4fcd01a2fd","_type":"block","children":[{"_key":"4db32cbaafc0","_type":"span","marks":[],"text":"Black-box scoring makes that drift hard to see, and you can't fix what you can't see."}],"markDefs":[],"style":"normal"},{"_key":"3996abecde5b","_type":"block","children":[{"_key":"ab07fcea8b3c","_type":"span","marks":[],"text":"Transparency doesn't just build trust. It surfaces problems in your pipeline that are otherwise hard to spot."}],"markDefs":[],"style":"normal"},{"_key":"8d6efb0b279d","_type":"block","children":[{"_key":"582fe26abe74","_type":"span","marks":[],"text":"For a marketing leader, this matters because pipeline contribution is your number, and it's easier to defend when sales can see what's behind the scores."}],"markDefs":[],"style":"normal"},{"_key":"791e73445057","_type":"block","children":[{"_key":"09955dc718ae","_type":"span","marks":[],"text":"Explainable scores give marketing evidence to bring into those \"these leads are garbage\" conversations. A score you can explain isn't just a rep tool. It can help you show how marketing influences real deals, and lead scoring transparency is what makes that evidence possible."}],"markDefs":[],"style":"normal"},{"_key":"169ea4207a47","_type":"block","children":[{"_key":"94ecd9ee81d3","_type":"span","marks":[],"text":"Fit, Intent, and Timing: What a Transparent Score Must Separate"}],"markDefs":[],"style":"h3"},{"_key":"image-92f049c41536x1152png","_type":"mainImage","alt":"A lead score split into fit, intent, and timing, branching into a nurture track or a rep call","asset":{"_id":"image-88086b7ae44795eb137102bb3a2d3f2c92f049c4-1536x1152-png","_type":"sanity.imageAsset","_rev":"rtp9ScfgtPEiF0NFFN6g3M","_createdAt":"2026-09-30T17:34:53Z","_updatedAt":"2026-09-30T17:34:53Z","assetId":"88086b7ae44795eb137102bb3a2d3f2c92f049c4","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"VBQd45o|?b%MV@-WNGOT$+wg-;s;IVNGWB~qxaD%NFg3","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.3333333333333333,"height":1152,"width":1536},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#404c4a","foreground":"#fff","population":0.04,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#44947c","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#94d0bc","foreground":"#000","population":1.1,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#94d0bc","foreground":"#000","population":1.1,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#a1fbe2","foreground":"#000","population":0.02,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#5da28d","foreground":"#fff","population":0.02,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#2cbf8f","foreground":"#fff","population":0.02,"title":"#fff"}},"thumbHash":"+ucFBYDnaJpmmGiMZfcpjPQ+SP2D"},"mimeType":"image/png","originalFilename":"image.png","path":"images/vt347z5x/production/88086b7ae44795eb137102bb3a2d3f2c92f049c4-1536x1152.png","sha1hash":"88086b7ae44795eb137102bb3a2d3f2c92f049c4","size":848403,"uploadId":"a345549305e88d4c93b991d0eb1400a6ea755ee6","url":"https://cdn.sanity.io/images/vt347z5x/production/88086b7ae44795eb137102bb3a2d3f2c92f049c4-1536x1152.png","filename":"image.png","width":1536,"height":1152,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/88086b7ae44795eb137102bb3a2d3f2c92f049c4-1536x1152.png?rect=384,0,768,1152&w=%width%&h=%height%&q=80","id":"image-88086b7ae44795eb137102bb3a2d3f2c92f049c4-1536x1152-png","children":[],"parent":null}},{"_key":"0c7fa20c7b7a","_type":"block","children":[{"_key":"f64192e4ffe1","_type":"span","marks":[],"text":"Many scores collapse three different questions into one number. That's the core design flaw. It's why a single figure so often misleads."}],"markDefs":[],"style":"normal"},{"_key":"277eaccdb87e","_type":"block","children":[{"_key":"2e515873ed28","_type":"span","marks":[],"text":"Fit is not intent. Intent is not timing. These are three separate things, and a transparent score has to keep them apart."}],"markDefs":[],"style":"normal"},{"_key":"1021650e123a","_type":"block","children":[{"_key":"16c1c02c6d88","_type":"span","marks":[],"text":"Fit is how well an account matches your ideal customer profile: industry, size, tech stack, role. Intent is whether they're actually doing something that signals interest, like researching, engaging, or showing up in the dark funnel. Timing is whether they're ready to move now or years away."}],"markDefs":[],"style":"normal"},{"_key":"7536eca61d9a","_type":"block","children":[{"_key":"cb1311d9363e","_type":"span","marks":[],"text":"A perfect-fit account can stay a perfect fit for three years and buy nothing. Collapse fit and intent into one score and you'll keep mistaking \"looks right\" for \"ready to talk.\""}],"markDefs":[],"style":"normal"},{"_key":"794860750ebc","_type":"block","children":[{"_key":"a57c820d08b4","_type":"span","marks":[],"text":"The buying journey makes this harder. Much of the real activity, the research and the internal debate, happens before a buyer ever talks to a rep and where your CRM can't see it. A static score built at MQL creation misses much of that journey."}],"markDefs":[],"style":"normal"},{"_key":"252528e33d8c","_type":"block","children":[{"_key":"7dcf5c1f2c77","_type":"span","marks":[],"text":"And the journey isn't one person. Forrester's \"The State of Business Buying, 2024\" research found an "},{"_key":"3517f51c8e9c","_type":"span","marks":["82bbf76e77c9"],"text":"average of 13 people involved in a B2B buying decision"},{"_key":"4de2dfab4612","_type":"span","marks":[],"text":". It also found 89% of purchases span two or more departments, and 86% of purchases stall before they close."}],"markDefs":[{"_key":"82bbf76e77c9","_type":"link","href":"https://www.forrester.com/press-newsroom/forrester-the-state-of-business-buying-2024"}],"style":"normal"},{"_key":"54a7fbbe80e6","_type":"block","children":[{"_key":"04f399d92bd1","_type":"span","marks":[],"text":"A single per-contact number can't tell you where a deal will stall or who still needs convincing."}],"markDefs":[],"style":"normal"},{"_key":"7267602d2863","_type":"block","children":[{"_key":"317b9b26cc78","_type":"span","marks":[],"text":"So the mental model for a transparent score is simple. Show how much of the number is fit, how much is intent, and how much is timing. When a rep can see that breakdown, the score stops being a mystery and starts being a plan."}],"markDefs":[],"style":"normal"},{"_key":"f02a69ee0947","_type":"block","children":[{"_key":"3682883c6418","_type":"span","marks":[],"text":"A high-fit, low-intent account goes into a nurture track. A high-intent, high-timing account goes to a rep today. Same buyer, same score in a black box, completely different plays once you can see inside it."}],"markDefs":[],"style":"normal"},{"_key":"ce8179d9bec0","_type":"block","children":[{"_key":"3e775f48560f","_type":"span","marks":[],"text":"This is also where marketing and sales can stop arguing. When both teams can see the same fit, intent, and timing breakdown behind a score, \"lead quality\" stops being a matter of opinion. It becomes a shared, inspectable definition everyone agreed to."}],"markDefs":[],"style":"normal"},{"_key":"d81774fa57de","_type":"block","children":[{"_key":"89fa758376fb","_type":"span","marks":[],"text":"Transparency Is Becoming an AI Requirement"}],"markDefs":[],"style":"h3"},{"_key":"425686830980","_type":"block","children":[{"_key":"2dc5824f3fb8","_type":"span","marks":[],"text":"Scoring is going predictive. Models can now weigh hundreds of variables no human set by hand. That makes them more powerful and more opaque at the same time, which raises the stakes on explainability."}],"markDefs":[],"style":"normal"},{"_key":"2052a7072287","_type":"block","children":[{"_key":"6daf03987bd5","_type":"span","marks":[],"text":"The trust gap is already measured. McKinsey's November 2024 report, \"Building AI trust: The key role of explainability,\" found that "},{"_key":"2d158f89ffe5","_type":"span","marks":["199f6cbfad52"],"text":"40% of respondents identify explainability as a key risk"},{"_key":"bfadb54ce357","_type":"span","marks":[],"text":" in adopting generative AI. Yet only 17% are actively working to mitigate it."}],"markDefs":[{"_key":"199f6cbfad52","_type":"link","href":"https://www.mckinsey.com/capabilities/quantumblack/our-insights/building-ai-trust-the-key-role-of-explainability"}],"style":"normal"},{"_key":"cf0bf1a97000","_type":"block","children":[{"_key":"d13cbd6dcbe8","_type":"span","marks":[],"text":"That gap is the whole story. Leaders know opacity is a problem, and few are fixing it. As McKinsey's QuantumBlack team "},{"_key":"67b874d2c6a7","_type":"span","marks":["f36e779030fa"],"text":"argues in the same report, explainability is the precondition"},{"_key":"fc4112bdfa6a","_type":"span","marks":[],"text":" for trusting and adopting any AI decision system."}],"markDefs":[{"_key":"f36e779030fa","_type":"link","href":"https://www.mckinsey.com/capabilities/quantumblack/our-insights/building-ai-trust-the-key-role-of-explainability"}],"style":"normal"},{"_key":"16e8743a35b6","_type":"block","children":[{"_key":"ea2c571e9755","_type":"span","marks":[],"text":"The lesson transfers directly to lead scoring. Black-box AI erodes trust where you need it most: at the moment a rep decides whether to act on the machine's recommendation. If the model can't show its reasoning, adoption can stall."}],"markDefs":[],"style":"normal"},{"_key":"828500f141ec","_type":"block","children":[{"_key":"eec5a1a863aa","_type":"span","marks":[],"text":"The market is moving in this direction. In its March 30, 2026, press release, \""},{"_key":"ca73b2fca0c4","_type":"span","marks":["ca0cb7bb4362"],"text":"Gartner Predicts By 2028, Explainable AI Will Drive LLM Observability Investments to 50% for Secure GenAI Deployment"},{"_key":"1c62b4098c72","_type":"span","marks":[],"text":",\" Gartner forecast that LLM observability investments will reach 50% of generative-AI deployments by 2028, up from 15% at the time of the forecast."}],"markDefs":[{"_key":"ca0cb7bb4362","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2026-03-30-gartner-predicts-by-2028-explainable-ai-will-drive-llm-observability-investments-to-50-percent-for-secure-genai-deployment"}],"style":"normal"},{"_key":"2e7cd3acab90","_type":"block","children":[{"_key":"9fe53f13ad1a","_type":"span","marks":[],"text":"That figure is about GenAI observability broadly, not CRM scoring. But the direction is clear. Explainability is becoming table stakes for AI systems people are asked to trust."}],"markDefs":[],"style":"normal"},{"_key":"23725d6c154d","_type":"block","children":[{"_key":"e106a5a713e7","_type":"span","marks":[],"text":"Predictive scoring is no exception. The more the model decides on its own, the more the score has to explain itself. 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When teams rebuild scoring this way, behavioral signals can end up carrying more weight than firmographic ones. Scores can then surface accounts doing what their best customers did before buying, not just accounts that look the part."}],"markDefs":[{"_key":"67f48a8bbf27","_type":"link","href":"https://www.commonroom.io/blog/how-to-build-a-lead-scoring-model-that-actually-works/"}],"style":"normal"},{"_key":"31df2f5dac94","_type":"block","children":[{"_key":"98873380682d","_type":"span","marks":[],"text":"Score Fit and Behavior Separately, and Show the Weights"}],"markDefs":[],"style":"h4"},{"_key":"ec00bf32f876","_type":"block","children":[{"_key":"acb7669854f3","_type":"span","marks":[],"text":"Keep fit and behavior on separate axes, then make the weighting visible. A rep should be able to see that a lead scored high on behavior but only moderate on fit, or the reverse. Those two situations call for different plays."}],"markDefs":[],"style":"normal"},{"_key":"51a7c7f9da06","_type":"block","children":[{"_key":"96e3cb04e149","_type":"span","marks":[],"text":"The weighting itself should be adjustable and out in the open, not buried in a formula only the admin can read. If you can't see how much each signal counts, it's hard to trust the total."}],"markDefs":[],"style":"normal"},{"_key":"84c228243985","_type":"block","children":[{"_key":"56426f71055a","_type":"span","marks":[],"text":"Bring In Signals Beyond the CRM"}],"markDefs":[],"style":"h4"},{"_key":"9b388996a28a","_type":"block","children":[{"_key":"537de7fdd0f6","_type":"span","marks":[],"text":"Your CRM sees a sliver of the buying journey. Score on more of it. Product usage, community activity, social engagement, job changes, and dark-funnel research can tell you more about real intent than another form fill does."}],"markDefs":[],"style":"normal"},{"_key":"628b6bd5e89e","_type":"block","children":[{"_key":"c89e54842d08","_type":"span","marks":[],"text":"This is where breadth matters. Common Room pulls from a "},{"_key":"c3c5dd5efef7","_type":"span","marks":["f44872b51845"],"text":"wide range of signal sources"},{"_key":"db862b21c180","_type":"span","marks":[],"text":" so the score reflects how people actually buy. When those signals roll up to the same person and account, a rep sees one story instead of scattered, disconnected records."}],"markDefs":[{"_key":"f44872b51845","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"af63d25a90ca","_type":"block","children":[{"_key":"5857e52d6727","_type":"span","marks":[],"text":"Make Every Score Explain Itself"}],"markDefs":[],"style":"h4"},{"_key":"d2df19fedd02","_type":"block","children":[{"_key":"ad2af895e6fa","_type":"span","marks":[],"text":"This is the step many models skip, and it's the one that defines transparency. Every score should carry its reasons with it. With "},{"_key":"72494566a215","_type":"span","marks":["32f77d29ccbe"],"text":"Common Room's AI Scoring"},{"_key":"6f8dc7438e5c","_type":"span","marks":[],"text":", you weigh the signals that matter with simple sliders, and you can hover a score to see the behaviors and attributes behind it."}],"markDefs":[{"_key":"32f77d29ccbe","_type":"link","href":"https://www.commonroom.io/product/ai-scoring/"}],"style":"normal"},{"_key":"0120bc4c9ff5","_type":"block","children":[{"_key":"a80b112700d6","_type":"span","marks":[],"text":"A rep doesn't have to file a ticket to ask why a lead is hot. They hover, they see the \"why,\" and they open the conversation with context instead of a guess."}],"markDefs":[],"style":"normal"},{"_key":"fcd2f1cb8731","_type":"block","children":[{"_key":"18539c263136","_type":"span","marks":[],"text":"Keep Scores Live and Govern Who Can Change Them"}],"markDefs":[],"style":"h4"},{"_key":"e563d31c1cf5","_type":"block","children":[{"_key":"72892781741c","_type":"span","marks":[],"text":"A score built once and left alone drifts out of date, because buying behavior and contact data both move. "},{"_key":"f05d66c10b5a","_type":"span","marks":["2ce015e27c29"],"text":"Keep scores updating on live signals"},{"_key":"72c1953451c3","_type":"span","marks":[],"text":" and express them in ranges a rep can read at a glance: Not a fit, Fair, Good, or Excellent."}],"markDefs":[{"_key":"2ce015e27c29","_type":"link","href":"https://www.commonroom.io/playbooks/signal-based-lead-and-account-scoring/"}],"style":"normal"},{"_key":"0b67131f3c01","_type":"block","children":[{"_key":"32e363b38e8d","_type":"span","marks":[],"text":"Then govern the model. Decide who can edit weights and criteria so the logic stays consistent and defensible. That keeps it from drifting every time someone has a new theory. Transparency and governance are two sides of the same coin: everyone can see the model, and only the right people can change it."}],"markDefs":[],"style":"normal"},{"_key":"d3a2aecb4ebd","_type":"block","children":[{"_key":"29b583998c0b","_type":"span","marks":[],"text":"What Transparent Lead Scoring Can Look Like in Practice"}],"markDefs":[],"style":"h3"},{"_key":"16a1b72b3240","_type":"block","children":[{"_key":"2466c4f6dc95","_type":"span","marks":[],"text":"Put it together and the Monday-morning queue can look different."}],"markDefs":[],"style":"normal"},{"_key":"5a48c7bde16d","_type":"block","children":[{"_key":"32353feb1c92","_type":"span","marks":[],"text":"Picture a rep opening a lead. The score reads \"Excellent.\" They hover, and instead of a bare number they see the story. This contact changed roles six weeks ago. Their team visited the pricing page three times this week. The account matches four attributes shared by recent closed-won deals, and the score jumped 20 points after a spike in product usage."}],"markDefs":[],"style":"normal"},{"_key":"d13fbc943e51","_type":"block","children":[{"_key":"205b5125fe37","_type":"span","marks":[],"text":"The rep now knows who this is, why they're ranked high, and what changed. That context goes straight into the outreach."}],"markDefs":[],"style":"normal"},{"_key":"ee98aabe522b","_type":"block","children":[{"_key":"c2e4f6112c51","_type":"span","marks":[],"text":"Scores don't just sit in a profile, either. They become filters. A jump into the \"Excellent\" range can trigger an alert to the owning rep, drop the account into a segment, or"},{"_key":"dd245b2f1f63","_type":"span","marks":["856b483696d5"],"text":"start an automated play"},{"_key":"1c0d84726750","_type":"span","marks":[],"text":"your team has set up. The highest-intent buyers get worked while the signal is fresh."}],"markDefs":[{"_key":"856b483696d5","_type":"link","href":"https://www.commonroom.io/playbooks/serve-actionable-lead-and-account-scores-to-sales-reps/"}],"style":"normal"},{"_key":"82a56c23f2ed","_type":"block","children":[{"_key":"717554d02ac4","_type":"span","marks":[],"text":"Scoring across all available signals, instead of standard criteria alone, can support efforts to surface the accounts most likely to buy. It helps reps work from evidence instead of guesswork."}],"markDefs":[],"style":"normal"},{"_key":"426fb2924c7f","_type":"block","children":[{"_key":"d679b30c5fb2","_type":"span","marks":[],"text":"None of it depends on faith. That's the point of transparency: the rep trusts the score because they can see straight through it."}],"markDefs":[],"style":"normal"},{"_key":"c186e5db3c8e","_type":"block","children":[{"_key":"99f20842edda","_type":"span","marks":[],"text":"For marketing leaders, this is where the funnel comes together. The signals you generate through campaigns, content, and community don't stall out as an MQL count nobody trusts. They flow into a score sales can read, act on, and trace back to your work. That's the alignment demand-gen teams keep asking for, and it starts with making the score easy to inspect and defend."}],"markDefs":[],"style":"normal"},{"_key":"827ddc1d2e10","_type":"block","children":[{"_key":"66063893a71a","_type":"span","marks":[],"text":"Frequently Asked Questions"}],"markDefs":[],"style":"h3"},{"_key":"8a49002b2364","_type":"block","children":[{"_key":"b690846b7139","_type":"span","marks":[],"text":"What Is Lead Scoring Transparency?"}],"markDefs":[],"style":"h4"},{"_key":"3e7a53ef8f57","_type":"block","children":[{"_key":"024b6a46b96c","_type":"span","marks":[],"text":"It's the ability to trace any score back to the specific signals, attributes, and weights that produced it, including why it changed. In practice, it's the difference between a score you're told to trust and a score you can verify yourself."}],"markDefs":[],"style":"normal"},{"_key":"c3e8562ad8ed","_type":"block","children":[{"_key":"7aa51b086ae2","_type":"span","marks":[],"text":"Why Are So Many Lead Scores a Black Box?"}],"markDefs":[],"style":"h4"},{"_key":"d96e86fe8368","_type":"block","children":[{"_key":"a6353f3bf807","_type":"span","marks":[],"text":"One team often builds them, sets gut-feel point values, and leaves them to run on stale CRM data. Opacity gets baked in from the start, so the people who use the scores have a hard time trusting them."}],"markDefs":[],"style":"normal"},{"_key":"dbe4e304a040","_type":"block","children":[{"_key":"f19a006aec5e","_type":"span","marks":[],"text":"Can You Trust AI Lead Scoring?"}],"markDefs":[],"style":"h4"},{"_key":"432001555464","_type":"block","children":[{"_key":"ba4e2bd59a5c","_type":"span","marks":[],"text":"You can trust it when it explains itself, and you shouldn't when it doesn't. McKinsey's November 2024 report, \""},{"_key":"38d744b74bc2","_type":"span","marks":["daa7bf8b301e"],"text":"Building AI trust: The key role of explainability"},{"_key":"5e2aebd844e2","_type":"span","marks":[],"text":",\" found 40% of respondents name explainability a key gen-AI risk, so the safe rule is simple: no explanation, no trust."}],"markDefs":[{"_key":"daa7bf8b301e","_type":"link","href":"https://www.mckinsey.com/capabilities/quantumblack/our-insights/building-ai-trust-the-key-role-of-explainability"}],"style":"normal"},{"_key":"a301e71fbfae","_type":"block","children":[{"_key":"487de8bd7684","_type":"span","marks":[],"text":"What Is the Difference Between Fit and Intent in Lead Scoring?"}],"markDefs":[],"style":"h4"},{"_key":"7d40276d1bf6","_type":"block","children":[{"_key":"53f533dd96f0","_type":"span","marks":[],"text":"Fit is how well an account matches your ideal profile, while intent is whether that account is actually showing buying behavior right now. A high-fit account with zero intent is a future prospect, not a present one, and a transparent score keeps the two clearly apart."}],"markDefs":[],"style":"normal"},{"_key":"e392964c56ab","_type":"block","children":[{"_key":"57ccd8c3fe2f","_type":"span","marks":[],"text":"How Do You Make a Lead Scoring Model Explainable?"}],"markDefs":[],"style":"h4"},{"_key":"506b86328752","_type":"block","children":[{"_key":"1f67c3b3d3b1","_type":"span","marks":[],"text":"Build it from real closed-won signals. Score fit and behavior on separate visible weights, pull signals from beyond the CRM, and let every score reveal the behaviors behind it. The test is whether a rep can hover a score and understand it without asking anyone."}],"markDefs":[],"style":"normal"},{"_key":"1c95c80c3158","_type":"block","children":[{"_key":"388e57378571","_type":"span","marks":[],"text":"Lead scoring transparency can help you trade the black box for scores your reps will actually use. Ready to see it in action? "},{"_key":"4573af2e99c6","_type":"span","marks":["8f587e6e8803"],"text":"Request a demo."}],"markDefs":[{"_key":"8f587e6e8803","_type":"link","href":"https://www.commonroom.io/demo/"}],"style":"normal"}]}},{"node":{"_type":"post","id":"-9d33d93a-0293-569f-b410-ca872797d0fc","_id":"19ad3f65-cbee-4ded-87ea-434664346d31","publishedAt":"2026-09-28T20:27:35.107Z","_createdAt":"2026-09-28T20:27:49Z","_updatedAt":"2026-09-28T20:36:05Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"},{"_id":"0e7a354d-d271-44b0-9b92-f749a4930541","title":"Multi-Thread","titlePublic":null,"slug":{"current":"multi-thread"},"status":"hidden"},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","title":"Signal-based selling","titlePublic":null,"slug":{"current":"signal-based-selling"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-204d8b7192750301bf1e3a9ad74520bcf1749eb8-1536x864-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":864,"width":1536,"aspectRatio":1.7777777777777777}}},"layout":null,"alt":"A charcoal seller node connected by bright seafoam-green lines to a wide web of white person-icon badges, with one thread faded gray to show a contact who has gone quiet."},"title":"Your Champion Just Went Dark. Now What?","_rawExcerpt":[{"_key":"4ca6cf58f066","_type":"block","children":[{"_key":"fa1919de84b5","_type":"span","marks":[],"text":"When a single sales champion goes quiet, even your strongest deal can stall without warning. This guide explains how to multi-thread across the full buying committee, map real stakeholder coverage, and use buyer signals to keep deals moving."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":12,"slug":{"current":"multi-threading-sales-deals"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"aa90785e46c2","_type":"block","children":[{"_key":"77fd37484a71","_type":"span","marks":[],"text":"Key Takeaways"}],"markDefs":[],"style":"h2"},{"_key":"d64d54404b83","_type":"block","children":[{"_key":"0691ba20dbf3","_type":"span","marks":[],"text":"Multi-threading in sales means building relationships across the whole buying committee, now about 13 people on average, instead of relying on one champion."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"92fad45c86a4","_type":"block","children":[{"_key":"947c6b72b273","_type":"span","marks":[],"text":"Single-threaded deals stall silently, and Forrester finds that 86% of B2B purchases stall before a decision."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"6839ebdb1cfe","_type":"block","children":[{"_key":"aa97610c7cdf","_type":"span","marks":[],"text":"Coverage is a measurable discipline, so you map every role and then track who's actually engaged."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"04fbb8afc9c1","_type":"block","children":[{"_key":"5387d953f966","_type":"span","marks":[],"text":"Tailor your message to each role, but keep the group aligned, because hyper-personalizing to one person can hurt consensus."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"989c0d86d36d","_type":"block","children":[{"_key":"89a49170f107","_type":"span","marks":[],"text":"Buyer signals like job changes and product usage turn a static contact list into a live coverage view you can act on."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"22b3b29fc91d","_type":"block","children":[{"_key":"866aaae85161","_type":"span","marks":[],"text":"Your strongest deal can look perfectly healthy right up until it goes quiet. One champion returns your calls, forwards your deck, and nods along on every call. Then they go dark, and the deal you forecast with confidence quietly stalls."}],"markDefs":[],"style":"normal"},{"_key":"beaf4db5eae4","_type":"block","children":[{"_key":"f072b8e98723","_type":"span","marks":[],"text":"That's the risk of single-threading, and multi-threading in sales prevents exactly this. Multi-threading in sales means building direct relationships with multiple stakeholders across the buying committee instead of leaning on a single point of contact. In this guide, we'll cover what multi-threading in sales is and why single-threading fails now. 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"},{"_key":"d4798e56dfea","_type":"span","marks":["7ad8cdf922bb"],"text":"Forrester frames"},{"_key":"6220e6f2287c","_type":"span","marks":[],"text":" modern purchases around the buying group: deals get won by helping a committee reach a decision, not by persuading one person."}],"markDefs":[{"_key":"7ad8cdf922bb","_type":"link","href":"https://www.forrester.com/press-newsroom/forrester-the-state-of-business-buying-2024"}],"style":"normal"},{"_key":"157f5dc62339","_type":"block","children":[{"_key":"ad0bd520fba9","_type":"span","marks":[],"text":"Understanding the group's size and composition is the whole game. If you only know one member, you only know a fraction of the deal, and you're guessing at the rest."}],"markDefs":[],"style":"normal"},{"_key":"62e9aeed99d0","_type":"block","children":[{"_key":"132707ca3963","_type":"span","marks":[],"text":"It helps to picture the two shapes of a deal. A single-threaded deal is a straight line: from you, to one contact, to the rest of the account. A multithreaded deal is a web of several direct relationships you can read and act on independently."}],"markDefs":[],"style":"normal"},{"_key":"1c3dffa64493","_type":"block","children":[{"_key":"198772104c7d","_type":"span","marks":[],"text":"When one line in a web goes quiet, the deal keeps moving. When the only line goes quiet, everything stops."}],"markDefs":[],"style":"normal"},{"_key":"56ddbfca112a","_type":"block","children":[{"_key":"4cbb189cf7f9","_type":"span","marks":[],"text":"Why Single-Threaded Deals Stall (The Real Cost)"}],"markDefs":[],"style":"h2"},{"_key":"2948c5adb13c","_type":"block","children":[{"_key":"be39c820c4d8","_type":"span","marks":[],"text":"Single-threading feels efficient: one relationship, one thread, one person to keep warm. 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"},{"_key":"c05235944385","_type":"span","marks":["76fa8bab1c63"],"text":"Gartner's 2025 sales survey"},{"_key":"70bb1d7f60c2","_type":"span","marks":[],"text":" found that buying groups reaching consensus are 2.5 times more likely to report a high-quality deal. Yet 74% of buyer teams show unhealthy conflict during the decision. If you're only talking to one person, you can't see that conflict, let alone help resolve it."}],"markDefs":[{"_key":"76fa8bab1c63","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2025-05-07-gartner-sales-survey-finds-74-percent-of-b2b-buyer-teams-demonstrate-unhealthy-conflict-during-the-decision-process"}],"style":"normal"},{"_key":"e09d26259b8e","_type":"block","children":[{"_key":"5280c690d03c","_type":"span","marks":[],"text":"There's an upside worth naming, too. "},{"_key":"2210984dfa54","_type":"span","marks":["e97a49ccc033"],"text":"Forrester research reported by Madison Logic"},{"_key":"f369463abced","_type":"span","marks":[],"text":" found that engaging just three buying-group members can lift conversion rates by more than 50%. Coverage isn't only insurance against stalls; it's a growth lever."}],"markDefs":[{"_key":"e97a49ccc033","_type":"link","href":"https://www.madisonlogic.com/blog/what-is-a-buying-group"}],"style":"normal"},{"_key":"88dc8aa2d432","_type":"block","children":[{"_key":"f2d2b3a65d2f","_type":"span","marks":[],"text":"The silent failure mode is the one that stings most. Your champion goes quiet, loses internal political capital, or changes jobs. When a single-threaded deal loses its one thread, it doesn't downgrade, it disappears."}],"markDefs":[],"style":"normal"},{"_key":"d4da01784f1c","_type":"block","children":[{"_key":"d1492c8ff06f","_type":"span","marks":[],"text":"Who's on the Buying Committee? 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Roles matter more than names, because the same title can play different parts in different deals."}],"markDefs":[],"style":"normal"},{"_key":"92c486e40607","_type":"block","children":[{"_key":"0de8703cfd02","_type":"span","marks":[],"text":"Here are the roles that tend to shape a B2B decision, using Forrester buying-group personas that Madison Logic reported:"}],"markDefs":[],"style":"normal"},{"_key":"b3774c5e8d54","_type":"block","children":[{"_key":"3424534ea932","_type":"span","marks":[],"text":"Economic buyer: owns the budget and cares most about ROI and risk"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d338ffcfe29d","_type":"block","children":[{"_key":"4706c440c24a","_type":"span","marks":[],"text":"Champion: advocates for you internally and cares about the outcome and their own credibility"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"f0b40057ebe9","_type":"block","children":[{"_key":"72be3e06b292","_type":"span","marks":[],"text":"Technical evaluator: pressure-tests fit, security, and integration details"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"61b9b2b20e8d","_type":"block","children":[{"_key":"e351e4159c8d","_type":"span","marks":[],"text":"End user: lives in the product daily and cares most about usability"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"29f1a52e1078","_type":"block","children":[{"_key":"a70ad48d7ff8","_type":"span","marks":[],"text":"Blocker: has reason to resist, whether it's cost, change, or a competing priority"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"7b9abbd8155f","_type":"block","children":[{"_key":"7228f6ac3667","_type":"span","marks":[],"text":"Procurement and legal: manage terms, pricing, and compliance"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"bd70fa964f35","_type":"block","children":[{"_key":"0c445c44b6dc","_type":"span","marks":[],"text":"Gatekeeper: controls access to senior stakeholders"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9079f9deaebc","_type":"block","children":[{"_key":"260dc0fc09dd","_type":"span","marks":[],"text":"Budget controller: signs off on spend and timing"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"cecfa4bf672f","_type":"block","children":[{"_key":"ceb5041d1937","_type":"span","marks":[],"text":"There's no magic headcount. "},{"_key":"b5c778dd8e68","_type":"span","marks":["3c7db1ea2a5b"],"text":"Gartner"},{"_key":"e4cf678cf7a8","_type":"span","marks":[],"text":" puts complex buying groups at five to 16 people across as many as four functions, with more for enterprise deals."}],"markDefs":[{"_key":"3c7db1ea2a5b","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2025-05-07-gartner-sales-survey-finds-74-percent-of-b2b-buyer-teams-demonstrate-unhealthy-conflict-during-the-decision-process"}],"style":"normal"},{"_key":"c7c9f72a9167","_type":"block","children":[{"_key":"1c396ff29021","_type":"span","marks":[],"text":"The goal isn't to hit a number. It's to cover every role that can influence, delay, or approve the decision. Miss a role, and you've left a gap where a stall can grow."}],"markDefs":[],"style":"normal"},{"_key":"99ae99a66fc2","_type":"block","children":[{"_key":"c3df5d4a02ce","_type":"span","marks":[],"text":"How to Multi-Thread a Deal: A Step-by-Step Framework"}],"markDefs":[],"style":"h2"},{"_key":"449db7fa052c","_type":"block","children":[{"_key":"0a96e9c0a074","_type":"span","marks":[],"text":"Multi-threading in sales gets easier when you treat it as a process with steps, not a scramble at the end of the quarter. Here's a framework you can run on every complex deal."}],"markDefs":[],"style":"normal"},{"_key":"b2cc9834c1d5","_type":"block","children":[{"_key":"24f9103bfa42","_type":"span","marks":[],"text":"Map the Committee Before You Engage"}],"markDefs":[],"style":"h3"},{"_key":"6ec0836d83a5","_type":"block","children":[{"_key":"aa991c48ff40","_type":"span","marks":[],"text":"Start with evidence, not a guessed org chart. Pull the real reporting structure. Then layer on who's already shown up: who visited your site, who opened the last thread, and who joined the trial."}],"markDefs":[],"style":"normal"},{"_key":"272f6290ab39","_type":"block","children":[{"_key":"84e39eb2e578","_type":"span","marks":[],"text":"A map built from activity beats a map built from assumptions. This is also where coverage gaps become visible before they cost you. If four roles matter and you've reached one, you know your next moves before you send a single message."}],"markDefs":[],"style":"normal"},{"_key":"4ed202054b4d","_type":"block","children":[{"_key":"4fc91f1b11ab","_type":"span","marks":[],"text":"Write the map down where the whole account team can see it, and give each role a name and a status. The point isn't a tidy diagram; it's a shared view of who still needs to hear from you and why they'd care."}],"markDefs":[],"style":"normal"},{"_key":"1600cddf3708","_type":"block","children":[{"_key":"627b628221d8","_type":"span","marks":[],"text":"Start Early, Not at the Finish Line"}],"markDefs":[],"style":"h3"},{"_key":"2a1c6287a5dc","_type":"block","children":[{"_key":"1f06983b8505","_type":"span","marks":[],"text":"Threading works best when you start in discovery or even prospecting, not when the deal is already in legal. "},{"_key":"44595e1837d4","_type":"span","marks":["031ba2142de4"],"text":"Gartner"},{"_key":"cbba8eb30992","_type":"span","marks":[],"text":" found that 75% of B2B buyers prefer a rep-free sales experience, doing much of their research before they ever engage a seller. By the time one contact raises a hand, the committee has been forming for weeks."}],"markDefs":[{"_key":"031ba2142de4","_type":"link","href":"https://www.gartner.com/en/sales/insights/b2b-buying-journey"}],"style":"normal"},{"_key":"93701407b536","_type":"block","children":[{"_key":"1cf05f23c4b5","_type":"span","marks":[],"text":"Meeting more of them early means you help shape the criteria instead of reacting to them."}],"markDefs":[],"style":"normal"},{"_key":"77af5b7b9b50","_type":"block","children":[{"_key":"0751d53fbada","_type":"span","marks":[],"text":"Late threading also reads as desperation. Reaching out to a new stakeholder for the first time during procurement looks like you're working around your contact. Reaching out in discovery looks like diligence. Same move, very different signal, and timing is what separates the two."}],"markDefs":[],"style":"normal"},{"_key":"c72ff3a29b08","_type":"block","children":[{"_key":"609b45613036","_type":"span","marks":[],"text":"Enlist Your Champion (Without Going Around Them)"}],"markDefs":[],"style":"h3"},{"_key":"6e68a261c530","_type":"block","children":[{"_key":"43c81736d04c","_type":"span","marks":["40440e2c3a28"],"text":"Multi-threading isn't a workaround for your champion"},{"_key":"393ad5befe14","_type":"span","marks":[],"text":". It's a favor to them. Position broader access as help building internal consensus, which is the thing they actually need to get a yes."}],"markDefs":[{"_key":"40440e2c3a28","_type":"link","href":"https://www.commonroom.io/blog/multithreading-strategy-dos-and-donts-for-sales/"}],"style":"normal"},{"_key":"802980e0c771","_type":"block","children":[{"_key":"00ee68271f9e","_type":"span","marks":[],"text":"Try a simple ask: \"To make this easy to approve, who else should I bring up to speed?\" You get coverage, and they get a deal that's easier to move forward."}],"markDefs":[],"style":"normal"},{"_key":"5bdf39397f01","_type":"block","children":[{"_key":"4b158e87137f","_type":"span","marks":[],"text":"Tailor to Each Role, but Align the Group"}],"markDefs":[],"style":"h3"},{"_key":"fbe0073d8b42","_type":"block","children":[{"_key":"d4242df44474","_type":"span","marks":[],"text":"Each role needs relevance. 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Tailor the framing, keep the story consistent, and help members understand each other's priorities so they can agree."}],"markDefs":[{"_key":"21aa8944764a","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2025-05-07-gartner-sales-survey-finds-74-percent-of-b2b-buyer-teams-demonstrate-unhealthy-conflict-during-the-decision-process"}],"style":"normal"},{"_key":"83a8fb01459e","_type":"block","children":[{"_key":"a7898e20a1a3","_type":"span","marks":[],"text":"Track Engagement, Not Just Contacts"}],"markDefs":[],"style":"h3"},{"_key":"222192092d94","_type":"block","children":[{"_key":"afd4b2abc4cb","_type":"span","marks":[],"text":"Adding contacts isn't the same as covering a committee. 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A committee map is only useful if it reflects this week, not the week you first built it."}],"markDefs":[],"style":"normal"},{"_key":"9081400addb2","_type":"block","children":[{"_key":"023c9ea79cc8","_type":"span","marks":[],"text":"Turn Multi-Threading Into a Repeatable Process (For Sales Leaders)"}],"markDefs":[],"style":"h2"},{"_key":"53e37676edd4","_type":"block","children":[{"_key":"14ca7a36f2bd","_type":"span","marks":[],"text":"A tactic that lives in one rep's head isn't a strategy. If you lead a team, multi-threading in sales has to be something you can inspect and coach, deal after deal."}],"markDefs":[],"style":"normal"},{"_key":"bfa0421acd80","_type":"block","children":[{"_key":"0e7bd4bd7381","_type":"span","marks":[],"text":"Start by changing the question in pipeline reviews. \"How many contacts do we have?\" rewards activity, while \"Which roles are still uncovered?\" rewards coverage. The second question surfaces risk while you can still do something about it."}],"markDefs":[],"style":"normal"},{"_key":"a590ee38b97d","_type":"block","children":[{"_key":"243a1357e5c9","_type":"span","marks":[],"text":"Bake a coverage bar into your deal-review rhythm. By the time a deal reaches proposal, you'd expect the economic buyer, the technical evaluator, and at least one end user in active conversations. When a rep can't name who's covering a role, that's your coaching moment, not a forecast you quietly accept."}],"markDefs":[],"style":"normal"},{"_key":"44c8e7cbafe9","_type":"block","children":[{"_key":"bf8783fb815f","_type":"span","marks":[],"text":"Make stakeholder context visible to the whole team and to RevOps, not buried in one seller's notes. When anyone can see which roles are engaged on an account, handoffs get cleaner and forecasts get honest."}],"markDefs":[],"style":"normal"},{"_key":"23093bd26cb8","_type":"block","children":[{"_key":"451a67eb6dd1","_type":"span","marks":[],"text":"There's a scale problem, too. "},{"_key":"97525702ab77","_type":"span","marks":["4c7341d20249"],"text":"Salesforce"},{"_key":"0f61b0eeb723","_type":"span","marks":[],"text":" found that reps spend about 70% of their time on non-selling work like research, admin, and data entry. Asking them to maintain a live committee map across every account by hand isn't realistic. So your workflow has to include the discipline, not treat it as an extra layer."}],"markDefs":[{"_key":"4c7341d20249","_type":"link","href":"https://www.salesforce.com/news/stories/sales-ai-statistics-2024/"}],"style":"normal"},{"_key":"0d84549adbcc","_type":"block","children":[{"_key":"4dd4f8510220","_type":"span","marks":[],"text":"Use Buyer Signals to Multi-Thread at Scale"}],"markDefs":[],"style":"h2"},{"_key":"00fa7fed2f40","_type":"block","children":[{"_key":"2c41bf5a3744","_type":"span","marks":[],"text":"Here's the hard truth about any committee map: it starts decaying the moment you build it. People change roles, new evaluators join the deal, and your champion takes a job somewhere else. A static contact list can't keep up with a committee that keeps moving."}],"markDefs":[],"style":"normal"},{"_key":"79860d3d2cf1","_type":"block","children":[{"_key":"43253fc0e94d","_type":"span","marks":[],"text":"That's where "},{"_key":"c8933de66985","_type":"span","marks":["f5685bc75009"],"text":"buyer signals change the math"},{"_key":"ad4d03c345e7","_type":"span","marks":[],"text":". Instead of a snapshot, you get a live coverage view that updates as people act. The signals worth watching are the ones that reveal new or at-risk threads:"}],"markDefs":[{"_key":"f5685bc75009","_type":"link","href":"https://www.commonroom.io/blog/fit-first-or-signal-first-prospecting/"}],"style":"normal"},{"_key":"ebb1bbde5d8e","_type":"block","children":[{"_key":"b96d7a98ab70","_type":"span","marks":[],"text":"Job changes flag a former champion who moves companies and becomes warm pipeline."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"51b0798040ed","_type":"block","children":[{"_key":"28d4cf9081f5","_type":"span","marks":[],"text":"Product usage shows a new user adopting inside an account."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"752e1b837277","_type":"block","children":[{"_key":"94ba6950ed38","_type":"span","marks":["8d2e1fe0d134"],"text":"Website visits"},{"_key":"30b51c88b309","_type":"span","marks":[],"text":" reveal a role you haven't reached starting to research."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"8d2e1fe0d134","_type":"link","href":"https://www.commonroom.io/blog/website-visitor-identification-how-to-turn-anonymous-traffic-into-pipeline/"}],"style":"normal"},{"_key":"9b8d3ea4a311","_type":"block","children":[{"_key":"617e0c69bb0b","_type":"span","marks":[],"text":"Community and social activity surface someone engaging with you in public."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"42173f3895b9","_type":"block","children":[{"_key":"86d47e622e27","_type":"span","marks":[],"text":"G2 reviews show a buyer comparing you against alternatives."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"0c717e1bce8a","_type":"block","children":[{"_key":"d2ada9e5a10f","_type":"span","marks":[],"text":"The catch is identity. Signals only help if you can tie anonymous and known activity to a real person. Common Room's "},{"_key":"6d776056c483","_type":"span","marks":["830a8fd7fe83"],"text":"Person360"},{"_key":"e9fd2a1baccc","_type":"span","marks":[],"text":" resolves identity across sources, so the committee map you act on is trustworthy, not a pile of duplicate records."}],"markDefs":[{"_key":"830a8fd7fe83","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"},{"_key":"ccd7c35227fc","_type":"block","children":[{"_key":"60601ff32612","_type":"span","marks":[],"text":"From there, coverage becomes a workflow. In Common Room, "},{"_key":"136da5111579","_type":"span","marks":["7041e8f2bebc"],"text":"Buying Committee"},{"_key":"f47e76a5e725","_type":"span","marks":[],"text":" tags each person Engaged, Warm, or Not engaged, with recent touchpoints visible at a glance. Gaps are obvious before you engage."}],"markDefs":[{"_key":"7041e8f2bebc","_type":"link","href":"https://www.commonroom.io/product/buying-committee/"}],"style":"normal"},{"_key":"c8ac63c25463","_type":"block","children":[{"_key":"47a1f98182f1","_type":"span","marks":["1f55a5ab0c1e"],"text":"Prospector"},{"_key":"4d09d8e380c8","_type":"span","marks":[],"text":" then helps you prioritize the right stakeholder to add next, backed by person-level context rather than a guess. It multi-threads stakeholders from a single organization profile, which turns \"who should I add next?\" into one step instead of "},{"_key":"a5898e988992","_type":"span","marks":["02f47a0d0316"],"text":"three tools"},{"_key":"d87ef3fca8d1","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"1f55a5ab0c1e","_type":"link","href":"https://www.commonroom.io/product/prospector/"},{"_key":"02f47a0d0316","_type":"link","href":"https://www.commonroom.io/compare/linkedin-sales-navigator/ai/"}],"style":"normal"},{"_key":"b05feb6677c9","_type":"block","children":[{"_key":"b83db339ae86","_type":"span","marks":[],"text":"One signal earns special attention. Tracking job changers, especially former champions who move companies, is one of the most requested use cases we hear from customers. A champion who loved your product at their last company is the warmest thread you'll find, if you catch the move."}],"markDefs":[],"style":"normal"},{"_key":"169237cc5a33","_type":"block","children":[{"_key":"f9273e928fba","_type":"span","marks":[],"text":"Multi-Threading Sales Deals: Common Mistakes to Avoid"}],"markDefs":[],"style":"h2"},{"_key":"ed7e6a3d53fa","_type":"block","children":[{"_key":"7645b1d6a2c7","_type":"span","marks":[],"text":"Even teams that believe in multi-threading in sales tend to slip in the same ways. Watch for these:"}],"markDefs":[],"style":"normal"},{"_key":"cf71271d4c87","_type":"block","children":[{"_key":"8496956a5b2f","_type":"span","marks":[],"text":"Threading late, only after a deal already shows signs of stalling"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"98895ffb5d84","_type":"block","children":[{"_key":"093b37d79560","_type":"span","marks":[],"text":"Confusing contact count with real role coverage"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"689064f42666","_type":"block","children":[{"_key":"619cd7c386fc","_type":"span","marks":[],"text":"Going around the champion instead of working alongside them"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"89d840c27239","_type":"block","children":[{"_key":"7670cd4e32c5","_type":"span","marks":[],"text":"Sending every stakeholder the same generic message"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"2335cfb4ef85","_type":"block","children":[{"_key":"21ce750c4e9f","_type":"span","marks":[],"text":"Letting the committee map go stale after the first call"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"1de5945c3ca0","_type":"block","children":[{"_key":"94698ce69324","_type":"span","marks":[],"text":"Frequently Asked Questions"}],"markDefs":[],"style":"h2"},{"_key":"a63adf388c2f","_type":"block","children":[{"_key":"6e92d5e6f397","_type":"span","marks":["strong"],"text":"What Is the 3-3-3 Rule in Sales?"},{"_key":"050f2cb7f3b9","_type":"span","marks":[],"text":"\nIt's a rep-productivity cadence: reps use three prospecting tasks, three follow-ups, and three touches in a set window to structure daily activity. It's about one rep's time management, not deal coverage, so treat committee coverage above as the deal-level equivalent."}],"markDefs":[],"style":"normal"},{"_key":"6bd291c6f9d1","_type":"block","children":[{"_key":"bb11d199fbfc","_type":"span","marks":["strong"],"text":"What Is the 2-2-2 Rule in Sales?"},{"_key":"6756fd878ea5","_type":"span","marks":[],"text":"\nIt's a follow-up cadence, commonly a follow-up in two hours, two days, and two weeks, meant to keep a conversation from going cold."}],"markDefs":[],"style":"normal"},{"_key":"45c00f30d6e3","_type":"block","children":[{"_key":"4fffbb5ec74d","_type":"span","marks":["strong"],"text":"What Are the Four Types of Sales Approaches?"},{"_key":"2e3f323a04e4","_type":"span","marks":[],"text":"\nTeams commonly frame them as transactional, solution or consultative, value or insight, and relationship selling. Consultative selling pairs naturally with multi-threading, since it's built on understanding each stakeholder's priorities."}],"markDefs":[],"style":"normal"},{"_key":"f5ae88dc030d","_type":"block","children":[{"_key":"4f875f66152d","_type":"span","marks":["strong"],"text":"What Exactly Is Multithreading?"},{"_key":"ef8cfc58724b","_type":"span","marks":[],"text":"\nMultithreading, or multi-threading in sales, is building direct relationships with several members of a buying committee at once. It replaces routing a deal through one contact, as we explain in the opening section."}],"markDefs":[],"style":"normal"},{"_key":"751702910727","_type":"block","children":[{"_key":"01843a23722b","_type":"span","marks":["strong"],"text":"How Many Stakeholders Should a Deal Have?"},{"_key":"b887e850da07","_type":"span","marks":[],"text":"\nThere's no fixed number; cover the roles that will influence the decision, which often means 6-13 people on a complex B2B deal."}],"markDefs":[],"style":"normal"},{"_key":"1ec474ba3454","_type":"block","children":[{"_key":"8c2728b84219","_type":"span","marks":[],"text":"Ready to Cover the Whole Committee?"}],"markDefs":[],"style":"h2"},{"_key":"b265e33d291b","_type":"block","children":[{"_key":"066289ce6010","_type":"span","marks":[],"text":"Multi-threading in sales isn't luck, and it isn't charisma. It's coverage you can map, measure, and maintain, deal after deal."}],"markDefs":[],"style":"normal"},{"_key":"34a8000b8c56","_type":"block","children":[{"_key":"1a611ed993a0","_type":"span","marks":[],"text":"Single-threaded deals stall quietly. Multithreaded deals give you more people to help, more consensus to build, and more warning when something shifts."}],"markDefs":[],"style":"normal"},{"_key":"5c4dd2c7666f","_type":"block","children":[{"_key":"26b4ef0839f8","_type":"span","marks":[],"text":"If you want to see what live committee coverage looks like across your pipeline, backed by real buyer signals and resolved identities, "},{"_key":"600044d8c5e8","_type":"span","marks":["ad9dd77a3779"],"text":"request a demo"},{"_key":"63d68bade955","_type":"span","marks":[],"text":". Bring your toughest stalled deal, and we'll walk through where the coverage gaps are hiding."}],"markDefs":[{"_key":"ad9dd77a3779","_type":"link","href":"https://commonroom.io/demo/"}],"style":"normal"}]}},{"node":{"_type":"post","id":"-e9007a4d-aee8-59d5-939d-a8a31c18fbbe","_id":"8adab23c-31cb-423f-a4ad-8ff208e71cad","publishedAt":"2026-09-24T18:25:03.550Z","_createdAt":"2026-09-24T18:25:15Z","_updatedAt":"2026-09-24T18:48:54Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e","title":"GTM teams 🛒 (PERSONA)","titlePublic":"Go-to-market","slug":{"current":"go-to-market"},"status":"hidden"},{"_id":"ee7a2a14-d037-4853-855a-e47d014bac0b","title":"Buyer intent","titlePublic":null,"slug":{"current":"buyer-intent"},"status":"published"},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","title":"Signal-based selling","titlePublic":null,"slug":{"current":"signal-based-selling"},"status":"published"},{"_id":"973d1158-d9cf-46c9-8b1e-d997403fde9f","title":"Exclude from Lists / Resource Hub Only","titlePublic":null,"slug":{"current":"exclude"},"status":"review"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-00846ad0fbdf5ac125f3bb88ce8748a75f24f56a-1536x864-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":864,"width":1536,"aspectRatio":1.7777777777777777}}},"layout":null,"alt":"Scattered buyer signals converging into one unified person-level view"},"title":"B2B Lead Intelligence Software: How to Choose the Right Platform","_rawExcerpt":[{"_key":"3dc9bac6a7d5","_type":"block","children":[{"_key":"12503553c305","_type":"span","marks":[],"text":"B2B lead intelligence software helps revenue teams spot in-market buyers before they ever fill out a form—but choosing the right platform means looking beyond static contact data to real-time signals, identity resolution, and AI-ready context. This guide breaks down how these tools work, what features matter most, and how to evaluate the best options for your sales motion, budget, and region."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":11,"slug":{"current":"b2b-lead-intelligence-software"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"3045ae625b3e","_type":"block","children":[{"_key":"f6434a31c4ce","_type":"span","marks":[],"text":"B2B lead intelligence software helps go-to-market teams find the right buyers before those buyers ever raise a hand. That matters because your prospects now decide largely without you. According to "},{"_key":"35e2c8bfdd49","_type":"span","marks":["34a9c80c8eff"],"text":"Gartner"},{"_key":"dbdb482a8e34","_type":"span","marks":[],"text":", any single sales rep sees only about 5% of a buyer's total purchase time."}],"markDefs":[{"_key":"34a9c80c8eff","_type":"link","href":"https://www.gartner.com/en/sales/insights/b2b-buying-journey"}],"style":"normal"},{"_key":"3f8f072a9e2f","_type":"block","children":[{"_key":"51129fb5519a","_type":"span","marks":[],"text":"The rest is quiet research you never see. The old fallback isn't helping, either. "},{"_key":"8a88834f82b6","_type":"span","marks":["ea144d0656a2"],"text":"Woodpecker's platform data"},{"_key":"8d00e1afcaf8","_type":"span","marks":[],"text":" shows the average cold-email reply rate fell from 5.1% in 2024 to 3.43% in 2026."}],"markDefs":[{"_key":"ea144d0656a2","_type":"link","href":"https://woodpecker.co/blog/cold-email-statistics/"}],"style":"normal"},{"_key":"960221e3f7b7","_type":"block","children":[{"_key":"e93a13b64cc6","_type":"span","marks":[],"text":"So the problem was never a shortage of leads. It's knowing which buyers are in-market, and why, at the level of a real person. This guide covers what lead intelligence software is, how it works, and how to choose one."}],"markDefs":[],"style":"normal"},{"_key":"d9d77043b744","_type":"block","children":[{"_key":"5f8fe4237e37","_type":"span","marks":[],"text":"Key Takeaways"}],"markDefs":[],"style":"h2"},{"_key":"768a19351616","_type":"block","children":[{"_key":"67442c5e3202","_type":"span","marks":[],"text":"B2B lead intelligence software aggregates and enriches data and signals about potential buyers so you know who to engage, when, and why."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"a009e25985c1","_type":"block","children":[{"_key":"c766158b5451","_type":"span","marks":[],"text":"The category has shifted from static contact databases to real-time buying signals plus identity resolution."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ece14a413885","_type":"block","children":[{"_key":"5e297942d145","_type":"span","marks":[],"text":"Data goes stale fast, so freshness and continuous enrichment matter more than raw record counts."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"29931db3a831","_type":"block","children":[{"_key":"d70204d16b92","_type":"span","marks":[],"text":"Evaluate tools on data quality, signal coverage, identity resolution, integrations, and AI-readiness."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"f790882970e6","_type":"block","children":[{"_key":"25d3b01d27bc","_type":"span","marks":[],"text":"The right fit depends on your motion, budget, and region, so match the tool to how your team actually sells."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"1b5764f88f15","_type":"block","children":[{"_key":"cc49b6353c94","_type":"span","marks":[],"text":"What Is B2B Lead Intelligence Software?"}],"markDefs":[],"style":"h2"},{"_key":"e77613aede5b","_type":"block","children":[{"_key":"a5e2145018f2","_type":"span","marks":[],"text":"B2B lead intelligence software is a platform that aggregates and enriches data and signals about potential buyers. 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Instead of a flat list of contacts, you get a picture of accounts and people, plus the context that explains their interest."}],"markDefs":[{"_key":"a53efe2d880a","_type":"link","href":"https://www.commonroom.io/blog/firmographic-and-technographic-data/"}],"style":"normal"},{"_key":"45a49930cb83","_type":"block","children":[{"_key":"2768eecd4280","_type":"span","marks":[],"text":"It's worth separating this from your CRM. Your CRM is the system of record, storing the deals, contacts, and history your team already owns. Lead intelligence is the layer that feeds it with fresh external and behavioral data, so those records stay accurate and prioritized."}],"markDefs":[],"style":"normal"},{"_key":"8fcaeef04d08","_type":"block","children":[{"_key":"4aed09a984ff","_type":"span","marks":[],"text":"One holds what you know. 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"},{"_key":"a7e06a35a7f2","_type":"span","marks":["a959f5ae1bfa"],"text":"Gartner estimated in 2020"},{"_key":"f7ac8e31807c","_type":"span","marks":[],"text":" that poor data quality costs organizations at least $12.9 million a year on average."}],"markDefs":[{"_key":"a959f5ae1bfa","_type":"link","href":"https://www.gartner.com/en/data-analytics/topics/data-quality"}],"style":"normal"},{"_key":"43e59f195c06","_type":"block","children":[{"_key":"974b35e2c59e","_type":"span","marks":[],"text":"AI hasn't fixed this. It has raised the volume of output without raising its relevance, and it will happily generate confident outreach from "},{"_key":"dc45040bf4b0","_type":"span","marks":["0c410981f275"],"text":"wrong or partial data"},{"_key":"6a53049a597f","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"0c410981f275","_type":"link","href":"https://www.commonroom.io/blog/gtm-heroes-spotlight-jacki-leahy/"}],"style":"normal"},{"_key":"7c6a31e25967","_type":"block","children":[{"_key":"c28633f59097","_type":"span","marks":[],"text":"AI without context is just noise. An AI agent is only as good as the buyer intelligence feeding it. That's why the teams pulling ahead have better intelligence, not just better models."}],"markDefs":[],"style":"normal"},{"_key":"aff02a3b05d5","_type":"block","children":[{"_key":"333c1f80dff4","_type":"span","marks":[],"text":"The takeaway is simple: You don't need more leads. You need "},{"_key":"a01e451ba25e","_type":"span","marks":["40177b50b948"],"text":"person-level, real-time intelligence"},{"_key":"ce5406257fbf","_type":"span","marks":[],"text":" that tells you which ones to work first."}],"markDefs":[{"_key":"40177b50b948","_type":"link","href":"https://www.commonroom.io/blog/winning-modern-buyers-requires-a-person-first-approach/"}],"style":"normal"},{"_key":"cc5f24f9067e","_type":"block","children":[{"_key":"2350901ed6d3","_type":"span","marks":[],"text":"What to Look for in B2B Lead Intelligence Software: 7 Criteria"}],"markDefs":[],"style":"h2"},{"_key":"600bad02bbef","_type":"block","children":[{"_key":"fb14de58d874","_type":"span","marks":[],"text":"Use these seven criteria to compare platforms against how your team actually sells."}],"markDefs":[],"style":"normal"},{"_key":"57a1575a4a55","_type":"block","children":[{"_key":"475b8d926dbe","_type":"span","marks":["strong"],"text":"Data accuracy and coverage:"},{"_key":"1c150b3549be","_type":"span","marks":[],"text":" ask how the vendor verifies records and how often it refreshes them, because coverage means little if the data is stale."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"71c719cac04e","_type":"block","children":[{"_key":"8f4ee71b1f11","_type":"span","marks":["strong"],"text":"Signal breadth:"},{"_key":"1be400b03c4d","_type":"span","marks":[],"text":" look for both predictive and demand-capture signals across many sources, not intent data alone."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"3fc7036a9f30","_type":"block","children":[{"_key":"9fc3783d7ae0","_type":"span","marks":["strong"],"text":"Identity resolution:"},{"_key":"78017cbfa8c4","_type":"span","marks":[],"text":" confirm the tool can resolve anonymous and known activity to a person, not just flag account-level activity."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e57c3ee7353e","_type":"block","children":[{"_key":"c2cce083cd33","_type":"span","marks":["strong"],"text":"Integrations:"},{"_key":"8206dc128798","_type":"span","marks":[],"text":" make sure it fits your existing stack, including your CRM, sales engagement platform, Slack, and data warehouse, with no rip-and-replace."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ab6592561fa8","_type":"block","children":[{"_key":"bbddf6d611f8","_type":"span","marks":["strong"],"text":"AI-readiness:"},{"_key":"e020522492b0","_type":"span","marks":[],"text":" check whether the data is structured for trustworthy AI and LLM use, so agents reason over clean, unified context."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"1cb7860b120f","_type":"block","children":[{"_key":"3ff8b018c4f2","_type":"span","marks":["strong"],"text":"Workflow activation:"},{"_key":"b6c0fa8d3b2f","_type":"span","marks":[],"text":" prioritize tools that turn insight into action where reps already work, rather than adding another dashboard to check."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"184e3e5e5c72","_type":"block","children":[{"_key":"7787ae7e73f2","_type":"span","marks":["strong"],"text":"Pricing and contract flexibility:"},{"_key":"29dd7d80068c","_type":"span","marks":[],"text":" watch for credit overages, steep renewal increases, and lock-in that outlasts the value you get."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"376eb946dbd6","_type":"block","children":[{"_key":"84c27e886f29","_type":"span","marks":[],"text":"Score each tool against these, weighted for your motion. An enterprise outbound team will value identity resolution and signal breadth. A high-volume commercial team may weigh data coverage and pricing more heavily."}],"markDefs":[],"style":"normal"},{"_key":"75ab5b7734ff","_type":"block","children":[{"_key":"a5a9e78bab59","_type":"span","marks":[],"text":"The Best B2B Lead Intelligence Software in 2026"}],"markDefs":[],"style":"h2"},{"_key":"1ad4076cc246","_type":"block","children":[{"_key":"7645f4a89c3f","_type":"span","marks":[],"text":"There isn't one \"best\" tool, and any honest guide will tell you the same. The right choice depends on your motion, team size, region, and budget. What follows is a neutral look at the main categories buyers evaluate, with a fair best-for and a watch-out for each."}],"markDefs":[],"style":"normal"},{"_key":"4c7a03eb48c0","_type":"block","children":[{"_key":"b793071422c1","_type":"span","marks":[],"text":"Broad enterprise contact databases, such as "},{"_key":"69e7944e4e64","_type":"span","marks":["10d4e0f51c8d"],"text":"ZoomInfo"},{"_key":"3123d223b1bb","_type":"span","marks":[],"text":", offer deep company and contact coverage at scale. Best for teams that want the widest firmographic and contact directory in one place. Watch-out: breadth comes at a premium price, and any static database still decays over time."}],"markDefs":[{"_key":"10d4e0f51c8d","_type":"link","href":"https://www.commonroom.io/compare/zoominfo/ai/"}],"style":"normal"},{"_key":"712902ed8716","_type":"block","children":[{"_key":"efb3c6169bea","_type":"span","marks":[],"text":"All-in-one prospecting and outreach tools, such as "},{"_key":"791da6d117fb","_type":"span","marks":["51ef5a34057b"],"text":"Apollo"},{"_key":"dec11cea3230","_type":"span","marks":[],"text":", combine a contact database with sequencing and email in one affordable package. Best for SMB and commercial teams that want prospecting and outreach together. Watch-out: teams that need the deepest firmographics or advanced intent signals may still add a specialist tool."}],"markDefs":[{"_key":"51ef5a34057b","_type":"link","href":"https://www.commonroom.io/compare/apollo-io/ai/"}],"style":"normal"},{"_key":"730bc511a2ed","_type":"block","children":[{"_key":"aeee8d151364","_type":"span","marks":[],"text":"Predictive and ABM platforms, such as "},{"_key":"84d40e33b40b","_type":"span","marks":["d2e80b926d45"],"text":"6sense"},{"_key":"febc1fc4eb83","_type":"span","marks":[],"text":", focus on account-level intent and predictive scoring for coordinated account engagement. Best for enterprise marketing teams running account-based programs. Watch-out: strength is account-level, so person-level resolution and activation may need other tools."}],"markDefs":[{"_key":"d2e80b926d45","_type":"link","href":"https://www.commonroom.io/compare/6sense/ai/"}],"style":"normal"},{"_key":"fd3ceca4dfc8","_type":"block","children":[{"_key":"d6b825261a73","_type":"span","marks":[],"text":"EMEA and compliance-focused data providers, such as Cognism, emphasize verified international coverage and privacy-conscious data sourcing. Best for teams selling into Europe with strict compliance needs. Watch-out: coverage and value can vary by region and segment."}],"markDefs":[],"style":"normal"},{"_key":"aaceb149cd18","_type":"block","children":[{"_key":"caab012237ac","_type":"span","marks":[],"text":"HubSpot-native enrichment and visitor identification, such as "},{"_key":"c7f9e944dec1","_type":"span","marks":["c9597d19e3e8"],"text":"Breeze Intelligence"},{"_key":"b46c7f5cbd41","_type":"span","marks":[],"text":" (formerly Clearbit), enrich records and identify web traffic inside the HubSpot ecosystem. Best for HubSpot-centric teams that want enrichment built in. Watch-out: value is strongest inside that ecosystem, and standalone signal breadth is narrower."}],"markDefs":[{"_key":"c9597d19e3e8","_type":"link","href":"https://www.commonroom.io/compare/hubspot/ai/"}],"style":"normal"},{"_key":"d94a2203290c","_type":"block","children":[{"_key":"d296cdd9e1c3","_type":"span","marks":[],"text":"Signal-first buyer intelligence, such as Common Room, unifies first-party data and real-world signals across dozens of sources. It then resolves them to person-level identity for AI-ready activation."}],"markDefs":[],"style":"normal"},{"_key":"dffd17bf1c90","_type":"block","children":[{"_key":"ed79d2b26e37","_type":"span","marks":[],"text":"Best for teams that want to know who's in-market and why, not just who exists in a database. Watch-out: it complements your contact stack and workflows, so it rewards teams ready to run signal-driven plays."}],"markDefs":[],"style":"normal"},{"_key":"dd4ea51109f0","_type":"table","rows":[{"_key":"5c8555df073d","_type":"tableRow","cells":["Tool / Category","Best For","Watch-Out"]},{"_key":"0f33de8ffe3a","_type":"tableRow","cells":["Broad contact database (ZoomInfo)","Widest contact and firmographic coverage","Premium price; static records decay"]},{"_key":"9f465c77a062","_type":"tableRow","cells":["All-in-one prospecting (Apollo)","SMB and commercial prospecting plus outreach","May still need a specialist tool for depth"]},{"_key":"96f231a80adf","_type":"tableRow","cells":["Predictive / ABM (6sense)","Account-based enterprise programs","Account-level, not person-level resolution"]},{"_key":"16db7808e9f1","_type":"tableRow","cells":["EMEA / compliance data (Cognism)","International coverage and privacy compliance","Coverage varies by region and segment"]},{"_key":"13834cc20f14","_type":"tableRow","cells":["HubSpot-native enrichment (Breeze Intelligence)","HubSpot-centric enrichment and visitor ID","Strongest inside that ecosystem"]},{"_key":"4b2c6eed5f30","_type":"tableRow","cells":["Signal-first buyer intelligence (Common Room)","Person-level, in-market signal activation","Complements your contact stack and workflows"]}]},{"_key":"0312415a2ee5","_type":"block","children":[{"_key":"c58d35d114ec","_type":"span","marks":[],"text":"How Common Room Approaches Buyer Intelligence"}],"markDefs":[],"style":"h2"},{"_key":"e00c32457cb9","_type":"block","children":[{"_key":"f0e985ce3dd5","_type":"span","marks":[],"text":"Common Room by Zoom is a buyer intelligence platform. It unifies first-party data and real-world signals across dozens of sources into a continuously updated, person-level view of every buyer."}],"markDefs":[],"style":"normal"},{"_key":"dcb05ced5c9c","_type":"block","children":[{"_key":"cd1e898b9668","_type":"span","marks":[],"text":"It pulls from job changes, website visits, product usage, community activity, social engagement, and G2 reviews. Then it organizes everything around the people and accounts that matter to you."}],"markDefs":[],"style":"normal"},{"_key":"cc855857845e","_type":"block","children":[{"_key":"fece6a427e58","_type":"span","marks":[],"text":"Two engines do the heavy lifting. The first, person360, combines identity resolution with AI-powered waterfall enrichment, stitching anonymous and known activity into complete, enriched profiles."}],"markDefs":[],"style":"normal"},{"_key":"18b51a30399e","_type":"block","children":[{"_key":"e846658bb48d","_type":"span","marks":[],"text":"The second, context360, unifies that enrichment, identity, and signal data into a person-level view designed for LLM consumption and trusted AI outputs. As a result, agents reason over clean context instead of guesswork."}],"markDefs":[],"style":"normal"},{"_key":"bc7a8d03f055","_type":"block","children":[{"_key":"d6c398a6999a","_type":"span","marks":[],"text":"From there, roomieAI surfaces the highest-priority signals and next-best actions, and dataAgent keeps CRM records accurate and deduplicated. It embeds in the tools you already use, including Salesforce, HubSpot, Slack, LinkedIn, GitHub, and Segment. Teams at Atlassian, Anthropic, Autodesk, Notion, Okta, and Snowflake use it to find net-new pipeline and improve conversion."}],"markDefs":[],"style":"normal"},{"_key":"f71ff486faa7","_type":"block","children":[{"_key":"c7f3f18c25f7","_type":"span","marks":[],"text":"Following Zoom's acquisition in July 2026, that person-level buyer intelligence became the KNOW layer of Revenue OS. Zoom's native calling, sequencing, coaching, and forecasting turn that intelligence into coordinated action. A continuous learning loop writes every closed deal, coached call, and buyer signal back to the shared context layer. That way, targeting, coaching, and forecasting sharpen over time."}],"markDefs":[],"style":"normal"},{"_key":"99a4d31d5996","_type":"block","children":[{"_key":"ed796d269d8b","_type":"span","marks":[],"text":"Frequently Asked Questions"}],"markDefs":[],"style":"h2"},{"_key":"c690d5c82bea","_type":"block","children":[{"_key":"dbeccf93e9e8","_type":"span","marks":[],"text":"What Is the Difference Between a CRM and Lead Intelligence Software?"}],"markDefs":[],"style":"h3"},{"_key":"e0114642dd62","_type":"block","children":[{"_key":"b6dc4ac5ccb5","_type":"span","marks":[],"text":"A CRM is your system of record, storing the deals, contacts, and history your team owns. Lead intelligence is the layer that feeds it, bringing in fresh external and behavioral data so those records stay accurate, enriched, and prioritized."}],"markDefs":[],"style":"normal"},{"_key":"d23eaab4c6b8","_type":"block","children":[{"_key":"b14180aa2eb9","_type":"span","marks":[],"text":"How Much Does B2B Lead Intelligence Software Cost?"}],"markDefs":[],"style":"h3"},{"_key":"4be4d784661b","_type":"block","children":[{"_key":"dfffff254b57","_type":"span","marks":[],"text":"Pricing varies widely by data volume, seats, signal coverage, and contract length, so the real cost driver is scope, not sticker price. Read the fine print on credit overages and renewal increases, and weigh total cost against the pipeline the intelligence actually helps you convert."}],"markDefs":[],"style":"normal"},{"_key":"45bbffb349a4","_type":"block","children":[{"_key":"6510083a2d4c","_type":"span","marks":[],"text":"What Is the Difference Between Buyer Intent Data and Buying Signals?"}],"markDefs":[],"style":"h3"},{"_key":"c6b68a4ca7ce","_type":"block","children":[{"_key":"427404e579b1","_type":"span","marks":[],"text":"Intent data typically infers interest at the account level, showing that a company is researching a topic. Buying signals are specific, observable actions tied to a person or account, like a pricing-page visit, a job change, or a product-usage spike. That specificity makes them easier to act on."}],"markDefs":[],"style":"normal"},{"_key":"6281fd67cc38","_type":"block","children":[{"_key":"5da64e862cf3","_type":"span","marks":[],"text":"Can AI Replace Lead Intelligence Software?"}],"markDefs":[],"style":"h3"},{"_key":"ae9a8ec84224","_type":"block","children":[{"_key":"bfa62d4bd5de","_type":"span","marks":[],"text":"No, because AI without context is just noise. AI agents are only as good as the buyer intelligence feeding them. So lead intelligence matters more with AI, not less: it supplies the accurate, resolved data that makes AI outputs trustworthy."}],"markDefs":[],"style":"normal"},{"_key":"4f11418d51f5","_type":"block","children":[{"_key":"396b59229002","_type":"span","marks":[],"text":"How Do I Choose the Right B2B Lead Intelligence Software?"}],"markDefs":[],"style":"h3"},{"_key":"00e22b72f721","_type":"block","children":[{"_key":"9a54cd450382","_type":"span","marks":[],"text":"Start with your motion, budget, and region, then score tools on data quality, signal coverage, identity resolution, integrations, AI-readiness, workflow activation, and pricing flexibility. The best fit turns signals into prioritized action inside the workflows your team already uses."}],"markDefs":[],"style":"normal"},{"_key":"736f34efda7e","_type":"block","children":[{"_key":"a9681e6d30f1","_type":"span","marks":[],"text":"See Common Room Work on Your Own Signals"}],"markDefs":[],"style":"h2"},{"_key":"84cb21eca158","_type":"block","children":[{"_key":"f9869654b108","_type":"span","marks":[],"text":"More data hasn't made your pipeline clearer, and more leads haven't made it better. Person-level buyer intelligence tells you which buyers are in-market and why, so your team acts on the right ones first. Request a demo to see it against your own signals."}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-5d244d60-1c97-5afd-8075-b580e34fe863","_id":"a4681ec0-6d6d-4b85-887a-f345a6d4a563","publishedAt":"2026-09-24T18:24:33.903Z","_createdAt":"2026-09-24T18:24:49Z","_updatedAt":"2026-09-24T18:50:34Z","categories":[{"_id":"b58139fd-3460-4c8d-bae8-6637d0e6704d","title":"Sales development","titlePublic":null,"slug":{"current":"sales-development"},"status":"hidden"},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","title":"Signal-based selling","titlePublic":null,"slug":{"current":"signal-based-selling"},"status":"published"},{"_id":"ee7a2a14-d037-4853-855a-e47d014bac0b","title":"Buyer intent","titlePublic":null,"slug":{"current":"buyer-intent"},"status":"published"},{"_id":"973d1158-d9cf-46c9-8b1e-d997403fde9f","title":"Exclude from Lists / Resource Hub Only","titlePublic":null,"slug":{"current":"exclude"},"status":"review"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-4b7a2a23be590e01a3aa3c414c781db3b3917945-1536x864-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":864,"width":1536,"aspectRatio":1.7777777777777777}}},"layout":null,"alt":"Signal radar resolving buyer signals to a single identified person"},"title":"Outbound Prospecting Tools: How to Build an Intent-Based Stack","_rawExcerpt":[{"_key":"6ba1d9b8995a","_type":"block","children":[{"_key":"eb714a4f2d56","_type":"span","marks":[],"text":"Outbound prospecting in 2026 isn’t about bigger contact lists—it’s about building a connected, signal-based stack that helps reps spot in-market buyers, resolve them to the right person, and act fast. This guide breaks down the five core tool categories and explains why signal quality, prioritization, and integration matter more than raw database size."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":13,"slug":{"current":"outbound-prospecting-tools"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"34d00c2235bb","_type":"block","children":[{"_key":"88211ead6e78","_type":"span","marks":[],"text":"Key Takeaways"}],"markDefs":[],"style":"h2"},{"_key":"34db825e2582","_type":"block","children":[{"_key":"5d282d713754","_type":"span","marks":[],"text":"Outbound prospecting tools help sales teams find, enrich, prioritize, and reach potential buyers before they ever raise a hand."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"073dace4198d","_type":"block","children":[{"_key":"83125b0b7d14","_type":"span","marks":[],"text":"A modern stack spans five categories: buyer-signal platforms, enrichment and identity resolution, contact databases, sales engagement, and AI research agents."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"19fe6fb25896","_type":"block","children":[{"_key":"fded69a81bd6","_type":"span","marks":[],"text":"Signal-based prospecting beats static list-building because it triggers outreach on real buying behavior instead of guesswork."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"c6ab13bae982","_type":"block","children":[{"_key":"b5cb6b057fd2","_type":"span","marks":[],"text":"The evaluation criteria that matter are signal quality, identity resolution, prioritization, native integrations, and time-to-action, not raw database size."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"136466c6445b","_type":"block","children":[{"_key":"c60bb8513b3b","_type":"span","marks":[],"text":"Connected tools that keep buyer intelligence, prioritization, and action in sync beat tool sprawl that fragments data and slows reps down."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"c32954bcba04","_type":"block","children":[{"_key":"320147e2e92a","_type":"span","marks":[],"text":"Your SDRs are busy. They're just not selling. The average seller spends only 40% of the week actually selling, according to "},{"_key":"93c6f8639714","_type":"span","marks":["89b1c198972f"],"text":"Salesforce's 2026 State of Sales report"},{"_key":"f282c788a41e","_type":"span","marks":[],"text":". Roughly 48% say they lack the bandwidth for adequate cold outreach."}],"markDefs":[{"_key":"89b1c198972f","_type":"link","href":"https://www.salesforce.com/news/stories/state-of-sales-report-announcement-2026/"}],"style":"normal"},{"_key":"1b5aabdb6710","_type":"block","children":[{"_key":"137662d9fec5","_type":"span","marks":[],"text":"Meanwhile, connect rates and reply rates keep sliding, and buyers delete generic messages without a second thought. So the real question facing every SDR leader isn't \"which outbound prospecting tools have the most contacts?\" It's sharper than that: Which stack helps your team reach the right person at the right moment?"}],"markDefs":[],"style":"normal"},{"_key":"83b51ff809e8","_type":"block","children":[{"_key":"193172cce6e3","_type":"span","marks":[],"text":"This guide maps the categories of sales prospecting tools, then shows why a signal-based approach outperforms the old volume playbook."}],"markDefs":[],"style":"normal"},{"_key":"8929501f286c","_type":"block","children":[{"_key":"5f067cc78d52","_type":"span","marks":[],"text":"What Are Outbound Prospecting Tools?"}],"markDefs":[],"style":"h2"},{"_key":"67b3b9622cda","_type":"block","children":[{"_key":"10091b89ef1c","_type":"span","marks":[],"text":"Outbound prospecting tools are software that helps sales teams find, enrich, prioritize, and reach potential buyers proactively. They go to work before a buyer submits a form or requests a demo."}],"markDefs":[],"style":"normal"},{"_key":"4999aef1da52","_type":"block","children":[{"_key":"9f925fe19e63","_type":"span","marks":[],"text":"They cover the work of building an account list and filling in accurate contact details. They also help you decide who to contact first, then get a relevant message out the door."}],"markDefs":[],"style":"normal"},{"_key":"99c5f2a75e87","_type":"block","children":[{"_key":"7039a3ee4382","_type":"span","marks":[],"text":"That's different from inbound tooling, which routes and qualifies leads who already came to you. It's also broader than a sales engagement platform, which runs the sequences but doesn't tell you who to contact or when."}],"markDefs":[],"style":"normal"},{"_key":"b894404aa1c7","_type":"block","children":[{"_key":"cf64e736d9f7","_type":"span","marks":[],"text":"In practice, most teams run several of these tools side by side. That's exactly why it helps to understand what each one does before you buy another."}],"markDefs":[],"style":"normal"},{"_key":"9561a5aecc4e","_type":"block","children":[{"_key":"729b38eb4d96","_type":"span","marks":[],"text":"The category is shifting, too. For years, sales prospecting software meant static list-building: Pull a database export, load it into a sequencer, and send."}],"markDefs":[],"style":"normal"},{"_key":"33a5620eb69a","_type":"block","children":[{"_key":"43c962ff9ee1","_type":"span","marks":[],"text":"Today, the strongest B2B prospecting tools organize around buyer signals. Reps work accounts that are showing intent now, rather than a list that was accurate three months ago. For an SDR leader, that shift is the difference between good outbound scaling consistently and results that swing wildly from rep to rep."}],"markDefs":[],"style":"normal"},{"_key":"7c3c55e36e4a","_type":"block","children":[{"_key":"efca0778dc80","_type":"span","marks":[],"text":"Why Prospecting Tools Matter More Than Ever in 2026"}],"markDefs":[],"style":"h2"},{"_key":"b952346613ba","_type":"block","children":[{"_key":"a7df31318820","_type":"span","marks":[],"text":"The math on outbound has changed, and not in the seller's favor. "},{"_key":"20f8c6e585db","_type":"span","marks":["19b41dc1014a"],"text":"Salesforce's 2024 State of Sales report"},{"_key":"25018547f18d","_type":"span","marks":[],"text":", the sixth edition, found reps spent about 70% of their time on non-selling tasks."}],"markDefs":[{"_key":"19b41dc1014a","_type":"link","href":"https://www.salesforce.com/news/stories/sales-ai-statistics-2024/"}],"style":"normal"},{"_key":"1a27a4dd036f","_type":"block","children":[{"_key":"d95615dc6ec4","_type":"span","marks":[],"text":"Two years on, the drag hasn't lifted. Sellers still lose roughly two hours a week just to manual data entry, per the 2026 edition. That's time not spent in conversations."}],"markDefs":[],"style":"normal"},{"_key":"8e4435bf0f68","_type":"block","children":[{"_key":"3b920640aa1f","_type":"span","marks":[],"text":"Buyers have changed as well. "},{"_key":"1b949060e5e0","_type":"span","marks":["a6543cff3cd3"],"text":"Gartner found in March 2026"},{"_key":"383b0b2e4f13","_type":"span","marks":[],"text":" that 67% of B2B buyers prefer a rep-free buying experience, and 45% used AI during a recent purchase."}],"markDefs":[{"_key":"a6543cff3cd3","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2026-03-09-gartner-sales-survey-finds-67-percent-of-b2b-buyers-prefer-a-rep-free-experience"}],"style":"normal"},{"_key":"82dd15c45a0d","_type":"block","children":[{"_key":"32ff5b669272","_type":"span","marks":[],"text":"It gets worse for volume-first teams. "},{"_key":"2a50dc880f3e","_type":"span","marks":["c8f6b4f0fd6d"],"text":"A June 2025 Gartner survey"},{"_key":"27cd9455c106","_type":"span","marks":[],"text":" found 73% of B2B buyers actively avoid suppliers who send irrelevant outreach. "},{"_key":"c4b897f78606","_type":"span","marks":["4ced5f1ab17e"],"text":"The same survey"},{"_key":"1e11cc02232d","_type":"span","marks":[],"text":" found 69% report inconsistencies between what a website says and what a seller tells them."}],"markDefs":[{"_key":"c8f6b4f0fd6d","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2025-06-25-gartner-sales-survey-finds-61-percent-of-b2b-buyers-prefer-a-rep-free-buying-experience"},{"_key":"4ced5f1ab17e","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2025-06-25-gartner-sales-survey-finds-61-percent-of-b2b-buyers-prefer-a-rep-free-buying-experience"}],"style":"normal"},{"_key":"f2e55cd4436e","_type":"block","children":[{"_key":"396e0ae58946","_type":"span","marks":[],"text":"Generic prospecting doesn't just underperform. It costs you the account."}],"markDefs":[],"style":"normal"},{"_key":"9c25763a37ff","_type":"block","children":[{"_key":"22e91cc93826","_type":"span","marks":[],"text":"Bad data quietly compounds the problem. "},{"_key":"cf7417bb9a9b","_type":"span","marks":["ba48aa24cbdc"],"text":"Validity's 2025 report on CRM data management"},{"_key":"7e01c44dd615","_type":"span","marks":[],"text":" found that 76% of CRM users say less than half of their organization's data is accurate or complete. Another 37% report losing revenue directly because of it."}],"markDefs":[{"_key":"ba48aa24cbdc","_type":"link","href":"https://www.validity.com/resource-center/the-state-of-crm-data-management-in-2025/"}],"style":"normal"},{"_key":"0d047d8f6c31","_type":"block","children":[{"_key":"fa2cafd2e3b0","_type":"span","marks":[],"text":"Put those together and the takeaway is simple: GTM teams don't need more tools that add volume. 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Reps know the specific buyer to contact and why."}],"markDefs":[{"_key":"594b597252bb","_type":"link","href":"https://www.commonroom.io/resources/signals/"}],"style":"normal"},{"_key":"24461c3606e3","_type":"block","children":[{"_key":"273e5103fbcf","_type":"span","marks":[],"text":"Data Enrichment & Identity Resolution"}],"markDefs":[],"style":"h3"},{"_key":"898a3862791e","_type":"block","children":[{"_key":"7354a71fe928","_type":"span","marks":[],"text":"Enrichment turns a half-filled record into a complete, deduplicated profile of a person and account. 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It also reduces duplicate records by up to 79% through AI-enhanced identity merging."}],"markDefs":[{"_key":"3d0e978f718f","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"},{"_key":"cd087d1e8e07","_type":"block","children":[{"_key":"e5ec27fc4c50","_type":"span","marks":[],"text":"Contact & Company Databases"}],"markDefs":[],"style":"h3"},{"_key":"9048970b275c","_type":"block","children":[{"_key":"101f34c89d10","_type":"span","marks":[],"text":"These directories supply the verified emails and phone numbers you reach out with. Evaluate them on coverage and freshness, not headline count, because a stale record is worse than no record."}],"markDefs":[],"style":"normal"},{"_key":"c6b69ebfa268","_type":"block","children":[{"_key":"b13172e0d666","_type":"span","marks":[],"text":"As a reference point, "},{"_key":"da3aaa71bc56","_type":"span","marks":["402c7136caaa"],"text":"Common Room's Prospector"},{"_key":"1d58c9f8f912","_type":"span","marks":[],"text":" draws on a directory of 200M+ B2B contacts, cited at 400M+ in newer materials. It refreshes continuously and adds AI-powered prioritization on top."}],"markDefs":[{"_key":"402c7136caaa","_type":"link","href":"https://www.commonroom.io/docs/using-common-room/prospector/"}],"style":"normal"},{"_key":"65836b7d2923","_type":"block","children":[{"_key":"6c86219ec3b0","_type":"span","marks":[],"text":"The prioritization is the part that matters most: A directory is only useful when it hands reps the right names first. A raw export to sort through by hand doesn't cut it."}],"markDefs":[],"style":"normal"},{"_key":"21b472693f7b","_type":"block","children":[{"_key":"e5e9b09f133d","_type":"span","marks":[],"text":"Sales Engagement & Sequencing"}],"markDefs":[],"style":"h3"},{"_key":"9d05ccc8c2a3","_type":"block","children":[{"_key":"0611ecff658e","_type":"span","marks":[],"text":"Sequencing tools run the multichannel outreach across email, calls, and social steps, and they track every touch in cadences. They're essential for execution."}],"markDefs":[],"style":"normal"},{"_key":"fe88ad836808","_type":"block","children":[{"_key":"9839a4c0d828","_type":"span","marks":[],"text":"Just remember what they don't do: A sequencer executes outreach, but it can't tell you who to contact or the moment worth contacting them. That decision has to come from the signal layer upstream."}],"markDefs":[],"style":"normal"},{"_key":"4e615b1c2084","_type":"block","children":[{"_key":"01968c895dd6","_type":"span","marks":[],"text":"AI Research & Personalization Agents"}],"markDefs":[],"style":"h3"},{"_key":"c45bdbff1d87","_type":"block","children":[{"_key":"ca6f98ba4ad7","_type":"span","marks":[],"text":"AI agents automate the grind of account research and message drafting, and expectations run high. Sellers expect them to cut prospect research time by 34% and email drafting by 36%, according to "},{"_key":"76c0ac69562c","_type":"span","marks":["219f6999d944"],"text":"Salesforce's 2026 report"},{"_key":"67866380845c","_type":"span","marks":[],"text":". Those numbers assume teams fully implement the agents first."}],"markDefs":[{"_key":"219f6999d944","_type":"link","href":"https://www.salesforce.com/news/stories/state-of-sales-report-announcement-2026/"}],"style":"normal"},{"_key":"74fb3db1650e","_type":"block","children":[{"_key":"f8adb52c6428","_type":"span","marks":[],"text":"Adoption is already widespread, as the figures above show. But an agent is only as good as the buyer intelligence feeding it. AI without context is just noise at scale."}],"markDefs":[],"style":"normal"},{"_key":"6b1a686e861c","_type":"block","children":[{"_key":"4168aec1ae5f","_type":"span","marks":[],"text":"Common Room's RoomieAI works off Context360, a person-level buyer intelligence layer built for trustworthy AI output. 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A foundational "},{"_key":"ec7d35c23c31","_type":"span","marks":["cdfdf771b952"],"text":"2011 Harvard Business Review study"},{"_key":"27482d095741","_type":"span","marks":[],"text":" on inbound leads found the payoff for speed."}],"markDefs":[{"_key":"cdfdf771b952","_type":"link","href":"https://hbr.org/2011/03/the-short-life-of-online-sales-leads"}],"style":"normal"},{"_key":"d8441505403c","_type":"block","children":[{"_key":"a6c45d2b91a4","_type":"span","marks":[],"text":"Contacting a lead within one hour made reps about seven times more likely to qualify it. Waiting 24 hours or more made them roughly 60 times less likely."}],"markDefs":[],"style":"normal"},{"_key":"eb374791d861","_type":"block","children":[{"_key":"9eff416f62e4","_type":"span","marks":["f799d1d8dea4"],"text":"Actions"},{"_key":"171be762280f","_type":"span","marks":[],"text":" applies that lesson to outbound. It fires real-time "},{"_key":"5e9b9c092981","_type":"span","marks":["strong"],"text":"Slack"},{"_key":"6a037e600872","_type":"span","marks":[],"text":" and email alerts the moment a signal lands, so reps can respond fast."}],"markDefs":[{"_key":"f799d1d8dea4","_type":"link","href":"https://www.commonroom.io/product/actions/"}],"style":"normal"},{"_key":"a86bc48341cf","_type":"block","children":[{"_key":"a12909673960","_type":"span","marks":[],"text":"How to Choose the Right Outbound Prospecting Tools"}],"markDefs":[],"style":"h2"},{"_key":"81cd97740c59","_type":"block","children":[{"_key":"b5b018845f81","_type":"span","marks":[],"text":"Once you know the categories, evaluation gets clearer. These are the criteria that separate the best b2b prospecting tools from the ones that just add to the pile."}],"markDefs":[],"style":"normal"},{"_key":"d8f9fdc48083","_type":"block","children":[{"_key":"f5fc2cc7dfea","_type":"span","marks":["strong"],"text":"Signal breadth and quality."},{"_key":"a2e17f5b9167","_type":"span","marks":[],"text":" Look for first-, second-, and third-party signals, including dark-funnel activity across community, social, and review sites."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"3ab4c74ddc52","_type":"block","children":[{"_key":"43193b4cac33","_type":"span","marks":["strong"],"text":"Identity resolution and data-match quality."},{"_key":"17c43d8db163","_type":"span","marks":[],"text":" Measure match rate and dedup accuracy, not the size of the underlying database."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"f91eb35e5cdd","_type":"block","children":[{"_key":"64d65af6c664","_type":"span","marks":["strong"],"text":"Prioritization and scoring."},{"_key":"35567b7e954e","_type":"span","marks":[],"text":" The tool should tell reps who to work first, not hand them another undifferentiated list."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"1ee00fa76d83","_type":"block","children":[{"_key":"d15649a1eb8c","_type":"span","marks":["strong"],"text":"Native integration."},{"_key":"0de27ce2a8ec","_type":"span","marks":[],"text":" It should embed into your CRM and sequencer, so signals flow into the stack you already run instead of replacing it."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"7a09367a32fb","_type":"block","children":[{"_key":"135d7e789fed","_type":"span","marks":["strong"],"text":"Time-to-action."},{"_key":"112a6f1202aa","_type":"span","marks":[],"text":" Check how fast a signal becomes a sent message, without manual glue holding the workflow together."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"a52d7aa61469","_type":"block","children":[{"_key":"48f3566e59ed","_type":"span","marks":["strong"],"text":"Deliverability and compliance."},{"_key":"0a2496cfdac1","_type":"span","marks":[],"text":" Look for sender-reputation safeguards and support for privacy rules like GDPR and CCPA before you scale sends."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"b641bf5ee536","_type":"block","children":[{"_key":"8f506263eda7","_type":"span","marks":["strong"],"text":"Connected intelligence and action."},{"_key":"4d70069737bc","_type":"span","marks":[],"text":" Favor tools that keep buyer intelligence, prioritization, and action in sync for the same person and account, not scattered point solutions."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"3903969cd4d9","_type":"block","children":[{"_key":"6aae1590e499","_type":"span","marks":[],"text":"Fit matters too. 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The same report found 80% say integration challenges slow their progress."}],"markDefs":[{"_key":"b91f59f247f9","_type":"link","href":"https://www.salesforce.com/news/stories/connectivity-report-2023/"}],"style":"normal"},{"_key":"aa02a9637446","_type":"block","children":[{"_key":"b63d6252f161","_type":"span","marks":[],"text":"Every disconnected prospecting tool adds context-switching and another place for data to drift. Common Room "},{"_key":"6fcbe77cfc79","_type":"span","marks":["9d904450a8e1"],"text":"integrates natively"},{"_key":"47c97dda9cf7","_type":"span","marks":[],"text":" with tools like "},{"_key":"fd7362806101","_type":"span","marks":["strong"],"text":"Salesforce"},{"_key":"fed172747135","_type":"span","marks":[],"text":", "},{"_key":"0c2ba1dd7e1d","_type":"span","marks":["strong"],"text":"HubSpot"},{"_key":"84553176a934","_type":"span","marks":[],"text":", and "},{"_key":"e60e6c627236","_type":"span","marks":["strong"],"text":"Slack"},{"_key":"3efd75e31ea0","_type":"span","marks":[],"text":", and it fully manages those connections. Your signal layer then delivers trusted person-level context and faster action instead of creating more operational drag."}],"markDefs":[{"_key":"9d904450a8e1","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"ad70ac6228c1","_type":"block","children":[{"_key":"46af8be95810","_type":"span","marks":[],"text":"Common Mistakes When Choosing Prospecting Tools"}],"markDefs":[],"style":"h2"},{"_key":"3f6f8baa801b","_type":"block","children":[{"_key":"a1a6d42f2927","_type":"span","marks":[],"text":"The wrong buying criteria lead to predictable regret. Most of the traps come from optimizing for the metric that's easiest to see, not the one that moves pipeline. Watch for these patterns."}],"markDefs":[],"style":"normal"},{"_key":"d196654245ac","_type":"block","children":[{"_key":"535a4fefe19d","_type":"span","marks":["strong"],"text":"Buying more tools to fix a data problem."},{"_key":"18f7650de3d9","_type":"span","marks":[],"text":" Another database won't clean up records that no one keeps current."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"11d52a1d1fcd","_type":"block","children":[{"_key":"c941b4febe29","_type":"span","marks":["strong"],"text":"Optimizing for volume over relevance."},{"_key":"1c666d2f1282","_type":"span","marks":[],"text":" More sends won't help if buyers avoid irrelevant outreach."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"709907908450","_type":"block","children":[{"_key":"71bae498634c","_type":"span","marks":["strong"],"text":"Ignoring data hygiene."},{"_key":"238654b539cb","_type":"span","marks":[],"text":" Enrichment is a one-time win unless something keeps records accurate over time, which is the job DataAgent handles."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9c5f90558d91","_type":"block","children":[{"_key":"6326666bc186","_type":"span","marks":["strong"],"text":"Choosing account-level intent when you need person-level."},{"_key":"9297a826c169","_type":"span","marks":[],"text":" A warm logo still leaves reps guessing which human to email."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9a98eeb958d8","_type":"block","children":[{"_key":"27f96ebeae16","_type":"span","marks":["strong"],"text":"Overindexing on database size."},{"_key":"b2d1d63ce994","_type":"span","marks":[],"text":" Coverage means little if match rate and freshness are weak."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"683a8ccbc5b9","_type":"block","children":[{"_key":"92f0e534812f","_type":"span","marks":[],"text":"Relevance isn't a nice-to-have. As Robert Blaisdell, VP Analyst in the Gartner Sales Practice, said, \"Bad prospecting actively damages relationships with potential customers.\" The tools you choose should make relevance easier, not harder."}],"markDefs":[],"style":"normal"},{"_key":"c7f535c3d0ad","_type":"block","children":[{"_key":"b3203691d580","_type":"span","marks":[],"text":"There's a version of each mistake that shows up in an SDR leader's numbers. When performance \"varies by rep,\" it's often because the stack hands everyone a raw list and leaves prioritization to individual judgment. When ramp takes too long, new reps are usually stuck learning the manual workarounds that hold a fragmented stack together."}],"markDefs":[],"style":"normal"},{"_key":"fcbdadb0b8ec","_type":"block","children":[{"_key":"8e797dbb3bff","_type":"span","marks":[],"text":"Tools that standardize targeting and shorten the path from signal to send make good outbound repeatable. That's true across the whole team, not just the top performers."}],"markDefs":[],"style":"normal"},{"_key":"61946407b3b6","_type":"block","children":[{"_key":"3b567d5e62b5","_type":"span","marks":[],"text":"Frequently Asked Questions"}],"markDefs":[],"style":"h2"},{"_key":"c527b2c0cbb5","_type":"block","children":[{"_key":"aeb67f41fe56","_type":"span","marks":["strong"],"text":"What are the best tools for outbound sales?"},{"_key":"f982c58d53fd","_type":"span","marks":[],"text":"\nThe best outbound sales tools combine signal detection, enrichment, and prioritization so reps reach the right buyer at the right time. Rather than the largest database, look for a system that resolves signals to the person and integrates with your existing CRM and sequencer."}],"markDefs":[],"style":"normal"},{"_key":"8d723b0ff133","_type":"block","children":[{"_key":"6fabb6151c70","_type":"span","marks":["strong"],"text":"What is the difference between prospecting tools and a sales engagement platform?"},{"_key":"124ed006fcec","_type":"span","marks":[],"text":"\nProspecting tools help you find and prioritize who to contact, while a sales engagement platform runs the outreach sequences once you know who to reach. You generally need both, but the signal layer decides who and when."}],"markDefs":[],"style":"normal"},{"_key":"06ef6fce5cd5","_type":"block","children":[{"_key":"0b330daa5e6e","_type":"span","marks":["strong"],"text":"What are AI sales prospecting tools?"},{"_key":"f7b22db89542","_type":"span","marks":[],"text":"\nAI sales prospecting tools automate research, prioritization, and message drafting so reps spend more time selling. Their output is only as reliable as the buyer intelligence behind them, so context quality matters more than the model."}],"markDefs":[],"style":"normal"},{"_key":"3a8ebbc5963e","_type":"block","children":[{"_key":"83669ef6012e","_type":"span","marks":["strong"],"text":"How many prospecting tools does a B2B sales team need?"},{"_key":"2d88f2694bb7","_type":"span","marks":[],"text":"\nMost teams get by with a signal and intelligence layer, an enrichment engine, and a sequencer, with AI woven through them. Fewer, well-integrated tools usually outperform a sprawling stack that fragments your data."}],"markDefs":[],"style":"normal"},{"_key":"e65e8744127b","_type":"block","children":[{"_key":"5b74e74a89dc","_type":"span","marks":["strong"],"text":"Are free sales prospecting tools worth using?"},{"_key":"bbf657010900","_type":"span","marks":[],"text":"\nFree prospecting tools can be useful for early testing or low-volume needs, but they often trade off data freshness, match rates, and integration depth. For a team carrying a real quota, those gaps show up as wasted rep time."}],"markDefs":[],"style":"normal"},{"_key":"cde7d6be72af","_type":"block","children":[{"_key":"8bcb29be1066","_type":"span","marks":["strong"],"text":"What is the difference between lead generation and prospecting?"},{"_key":"476635059520","_type":"span","marks":[],"text":"\nLead generation attracts interested buyers to you, often through marketing, while prospecting is the proactive outreach reps run to reach buyers directly. Signal-based prospecting connects the two by acting on the intent that generation surfaces."}],"markDefs":[],"style":"normal"},{"_key":"f89b970195d1","_type":"block","children":[{"_key":"ff1eb4d83cc2","_type":"span","marks":[],"text":"How Common Room Turns Buyer Signals Into Pipeline"}],"markDefs":[],"style":"h2"},{"_key":"2a60c2215132","_type":"block","children":[{"_key":"395a7af01067","_type":"span","marks":[],"text":"The best outbound prospecting tools aren't the biggest. They're the ones that turn buyer signals into timely, relevant pipeline your reps can actually work. That means starting with who's in-market, resolving that intent to the person, and acting on it fast."}],"markDefs":[],"style":"normal"},{"_key":"e9024710fe01","_type":"block","children":[{"_key":"51ca510372f7","_type":"span","marks":[],"text":"Common Room by Zoom brings signals, identity, and action together in one place. Every interaction feeds shared context, so targeting and execution improve over time. Your team spends less time list-building and more time in conversations that convert."}],"markDefs":[],"style":"normal"},{"_key":"96589c944fc8","_type":"block","children":[{"_key":"8eca2eecb471","_type":"span","marks":[],"text":"For an SDR leader, that's the path to outbound that scales consistently, not one that depends on a few top reps. To see it on your own data, request a demo at "},{"_key":"6de96fe6aa50","_type":"span","marks":["dba76656b2ab"],"text":"https://commonroom.io/demo/"},{"_key":"acdbc0343309","_type":"span","marks":[],"text":".ew top reps. To see it on your own data, request a demo at "},{"_key":"42336be3f9f7","_type":"span","marks":["85b0d82ca068"],"text":"https://commonroom.io/demo/"},{"_key":"e659e5d2cfbf","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"dba76656b2ab","_type":"link","href":"https://commonroom.io/demo/"},{"_key":"85b0d82ca068","_type":"link","href":"https://commonroom.io/demo/"}],"style":"normal"}]}},{"node":{"_type":"post","id":"-0b3d6533-b123-5863-88a3-afd40bfe719d","_id":"dbcbb29a-a082-4df4-abea-fa39bff83e77","publishedAt":"2026-09-24T18:24:33.879Z","_createdAt":"2026-09-24T18:24:47Z","_updatedAt":"2026-09-24T19:04:25Z","categories":[{"_id":"b58139fd-3460-4c8d-bae8-6637d0e6704d","title":"Sales development","titlePublic":null,"slug":{"current":"sales-development"},"status":"hidden"},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","title":"Signal-based selling","titlePublic":null,"slug":{"current":"signal-based-selling"},"status":"published"},{"_id":"ee7a2a14-d037-4853-855a-e47d014bac0b","title":"Buyer intent","titlePublic":null,"slug":{"current":"buyer-intent"},"status":"published"},{"_id":"973d1158-d9cf-46c9-8b1e-d997403fde9f","title":"Exclude from Lists / Resource Hub Only","titlePublic":null,"slug":{"current":"exclude"},"status":"review"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-1c3fb6d0cb0efee3bfa2d5e182d609a6f2504b82-1536x864-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":864,"width":1536,"aspectRatio":1.7777777777777777}}},"layout":null,"alt":"Buyer signals and resolved identity feeding a sales dialer to reach the right person"},"title":"What a Sales Dialer With Data Can Do for You","_rawExcerpt":[{"_key":"93826d2eb742","_type":"block","children":[{"_key":"3c587e9067e0","_type":"span","marks":[],"text":"More calls won’t fix a stalled pipeline if your dialer is working from stale, low-intent data. This article explains how buyer signals and identity resolution turn a sales dialer from a speed tool into a smarter system that ranks the right people to call, at the right time, with the right context."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":7,"slug":{"current":"sales-dialer"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"adfbbd5b40fb","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-670846cc7fe6dabb8e96dd2f414a2cbf6e368bfa-1900x1900-png"}},"name":"The Uncommon Team","title":null}}],"companies":[],"_rawBody":[{"_key":"ab624e2ef111","_type":"block","children":[{"_key":"335a0ff99855","_type":"span","marks":[],"text":"Your reps are dialing all day, and the pipeline still isn't moving. That's not a hustle problem."}],"markDefs":[],"style":"normal"},{"_key":"d284aa7a0460","_type":"block","children":[{"_key":"61d971cae7e6","_type":"span","marks":[],"text":"When a full list of dials yields only a handful of live conversations, doubling the dial count just doubles the dead ends. The dialer isn't the bottleneck. The data feeding it is."}],"markDefs":[],"style":"normal"},{"_key":"9b459d93ad0a","_type":"block","children":[{"_key":"2904ef6a6aaa","_type":"span","marks":[],"text":"In a sales dialer with data, buyer signals and resolved identity build and rank the call list, so speed finally points at the right people. Here's what that means, how the dialer types differ, and what to look for before you buy."}],"markDefs":[],"style":"normal"},{"_key":"3814cac041bd","_type":"block","children":[{"_key":"2b3307083a2d","_type":"span","marks":[],"text":"Key Takeaways"}],"markDefs":[],"style":"h2"},{"_key":"a29469469ec5","_type":"block","children":[{"_key":"eef6040f75f7","_type":"span","marks":[],"text":"Cold-call connect rates sit near 10% per dial, so dialing faster only multiplies dead ends when the underlying data is wrong."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"691249dd1d4a","_type":"block","children":[{"_key":"daf45ba599e2","_type":"span","marks":[],"text":"A sales dialer with data lets buyer signals and resolved identity build and rank the dial list, not a static import."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ec1bb342bbdb","_type":"block","children":[{"_key":"240774678516","_type":"span","marks":[],"text":"Dialer modes (power, parallel, predictive, preview) control speed, while data controls who you reach and whether they convert."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"b057fa63d3d5","_type":"block","children":[{"_key":"86c1790f264b","_type":"span","marks":[],"text":"Stale CRM data quietly caps every dialer's ceiling, and 76% of teams say less than half their CRM data is accurate."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e9022e7ab147","_type":"block","children":[{"_key":"9cec0b42365c","_type":"span","marks":[],"text":"The strongest outbound pairs real dialing speed with intelligence that decides who to call and why."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"856d97786693","_type":"block","children":[{"_key":"7917a8541258","_type":"span","marks":[],"text":"What Is a Sales Dialer?"}],"markDefs":[],"style":"h2"},{"_key":"6a29778f0ce8","_type":"block","children":[{"_key":"949811de5262","_type":"span","marks":[],"text":"A sales dialer is software that automates outbound calls. Reps skip the mechanical work of punching in numbers, waiting through rings, and logging every attempt by hand. Instead of dialing one contact at a time from a spreadsheet, reps work a queue while the software handles the connection."}],"markDefs":[],"style":"normal"},{"_key":"1d330b9d392b","_type":"block","children":[{"_key":"940c1428667b","_type":"span","marks":[],"text":"Most sales dialer software includes a familiar set of capabilities. Think CRM sync, call logging, local presence, voicemail drop, recording, transcription, and analytics on connects and outcomes. Those features make a rep's day faster and cleaner, and they're worth having."}],"markDefs":[],"style":"normal"},{"_key":"b7468c31dc54","_type":"block","children":[{"_key":"762d71d6aebc","_type":"span","marks":[],"text":"But draw a line early. The dialer is the action layer: It places and manages the call. The data decides who the dialer calls, when, and why."}],"markDefs":[],"style":"normal"},{"_key":"cc8917531237","_type":"block","children":[{"_key":"f8c795ea2001","_type":"span","marks":[],"text":"Speed lives in the dialer. Pipeline lives in the data. 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Slowest, highest control, best for high-value accounts."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"313886361e22","_type":"block","children":[{"_key":"05913670b4ed","_type":"span","marks":["strong"],"text":"Power (progressive) dialer:"},{"_key":"2d686987e58a","_type":"span","marks":[],"text":" Places one call at a time, then moves on automatically once a call ends."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9887399ddd8c","_type":"block","children":[{"_key":"82bedcb58bb8","_type":"span","marks":["strong"],"text":"Parallel (multiline) dialer:"},{"_key":"dcc28ee255a6","_type":"span","marks":[],"text":" Rings several numbers at once and connects the rep to whoever answers first."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"29d3308c6e0f","_type":"block","children":[{"_key":"ce65798c6282","_type":"span","marks":["strong"],"text":"Predictive dialer:"},{"_key":"07ffefc855c1","_type":"span","marks":[],"text":" Over-dials ahead of rep availability, so it's the fastest mode and the most sensitive to compliance rules."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"2f8579cc756d","_type":"block","children":[{"_key":"b17a4b8c72c0","_type":"span","marks":[],"text":"Throughput climbs with each step. According to Kixie, manual dialing runs near 15-20 calls an hour, power dialing 60-90, and parallel or predictive as high as 110-300."}],"markDefs":[],"style":"normal"},{"_key":"2b21b1bed4af","_type":"block","children":[{"_key":"8b45cbbe3db9","_type":"span","marks":[],"text":"Speed has a cost, though. Parallel dialing trades connect quality for volume. You place more calls, but a smaller share become real conversations, and some prospects get dead air while the system connects a rep."}],"markDefs":[],"style":"normal"},{"_key":"47f2e12cd5d5","_type":"block","children":[{"_key":"e771d23ac351","_type":"span","marks":[],"text":"So mode is a throughput setting, not a pipeline strategy. It changes how fast you work a list, not whether the list is worth working. 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"},{"_key":"595f0c82dcf9","_type":"span","marks":["b8910650c262"],"text":"Belkins's 2026 study"},{"_key":"41ca0902c18b","_type":"span","marks":[],"text":" of more than 175,000 dials found a 9.9% per-dial connect rate, or roughly one in ten calls reaching a live person."}],"markDefs":[{"_key":"b8910650c262","_type":"link","href":"https://belkins.io/blog/cold-calling-benchmarks"}],"style":"normal"},{"_key":"4858e8ba6b0f","_type":"block","children":[{"_key":"ed1a1f2d5879","_type":"span","marks":[],"text":"Faster dialing multiplies the connects and the misses alike. If the list is wrong, you mostly get more misses."}],"markDefs":[],"style":"normal"},{"_key":"c59f254c4098","_type":"block","children":[{"_key":"c2bcc76494b0","_type":"span","marks":[],"text":"Answer rates are also working against raw volume. 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People are also 77% more likely to answer when they recognize the number."}],"markDefs":[{"_key":"b9e05d568d32","_type":"link","href":"https://www.hiya.com/newsroom/press-releases/phone-fraud-and-spam-reached-all-time-high-costing-scammed-consumers-nearly-2-300-on-average-in-2023"},{"_key":"0ebc03b24718","_type":"link","href":"https://www.hiya.com/newsroom/press-releases/phone-fraud-and-spam-reached-all-time-high-costing-scammed-consumers-nearly-2-300-on-average-in-2023"}],"style":"normal"},{"_key":"7c5ae3fc7891","_type":"block","children":[{"_key":"18e156707a00","_type":"span","marks":[],"text":"Local presence used to paper over this. Its returns are shrinking, though, as carriers and consumers flag unknown numbers more aggressively."}],"markDefs":[],"style":"normal"},{"_key":"673eda933756","_type":"block","children":[{"_key":"fc5b25f97c3f","_type":"span","marks":[],"text":"Then there's how reps spend the week. "},{"_key":"d787d885549e","_type":"span","marks":["321fcc9df60d"],"text":"Salesforce's State of Sales"},{"_key":"c12e00c27ba4","_type":"span","marks":[],"text":" pegs selling time at about 28% to 30% of the week. HubSpot data puts active selling near two hours a day."}],"markDefs":[{"_key":"321fcc9df60d","_type":"link","href":"https://www.salesforce.com/sales/state-of-sales/"}],"style":"normal"},{"_key":"7262b0e20969","_type":"block","children":[{"_key":"c1b3e47b7566","_type":"span","marks":[],"text":"Treat that as an established baseline, not a fresh measurement. Either way, dialing faster through a bad list just burns more of an already-scarce hour."}],"markDefs":[],"style":"normal"},{"_key":"d9e59330d2a2","_type":"block","children":[{"_key":"174ca3dd4b19","_type":"span","marks":[],"text":"And the list itself is usually the weak link. 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The "},{"_key":"ff41cc19d2da","_type":"span","marks":["10b3d230279a"],"text":"same report"},{"_key":"87bf0f3550ba","_type":"span","marks":[],"text":" found that 37% lose revenue directly to poor data quality."}],"markDefs":[{"_key":"4edf2d8ba4cb","_type":"link","href":"https://www.validity.com/resource-center/the-state-of-crm-data-management-in-2025/"},{"_key":"10b3d230279a","_type":"link","href":"https://www.validity.com/resource-center/the-state-of-crm-data-management-in-2025/"}],"style":"normal"},{"_key":"02e671abafe8","_type":"block","children":[{"_key":"c83eb3233935","_type":"span","marks":[],"text":"A dialer inherits every one of those "},{"_key":"125cb68dcf0e","_type":"span","marks":["8e3094e8c6aa"],"text":"wrong numbers and stale titles"},{"_key":"05a6db1173b2","_type":"span","marks":[],"text":". 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"},{"_key":"3325f4c15181","_type":"span","marks":["827b3ab29863"],"text":"Chili Piper's 2025 benchmark"},{"_key":"bd7caa4af0ba","_type":"span","marks":[],"text":" found that instant self-scheduling booked 66.7% of meetings, versus 30% for standard follow-up."}],"markDefs":[{"_key":"827b3ab29863","_type":"link","href":"https://www.chilipiper.com/post/form-conversion-rate-benchmark-report"}],"style":"normal"},{"_key":"030acb480961","_type":"block","children":[{"_key":"968730ab90a4","_type":"span","marks":[],"text":"Speed on the phone matters, but only once you're calling the right person at the right moment. 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"},{"_key":"37f853ca9e4b","_type":"span","marks":["b0711f9a0b0f"],"text":"Person360"},{"_key":"a0b148e16d41","_type":"span","marks":[],"text":" resolves identity across anonymous and known activity, and Context360 turns that into a person-level view of each buyer."}],"markDefs":[{"_key":"b0711f9a0b0f","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"},{"_key":"3629f3c65b44","_type":"block","children":[{"_key":"1b054fb225cf","_type":"span","marks":[],"text":"RoomieAI surfaces the highest-priority signals and helps automate outreach. 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Here's a practical checklist."}],"markDefs":[],"style":"normal"},{"_key":"f532d1027f3b","_type":"block","children":[{"_key":"b8bdbbab6ef4","_type":"span","marks":["strong"],"text":"Signal-driven call lists:"},{"_key":"e5940339172c","_type":"span","marks":[],"text":" Does the queue update from live buying signals, or is it a static import that goes stale on day one?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"38612eeae62c","_type":"block","children":[{"_key":"9477186533f6","_type":"span","marks":["strong"],"text":"Identity and enrichment:"},{"_key":"45f8e070721b","_type":"span","marks":[],"text":" Look for person-level resolution and "},{"_key":"96693dac9ca1","_type":"span","marks":["d5135fcf36bd"],"text":"verified phone data"},{"_key":"1d8c0c6c4a52","_type":"span","marks":[],"text":", since accurate mobile numbers connect far faster than switchboard lines."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"d5135fcf36bd","_type":"link","href":"https://www.commonroom.io/product/enrichment/"}],"style":"normal"},{"_key":"c61292ac0794","_type":"block","children":[{"_key":"b7356e233ec6","_type":"span","marks":["strong"],"text":"Context on every call:"},{"_key":"8fcd93acce50","_type":"span","marks":[],"text":" Reps should see account, contact, and prior-conversation context before and during the call, without switching tools."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ba044ca70ca5","_type":"block","children":[{"_key":"5ce4fcdbacb1","_type":"span","marks":["strong"],"text":"Real dialing modes:"},{"_key":"741599a789a2","_type":"span","marks":[],"text":" Power, parallel, and staggered options matter when you genuinely need volume, so throughput and control both stay in reach."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"80be9e26aa26","_type":"block","children":[{"_key":"80e37fb41177","_type":"span","marks":["strong"],"text":"Native CRM and sales engagement platform (SEP) logging:"},{"_key":"b5ebc623dfa1","_type":"span","marks":[],"text":" Calls should auto-log to Salesforce, Outreach, and Salesloft, so no one rebuilds the record afterward."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ca3b48b3cc64","_type":"block","children":[{"_key":"75f15f02c95e","_type":"span","marks":["strong"],"text":"Compliance built in:"},{"_key":"d9d81973f12a","_type":"span","marks":[],"text":" Do-not-call handling, timezone-aware calling windows, and consent-aware controls should ship with the product, not bolt on later."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ef6997e227da","_type":"block","children":[{"_key":"b60803faf1c8","_type":"span","marks":[],"text":"A quick gut check helps here. If a vendor spends the whole demo on calls per hour and skips how the list gets built, watch out. You're looking at a faster way to work a bad list."}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-644636a2-f4c5-5e0c-94fd-8b5f2bbcff80","_id":"5878fb05-29fa-4116-a438-f2c151b429f0","publishedAt":"2026-09-24T18:24:33.872Z","_createdAt":"2026-09-24T18:24:54Z","_updatedAt":"2026-09-24T22:22:57Z","categories":[{"_id":"b0283bcf-1949-4988-ba0e-b43175d42846","title":"Revenue operations (PERSONA)","titlePublic":"RevOps","slug":{"current":"revops"},"status":"published"},{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e","title":"GTM teams 🛒 (PERSONA)","titlePublic":"Go-to-market","slug":{"current":"go-to-market"},"status":"hidden"},{"_id":"1da98b8c-b91d-4993-8966-702014334dfc","title":"Article","titlePublic":null,"slug":{"current":"article"},"status":"review"},{"_id":"973d1158-d9cf-46c9-8b1e-d997403fde9f","title":"Exclude from Lists / Resource Hub Only","titlePublic":null,"slug":{"current":"exclude"},"status":"review"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-61883c0bee85d5ce814220c76ab06416e16a3692-1536x864-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":864,"width":1536,"aspectRatio":1.7777777777777777}}},"layout":null,"alt":"Scattered, duplicate contact records being unified into one clean, verified profile"},"title":"How to Choose a Data Enrichment Company ","_rawExcerpt":[{"_key":"5e481aa85718","_type":"block","children":[{"_key":"0c8cc16e3753","_type":"span","marks":[],"text":"Choosing a data enrichment company in 2026 is no longer about buying more records — it’s about giving your CRM and AI systems trustworthy, deduplicated buyer data they can actually act on. This guide breaks down the eight criteria that matter most, from coverage and match rates to identity resolution and AI-readiness, so you can shortlist vendors that improve your stack instead of adding more cleanup work."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":13,"slug":{"current":"how-to-choose-a-data-enrichment-company"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"85154df51510","_type":"block","children":[{"_key":"ceeb3f2e44a2","_type":"span","marks":[],"text":"Open your CRM and count the damage. Duplicate contacts, titles from two jobs ago, missing phone numbers, accounts with no clear owner. Every rep works around it, and every AI tool you've bought quietly inherits it."}],"markDefs":[],"style":"normal"},{"_key":"364e436a8398","_type":"block","children":[{"_key":"cd80bdba081c","_type":"span","marks":[],"text":"Not long ago, how to choose a data enrichment company was a procurement checkbox: you picked a database, paid per record, and moved on. In 2026, it's a decision that shapes whether your AI workflows produce pipeline or produce confident nonsense."}],"markDefs":[],"style":"normal"},{"_key":"1e4c47d0f91a","_type":"block","children":[{"_key":"cb9c6f443fbb","_type":"span","marks":[],"text":"That shift is the reason this guide exists. Most comparison content ranks the same six databases and stops there."}],"markDefs":[],"style":"normal"},{"_key":"85b98bd113ae","_type":"block","children":[{"_key":"78cc319b581e","_type":"span","marks":[],"text":"You'll get something different: a framework for evaluating a data enrichment company on the things that actually change outcomes. You'll also get a plain look at how the market works and where it's heading."}],"markDefs":[],"style":"normal"},{"_key":"6c0fb6c88950","_type":"block","children":[{"_key":"a60f6ed9c41e","_type":"span","marks":[],"text":"If you own RevOps, sales ops, or GTM systems, you already feel the pressure. The stack keeps growing, signals live in silos, and teams layered AI on top of a messy process instead of cleaning it first. Enrichment sits underneath all of it."}],"markDefs":[],"style":"normal"},{"_key":"927456fee79c","_type":"block","children":[{"_key":"d94873b570fb","_type":"span","marks":[],"text":"That's the frame to hold onto as you read. Every criterion below ladders up to one question: will this vendor make your systems more trustworthy, or just add another feed you have to babysit? Keep that test in mind and the shortlist gets shorter fast."}],"markDefs":[],"style":"normal"},{"_key":"610913306ce4","_type":"block","children":[{"_key":"2a4b105bb9bd","_type":"span","marks":[],"text":"Key Takeaways"}],"markDefs":[],"style":"h2"},{"_key":"cb2744ed19c9","_type":"block","children":[{"_key":"e282148c6d03","_type":"span","marks":[],"text":"A data enrichment company fills, verifies, and updates the contact and account data in your CRM, but the best ones do more than append fields."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"343191e8faca","_type":"block","children":[{"_key":"828eb64351c5","_type":"span","marks":[],"text":"Most vendor roundups rank the same databases, but the real decision comes down to architecture, match rate, deduplication, and AI-readiness."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"915b4305847f","_type":"block","children":[{"_key":"641ccf1d8dfc","_type":"span","marks":[],"text":"Single-source enrichment typically matches 50-70% of a list, while waterfall enrichment across several providers commonly reaches 80-95%."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"02b3093ab4a0","_type":"block","children":[{"_key":"617d7515904d","_type":"span","marks":[],"text":"Duplicates and stale records quietly break AI workflows, so identity resolution matters as much as raw coverage."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ab844aa23e48","_type":"block","children":[{"_key":"6e69cc3532fa","_type":"span","marks":[],"text":"Evaluate every vendor on eight criteria that span coverage, accuracy, architecture, identity resolution, signal breadth, integrations, pricing model, and AI-readiness."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8d04f1c116fc","_type":"block","children":[{"_key":"f1a64743a670","_type":"span","marks":[],"text":"1. What a Data Enrichment Company Actually Does"}],"markDefs":[],"style":"h2"},{"_key":"9f67a91e8fa9","_type":"block","children":[{"_key":"330576a42d87","_type":"span","marks":[],"text":"Start with the plain definition. A data enrichment company "},{"_key":"212153f266e7","_type":"span","marks":["9d048b940856"],"text":"combines outside data with the records you already own"},{"_key":"e5f555111da0","_type":"span","marks":[],"text":". It fills missing fields, verifies contacts, and refreshes information that's gone stale, so your team works from a current picture instead of a guess."}],"markDefs":[{"_key":"9d048b940856","_type":"link","href":"https://www.commonroom.io/blog/data-enrichment/"}],"style":"normal"},{"_key":"972339aeff4e","_type":"block","children":[{"_key":"5cf75ca66cce","_type":"span","marks":[],"text":"In practice, that data falls into a few buckets. Contact-level data covers names, titles, emails, and phone numbers. Account-level data covers company size, industry, and location."}],"markDefs":[],"style":"normal"},{"_key":"3e42bc008b42","_type":"block","children":[{"_key":"f010c7083dc1","_type":"span","marks":[],"text":"Technographic and intent data show what a company runs and what it's researching right now."}],"markDefs":[],"style":"normal"},{"_key":"3d268cd1a999","_type":"block","children":[{"_key":"fefd59bfc63c","_type":"span","marks":[],"text":"The value isn't in any single field. It's in having enough of them, accurate and connected. That's what lets a rep or an AI agent act without second-guessing the record in front of them."}],"markDefs":[],"style":"normal"},{"_key":"bc5b5f53a64e","_type":"block","children":[{"_key":"6fc999426c06","_type":"span","marks":[],"text":"Why the constant upkeep? People change jobs, companies reorganize, and phone numbers get reassigned."}],"markDefs":[],"style":"normal"},{"_key":"ab056c234522","_type":"block","children":[{"_key":"ace6d7a52219","_type":"span","marks":[],"text":"The US job-separations rate ran about 3.3% a month across 2024 and 2025, according to the "},{"_key":"9b707b7237e4","_type":"span","marks":["9ad584b169f1"],"text":"Bureau of Labor Statistics"},{"_key":"e55ecb4c830a","_type":"span","marks":[],"text":". That churn is the structural driver of "},{"_key":"53c7fd757076","_type":"span","marks":["0dbfb584149d"],"text":"contact-data decay"},{"_key":"48b6b6555294","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"9ad584b169f1","_type":"link","href":"https://www.bls.gov/jlt/"},{"_key":"0dbfb584149d","_type":"link","href":"https://www.commonroom.io/blog/crm-data-decay/"}],"style":"normal"},{"_key":"5dd495dbd0ba","_type":"block","children":[{"_key":"05048ef62d7b","_type":"span","marks":[],"text":"You'll often see a sharper number attached to this problem. One widely cited benchmark from MarketingSherpa, "},{"_key":"2756c0ea9d04","_type":"span","marks":["35e7798bd2d0"],"text":"which HubSpot published"},{"_key":"6b0b13f85a6f","_type":"span","marks":[],"text":", pegs contact-data decay near 22.5% a year. Treat that as a benchmark, not settled fact, but the direction is real: data ages the moment you save it."}],"markDefs":[{"_key":"35e7798bd2d0","_type":"link","href":"https://www.hubspot.com/database-decay"}],"style":"normal"},{"_key":"f163470ad833","_type":"block","children":[{"_key":"23203dd70d11","_type":"span","marks":[],"text":"Here's the reframe most roundups miss. The strongest providers don't stop at completing fields."}],"markDefs":[],"style":"normal"},{"_key":"53237a56cdf5","_type":"block","children":[{"_key":"e76a9385ff59","_type":"span","marks":[],"text":"They resolve identities and unify buying signals into one profile of each person and account. Enrichment becomes a source of truth rather than another data dump."}],"markDefs":[],"style":"normal"},{"_key":"3d791c869c97","_type":"block","children":[{"_key":"0377200a8dcf","_type":"span","marks":[],"text":"It also helps to separate two terms people blur together. Data enrichment tools are the software you log into and configure. Data enrichment companies, or providers, are whose data you actually buy."}],"markDefs":[],"style":"normal"},{"_key":"86366ebaea6a","_type":"block","children":[{"_key":"7078ff99f2be","_type":"span","marks":[],"text":"Many searchers conflate them, and vendors are happy to let the confusion ride."}],"markDefs":[],"style":"normal"},{"_key":"ffd2d48436aa","_type":"block","children":[{"_key":"5b20a11ba313","_type":"span","marks":[],"text":"2. Why Data Enrichment Matters More in the AI Era"}],"markDefs":[],"style":"h2"},{"_key":"897fd62f4114","_type":"block","children":[{"_key":"c9a104616b00","_type":"span","marks":[],"text":"Bad data has always cost money, but the bill is bigger than most teams admit. Gartner estimated in 2020 that poor data quality costs the average organization "},{"_key":"184f8defe0bb","_type":"span","marks":["26473c325c61"],"text":"at least $12.9M a year"},{"_key":"4aedfa4ade3d","_type":"span","marks":[],"text":". That's the price of decisions made on records nobody trusts."}],"markDefs":[{"_key":"26473c325c61","_type":"link","href":"https://www.gartner.com/en/data-analytics/topics/data-quality"}],"style":"normal"},{"_key":"e12e439baf7b","_type":"block","children":[{"_key":"ff3dd02818dc","_type":"span","marks":[],"text":"The daily cost is quieter but just as real. Salesforce's 2024 State of Sales report found reps spend 70% of their time on nonselling tasks."}],"markDefs":[],"style":"normal"},{"_key":"ec3a8a215b80","_type":"block","children":[{"_key":"dcdd47d58276","_type":"span","marks":[],"text":"In the same research, only 35% of sales professionals completely trust their organization's data. When trust drops, reps rebuild lists by hand and forecasts turn into fiction."}],"markDefs":[],"style":"normal"},{"_key":"f442737ce534","_type":"block","children":[{"_key":"66177d9fa132","_type":"span","marks":[],"text":"Then AI arrived and raised the stakes. McKinsey's 2024 State of AI found "},{"_key":"fa12bd0193ba","_type":"span","marks":["b395067f8101"],"text":"65% of organizations regularly use generative AI"},{"_key":"da55078e7f46","_type":"span","marks":[],"text":" in at least one function, nearly double the prior year."}],"markDefs":[{"_key":"b395067f8101","_type":"link","href":"https://www.mckinsey.com/capabilities/quantumblack/our-insights/the-state-of-ai-2024"}],"style":"normal"},{"_key":"c2fcb9b1bbcc","_type":"block","children":[{"_key":"2e72a9f98d97","_type":"span","marks":[],"text":"The biggest jump came in marketing and sales. "},{"_key":"9fdcc5cc2668","_type":"span","marks":["15f2a822e89d"],"text":"ICONIQ's 2025 report"},{"_key":"2939a02a5231","_type":"span","marks":[],"text":" found roughly 70% of companies reported at least moderate AI adoption in GTM workflows."}],"markDefs":[{"_key":"15f2a822e89d","_type":"link","href":"https://www.iconiq.com/growth/reports/state-of-go-to-market-2025"}],"style":"normal"},{"_key":"82492e3bc5f5","_type":"block","children":[{"_key":"09530addafba","_type":"span","marks":[],"text":"For the "},{"_key":"1b5e3e29ec3e","_type":"span","marks":["8401cddc9f04"],"text":"teams that own these systems"},{"_key":"7e0718dd5553","_type":"span","marks":[],"text":", adoption is the easy part. The hard part is knowing whether the AI is actually working, and that answer depends on the data feeding it. You can't measure the impact of an agent when half its inputs are stale or duplicated."}],"markDefs":[{"_key":"8401cddc9f04","_type":"link","href":"https://www.commonroom.io/solutions/revops/"}],"style":"normal"},{"_key":"9169b242860b","_type":"block","children":[{"_key":"c463987e23f9","_type":"span","marks":[],"text":"Here's the catch that vendors skip. AI amplifies whatever you feed it, good or bad. Salesforce found 83% of sales teams using AI grew revenue in 2024, versus 66% of teams without it."}],"markDefs":[],"style":"normal"},{"_key":"f0d21c6e230f","_type":"block","children":[{"_key":"8e009131089c","_type":"span","marks":[],"text":"But scoring models, routing rules, and agents all inherit every duplicate and stale field beneath them."}],"markDefs":[],"style":"normal"},{"_key":"a0ac2c78ac1b","_type":"block","children":[{"_key":"89e98b6d7d6a","_type":"span","marks":[],"text":"This is where the AI conversation usually goes sideways. Teams debate models and prompts while the real constraint sits in the data layer. A world-class agent working a CRM full of duplicates will still email the wrong person at the wrong company."}],"markDefs":[],"style":"normal"},{"_key":"e39fd5c94ba4","_type":"block","children":[{"_key":"d5b276a66534","_type":"span","marks":[],"text":"So the phrase to keep in mind is simple: quality data in, effective AI out. An AI built on a partial view of the buyer isn't smart; it's confidently wrong."}],"markDefs":[],"style":"normal"},{"_key":"d691edbd8815","_type":"block","children":[{"_key":"08b6161b6e8a","_type":"span","marks":[],"text":"The winning teams aren't the ones with the flashiest models. They're the ones with better buyer intelligence underneath."}],"markDefs":[],"style":"normal"},{"_key":"97e6696b7160","_type":"block","children":[{"_key":"6cd1c4fd5269","_type":"span","marks":[],"text":"3. How to Choose a Data Enrichment Company: 8 Criteria That Actually Matter"}],"markDefs":[],"style":"h2"},{"_key":"b366c19db7af","_type":"block","children":[{"_key":"31d047fb8ff4","_type":"span","marks":[],"text":"Most comparison posts rank the same handful of databases and call it analysis. The better questions are structural, because two vendors with similar coverage can produce wildly different results in your CRM."}],"markDefs":[],"style":"normal"},{"_key":"4229c3324fc2","_type":"block","children":[{"_key":"b8e3bd14fccd","_type":"span","marks":[],"text":"Here's how to choose a data enrichment company without getting dazzled by a headline contact count. Score every vendor against these eight criteria before you sign anything."}],"markDefs":[],"style":"normal"},{"_key":"ac165eaa60f3","_type":"block","children":[{"_key":"be081bd747e2","_type":"span","marks":[],"text":"Treat these as a scorecard, not a wish list. Weight them by your motion and your stack, then insist on proof for the ones that matter most to you. A vendor that welcomes a test on your own data is telling you something; so is one that dodges it."}],"markDefs":[],"style":"normal"},{"_key":"04454bd0bdc1","_type":"block","children":[{"_key":"b77ec5470743","_type":"span","marks":[],"text":"Data Coverage and Breadth"}],"markDefs":[],"style":"h3"},{"_key":"da729741c647","_type":"block","children":[{"_key":"71a81b7905b9","_type":"span","marks":[],"text":"Ask what a provider actually covers: contacts, accounts, technographics, and intent, across the regions you sell into. In our experience, coverage is uneven by region, so a vendor that's strong in North America can thin out fast across DACH or Japan. Map its coverage to your ICP — if you sell into APAC mid-market, test it there — not to its headline contact count."}],"markDefs":[],"style":"normal"},{"_key":"8dcd63b52cfd","_type":"block","children":[{"_key":"45a37fbabd12","_type":"span","marks":[],"text":"Accuracy and Verification"}],"markDefs":[],"style":"h3"},{"_key":"0d7e1b365f37","_type":"block","children":[{"_key":"2d0b7c60a4cf","_type":"span","marks":[],"text":"In our experience, every vendor claims high accuracy. Ask one to verify job titles and direct dials for your DACH target accounts on the spot, though, and almost none can. Ask how records get verified, how often they're refreshed, and where the underlying data comes from."}],"markDefs":[],"style":"normal"},{"_key":"2adf0bc57cbe","_type":"block","children":[{"_key":"35f641cd05b6","_type":"span","marks":[],"text":"Treat unverifiable \"95%+ accurate\" claims with skepticism. 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"},{"_key":"76021e77e26d","_type":"span","marks":["636980f5164a"],"text":"Practitioner benchmarks from Ascentrik Research"},{"_key":"0d0b2cf5bd5e","_type":"span","marks":[],"text":" show single-source matching about 50-70% of a list, while waterfall across three or four providers commonly reaches 80-95%."}],"markDefs":[{"_key":"839d1a5f3801","_type":"link","href":"https://www.commonroom.io/product/enrichment/"},{"_key":"636980f5164a","_type":"link","href":"https://www.ascentrik.com/blog/critically-evaluating-waterfall-enrichment-models-in-data-research/"}],"style":"normal"},{"_key":"a5562156c006","_type":"block","children":[{"_key":"19b50935a84f","_type":"span","marks":[],"text":"Identity Resolution and Deduplication"}],"markDefs":[],"style":"h3"},{"_key":"baed2dec2854","_type":"block","children":[{"_key":"0fd75dd94d8f","_type":"span","marks":[],"text":"This is the criterion most roundups skip entirely, and it's the one that quietly decides everything. Enrichment that appends data without resolving identity just creates more duplicates, which makes your CRM worse. Strong providers merge personal and work emails, "},{"_key":"84d821d7442e","_type":"span","marks":["d78f0b10e2f3"],"text":"catch people who've changed jobs"},{"_key":"5be652edfc85","_type":"span","marks":[],"text":", and collapse duplicate records into one clean profile."}],"markDefs":[{"_key":"d78f0b10e2f3","_type":"link","href":"https://www.commonroom.io/blog/job-change-tracking/"}],"style":"normal"},{"_key":"5986c815b926","_type":"block","children":[{"_key":"066d8247ac4b","_type":"span","marks":[],"text":"Signal Breadth (Beyond Static Fields)"}],"markDefs":[],"style":"h3"},{"_key":"d85389f1639d","_type":"block","children":[{"_key":"058404923b28","_type":"span","marks":[],"text":"Static firmographics tell you who someone is, not whether they're in-market. Look for enrichment that connects signals, for example, website visits, job changes, product usage, community activity, and G2 research, to the right person. Fields tell you who to call; signals tell you when, and that timing is where pipeline hides."}],"markDefs":[],"style":"normal"},{"_key":"41a66d0f2786","_type":"block","children":[{"_key":"56d692e5abad","_type":"span","marks":[],"text":"Integrations and Workflow Fit"}],"markDefs":[],"style":"h3"},{"_key":"eb66d205d745","_type":"block","children":[{"_key":"3378b103e347","_type":"span","marks":[],"text":"Enrichment only helps if it lands cleanly in the systems your team lives in. Confirm native support for Salesforce, HubSpot, Slack, and your warehouse, then ask the harder question: does it write back without spawning duplicates? A provider that dumps unmatched records into your CRM is creating tomorrow's cleanup project."}],"markDefs":[],"style":"normal"},{"_key":"c8606df8690e","_type":"block","children":[{"_key":"f11ffbc2c0af","_type":"span","marks":[],"text":"Pricing Model"}],"markDefs":[],"style":"h3"},{"_key":"8fc947a197a2","_type":"block","children":[{"_key":"fd9a05caa8dd","_type":"span","marks":[],"text":"In our experience, pricing shapes behavior more than most buyers expect. Per-record and per-credit models punish scale: every refresh and every new contact adds cost. That quietly pushes teams to enrich less than they should."}],"markDefs":[],"style":"normal"},{"_key":"2688f8879592","_type":"block","children":[{"_key":"1e8a06befe30","_type":"span","marks":[],"text":"Platform pricing removes that tax and lets you enrich everything, so coverage decisions stay strategic instead of budget-driven."}],"markDefs":[],"style":"normal"},{"_key":"be3149a82282","_type":"block","children":[{"_key":"903f147ffcfc","_type":"span","marks":[],"text":"AI-Readiness"}],"markDefs":[],"style":"h3"},{"_key":"fa4ca3e44ca6","_type":"block","children":[{"_key":"8e134bdee28d","_type":"span","marks":[],"text":"This is the newest criterion, and the one that separates 2026 vendors from 2020 ones. Ask whether the output is deduplicated, person-level, and structured so LLMs and agents can consume it directly."}],"markDefs":[],"style":"normal"},{"_key":"7262c69d8403","_type":"block","children":[{"_key":"bdfc485ab3f7","_type":"span","marks":[],"text":"If the answer is a pile of raw fields your team still has to clean and reconcile, it isn't AI-ready. That's true no matter what the sales deck says."}],"markDefs":[],"style":"normal"},{"_key":"6db52e50bc7e","_type":"block","children":[{"_key":"e46430603a09","_type":"span","marks":[],"text":"4. 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Vendors describe themselves in a dozen ways, but the market sorts into four broad types. Matching the type to your motion matters more than chasing a brand name, because each type solves a different slice of the problem."}],"markDefs":[],"style":"normal"},{"_key":"502da45a315f","_type":"block","children":[{"_key":"3a441ddc0168","_type":"span","marks":[],"text":"Contact and database providers: large, mostly static databases you query for contacts and firmographics"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"05a59ebe2c6c","_type":"block","children":[{"_key":"17a9a87f68a9","_type":"span","marks":[],"text":"Waterfall and aggregator platforms: services that route each lookup across many sources to lift match rates"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e8147a25475a","_type":"block","children":[{"_key":"754f289e218f","_type":"span","marks":[],"text":"CRM-native enrichment: enrichment that platforms like Salesforce and HubSpot build directly into their products"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"63b78b099e73","_type":"block","children":[{"_key":"824a2cc1a0e1","_type":"span","marks":[],"text":"Buyer-intelligence platforms: the emerging category that unifies enrichment, identity resolution, and signals into one profile"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"23ba9ad1220d","_type":"block","children":[{"_key":"969f3c9e6436","_type":"span","marks":[],"text":"The first three types have existed for years, and each has a fair use case. Database providers give you reach, aggregators give you match rate, and CRM-native options give you convenience. The fourth type is newer, and it exists because static fields stopped being enough once AI entered the workflow."}],"markDefs":[],"style":"normal"},{"_key":"b7316216abf7","_type":"block","children":[{"_key":"a30c841fbd4f","_type":"span","marks":[],"text":"One measure of momentum: "},{"_key":"612556337592","_type":"span","marks":["9f0ad13a0881"],"text":"Grand View Research"},{"_key":"18fafed64f32","_type":"span","marks":[],"text":" estimated in June 2024 the data enrichment solutions market will reach $4.58B by 2030, a 10.1% CAGR. That growth reflects demand for cleaner inputs, not just more records."}],"markDefs":[{"_key":"9f0ad13a0881","_type":"link","href":"https://www.grandviewresearch.com/press-release/global-data-enrichment-solutions-market"}],"style":"normal"},{"_key":"fa068688a90b","_type":"block","children":[{"_key":"8e78a6a07999","_type":"span","marks":[],"text":"Many teams end up combining types, and that's fine. The trap is buying three overlapping tools that each enrich in isolation and never reconcile with one another. When that happens, you don't get a fuller picture; you get three versions of the same contact and a new deduplication problem."}],"markDefs":[],"style":"normal"},{"_key":"2496cf2ae0ec","_type":"block","children":[{"_key":"219dc9d68fa0","_type":"span","marks":[],"text":"Your motion should guide the choice. Outbound teams lean on coverage and match rate, PLG teams need product and community signals unified with identity, and ABM teams need account-level depth. We think the category is moving toward buyer-intelligence platforms. Static fields alone no longer answer the only question that matters: who's ready to buy, and why?"}],"markDefs":[],"style":"normal"},{"_key":"3ad3e6d9526e","_type":"block","children":[{"_key":"0029c6c4d6d9","_type":"span","marks":[],"text":"5. How Common Room Approaches Data Enrichment"}],"markDefs":[],"style":"h2"},{"_key":"675b30fb5074","_type":"block","children":[{"_key":"f7c4803697f1","_type":"span","marks":[],"text":"Everything above maps to how we built our enrichment layer at Common Room by Zoom. The goal isn't more data; it's turning the signals you already have into one deduplicated, AI-ready profile of each person and account."}],"markDefs":[],"style":"normal"},{"_key":"c7c08d726c03","_type":"block","children":[{"_key":"2f11e9e4a698","_type":"span","marks":["c8aa5aece316"],"text":"person360"},{"_key":"724b7dc39939","_type":"span","marks":[],"text":" is Common Room's AI-powered waterfall enrichment and identity resolution engine. It unifies fragmented signals into one trustworthy, deduplicated profile of the right person and account, so your team acts on records it can rely on."}],"markDefs":[{"_key":"c8aa5aece316","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"},{"_key":"d3f871f8d74d","_type":"block","children":[{"_key":"1ed4b74ee777","_type":"span","marks":[],"text":"It runs waterfall enrichment across dozens of providers with no cost per enrichment. In head-to-head bakeoffs, that delivers 30-50% higher match rates than competitors, and its AI identity merging reduces duplicate records by up to 79%."}],"markDefs":[],"style":"normal"},{"_key":"9fde22a90db5","_type":"block","children":[{"_key":"3551f05674f5","_type":"span","marks":[],"text":"person360 also includes "},{"_key":"303acd72d8d8","_type":"span","marks":["b12339b0a81e"],"text":"prospector"},{"_key":"7a05551ee339","_type":"span","marks":[],"text":", which uses AI-powered prioritization to surface the right in-market contacts. It helps you identify and prioritize the right buying committee members from the signals you already have."}],"markDefs":[{"_key":"b12339b0a81e","_type":"link","href":"https://www.commonroom.io/docs/using-common-room/prospector/"}],"style":"normal"},{"_key":"8e020ca9346e","_type":"block","children":[{"_key":"6c4c3c288e9a","_type":"span","marks":["f0e5246b8fc5"],"text":"Lead and account scoring"},{"_key":"d9d7dc434019","_type":"span","marks":[],"text":" combine hundreds of signals into a transparent, adjustable score. A Chrome extension lets reps enrich and act from Salesforce, HubSpot, or LinkedIn without tab-hopping."}],"markDefs":[{"_key":"f0e5246b8fc5","_type":"link","href":"https://www.commonroom.io/blog/how-to-build-a-lead-scoring-model-that-actually-works/"}],"style":"normal"},{"_key":"4b1d3c1ed199","_type":"block","children":[{"_key":"588c5a26b900","_type":"span","marks":[],"text":"Enrichment on day one only matters if the data stays true on day 90. That's the job of "},{"_key":"fb341e52ddf2","_type":"span","marks":["02577bb046ea"],"text":"dataagent"},{"_key":"f387d0acc8ec","_type":"span","marks":[],"text":". It continuously monitors your CRM to surface what's true now, correcting outdated and duplicate records while preserving activity, relationships, and account context."}],"markDefs":[{"_key":"02577bb046ea","_type":"link","href":"https://www.commonroom.io/blog/dataagent/"}],"style":"normal"},{"_key":"a99fc010013a","_type":"block","children":[{"_key":"6f2816587353","_type":"span","marks":[],"text":"That keeps GTM systems accurate and AI-ready over time, not just on import day."}],"markDefs":[],"style":"normal"},{"_key":"b43e0fad8142","_type":"block","children":[{"_key":"2ee9a713b79f","_type":"span","marks":[],"text":"For the person who owns GTM systems, that combination matters. You get one enrichment and identity layer to govern instead of a patchwork of contracts, credits, and cleanup jobs. Scoring is transparent and adjustable, so you can explain why a lead ranks the way it does and tune it as the motion changes."}],"markDefs":[],"style":"normal"},{"_key":"ee217bea3bb7","_type":"block","children":[{"_key":"36e9b0eb8ff1","_type":"span","marks":[],"text":"All of it runs on native, fully managed integrations across 50+ channels, including Salesforce, HubSpot, Slack, Snowflake, Segment, GitHub, G2, and Bombora. It's the same approach that Atlassian, Anthropic, Autodesk, Notion, Okta, and Snowflake trust to keep their buyer intelligence clean."}],"markDefs":[],"style":"normal"},{"_key":"5e0f08a89d58","_type":"block","children":[{"_key":"8d9420b0563f","_type":"span","marks":[],"text":"As part of Common Room by Zoom, that trusted, person-level buyer intelligence is the identity and enrichment layer of a revenue operating system. It pairs with Zoom's native action layer for calling, sequencing, coaching, and forecasting, so your team turns clean intelligence into coordinated action. Every call, sequence outcome, coached conversation, and closed deal writes back to the shared context layer, so targeting, coaching, and forecasting improve over time. You also carry less vendor overhead, because there's no patchwork of enrichment feeds to reconcile."}],"markDefs":[],"style":"normal"},{"_key":"43ac3493554e","_type":"block","children":[{"_key":"20e35941f7d9","_type":"span","marks":[],"text":"That's the whole thesis in practice. Enrichment isn't appending fields; it's unifying every buying signal into one profile your team and your AI can both rely on."}],"markDefs":[],"style":"normal"},{"_key":"f685f4f2afd4","_type":"block","children":[{"_key":"25c72cf5f726","_type":"span","marks":[],"text":"Want to see it on your own data? "},{"_key":"5d6c8badb2ee","_type":"span","marks":["d9b241afbf2a"],"text":"Request a demo"},{"_key":"25209f811a5f","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"d9b241afbf2a","_type":"link","href":"https://commonroom.io/demo/"}],"style":"normal"},{"_key":"c64cf356eea4","_type":"block","children":[{"_key":"2c67bf73096e","_type":"span","marks":[],"text":"6. Frequently Asked Questions"}],"markDefs":[],"style":"h2"},{"_key":"46dee1e9f9d3","_type":"block","children":[{"_key":"4de520fd72b7","_type":"span","marks":["strong"],"text":"What are the top data enrichment companies?"},{"_key":"75d2f28a1106","_type":"span","marks":[],"text":"\nThe market splits into database providers, waterfall platforms, CRM-native tools, and buyer-intelligence platforms. Choose by architecture and fit for your motion, not by brand name."}],"markDefs":[],"style":"normal"},{"_key":"9f1ab15e24ce","_type":"block","children":[{"_key":"113c9720d945","_type":"span","marks":["strong"],"text":"How much does data enrichment cost?"},{"_key":"a9fc4557ba9a","_type":"span","marks":[],"text":"\nPricing usually follows a per-record or per-credit model, or a flat platform model. Per enrichment pricing gets expensive fast at scale, because every refresh and new contact adds cost."}],"markDefs":[],"style":"normal"},{"_key":"644da87c3722","_type":"block","children":[{"_key":"939d37c80414","_type":"span","marks":["strong"],"text":"What are data enrichment services?"},{"_key":"c56c603ced32","_type":"span","marks":[],"text":"\nData enrichment services combine external data with your records to fill gaps, verify contacts, and refresh stale information. The best ones also resolve identity and unify buying signals."}],"markDefs":[],"style":"normal"},{"_key":"8eeabbe82c63","_type":"block","children":[{"_key":"57d6f8f9f0d0","_type":"span","marks":["strong"],"text":"What is waterfall data enrichment?"},{"_key":"7b36c9489251","_type":"span","marks":[],"text":"\nWaterfall data enrichment queries multiple providers in sequence to maximize match rate. "},{"_key":"079868c414f5","_type":"span","marks":["773744c5ec32"],"text":"Practitioner benchmarks from Ascentrik Research"},{"_key":"a9fe1230fe0d","_type":"span","marks":[],"text":" put it near 80-95%, versus 50-70% for single-source enrichment."}],"markDefs":[{"_key":"773744c5ec32","_type":"link","href":"https://www.ascentrik.com/blog/critically-evaluating-waterfall-enrichment-models-in-data-research/"}],"style":"normal"},{"_key":"e44d58934cfc","_type":"block","children":[{"_key":"9589e87baca4","_type":"span","marks":["strong"],"text":"Is data enrichment worth it for AI and GTM workflows?"},{"_key":"69fbfac8ee73","_type":"span","marks":[],"text":"\nYes, because AI amplifies whatever data quality it inherits. Deduplicated, AI-ready enrichment is a prerequisite for scoring, agents, and any trustworthy AI output."}],"markDefs":[],"style":"normal"},{"_key":"a2e3698e8ae1","_type":"block","children":[{"_key":"94f2bdac780a","_type":"span","marks":[],"text":"If you remember one thing about how to choose a data enrichment company, make it this: match coverage to your ICP, not to the pitch."}],"markDefs":[],"style":"normal"},{"_key":"8f3b8dc2ffeb","_type":"block","children":[{"_key":"ef932b17942b","_type":"span","marks":[],"text":"The right data enrichment company won't just hand you more records. It will give your team and your AI a single, current view of every buyer. And it will keep that view honest as people change jobs and companies change shape."}],"markDefs":[],"style":"normal"},{"_key":"5235dc869ee6","_type":"block","children":[{"_key":"c35112137cd3","_type":"span","marks":[],"text":"Bad data doesn't announce itself. It shows up as a missed forecast, a duplicate outreach, or an AI agent that confidently works the wrong account."}],"markDefs":[],"style":"normal"},{"_key":"8ba89e80b90f","_type":"block","children":[{"_key":"f6da084bee50","_type":"span","marks":[],"text":"The right data enrichment company turns that risk into a foundation you can build on. See how we do it on your own data: "},{"_key":"d75faac97321","_type":"span","marks":["9d767043bf8a"],"text":"Request a demo"},{"_key":"866b85020321","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"9d767043bf8a","_type":"link","href":"https://commonroom.io/demo/"}],"style":"normal"}]}},{"node":{"_type":"post","id":"-d01ea683-7e78-5f8d-98d9-9f7e4d477732","_id":"52defb9b-20a8-418d-a827-492b5e0ef73c","publishedAt":"2026-09-24T18:24:33.817Z","_createdAt":"2026-09-24T18:24:46Z","_updatedAt":"2026-09-25T15:14:53Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"},{"_id":"086bd107-8028-4911-8060-ba5a88f93d5a","title":"Product news","titlePublic":null,"slug":{"current":"product"},"status":"published"},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","title":"Signal-based selling","titlePublic":null,"slug":{"current":"signal-based-selling"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-b37eb0ab42b1bb213012925d4c95adc622e8fb8a-1536x864-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":864,"width":1536,"aspectRatio":1.7777777777777777}}},"layout":null,"alt":"Flat illustration of a seafoam-green forecast bar chart with one bar dipping down, a magnifying glass inspecting the slipped bar, and a speech-bubble badge representing a buyer conversation"},"title":"Your Forecast Said Commit. Your Buyer Said Otherwise.","_rawExcerpt":[{"_key":"3cf19e4d3935","_type":"block","children":[{"_key":"ef8f4873a0d0","_type":"span","marks":[],"text":"Most sales forecasts fail because they rely on rep memory and stale CRM data instead of what buyers actually said. This piece shows how evidence from calls can reveal why deals slip, turn patterns into coaching and playbooks, and make every forecast smarter over time."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":7,"slug":{"current":"your-forecast-said-commit-your-buyer-said-otherwise"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"9da74626ff0f","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-b997acf4133cbe93ac0bbdee29ac0714d3096b7b-800x800-jpg"}},"name":"Tasha Reasor","title":"CMO"}}],"companies":[],"_rawBody":[{"_key":"d8b1fbc2bc76","_type":"block","children":[{"_key":"604747b17621","_type":"span","marks":[],"text":"You're a rep. You had a deal in commitment, and it slipped. Now it's the weekly sales forecast call, and your manager wants to know why your number went down."}],"markDefs":[],"style":"normal"},{"_key":"8b00cc7a8bf3","_type":"block","children":[{"_key":"dd76fc6eab2e","_type":"span","marks":[],"text":"You have an answer, because reps always have an answer. The last call went fine. Budget was the only open item, and budget got pushed. It's a timing issue. You didn't lose it. It was pushed. Next quarter."}],"markDefs":[],"style":"normal"},{"_key":"03544850bd48","_type":"block","children":[{"_key":"6b20fabbaf6a","_type":"span","marks":[],"text":"Reasonable story. Wrong story. The real answer sat in a transcript from two calls earlier, where the buyer had what you thought was a small pricing objection."}],"markDefs":[],"style":"normal"},{"_key":"bd1b4c10b02b","_type":"block","children":[{"_key":"87578ff7bfe7","_type":"span","marks":[],"text":"But nobody rereads transcripts before a sales forecast. You're working from what you remember, and what you remember skips the part that mattered."}],"markDefs":[],"style":"normal"},{"_key":"2a856c4cf179","_type":"block","children":[{"_key":"f28587659f96","_type":"span","marks":[],"text":"That's one rep and one deal. The bigger problem is that it's happening across the whole team at once: different reps, different deals, different weeks, all in silos."}],"markDefs":[],"style":"normal"},{"_key":"47185e4c8ec3","_type":"block","children":[{"_key":"1e4e3fe411f9","_type":"span","marks":[],"text":"Deals push. Commits adjust. Every adjustment comes with a reasonable story built on recency bias instead of evidence."}],"markDefs":[],"style":"normal"},{"_key":"831d1cf3fa22","_type":"block","children":[{"_key":"6fdc708cbecd","_type":"span","marks":[],"text":"Nobody connects them until the QBR, when someone lines the quarters up side by side and notices three deals stalled on the same objection. By then the quarter is already spoken for."}],"markDefs":[],"style":"normal"},{"_key":"f5dcbb7dee4b","_type":"block","children":[{"_key":"cb685a12e65a","_type":"span","marks":[],"text":"So why wait until the QBR to pattern match?"}],"markDefs":[],"style":"normal"},{"_key":"f9ab15bebd9e","_type":"block","children":[{"_key":"82cd2e548ab9","_type":"span","marks":[],"text":"In Part 1 of this series, "},{"_key":"5aa2f8209b86","_type":"span","marks":["d74ab0460908"],"text":"I made the case that you can't act on a buyer you don't know"},{"_key":"ed05a81ff9e3","_type":"span","marks":[],"text":". In Part 2, our SDR Manager, Clare McDonagh-Poh, "},{"_key":"d9e65b87cb20","_type":"span","marks":["c550b10fab0d"],"text":"showed what it looks like to act on that signal instead of just sending volume at it"},{"_key":"e109bf54295a","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"d74ab0460908","_type":"link","href":"https://www.commonroom.io/blog/know-the-buyer/"},{"_key":"c550b10fab0d","_type":"link","href":"https://www.commonroom.io/blog/ai-sdr/"}],"style":"normal"},{"_key":"fffd26bddae4","_type":"block","children":[{"_key":"683d32ede47a","_type":"span","marks":[],"text":"This is the last piece, and it's the one most teams skip, because it looks like teams already answer the question. Every forecast call asks what's changed. The problem isn't the question."}],"markDefs":[],"style":"normal"},{"_key":"ac75a7a7766e","_type":"block","children":[{"_key":"18ab49adb688","_type":"span","marks":[],"text":"The answer comes from a rep's memory instead of the deal itself, and the pattern only shows up once a quarter, after it's already cost you."}],"markDefs":[],"style":"normal"},{"_key":"e7251a297a5e","_type":"block","children":[{"_key":"5d536d47ec31","_type":"span","marks":[],"text":"That's learn. Did they respond? Did the deal move? Did we win? 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Reps self-report where a deal stands. Managers negotiate the commit up or down based on gut feel and quota pressure."}],"markDefs":[],"style":"normal"},{"_key":"d08b41d19464","_type":"block","children":[{"_key":"95b6214e84cc","_type":"span","marks":[],"text":"By the time the number reaches the CRO, it's already stale, filtered through however many people touched it on the way up."}],"markDefs":[],"style":"normal"},{"_key":"62b6159ef0d6","_type":"block","children":[{"_key":"ee3861949bc4","_type":"span","marks":[],"text":"Gartner puts a figure on it: "},{"_key":"491cae8aa4fc","_type":"span","marks":["a717a6a2bd32"],"text":"only 45% of sales leaders and sellers have high confidence in their organization's forecasting accuracy"},{"_key":"971902ddf707","_type":"span","marks":[],"text":", according to its 2020 State of Sales Operations Survey. That gap traces back to the same root cause we named in Part 1: CRM data nobody trusts enough to build a sales forecast on. In the "},{"_key":"2e936e90d800","_type":"span","marks":["b004ee0f5a27"],"text":"same Gartner survey"},{"_key":"782da18d453d","_type":"span","marks":[],"text":", only 47% of respondents believe their organization has high-quality data."}],"markDefs":[{"_key":"a717a6a2bd32","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2020-02-12-gartner-says-less-than-50--of-sales-leaders-and-selle"},{"_key":"b004ee0f5a27","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2020-02-12-gartner-says-less-than-50--of-sales-leaders-and-selle"}],"style":"normal"},{"_key":"e67f284950b8","_type":"block","children":[{"_key":"8d95d3c7e351","_type":"span","marks":[],"text":"That matters more now than it used to. Gartner "},{"_key":"092303e0c99d","_type":"span","marks":["007fdf639e6c"],"text":"predicts more than 40% of agentic AI projects will be canceled by the end of 2027"},{"_key":"ada47801f3ce","_type":"span","marks":[],"text":", due to escalating costs, unclear business value, or inadequate risk controls. It's a dynamic that hits CRM and forecast deployments just as hard."}],"markDefs":[{"_key":"007fdf639e6c","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2025-06-25-gartner-predicts-over-40-percent-of-agentic-ai-projects-will-be-canceled-by-end-of-2027"}],"style":"normal"},{"_key":"d8e41f8b2b93","_type":"block","children":[{"_key":"d926d9436593","_type":"span","marks":[],"text":"Fractional RevOps leader Jacki Leahy put words to why: "},{"_key":"b19fca95ba27","_type":"span","marks":["81714e6f6f05"],"text":"AI does not pause to double-check."},{"_key":"60881524b5a6","_type":"span","marks":[],"text":" It executes on the data it has, so wrong records become wrong actions at machine speed."}],"markDefs":[{"_key":"81714e6f6f05","_type":"link","href":"https://www.commonroom.io/blog/gtm-heroes-spotlight-jacki-leahy/"}],"style":"normal"},{"_key":"0bee2a89c3cc","_type":"block","children":[{"_key":"d0e1b9aa3bc0","_type":"span","marks":[],"text":"A sales forecast built on stale self-reporting was always a guess. Handing that same guess to an agent doesn't make it less wrong, it just makes the wrong answer arrive faster."}],"markDefs":[],"style":"normal"},{"_key":"c05dec59e0e2","_type":"block","children":[{"_key":"9166a2295cab","_type":"span","marks":["bea28438f8bc"],"text":"Forecast"},{"_key":"20ccf4dd9a19","_type":"span","marks":[],"text":" is built to answer three questions, in order: are we going to hit the number, if not why, and what do we do about it. Most tools stop at the first one."}],"markDefs":[{"_key":"bea28438f8bc","_type":"link","href":"https://www.commonroom.io/product/forecast/"}],"style":"normal"},{"_key":"44b7b9025581","_type":"block","children":[{"_key":"a6a6a173b7cf","_type":"span","marks":[],"text":"A rollup tells you whether you're on plan. It doesn't tell you why, and it definitely doesn't tell you what to do next."}],"markDefs":[],"style":"normal"},{"_key":"8a76ebe5590f","_type":"block","children":[{"_key":"84e06ef5c81a","_type":"span","marks":[],"text":"Here's what that looks like on the deal from the opening. A leader starts at the gap between pipeline and goal, sees the team is short, and drills into the rollup by rep."}],"markDefs":[],"style":"normal"},{"_key":"803c540f8ac5","_type":"block","children":[{"_key":"b64d0feccfb0","_type":"span","marks":[],"text":"One name stands out. They drill again, into that rep's deals, and land on the exact opportunity that slipped."}],"markDefs":[],"style":"normal"},{"_key":"9e7b6e3b662f","_type":"block","children":[{"_key":"8097b95d1f7f","_type":"span","marks":[],"text":"From there, they don't have to ping the rep and wait. They can see the call transcripts, the sentiment, and the moment price came up and the conversation cooled, right there, before anyone gets paged."}],"markDefs":[],"style":"normal"},{"_key":"86b42dccdf89","_type":"block","children":[{"_key":"593e086eaa4b","_type":"span","marks":[],"text":"Your forecast said commit. Your buyer said otherwise. Now the answer to \"what changed\" comes from the deal, not from someone's memory of it."}],"markDefs":[],"style":"normal"},{"_key":"939115f3ebef","_type":"block","children":[{"_key":"8d05c4505f18","_type":"span","marks":[],"text":"The sales forecast grades itself, too. Accuracy tracks what each person called against what actually closed, so \"high confidence\" stops being a phrase and starts being a track record. Pacing shows whether \"we'll make it\" has real coverage behind it or just optimism with a deadline attached."}],"markDefs":[],"style":"normal"},{"_key":"f7bdf40b761b","_type":"block","children":[{"_key":"5fb52222399e","_type":"span","marks":[],"text":"None of this requires RevOps to build a new report every quarter. RevOps configures boards, metrics, and cadence once, no engineering ticket required."}],"markDefs":[],"style":"normal"},{"_key":"8437d3510100","_type":"block","children":[{"_key":"4552bbc2a23a","_type":"span","marks":[],"text":"And when a leader edits a commitment or a deal field from inside that view, it writes back to the CRM. The forecast and the system of record stop disagreeing about whose number is right."}],"markDefs":[],"style":"normal"},{"_key":"a28faeb2a881","_type":"block","children":[{"_key":"db68453e9943","_type":"span","marks":[],"text":"When leaders aren't spending Tuesday reconciling three systems into one spreadsheet, that time goes somewhere better: coaching the team and closing the gap."}],"markDefs":[],"style":"normal"},{"_key":"6c506a0e5b66","_type":"block","children":[{"_key":"aefe1dc13fb6","_type":"span","marks":[],"text":"Turning One Rep's Answer Into Everyone's Playbook"}],"markDefs":[],"style":"h2"},{"_key":"5f6a74995320","_type":"block","children":[{"_key":"e7ee7f5b3e03","_type":"span","marks":[],"text":"You don't have to wait for the QBR."}],"markDefs":[],"style":"normal"},{"_key":"2210f916a42e","_type":"block","children":[{"_key":"3c397424e1a2","_type":"span","marks":[],"text":"The scorecard from that call flagged it automatically: the rep didn't handle the price objection well. 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A team might own a strong post-call analyzer and still send reps into calls unprepared."}],"markDefs":[],"style":"normal"},{"_key":"7fe8432a1162","_type":"block","children":[{"_key":"eb80359fdbb4","_type":"span","marks":[],"text":"The simplest way to map the category is by when the coaching lands: before, during, or after the call. Each type solves a different problem and has a clear best fit. Here's how they compare."}],"markDefs":[],"style":"normal"},{"_key":"2a31a9df789e","_type":"block","children":[{"_key":"fd8226074ea8","_type":"span","marks":[],"text":"Pre-Call: AI roleplay and practice"}],"markDefs":[],"style":"h3"},{"_key":"b7453d3a0aca","_type":"block","children":[{"_key":"b62676ef126c","_type":"span","marks":[],"text":"Pre-call tools let reps rehearse against AI buyer personas. A rep can run a cold call, a discovery conversation, or an objection drill without burning a real lead. 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Anything that gets a rep practicing before their first real call pays back quickly."}],"markDefs":[],"style":"normal"},{"_key":"78ab2a3ca7fd","_type":"block","children":[{"_key":"96bdc1b1a48a","_type":"span","marks":[],"text":"In-Call: real-time coaching"}],"markDefs":[],"style":"h3"},{"_key":"8baea01e979d","_type":"block","children":[{"_key":"8913dc9a5714","_type":"span","marks":[],"text":"Real-time coaching works while the conversation is still live. It surfaces objection cues, relevant talk tracks, and next-best actions in the moment. A rep can adjust before the call ends, not after."}],"markDefs":[],"style":"normal"},{"_key":"2f6a302090be","_type":"block","children":[{"_key":"8f8025ba75bf","_type":"span","marks":[],"text":"This is the only type that can change a call's outcome as it happens. When a buyer goes quiet on price or names a competitor, the rep gets a prompt instead of a regret. Done well, it helps newer reps sound like your top performers on day one."}],"markDefs":[],"style":"normal"},{"_key":"734b25426145","_type":"block","children":[{"_key":"0ddfa10584fa","_type":"span","marks":[],"text":"Common Room's "},{"_key":"57865d3b951e","_type":"span","marks":["ce0113911fa1"],"text":"coach"},{"_key":"2b9bdd9187c0","_type":"span","marks":[],"text":" works in this moment, surfacing next-best actions and playbook cues live during conversations. The catch is the same across every real-time tool. What separates useful live guidance from noise is whether it actually knows the buyer on the other end."}],"markDefs":[{"_key":"ce0113911fa1","_type":"link","href":"https://www.commonroom.io/product/coach/"}],"style":"normal"},{"_key":"a3e6e294a43d","_type":"block","children":[{"_key":"c7c8c24d8ed9","_type":"span","marks":[],"text":"Post-Call: conversation intelligence"}],"markDefs":[],"style":"h3"},{"_key":"ffdf73bc6227","_type":"block","children":[{"_key":"7a02e1ec13b5","_type":"span","marks":[],"text":"Post-call conversation intelligence records, transcribes, and scores calls against a methodology like MEDDIC, BANT, or SPICED. It tracks talk-to-listen ratios, flags coachable moments, and surfaces team-wide trends. That feeds both manager coaching and the forecast."}],"markDefs":[],"style":"normal"},{"_key":"a7c6e34deb91","_type":"block","children":[{"_key":"70cdc5014554","_type":"span","marks":[],"text":"This type gives you the deepest analysis but the slowest feedback loop, because the call is already over. It's strong for spotting patterns across dozens of conversations. It's weak for saving the single deal in front of you."}],"markDefs":[],"style":"normal"},{"_key":"ad5b9642958b","_type":"block","children":[{"_key":"8fc97d6338fc","_type":"span","marks":[],"text":"Watch for one trap. A \"coaching\" tab bolted onto a recorder can tell a rep what they did wrong without showing them how to do it right. That's analysis, not coaching, and reps figure out the difference fast."}],"markDefs":[],"style":"normal"},{"_key":"ae8450f977b2","_type":"block","children":[{"_key":"5e9085637006","_type":"span","marks":[],"text":"What AI Sales Coaching Actually Changes"}],"markDefs":[],"style":"h2"},{"_key":"f6e9b5c43866","_type":"block","children":[{"_key":"41a52dfdcfb9","_type":"span","marks":[],"text":"The practical wins are consistency and scale. The tool coaches every rep on every call, and messaging stays consistent across the team. Managers add coverage without adding hours of review, and ramp speeds up because feedback no longer depends on who happened to listen."}],"markDefs":[],"style":"normal"},{"_key":"cdc5e1005491","_type":"block","children":[{"_key":"e306e278d42b","_type":"span","marks":[],"text":"The measurable results deserve care, because vendor math tends to overstate them. Here's what holds up."}],"markDefs":[],"style":"normal"},{"_key":"2117f8e5f783","_type":"block","children":[{"_key":"54a1408f9da9","_type":"span","marks":[],"text":"Sellers who effectively partner with AI are 3.7x more likely to meet quota, according to "},{"_key":"1603dc8bd9be","_type":"span","marks":["330e170e31c8"],"text":"Gartner's 2024 survey"},{"_key":"9d1806cc0e3a","_type":"span","marks":[],"text":". The operative phrase is \"effectively partner.\" The lift comes from skilled use, not from switching a tool on and walking away."}],"markDefs":[{"_key":"330e170e31c8","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2024-09-16-gartner-sales-survey-reveals-sellers-who-partner-with-ai-re-three-point-seven-times-more-likely-to-meet-quota"}],"style":"normal"},{"_key":"626711476aba","_type":"block","children":[{"_key":"0e55c2ae8c39","_type":"span","marks":[],"text":"Reclaimed time is the quieter story. AI saves sellers about 4.8 hours per week, yet 72% of organizations fail to reinvest that time in high-value work, "},{"_key":"6934a3d9da87","_type":"span","marks":["6deb397bfbd3"],"text":"Gartner reported in 2026"},{"_key":"4eaeabad6243","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"6deb397bfbd3","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2026-05-19-gartner-survey-finds-ai-saves-sellers-nearly-five-hours-per-week-yet-seventy-two-percent-of-sales-organizations-fail-to-reinvest-time-in-high-value-activities"}],"style":"normal"},{"_key":"f3741cc0f353","_type":"block","children":[{"_key":"d8e2c962af5c","_type":"span","marks":[],"text":"Coaching pays off only when you "},{"_key":"1bb24ec9672d","_type":"span","marks":["c325f498f813"],"text":"push those hours back into selling"},{"_key":"305f42c15a09","_type":"span","marks":[],"text":" and skill-building, not into more admin. The tool creates the room. Your operating rhythm decides whether your team uses it."}],"markDefs":[{"_key":"c325f498f813","_type":"link","href":"https://www.commonroom.io/blog/sales-productivity-boost-team-output/"}],"style":"normal"},{"_key":"09b04e523b31","_type":"block","children":[{"_key":"93eb43f2849c","_type":"span","marks":[],"text":"Zoom out and the direction holds. "},{"_key":"74c4cb0e1558","_type":"span","marks":["add4a6d9acd4"],"text":"McKinsey's 2023 research"},{"_key":"0f3b965828d8","_type":"span","marks":[],"text":" ties AI in sales and marketing to a 3-15% revenue uplift and a 10-20% sales ROI uplift. That range covers AI broadly, not coaching alone."}],"markDefs":[{"_key":"add4a6d9acd4","_type":"link","href":"https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/ai-powered-marketing-and-sales-reach-new-heights-with-generative-ai"}],"style":"normal"},{"_key":"8d7e8e76100b","_type":"block","children":[{"_key":"e9f644d2779c","_type":"span","marks":[],"text":"And "},{"_key":"3709cc24e3f7","_type":"span","marks":["5cb5a1350a42"],"text":"CSO Insights research"},{"_key":"96ee19e7f6c2","_type":"span","marks":[],"text":" from around 2019 found that structured, dynamic coaching programs correlate with higher win rates. That pattern predates AI entirely."}],"markDefs":[{"_key":"5cb5a1350a42","_type":"link","href":"https://www.kornferry.com/insights/featured-topics/sales-transformation/ultimate-guide-to-sales-coaching"}],"style":"normal"},{"_key":"9c6211e8b8f4","_type":"block","children":[{"_key":"68d1d5a86dd6","_type":"span","marks":[],"text":"One thing this doesn't change is the manager's job. AI reads every call so a leader can spend coaching time on the moments that matter. It's "},{"_key":"93fd26c5be69","_type":"span","marks":["a9650e58dc18"],"text":"leverage, not a replacement"},{"_key":"62a6ac8a39ad","_type":"span","marks":[],"text":", and the same logic applies to reps: the goal is to compound good sellers, not swap them out."}],"markDefs":[{"_key":"a9650e58dc18","_type":"link","href":"https://www.commonroom.io/blog/ai-sales-reps-leverage-not-replacement/"}],"style":"normal"},{"_key":"03028cb9b157","_type":"block","children":[{"_key":"032c17be051d","_type":"span","marks":[],"text":"The Missing Layer: coaching grounded in buyer intelligence"}],"markDefs":[],"style":"h2"},{"_key":"image-fa2cb2bbe1024x768png","_type":"mainImage","alt":"Know, Act, Learn loop orbiting a central buyer-intelligence core: know the buyer, coach the call, learn from the outcome","asset":{"_id":"image-3f82fa1e50d4de5ee49220cfcadb07cfa2cb2bbe-1024x768-png","_type":"sanity.imageAsset","_rev":"FEAYqiLxg7DwRFaW53YYBL","_createdAt":"2026-09-24T18:24:46Z","_updatedAt":"2026-09-24T18:24:46Z","assetId":"3f82fa1e50d4de5ee49220cfcadb07cfa2cb2bbe","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"VJQJ=etR~qxuDitRaykCj[i{_3ay8{ju%g%2oLWBWBg2","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.3333333333333333,"height":768,"width":1024},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#3c4444","foreground":"#fff","population":0.01,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#127253","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#b9d9d0","foreground":"#000","population":0.7,"title":"#000"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#b9d9d0","foreground":"#000","population":0.7,"title":"#000"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#91edd0","foreground":"#000","population":0.25,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#6cac9c","foreground":"#000","population":0,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#24dca0","foreground":"#000","population":0,"title":"#fff"}},"thumbHash":"+OcJBYD4N6d3iId+got4hfd4i393"},"mimeType":"image/png","originalFilename":"image.png","path":"images/vt347z5x/production/3f82fa1e50d4de5ee49220cfcadb07cfa2cb2bbe-1024x768.png","sha1hash":"3f82fa1e50d4de5ee49220cfcadb07cfa2cb2bbe","size":549386,"uploadId":"3ff36ba4930411c68f753af08376056d619ce602","url":"https://cdn.sanity.io/images/vt347z5x/production/3f82fa1e50d4de5ee49220cfcadb07cfa2cb2bbe-1024x768.png","filename":"image.png","width":1024,"height":768,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/3f82fa1e50d4de5ee49220cfcadb07cfa2cb2bbe-1024x768.png?rect=256,0,512,768&w=%width%&h=%height%&q=80","id":"image-3f82fa1e50d4de5ee49220cfcadb07cfa2cb2bbe-1024x768-png","children":[],"parent":null}},{"_key":"383b95e4d939","_type":"block","children":[{"_key":"b48818a5073f","_type":"span","marks":[],"text":"Here's what most of the category gets wrong. Nearly every AI coaching tool coaches off the call transcript alone."}],"markDefs":[],"style":"normal"},{"_key":"f7abba9dde69","_type":"block","children":[{"_key":"2ec3ab135f2c","_type":"span","marks":[],"text":"A transcript is a record of words. It doesn't know "},{"_key":"4a1364fb1979","_type":"span","marks":["37af4f1fabc0"],"text":"who the buyer is"},{"_key":"bac2e81a3e86","_type":"span","marks":[],"text":", what's changing in the account, or which deals are quietly drifting away."}],"markDefs":[{"_key":"37af4f1fabc0","_type":"link","href":"https://www.commonroom.io/blog/behavioral-lead-scoring/"}],"style":"normal"},{"_key":"68d8ee66f73d","_type":"block","children":[{"_key":"a05699284f64","_type":"span","marks":[],"text":"That gap matters, because trust in the underlying data is already shaky. Only 35% of sales professionals completely trust their organization's data, according to "},{"_key":"4e8cd3f65172","_type":"span","marks":["05af997f6edf"],"text":"Salesforce's 2024 report"},{"_key":"0d5fd514bb2b","_type":"span","marks":[],"text":". Guidance built on partial context isn't coaching, it's confident noise, and reps can smell it."}],"markDefs":[{"_key":"05af997f6edf","_type":"link","href":"https://www.salesforce.com/news/stories/sales-ai-statistics-2024/"}],"style":"normal"},{"_key":"9aec60ff7fb8","_type":"block","children":[{"_key":"39b7d8811da3","_type":"span","marks":[],"text":"Consider a deal that reads \"stage four\" in the CRM. On paper, it's marching toward close."}],"markDefs":[],"style":"normal"},{"_key":"26e42b5ccff5","_type":"block","children":[{"_key":"48ba604ca00a","_type":"span","marks":[],"text":"But the buyer went quiet on price two calls back, and that signal sat in a transcript nobody linked to the deal record. A transcript-only coach never catches it, because it doesn't understand the deal, the account, or the person."}],"markDefs":[],"style":"normal"},{"_key":"e40d05d18558","_type":"block","children":[{"_key":"002da428ad3a","_type":"span","marks":[],"text":"The fix is coaching grounded in complete buyer intelligence. That means knowing who the buyer is, "},{"_key":"89bcd3875f33","_type":"span","marks":["280c81cf57c2"],"text":"what's happening in the account"},{"_key":"d706284a85cf","_type":"span","marks":[],"text":", and which signals point to risk."}],"markDefs":[{"_key":"280c81cf57c2","_type":"link","href":"https://www.commonroom.io/blog/account-prioritization/"}],"style":"normal"},{"_key":"cc283f65b45e","_type":"block","children":[{"_key":"55a0f470c998","_type":"span","marks":[],"text":"We frame this as "},{"_key":"0cb3d08b1b8b","_type":"span","marks":["strong"],"text":"Know. Act. Learn."}],"markDefs":[],"style":"normal"},{"_key":"22b669a76d69","_type":"block","children":[{"_key":"7cf96f770fcf","_type":"span","marks":[],"text":"We know the buyer. We act on that intelligence by coaching the call and flagging drifting deals. And we learn from every outcome, so the next action gets sharper."}],"markDefs":[],"style":"normal"},{"_key":"aecf076fcb54","_type":"block","children":[{"_key":"d6728d40f0ac","_type":"span","marks":[],"text":"That's why coaching is one link in a longer loop, not a standalone feature. You focus on the right buyer, engage them, coach the conversation, and forecast off what really happened. Then you feed the outcome back, so buyer selection and coaching both improve."}],"markDefs":[],"style":"normal"},{"_key":"8289171a3cce","_type":"block","children":[{"_key":"3ec4ecadc064","_type":"span","marks":[],"text":"Common Room's coach turns customer conversations into live guidance and automatic scorecards, informed by that buyer intelligence. Managers see skill gaps and deal risk without reviewing every recording."}],"markDefs":[],"style":"normal"},{"_key":"b4d6769f8b80","_type":"block","children":[{"_key":"40cd27c46795","_type":"span","marks":[],"text":"This is also where the "},{"_key":"b2b7ebdf935a","_type":"span","marks":["5de8028ac71a"],"text":"Common Room by Zoom"},{"_key":"86b974b66538","_type":"span","marks":[],"text":" pairing fits. Zoom owns the conversation: the calls, meetings, live coaching, and forecasting. We own the buyer context around it, meaning who the buyer is and what's changing in the account."}],"markDefs":[{"_key":"5de8028ac71a","_type":"link","href":"https://www.commonroom.io/product/zoom-revenue-accelerator/"}],"style":"normal"},{"_key":"dd824830882f","_type":"block","children":[{"_key":"ffd5234c5060","_type":"span","marks":[],"text":"Together they form a complete revenue operating system. Trusted, person-level buyer intelligence earns its place inside an action layer mature enough to use it. That's the difference between coaching that reacts to words and coaching that understands the deal."}],"markDefs":[],"style":"normal"},{"_key":"4c5323b51d0b","_type":"block","children":[{"_key":"bc796eca2bf9","_type":"span","marks":[],"text":"How to Choose an AI Sales Coaching Tool"}],"markDefs":[],"style":"h2"},{"_key":"dbf5a712b5cf","_type":"block","children":[{"_key":"b462108402c1","_type":"span","marks":[],"text":"Start with where coaching needs to land. Deciding whether your biggest gap is before, during, or after the call sorts the market faster than any feature list. Map your gap first, then shop."}],"markDefs":[],"style":"normal"},{"_key":"07902c309c2c","_type":"block","children":[{"_key":"8d78c6ffd952","_type":"span","marks":[],"text":"From there, a short set of questions does the heavy lifting:"}],"markDefs":[],"style":"normal"},{"_key":"4f0d6650d456","_type":"block","children":[{"_key":"72291eb72e5e","_type":"span","marks":[],"text":"Does it coach or just record? Look for specific next-best actions, not only a scored transcript."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"2b62d204a5f6","_type":"block","children":[{"_key":"68b19e228189","_type":"span","marks":[],"text":"Does coaching data reach the system your forecast lives in? Guidance that never touches the CRM stays a silo."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"f9627aebbc49","_type":"block","children":[{"_key":"b22c12acf6cd","_type":"span","marks":[],"text":"Will reps adopt it without a full-time program owner? Tools that need constant babysitting quietly go unused."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4022e1baef03","_type":"block","children":[{"_key":"cafe93e4919e","_type":"span","marks":[],"text":"Is pricing transparent end to end? Ask about platform fees, implementation, and per-seat add-ons before you sign."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"692943e30704","_type":"block","children":[{"_key":"62a455e64f3a","_type":"span","marks":[],"text":"Then ask the question the category tends to skip: does the guidance connect to "},{"_key":"5397a2cccc4e","_type":"span","marks":["2a6b04489973"],"text":"who the buyer actually is"},{"_key":"3192e76577f6","_type":"span","marks":[],"text":"? A coach that understands the account and the deal beats one that reads words in a vacuum. That single criterion separates real coaching from a fancy recorder."}],"markDefs":[{"_key":"2a6b04489973","_type":"link","href":"https://www.commonroom.io/product/ai-scoring/"}],"style":"normal"},{"_key":"6a7f73334f4f","_type":"block","children":[{"_key":"6c1bf6e2c909","_type":"span","marks":[],"text":"Frequently Asked Questions"}],"markDefs":[],"style":"h2"},{"_key":"b4ecdb2711aa","_type":"block","children":[{"_key":"379b5b2e490f","_type":"span","marks":["strong"],"text":"What is an AI sales coach?"},{"_key":"1cbc7179dd19","_type":"span","marks":[],"text":"\nAn AI sales coach is software that analyzes your reps' conversations and delivers feedback, practice, and guidance. Unlike a recorder, it recommends what to do differently, not just what happened."}],"markDefs":[],"style":"normal"},{"_key":"6a6e283bdbaf","_type":"block","children":[{"_key":"54a027f885d5","_type":"span","marks":["strong"],"text":"How much does AI sales coaching software cost?"},{"_key":"b2a05e144529","_type":"span","marks":[],"text":"\nPricing varies widely and usually combines a platform fee with per-seat costs, plus possible implementation and add-on charges. Ask for the total across all three before you compare quotes."}],"markDefs":[],"style":"normal"},{"_key":"b88aafc2db11","_type":"block","children":[{"_key":"dbc261f453f6","_type":"span","marks":["strong"],"text":"Is AI replacing sales reps?"},{"_key":"b24d66bb1482","_type":"span","marks":[],"text":"\nNo — AI handles analysis and surfaces guidance so reps and managers spend more time selling and coaching. The quota lift shows up when people partner with AI well, not when they lean on it blindly."}],"markDefs":[],"style":"normal"},{"_key":"1e2864a69b92","_type":"block","children":[{"_key":"dcd9e3fda6db","_type":"span","marks":["strong"],"text":"Can ChatGPT be my sales coach?"},{"_key":"cf9c4423374c","_type":"span","marks":[],"text":"\nA general chatbot can help a rep rehearse or draft talk tracks, but it has no view of your calls, your CRM, or your buyers. It gives generic advice, not coaching grounded in your actual deals."}],"markDefs":[],"style":"normal"},{"_key":"f857d512f603","_type":"block","children":[{"_key":"a4aeebfb97a9","_type":"span","marks":["strong"],"text":"What's the difference between AI sales coaching and call recording?"},{"_key":"dcc554594864","_type":"span","marks":[],"text":"\nRecording stores and transcribes conversations. Coaching analyzes them and recommends specific next actions. Many \"coaching\" features are really recorders that show what went wrong without showing how to fix it."}],"markDefs":[],"style":"normal"},{"_key":"dfa22de1c9e8","_type":"block","children":[{"_key":"a2dc4ab36eec","_type":"span","marks":["strong"],"text":"How long does it take to see ROI from AI sales coaching?"},{"_key":"5350deaa0cd3","_type":"span","marks":[],"text":"\nIt depends on where you apply it. Pre-call practice tends to show faster ramp first, and results compound as reinvested time flows back into selling."}],"markDefs":[],"style":"normal"},{"_key":"eb9b0b81a85f","_type":"block","children":[{"_key":"29fd3b364300","_type":"span","marks":[],"text":"How to Get Started With Buyer-Intelligence Coaching"}],"markDefs":[],"style":"h2"},{"_key":"8f5a87943cf3","_type":"block","children":[{"_key":"a8e5bc6989e7","_type":"span","marks":[],"text":"If you want to see coaching grounded in complete buyer intelligence, watch it work on your own pipeline. "},{"_key":"5ca37abe7d71","_type":"span","marks":["91c6c45d3781"],"text":"Request a demo"},{"_key":"f0135b197060","_type":"span","marks":[],"text":" and we'll walk through it with your team."}],"markDefs":[{"_key":"91c6c45d3781","_type":"link","href":"https://commonroom.io/demo/"}],"style":"normal"}]}},{"node":{"_type":"post","id":"-d2657b3c-ee19-5f02-a978-5493abc53dbb","_id":"f9caa4a5-b6a2-44b6-8c7b-83f3af578af5","publishedAt":"2026-09-22T16:15:10.141Z","_createdAt":"2026-09-22T16:15:25Z","_updatedAt":"2026-09-22T16:19:42Z","categories":[{"_id":"b58139fd-3460-4c8d-bae8-6637d0e6704d","title":"Sales development","titlePublic":null,"slug":{"current":"sales-development"},"status":"hidden"},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","title":"Signal-based selling","titlePublic":null,"slug":{"current":"signal-based-selling"},"status":"published"},{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-8c0d33b9c24fa9183555085adefea1e53224fcc5-1536x864-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":864,"width":1536,"aspectRatio":1.7777777777777777}}},"layout":null,"alt":"Banner illustration: a large stream of generic gray email envelopes flowing toward a single highlighted person, showing volume narrowing to one meaningful connection."},"title":"Your AI SDR Sent 500 Emails Today. None of Them Mattered.","_rawExcerpt":[{"_key":"1476b3e6892f","_type":"block","children":[{"_key":"605fcf233656","_type":"span","marks":[],"text":"AI SDRs don’t fail because they send too little—they fail because they act without real buyer context, flooding inboxes with high-volume outreach that never converts. The teams winning with AI pair automation with trusted person-level signals and human judgment, turning activity into meaningful pipeline instead of noise."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":8,"slug":{"current":"ai-sdr"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"ca2b93d7190a","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-bd1d7f34ad38da059a2a7d062abbc9c38e99334d-512x512-png"}},"name":"Clare McDonagh-Poh","title":"SDR Manager "}}],"companies":[],"_rawBody":[{"_key":"a3a24325350c","_type":"block","children":[{"_key":"9c997f52602a","_type":"span","marks":[],"text":"I lead the SDR org here, so I know exactly what Monday morning looks like. SDRs pull up the dashboard. Sequences fired all weekend. Lists refreshed. Everything's green."}],"markDefs":[],"style":"normal"},{"_key":"50e4936cbd25","_type":"block","children":[{"_key":"21954fb55ca0","_type":"span","marks":[],"text":"Then they check replies, and the good feeling evaporates."}],"markDefs":[],"style":"normal"},{"_key":"bee283818a42","_type":"block","children":[{"_key":"405a83779429","_type":"span","marks":[],"text":"What keeps getting harder isn't activity. It's the part that pays the bills: meaningful replies, real connects, and meetings that turn into opportunities. No leader loses sleep over their team hitting their send numbers, and they don't lose sleep over outreach volume…"}],"markDefs":[],"style":"normal"},{"_key":"677e5f445531","_type":"block","children":[{"_key":"0993b03d6cb6","_type":"span","marks":[],"text":"The entire SDR org loses sleep over "},{"_key":"d073bbcaecb3","_type":"span","marks":["em"],"text":"conversion"},{"_key":"052eb9ca7316","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"06e1523c3c05","_type":"block","children":[{"_key":"07a76816a3ac","_type":"span","marks":[],"text":"So the market reached for a familiar answer for sales development teams: buy an AI SDR, let software take the grind. I get the appeal."}],"markDefs":[],"style":"normal"},{"_key":"5120937801f2","_type":"block","children":[{"_key":"29c07f810a9c","_type":"span","marks":[],"text":"In theory, that fixes bandwidth."}],"markDefs":[],"style":"normal"},{"_key":"aac11aff61fc","_type":"block","children":[{"_key":"4da67de7cce8","_type":"span","marks":[],"text":"In practice, \"AI SDR\" has become a messy label. It now covers full-autonomy outbound agents, inbound website bots, and AI assist added onto sales engagement tools. I've piloted versions of all three. Some of those systems help. Others just scale the same generic outreach my reps' prospects already delete without opening."}],"markDefs":[],"style":"normal"},{"_key":"fc0049772430","_type":"block","children":[{"_key":"74b1278d34d3","_type":"span","marks":[],"text":"In Part 1 of this series, our CMO, Tasha Reasor, made the case that you can't act on a buyer you don't "},{"_key":"435df5555807","_type":"span","marks":["ca7ca0a364b9"],"text":"Know"},{"_key":"be7d733be3ef","_type":"span","marks":[],"text":". This part is about what happens after you know: the Act layer, and why most AI SDRs I've evaluated get it backward. If you've read the "},{"_key":"cf94cac1abd3","_type":"span","marks":["8d7c0997f9bd"],"text":"\"AI SDR is dead\" takes"},{"_key":"095de39f0ce2","_type":"span","marks":[],"text":", treat this as the next layer."}],"markDefs":[{"_key":"ca7ca0a364b9","_type":"link","href":"https://www.commonroom.io/blog/know-the-buyer/"},{"_key":"8d7c0997f9bd","_type":"link","href":"https://www.commonroom.io/blog/common-room-ai-agent-pipeline-generation/"}],"style":"normal"},{"_key":"1cca840a53b5","_type":"block","children":[{"_key":"72c1ca3f5c15","_type":"span","marks":[],"text":"What an AI SDR Is"}],"markDefs":[],"style":"h3"},{"_key":"a8904904bc88","_type":"block","children":[{"_key":"88853a81974f","_type":"span","marks":["8b94e9fe0094"],"text":"IBM frames AI SDRs"},{"_key":"43b6023d7c02","_type":"span","marks":[],"text":" as systems that handle early-stage work: finding prospects, engaging, qualifying, and handing off, and doing it agentically rather than by static rule. "},{"_key":"ce10290c85a3","_type":"span","marks":["ade792f04a47"],"text":"Salesforce describes"},{"_key":"1d5c1680e14b","_type":"span","marks":[],"text":" the category as automation for qualification, outreach, engagement, scheduling, and CRM enrichment, freeing sellers to spend time where judgment matters."}],"markDefs":[{"_key":"8b94e9fe0094","_type":"link","href":"https://www.ibm.com/think/topics/ai-sdr"},{"_key":"ade792f04a47","_type":"link","href":"https://www.salesforce.com/sales/ai-sales-agent/ai-sdr/"}],"style":"normal"},{"_key":"980a5da57ab3","_type":"block","children":[{"_key":"c3493287e55c","_type":"span","marks":[],"text":"The label confuses buyers because vendors mix three different products under one phrase:"}],"markDefs":[],"style":"normal"},{"_key":"f5381d947ce1","_type":"block","children":[{"_key":"384071705304","_type":"span","marks":["strong"],"text":"Autonomous outbound agents"},{"_key":"f8336e53b113","_type":"span","marks":[],"text":", which research, write, and send with light human oversight."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"20003a8a3d24","_type":"block","children":[{"_key":"38a7c7d00b50","_type":"span","marks":["strong"],"text":"Inbound or website agents"},{"_key":"9316edac9ea5","_type":"span","marks":[],"text":", which chat, qualify, and route visitors who already raised a hand."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"1277be160548","_type":"block","children":[{"_key":"62471ac6c501","_type":"span","marks":["strong"],"text":"AI assist inside sales engagement"},{"_key":"fc65064470a8","_type":"span","marks":[],"text":", which drafts messages, scores leads, or summarizes notes while a human still owns the motion."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"bc09ae72608a","_type":"block","children":[{"_key":"878bfa93d81c","_type":"span","marks":[],"text":"Know which one you're evaluating before you fall for the brand name on the box. I've sat through demos where a vendor showed me option three and quoted me pricing for option one."}],"markDefs":[],"style":"normal"},{"_key":"ce38a415b87f","_type":"block","children":[{"_key":"5125870c7885","_type":"span","marks":[],"text":"What an AI SDR is not: a full account executive replacement, a guaranteed reply-rate machine, or CRM with a chatbot skin. Anyone who tells you otherwise hasn't managed a pipeline review."}],"markDefs":[],"style":"normal"},{"_key":"57e31b35b048","_type":"block","children":[{"_key":"da9f688ac1cb","_type":"span","marks":[],"text":"The Loop Every AI SDR Runs"}],"markDefs":[],"style":"h3"},{"_key":"image-b74a26e3d1024x768png","_type":"mainImage","alt":"Diagram: a six-step circular loop of icon nodes — prospecting, enrichment, outreach, qualifying replies, booking meetings, and syncing back to the CRM — connected by seafoam-green arrows.","asset":{"_id":"image-186061d1e2979a16676cba9e1a6550ab74a26e3d-1024x768-png","_type":"sanity.imageAsset","_rev":"oGQUgyBCVS9aggD8w30OiU","_createdAt":"2026-09-22T16:15:22Z","_updatedAt":"2026-09-22T16:15:22Z","assetId":"186061d1e2979a16676cba9e1a6550ab74a26e3d","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"V3RDJ@?b-;_3yC_Moy$*aeNGpHj[xbofH@_3M{kCxuof","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.3333333333333333,"height":768,"width":1024},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#424242","foreground":"#fff","population":0.62,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#285c49","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#424242","foreground":"#fff","population":0.62,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#bbdcd2","foreground":"#000","population":0.51,"title":"#000"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#93eccf","foreground":"#000","population":0.12,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#84747c","foreground":"#fff","population":0,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#57b594","foreground":"#fff","population":0.02,"title":"#fff"}},"thumbHash":"++cBBYDn2IiGemWLimCFjvqBhRoH"},"mimeType":"image/png","originalFilename":"image.png","path":"images/vt347z5x/production/186061d1e2979a16676cba9e1a6550ab74a26e3d-1024x768.png","sha1hash":"186061d1e2979a16676cba9e1a6550ab74a26e3d","size":518951,"uploadId":"f3462f5ae85be81562fd274951d98f01349711f4","url":"https://cdn.sanity.io/images/vt347z5x/production/186061d1e2979a16676cba9e1a6550ab74a26e3d-1024x768.png","filename":"image.png","width":1024,"height":768,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/186061d1e2979a16676cba9e1a6550ab74a26e3d-1024x768.png?rect=256,0,512,768&w=%width%&h=%height%&q=80","id":"image-186061d1e2979a16676cba9e1a6550ab74a26e3d-1024x768-png","children":[],"parent":null}},{"_key":"a29a990370a3","_type":"block","children":[{"_key":"fffa5a330e5c","_type":"span","marks":[],"text":"Most AI SDRs run a version of the same loop: prospect and prioritize against ICP and territory rules, research and enrich with firmographic and stack data, message across channels, qualify replies and branch the path, book meetings with context attached instead of a naked calendar hold, and write activity back to the CRM."}],"markDefs":[],"style":"normal"},{"_key":"efc0fc2bca6e","_type":"block","children":[{"_key":"4cd7d06077f2","_type":"span","marks":[],"text":"Rules-only automation runs a fixed cadence no matter what changed yesterday. 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The rest disappears into admin, research, deal management, and tool hopping. "},{"_key":"5d25fe54fb25","_type":"span","marks":["9ec55600d7e3"],"text":"Salesforce's latest sales statistics"},{"_key":"11d184ef6b1c","_type":"span","marks":[],"text":" put non-selling work at about 60% of rep time. When teams fully implement AI agents, "},{"_key":"42dc5575ce3e","_type":"span","marks":["7571ba7fb70e"],"text":"sellers expect"},{"_key":"dde373460076","_type":"span","marks":[],"text":" meaningful cuts in prospect research time and email drafting time, though I'd treat those as potential gains under good implementation, not a day-one promise from any tool. I've heard that promise before."}],"markDefs":[{"_key":"0043c12d10c4","_type":"link","href":"https://www.salesforce.com/news/stories/sales-research-2023/"},{"_key":"9ec55600d7e3","_type":"link","href":"https://www.salesforce.com/sales/state-of-sales/sales-statistics/"},{"_key":"7571ba7fb70e","_type":"link","href":"https://resources.rework.com/news/sales-tech/salesforce-state-of-sales-2026-ai-agents-sales-ops"}],"style":"normal"},{"_key":"dbb6e97d0c31","_type":"block","children":[{"_key":"c0bc241f1c6e","_type":"span","marks":[],"text":"Leaders expect fewer people to cover more accounts. Buyers self-educate long before they take a meeting. Generic outbound keeps getting easier to ignore. I hear some version of \"we build lists manually,\" \"we react to everything,\" or \"we cannot keep up\" in almost every one-on-one with my managers."}],"markDefs":[],"style":"normal"},{"_key":"b02c398c1962","_type":"block","children":[{"_key":"28fb778dfb5a","_type":"span","marks":[],"text":"AI raised the amount of data, activity, and tooling in the stack. It did not automatically raise clarity, prioritization, or conversion. That's the same gap we named in Part 1. It doesn't close because you bought an agent. It closes because the agent finally has something real to act on. I've bought the agent first before. 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That's a weak foundation for a pure replacement story, especially in complex B2B deals, and it matches what I see on my own team. My best reps aren't threatened by agents. They're relieved by them. Nobody joined SDR to build lists by hand."}],"markDefs":[{"_key":"220297c13c6d","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2025-08-25-gartner-says-by-2030-that-75-percent-of-b2b-buyers-will-prefer-sales-experiences-that-prioritize-human-interaction-over-ai"}],"style":"normal"},{"_key":"8cae513e328e","_type":"block","children":[{"_key":"aa4a0da903bf","_type":"span","marks":[],"text":"Give AI the mechanical layer: list hygiene, research drafts, first-pass personalization, routing, logging, tireless follow-up on clear signals. Keep humans on the judgment layer: exceptions, multi-persona deals, tone, escalations, relationship building, the conversation after \"sure, let's talk.\" That's the split I run my org on."}],"markDefs":[],"style":"normal"},{"_key":"ee4064537150","_type":"block","children":[{"_key":"1461a98efedf","_type":"span","marks":[],"text":"That's AI as leverage, not a headcount trick. I'm not trying to run fewer people. I'm trying to stop wasting the people I have on work a machine should own."}],"markDefs":[],"style":"normal"},{"_key":"374b01e09bae","_type":"block","children":[{"_key":"07bf90a9043a","_type":"span","marks":[],"text":"Where Volume-First AI SDRs Break"}],"markDefs":[],"style":"h3"},{"_key":"d47173466ab5","_type":"block","children":[{"_key":"9dceb4769a63","_type":"span","marks":[],"text":"Volume-first AI SDRs optimize for sends, and the market already punished that habit. I've seen it firsthand: a domain that took two years to build trust with, damaged in a single bad quarter of \"personalized at scale\" outreach that fooled no one. "},{"_key":"e3c761f97a85","_type":"span","marks":["59703d7b94d9"],"text":"Belkins's 2026 analysis of 7.5 million cold emails"},{"_key":"72447663a07e","_type":"span","marks":[],"text":" shows how tight B2B reply rates stay even with strong timing and list choices."}],"markDefs":[{"_key":"59703d7b94d9","_type":"link","href":"https://belkins.io/blog/cold-email-response-rates"}],"style":"normal"},{"_key":"4129b4f8aace","_type":"block","children":[{"_key":"34757ed7a95a","_type":"span","marks":[],"text":"The deeper issue is upstream. "},{"_key":"98f6f025da51","_type":"span","marks":["aeb39ba9f24a"],"text":"LeanData's 2026 State of AI Go-to-Market Readiness report"},{"_key":"09ef81d9499d","_type":"span","marks":[],"text":" surveyed 157 B2B revenue leaders and found 55% cite data quality as their top AI challenge. Seventy percent report poor data undermining execution. Ninety-four percent say their GTM infrastructure isn't AI-ready. Wrong person, stale title, duplicate CRM records, account-only \"intent\" with no person attached: all of it produces confident wrong outreach and trains buyers to ignore you faster."}],"markDefs":[{"_key":"aeb39ba9f24a","_type":"link","href":"https://www.leandata.com/resources/2026-state-of-ai-go-to-market-readiness-report/"}],"style":"normal"},{"_key":"a1e5c01ac135","_type":"block","children":[{"_key":"f48eef2f0ee9","_type":"span","marks":[],"text":"Adoption is high."}],"markDefs":[],"style":"normal"},{"_key":"ee30ce4cc72c","_type":"block","children":[{"_key":"786cc9f17b96","_type":"span","marks":[],"text":"Trust in the foundation is not, and I won't scale an agent on top of data I wouldn't trust a new hire with. That's the entire argument for building Know before you scale Act."}],"markDefs":[],"style":"normal"},{"_key":"cb6f0aed13dc","_type":"block","children":[{"_key":"b3cb9e9eced4","_type":"span","marks":[],"text":"\"Act\" Only Works on Top of \"Know\""}],"markDefs":[],"style":"h3"},{"_key":"88c3544d19e7","_type":"block","children":[{"_key":"b58bc08f71b2","_type":"span","marks":[],"text":"Most serious products can draft a competent email. Every vendor I've evaluated can do that part. The differentiator is whether the agent sees a complete person and account picture before it acts, and that's where almost all of them fall apart."}],"markDefs":[],"style":"normal"},{"_key":"2bb8ea34ab78","_type":"block","children":[{"_key":"ab618c2057e1","_type":"span","marks":[],"text":"Signal-informed agents decide whether to engage before they decide what to say. That means stacking multiple "},{"_key":"5fadb46b04b6","_type":"span","marks":["40666c48805a"],"text":"buying signals"},{"_key":"dfa5aa4e4ed1","_type":"span","marks":[],"text":" at the person level: job changes and champion moves, website and pricing-page visits, product usage and free-user activity, community and social engagement, review-site behavior, hiring patterns and other dark-funnel clues. Account-only intent tells you a company is warm. It can't tell my rep which buyer to call, what changed for that person, or why this week is different from last month. I don't want my team calling a company. I want them calling a person who just did something worth reacting to."}],"markDefs":[{"_key":"40666c48805a","_type":"link","href":"https://www.commonroom.io/product/signals/"}],"style":"normal"},{"_key":"bd9c9810678c","_type":"block","children":[{"_key":"1b4c8e4c1228","_type":"span","marks":["5a4386cb1926"],"text":"Identity resolution"},{"_key":"57b96237b9f9","_type":"span","marks":[],"text":" and enrichment are the unsexy prerequisites nobody wants to talk about in a demo. If the system can't stitch anonymous and known activity into one trustworthy profile, the agent invents confidence on top of fragments, and my reps inherit the fallout when a prospect gets called by the wrong name."}],"markDefs":[{"_key":"5a4386cb1926","_type":"link","href":"https://www.commonroom.io/blog/introducing-person360-connect-with-the-person-behind-the-signal/"}],"style":"normal"},{"_key":"c098a31f5a82","_type":"block","children":[{"_key":"d2f607fb545f","_type":"span","marks":[],"text":"This is where Common Room's buyer intelligence and Zoom's engagement layer come together, and it's the actual stack my team runs on. "},{"_key":"264c863a9927","_type":"span","marks":["51002d37b4de"],"text":"RoomieAI"},{"_key":"dcf9ee204a98","_type":"span","marks":[],"text":" and Common Room's automated "},{"_key":"9c2b73b365d7","_type":"span","marks":["97509cfdbc9e"],"text":"plays"},{"_key":"49f4fd083c25","_type":"span","marks":[],"text":" run on the same trusted, person-level context we covered in Part 1, not commoditized public scraps. "},{"_key":"627fc7e674b6","_type":"span","marks":["436d1ae298a4"],"text":"Engage"},{"_key":"9b54dfabe94c","_type":"span","marks":[],"text":" prioritizes who's actually in-market, runs the sequence, and calls for you. "},{"_key":"17d9ce742619","_type":"span","marks":["579481c5a04b"],"text":"Dial"},{"_key":"2e7a2cb817f7","_type":"span","marks":[],"text":"works multiple lines at once with live transcription and in-call scheduling, and logs every outcome back to the CRM. "},{"_key":"4d064a65bbe4","_type":"span","marks":["b57d189c4572"],"text":"Ads"},{"_key":"ba3c84688ac9","_type":"span","marks":[],"text":" turns that same intelligence into live matched audiences on LinkedIn, no CSV exports or webhook duct tape. Same identity layer, same signals, three different places the work gets done. My reps aren't jumping between five tabs to figure out who to call. That alone changed my pipeline reviews."}],"markDefs":[{"_key":"51002d37b4de","_type":"link","href":"https://www.commonroom.io/blog/roomieai-for-pipe-gen/"},{"_key":"97509cfdbc9e","_type":"link","href":"https://www.commonroom.io/product/actions/"},{"_key":"436d1ae298a4","_type":"link","href":"https://www.commonroom.io/product/engage/"},{"_key":"579481c5a04b","_type":"link","href":"https://www.commonroom.io/product/dial/"},{"_key":"b57d189c4572","_type":"link","href":"https://www.commonroom.io/product/ads/"}],"style":"normal"},{"_key":"7b83133e96b9","_type":"block","children":[{"_key":"fe4ec2f040e5","_type":"span","marks":[],"text":"Warm context is what turns AI personalization into a reason to talk. The prospect changed roles, hit a usage threshold, hired for the problem you solve, or spent real time on pricing. An agent that knows that isn't guessing at relevance. It's acting on it, and that's the difference I actually get graded on at the end of the quarter."}],"markDefs":[],"style":"normal"},{"_key":"106fc1168fb8","_type":"block","children":[{"_key":"186a24107dd1","_type":"span","marks":[],"text":"What's Next"}],"markDefs":[],"style":"h3"},{"_key":"5efe7ab99813","_type":"block","children":[{"_key":"0d318373d130","_type":"span","marks":[],"text":"An AI SDR is only as good as the intelligence behind it. Volume without clarity is how teams burn domains and rep trust at the same time, and I've cleaned up that mess before so my team doesn't have to again. The agents that actually move pipeline are the ones acting on a Know layer built for exactly this."}],"markDefs":[],"style":"normal"},{"_key":"d2a311219d26","_type":"block","children":[{"_key":"dff59d24bc9f","_type":"span","marks":[],"text":"If you want to see what signal-informed engagement looks like on your own buyer context, "},{"_key":"4c3f3a8915a4","_type":"span","marks":["e5e4b585f150"],"text":"request a demo"},{"_key":"7209364f9dc7","_type":"span","marks":[],"text":". Part 3 of this series covers Learn: what happens after the meeting, and how every outcome makes the next one smarter."}],"markDefs":[{"_key":"e5e4b585f150","_type":"link","href":"https://commonroom.io/demo/"}],"style":"normal"}]}},{"node":{"_type":"post","id":"-d70c8ed8-e40e-5a34-858c-7b0ebb24cbe1","_id":"b3c3b5fb-a0ed-4477-a1cf-b2987842d9af","publishedAt":"2026-09-16T15:44:10.170Z","_createdAt":"2026-09-16T15:44:17Z","_updatedAt":"2026-09-24T17:33:08Z","categories":[{"_id":"b0283bcf-1949-4988-ba0e-b43175d42846","title":"Revenue operations (PERSONA)","titlePublic":"RevOps","slug":{"current":"revops"},"status":"published"},{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e","title":"GTM teams 🛒 (PERSONA)","titlePublic":"Go-to-market","slug":{"current":"go-to-market"},"status":"hidden"},{"_id":"ee7a2a14-d037-4853-855a-e47d014bac0b","title":"Buyer intent","titlePublic":null,"slug":{"current":"buyer-intent"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-b97400395963a5486d46e3fce277c2981f0f716b-2400x1260-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":1260,"width":2400,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":"Multi-source signals converging into one resolved person profile"},"title":"Your CRM Knows the Deal. It Doesn't Know the Buyer.","_rawExcerpt":[{"_key":"74ea5109eb7e","_type":"block","children":[{"_key":"076181a8332f","_type":"span","marks":[],"text":"More GTM tools won’t fix pipeline when your CRM can store deals but can’t truly understand buyers. This piece argues that revenue teams need a “Know” layer: complete, person-level buyer intelligence that turns scattered signals into shared priorities and better action."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":6,"slug":{"current":"know-the-buyer"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"296c222cabf2","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-b997acf4133cbe93ac0bbdee29ac0714d3096b7b-800x800-jpg"}},"name":"Tasha Reasor","title":"CMO"}}],"companies":[],"_rawBody":[{"_key":"a321767ac6fd","_type":"block","children":[{"_key":"df83bdf001d4","_type":"span","marks":[],"text":"More tools were never the fix."}],"markDefs":[],"style":"normal"},{"_key":"bda5e3d9faf9","_type":"block","children":[{"_key":"ca4a4166eff3","_type":"span","marks":[],"text":"But you added them anyway: enrichment, intent, orchestration, content AI. Another dashboard that promised clarity, but pipeline still feels harder to create than the tool count suggests."}],"markDefs":[],"style":"normal"},{"_key":"20c7757a77db","_type":"block","children":[{"_key":"d36b02b5da62","_type":"span","marks":[],"text":"That's a sign the stack was never the problem."}],"markDefs":[],"style":"normal"},{"_key":"3177d7db504d","_type":"block","children":[{"_key":"53e5b7b8ba5d","_type":"span","marks":["36759b835084"],"text":"Validity's 2025 CRM research"},{"_key":"8ce695a878ca","_type":"span","marks":[],"text":" found that 76% of users say less than half of their organization's CRM data is accurate and complete. Thirty-seven percent say poor data quality is costing them revenue. "},{"_key":"ad8ebecef04e","_type":"span","marks":["df077eb20165"],"text":"LeanData's 2026 State of Martech and Revenue Operations"},{"_key":"e032fcf9febd","_type":"span","marks":[],"text":" found the same pattern on the AI side: 82% of leaders agree clean data and reliable routing have to come before scaling AI. Only about one in three have systems that can do it. Just 11% have built AI for lead routing."}],"markDefs":[{"_key":"36759b835084","_type":"link","href":"https://www.validity.com/resource-center/the-state-of-crm-data-management-in-2025/"},{"_key":"df077eb20165","_type":"link","href":"https://www.leandata.com/state-of-martech-revops-report-2026/"}],"style":"normal"},{"_key":"72168cd5bc6e","_type":"block","children":[{"_key":"9f8829bb6408","_type":"span","marks":[],"text":"The problem isn't effort. It's the absence of a system that turns buyer truth into a shared decision, and a decision into action."}],"markDefs":[],"style":"normal"},{"_key":"294be4adb3b4","_type":"block","children":[{"_key":"20eeef25cdcb","_type":"span","marks":[],"text":"We call that system a revenue operating system. It's not a single app rebranded as \"the OS.\" It sits alongside your CRM and answers three questions every day: Who matters right now? Why do they matter? What should we do next, and where does that work happen?"}],"markDefs":[],"style":"normal"},{"_key":"8c42552fa84f","_type":"block","children":[{"_key":"98c2d080ec09","_type":"span","marks":[],"text":"This is the first in a three-part series on what we're building together with Zoom: Know, Act, Learn."}],"markDefs":[],"style":"normal"},{"_key":"ac36f995310c","_type":"block","children":[{"_key":"b5dcefa894c7","_type":"span","marks":[],"text":"Three layers, one system. This piece is about Know, because you can't act on a buyer you don't actually know, and you can't learn from an outcome you never understood in the first place."}],"markDefs":[],"style":"normal"},{"_key":"70cdc07e8f75","_type":"block","children":[{"_key":"1af0007b9c3c","_type":"span","marks":[],"text":"The System of Record Was Never the System of Decision"}],"markDefs":[],"style":"h3"},{"_key":"0c0839576af6","_type":"table","rows":[{"_key":"58b18b016b6b","_type":"tableRow","cells":["Layer","Job","What it optimizes for"]},{"_key":"11d6eb0720b9","_type":"tableRow","cells":["CRM","System of record","Storing accounts, contacts, deals, and activity"]},{"_key":"8a2e0683ca17","_type":"tableRow","cells":["Analytics / BI","System of explanation","Reporting what happened and where pipeline slipped"]},{"_key":"0b369ea3adb5","_type":"tableRow","cells":["RevOps tooling / automation","System of execution","Running workflows, routing, and process steps"]},{"_key":"f8a158ab63a0","_type":"tableRow","cells":["Revenue operating system","System of decisions and coordinated action","What matters now, who owns it, and the next best step"]}]},{"_key":"48e78b004b16","_type":"block","children":[{"_key":"a814232d8397","_type":"span","marks":[],"text":"A CRM remains essential. You still need a durable place for opportunity history and forecast structure. Analytics still matter for diagnosis. RevOps tools still execute. What most stacks lack is the decision layer built on complete buyer intelligence: person-level identity, multi-source signals, shared definitions of readiness, and plays where reps already work."}],"markDefs":[],"style":"normal"},{"_key":"b25095dd7730","_type":"block","children":[{"_key":"eb6447345ed9","_type":"span","marks":[],"text":"One clarification, since the term gets overloaded: some vendors use \"revenue operating system\" for billing and monetization. That's a real category. 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But deals weren't closing better."}],"markDefs":[],"style":"normal"},{"_key":"528da8f3dfb8","_type":"block","children":[{"_key":"40066de340ae","_type":"span","marks":[],"text":"How many times have you heard of a deal that was about to close? Then suddenly it didn't."}],"markDefs":[],"style":"normal"},{"_key":"dccaa784bd3e","_type":"block","children":[{"_key":"40066de340ae","_type":"span","marks":[],"text":"The CRM said stage four. The rep would have sworn it was a lock. But two calls back, the buyer had gone quiet on price. That signal lived in a transcript nobody connected to the deal record until it was too late."}],"markDefs":[],"style":"normal"},{"_key":"4fb898df2438","_type":"block","children":[{"_key":"40066de340ae","_type":"span","marks":[],"text":"I’ve watched some version of this happen more times than I can count."}],"markDefs":[],"style":"normal"},{"_key":"f26d70f3ea1a","_type":"block","children":[{"_key":"40066de340ae","_type":"span","marks":[],"text":"It’s one of the reasons I started Common Room. I believed revenue teams deserved to know their buyers, not guess at them."}],"markDefs":[],"style":"normal"},{"_key":"8bcb359526f7","_type":"block","children":[{"_key":"40066de340ae","_type":"span","marks":["strong"],"text":"I still do. What’s changed is what we can do with that intelligence."}],"markDefs":[],"style":"normal"},{"_key":"336b3135a7bf","_type":"block","children":[{"_key":"40066de340ae","_type":"span","marks":[],"text":"For a long time, the market answered that belief with a bigger database. Vendors sold you on the size of theirs: 400 million contacts, most of them names nobody would ever call. Bigger felt like better, until it didn’t. A database that size doesn’t tell you which five people to call this week. It just tells you it has a lot of names."}],"markDefs":[],"style":"normal"},{"_key":"a4d6d6a8eaee","_type":"block","children":[{"_key":"40066de340ae","_type":"span","marks":[],"text":"So the market tried fixing it with more tools. Then they added AI to all of them."}],"markDefs":[],"style":"normal"},{"_key":"88b21f1f9f47","_type":"block","children":[{"_key":"40066de340ae","_type":"span","marks":[],"text":"Now you've got a dozen systems that each know "},{"_key":"9baf60ab725c","_type":"span","marks":["em"],"text":"something"},{"_key":"d6f9e729d343","_type":"span","marks":[],"text":" about the customer, but none of them know the whole customer. "}],"markDefs":[],"style":"normal"},{"_key":"2aa5cb199547","_type":"block","children":[{"_key":"d6f9e729d343","_type":"span","marks":[],"text":"The CRM knows the opportunity. The call recorder knows what the buyer said. Intent knows who’s researching. Engagement knows who the rep contacted. Enrichment knows the account is using a competitor. And the seller knows what never made it into a system."}],"markDefs":[],"style":"normal"},{"_key":"46e13df18232","_type":"block","children":[{"_key":"d6f9e729d343","_type":"span","marks":[],"text":"I don't consider that AI-native GTM, but rather the old GTM stack with AI bolted onto every silo."}],"markDefs":[],"style":"normal"},{"_key":"b44133149f05","_type":"block","children":[{"_key":"d6f9e729d343","_type":"span","marks":[],"text":"And no matter how smart each AI gets, it still can’t reason across the whole customer."}],"markDefs":[],"style":"normal"},{"_key":"8ce3be20ac4a","_type":"block","children":[{"_key":"d6f9e729d343","_type":"span","marks":[],"text":"Until now."}],"markDefs":[],"style":"normal"},{"_key":"386a5f645c9f","_type":"block","children":[{"_key":"35c72949bd72","_type":"span","marks":[],"text":"The GTM market is consolidating quickly."}],"markDefs":[],"style":"h2"},{"_key":"850a567ae309","_type":"block","children":[{"_key":"0efe93035ec7","_type":"span","marks":[],"text":"HubSpot bought Warmly. 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We see what buyers say, what they care about, what they object to, and what changes from one conversation to the next."}],"markDefs":[],"style":"normal"},{"_key":"70cfb3406a56","_type":"block","children":[{"_key":"0efe93035ec7","_type":"span","marks":[],"text":"Common Room gives us the context around those conversations: who the buyer is, what they’re doing, what’s happening across the account, and who else is involved."}],"markDefs":[],"style":"normal"},{"_key":"3d42b68260eb","_type":"block","children":[{"_key":"0efe93035ec7","_type":"span","marks":[],"text":"Put them together and you get something fundamentally different: who the buyer is, what the buyer is doing, what the buyer is saying, and what should happen next."}],"markDefs":[],"style":"normal"},{"_key":"5e05bff03f51","_type":"block","children":[{"_key":"0efe93035ec7","_type":"span","marks":[],"text":"Today, a buyer going cold, researching a competitor, or bringing a new person into the deal might be three disconnected signals. 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Not a system."}],"markDefs":[],"style":"normal"},{"_key":"970356c1cc46","_type":"block","children":[{"_key":"84eb264fc7b3","_type":"span","marks":[],"text":"If you’re shopping for a "},{"_key":"e10ea8cece76","_type":"span","marks":["strong"],"text":"buying signals tool"},{"_key":"441eabb92396","_type":"span","marks":[],"text":", you don’t need another logo list. 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vendor marketing to signal classes, not brand names:"}],"markDefs":[],"style":"normal"},{"_key":"d2eb1a548aa4","_type":"table","rows":[{"_key":"f7a189d8a789","_type":"tableRow","cells":["Signal type","What it tells you","Common tool class"]},{"_key":"8613e460f308","_type":"tableRow","cells":["First-party / behavioral","Someone engaged your site, product, email, or content","Website visitor identification , product analytics, MAP/CRM engagement"]},{"_key":"e3e7fe6e4081","_type":"tableRow","cells":["Third-party intent","Account-level research on topics, categories, or review sites","Intent data / ABM platforms, G2-style research feeds"]},{"_key":"ee2c17ca9f45","_type":"tableRow","cells":["Public / account events","Job changes, leadership moves, hiring spikes, funding/news as context","Sales intel, job-change monitors, news alerts"]},{"_key":"dbbc19c486c9","_type":"tableRow","cells":["Community & dark funnel","Interest expressed off your forms, in Slack, Discord, forums, GitHub, 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A perfect ICP with zero activity is still a cold account. A noisy surge from the wrong persona is still a distraction."}],"markDefs":[],"style":"normal"},{"_key":"1ddba6b09573","_type":"block","children":[{"_key":"8d71fe702d8b","_type":"span","marks":[],"text":"First-party signals deserve heavy weight: visiting pricing, inviting teammates, or hitting usage thresholds is deliberate brand interest. Third-party intent helps you find accounts you don’t know yet. Public events create timing. "},{"_key":"fa1567c0cf1a","_type":"span","marks":["4e0fbe383bde"],"text":"Community and dark-funnel activity"},{"_key":"7407f4ac905f","_type":"span","marks":[],"text":" often show up before a demo request ever hits Salesforce. Social is part of that picture too: "},{"_key":"18baa48e1afd","_type":"span","marks":["8126aa15b14e"],"text":"LinkedIn reports that 75% of B2B buyers use social to make purchase decisions"},{"_key":"d27f9af16cf8","_type":"span","marks":[],"text":". And when buyers check peers, "},{"_key":"20e3c9f219e6","_type":"span","marks":["f54a1e3e401d"],"text":"G2 finds 92% are more likely to purchase after reading a review they trust"},{"_key":"6107adf28049","_type":"span","marks":[],"text":", which is why review-site research belongs in the same toolkit as classic intent feeds."}],"markDefs":[{"_key":"4e0fbe383bde","_type":"link","href":"https://www.commonroom.io/blog/shed-light-on-the-dark-funnel-with-common-room/"},{"_key":"8126aa15b14e","_type":"link","href":"https://business.linkedin.com/sales-solutions/social-selling"},{"_key":"f54a1e3e401d","_type":"link","href":"https://learn.g2.com/why-reviews-matter-for-software-brands"}],"style":"normal"},{"_key":"7122f33ad830","_type":"block","children":[{"_key":"e0f3c61680a8","_type":"span","marks":["bf7c7ff72268"],"text":"Gartner’s B2B buying journey research"},{"_key":"6d9ecc229fbc","_type":"span","marks":[],"text":" is widely cited for a sobering split: buyers spend only about "},{"_key":"08c82170390b","_type":"span","marks":["strong"],"text":"17% of the journey in meetings with potential suppliers"},{"_key":"2f68dfc1d29e","_type":"span","marks":[],"text":". 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Rank by "},{"_key":"cd4c851954c1","_type":"span","marks":["strong"],"text":"job to be done"},{"_key":"1108a1bc513b","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ea9ed310cca7","_type":"block","children":[{"_key":"febd4ace5fcc","_type":"span","marks":["strong"],"text":"LinkedIn-centric signal and engagement tools"},{"_key":"0dd2a1be3cf6","_type":"span","marks":[],"text":" excel when your buyers live on LinkedIn and your motion is social-led outbound. They’re weaker when evaluation happens in community, product, or publisher research you never see."}],"markDefs":[],"style":"normal"},{"_key":"30aac39b7bb7","_type":"block","children":[{"_key":"7488f62ecd91","_type":"span","marks":["strong"],"text":"Intent data and ABM platforms"},{"_key":"ad4e1657eb9a","_type":"span","marks":[],"text":" scale account prioritization across large TAMs. Many still skew "},{"_key":"db8383a434de","_type":"span","marks":["strong"],"text":"account-level"},{"_key":"5ba0b1c1460a","_type":"span","marks":[],"text":", with enterprise price and implementation weight. Great for pipeline planning; incomplete if reps still can’t answer “who do I call today?”"}],"markDefs":[],"style":"normal"},{"_key":"57a3b28e085f","_type":"block","children":[{"_key":"03742ac41368","_type":"span","marks":["strong"],"text":"Website visitor identification"},{"_key":"d81355767886","_type":"span","marks":[],"text":" delivers first-party precision on your properties, especially valuable when you can resolve to people, not just companies. It won’t tell you what happened on G2, in Slack, or after a champion changed jobs."}],"markDefs":[],"style":"normal"},{"_key":"ae2393d415f4","_type":"block","children":[{"_key":"1423f1353c5e","_type":"span","marks":["strong"],"text":"Sales intelligence suites with intent add-ons"},{"_key":"eeb50efb078f","_type":"span","marks":[],"text":" combine contact databases with light signal layers. Useful for list building. Often incomplete for community, product-led, or multi-channel stacking."}],"markDefs":[],"style":"normal"},{"_key":"cfdb0d49e503","_type":"block","children":[{"_key":"b7644d6743bf","_type":"span","marks":["strong"],"text":"Multi-source customer intelligence / signal platforms"},{"_key":"045ccec45b34","_type":"span","marks":[],"text":" stitch first-, second-, and third-party signals, resolve identity across channels, and support scoring and plays. This is where Common Room Signals sits: capture across job changes, site visits, dark-funnel activity, and product usage, then feed person-level profiles and prioritization, not another orphaned alert stream."}],"markDefs":[],"style":"normal"},{"_key":"9767c746c09e","_type":"block","children":[{"_key":"35b10896eafe","_type":"span","marks":[],"text":"Also separate "},{"_key":"497a7195f0f0","_type":"span","marks":["strong"],"text":"signal-only"},{"_key":"3d21fbdc0b58","_type":"span","marks":[],"text":" products (pretty Slack notifications) from "},{"_key":"4904d2a4348e","_type":"span","marks":["strong"],"text":"signal + action"},{"_key":"8f4d3a8fb2ab","_type":"span","marks":[],"text":" systems (routing, plays, next-best steps embedded in CRM/SEP). Alerts without owners become wallpaper. When "},{"_key":"68af9e8a3ea3","_type":"span","marks":["2e176e3b4c6c"],"text":"buying signals die in a Slack channel"},{"_key":"136c0a6290c0","_type":"span","marks":[],"text":", detection never becomes pipeline."}],"markDefs":[{"_key":"2e176e3b4c6c","_type":"link","href":"https://www.commonroom.io/blog/buying-signals-dying-in-slack-channel/"}],"style":"normal"},{"_key":"44579ead59a7","_type":"block","children":[{"_key":"dcd234282795","_type":"span","marks":[],"text":"Choose by motion:"}],"markDefs":[],"style":"normal"},{"_key":"a6dc4f80a6f5","_type":"block","children":[{"_key":"7d47afee258e","_type":"span","marks":["strong"],"text":"Outbound enterprise:"},{"_key":"000640b5cf28","_type":"span","marks":[],"text":" account research depth, buying-group visibility, personalization context that scales."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"a74ab2cc2fde","_type":"block","children":[{"_key":"882430f49dbb","_type":"span","marks":["strong"],"text":"PLG to sales:"},{"_key":"5324a5dd2da5","_type":"span","marks":[],"text":" "},{"_key":"e38cd5484208","_type":"span","marks":["0e403bb21505"],"text":"product usage and trial behavior"},{"_key":"07bfdccdafb0","_type":"span","marks":[],"text":", persona quality (user vs. buyer)."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"0e403bb21505","_type":"link","href":"https://www.commonroom.io/blog/plg-buying-signals-your-sales-team-should-be-tracking/"}],"style":"normal"},{"_key":"30c77faa1e32","_type":"block","children":[{"_key":"c2aa49b95c4f","_type":"span","marks":["strong"],"text":"Community-led:"},{"_key":"37ff1fb0d234","_type":"span","marks":[],"text":" Slack/Discord/forum/GitHub activity from non-customers."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"0bdddfad5dad","_type":"block","children":[{"_key":"6828bae57ed9","_type":"span","marks":["strong"],"text":"Classic demand/ABM:"},{"_key":"62b35307a0c3","_type":"span","marks":[],"text":" third-party intent plus first-party web for confirmation."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e0cabefbd071","_type":"block","children":[{"_key":"cebf5541480f","_type":"span","marks":[],"text":"If your stack already spans five to ten research tools, optimize for consolidation, not one more login. "},{"_key":"a80e1bf3cedd","_type":"span","marks":["967e03a12514"],"text":"Integrations"},{"_key":"6f8ecc6da275","_type":"span","marks":[],"text":" matter only when they push context into Salesforce, HubSpot, Slack, and your sequencer without a second system of record."}],"markDefs":[{"_key":"967e03a12514","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"26814f330d4a","_type":"block","children":[{"_key":"3fdc9e0fedb3","_type":"span","marks":[],"text":"How to Evaluate a Buying Signals Tool"}],"markDefs":[],"style":"h2"},{"_key":"3268c67c1a77","_type":"block","children":[{"_key":"8f150b211648","_type":"span","marks":[],"text":"Use this checklist in every demo. Score vendors 1-5 on each criterion."}],"markDefs":[],"style":"normal"},{"_key":"8d6993cbf5fa","_type":"block","children":[{"_key":"9022335219c4","_type":"span","marks":[],"text":"1. Coverage"}],"markDefs":[],"style":"h3"},{"_key":"ded717a8f6d9","_type":"block","children":[{"_key":"23cce9389a79","_type":"span","marks":[],"text":"Does the tool see where "},{"_key":"2e0580b93e46","_type":"span","marks":["em"],"text":"your"},{"_key":"83dc8a70a894","_type":"span","marks":[],"text":" buyers research, or only where the vendor has inventory? Publisher-only intent is not “full funnel visibility.” Match channels to your motion: web and product for PLG, community for developer-led, job changes for land-and-expand, social for executive-led deals."}],"markDefs":[],"style":"normal"},{"_key":"a1e9e3ce5135","_type":"block","children":[{"_key":"e677f4c176df","_type":"span","marks":[],"text":"2. Identity Resolution"}],"markDefs":[],"style":"h3"},{"_key":"af1db92aaab4","_type":"block","children":[{"_key":"5f90fae4978e","_type":"span","marks":[],"text":"Account scores without people force reps back into manual LinkedIn archaeology. Ask: can you name "},{"_key":"a5fa11e6e652","_type":"span","marks":["strong"],"text":"who"},{"_key":"38eb9b139f5f","_type":"span","marks":[],"text":" hit the pricing page, joined the Slack, or spiked usage? Person-level identity is the difference between a signal and a homework assignment. Platforms that pair capture with identity resolution (for example, Person360-style stitching of anonymous and known activity) close that gap."}],"markDefs":[],"style":"normal"},{"_key":"1d72f049a6bf","_type":"block","children":[{"_key":"0838675ab01b","_type":"span","marks":[],"text":"3. Latency"}],"markDefs":[],"style":"h3"},{"_key":"1586680b7b80","_type":"block","children":[{"_key":"d2fe859cde44","_type":"span","marks":[],"text":"Job changes and high-intent web sessions decay in hours, not weeks. If enrichment and routing lag, competitors who move first win the meeting."}],"markDefs":[],"style":"normal"},{"_key":"b34d9ccd57ed","_type":"block","children":[{"_key":"6efddb939047","_type":"span","marks":[],"text":"4. Noise Ratio"}],"markDefs":[],"style":"h3"},{"_key":"5f13962c07d7","_type":"block","children":[{"_key":"38331421e712","_type":"span","marks":[],"text":"A firehose is not a feature. Look for ICP filters, scoring, suppression of existing customers and open opportunities, and "},{"_key":"faeb848e404f","_type":"span","marks":["strong"],"text":"compound/stacked"},{"_key":"adc14eaf3a3d","_type":"span","marks":[],"text":" logic so one weak hit doesn’t page the whole team."}],"markDefs":[],"style":"normal"},{"_key":"4bebbbddf264","_type":"block","children":[{"_key":"dfeb4554b208","_type":"span","marks":[],"text":"5. Actionability"}],"markDefs":[],"style":"h3"},{"_key":"49dca7c6085e","_type":"block","children":[{"_key":"610ec45060bc","_type":"span","marks":[],"text":"Detection is table stakes. Ask what happens next: automatic routing, playbooks, sequence enrollment, AI drafts grounded in the actual signal context, not generic “saw you were researching analytics” spam."}],"markDefs":[],"style":"normal"},{"_key":"b7260e1e9eba","_type":"block","children":[{"_key":"2d9fdbc2c91a","_type":"span","marks":[],"text":"6. Workflow Embed"}],"markDefs":[],"style":"h3"},{"_key":"9c449e0a7d85","_type":"block","children":[{"_key":"80ed3f280b30","_type":"span","marks":[],"text":"Adoption beats dashboards. Salesforce, HubSpot, Outreach/Salesloft, and Slack matter more than a beautiful UI nobody opens. If reps must leave their system of record to triage signals, they won’t."}],"markDefs":[],"style":"normal"},{"_key":"cba971bfcd0d","_type":"block","children":[{"_key":"097ac135c19f","_type":"span","marks":[],"text":"7. Governance"}],"markDefs":[],"style":"h3"},{"_key":"d46d5c7a31e9","_type":"block","children":[{"_key":"bc9627e3950d","_type":"span","marks":[],"text":"SDR leaders need consistency. Who owns scoring models and plays? Can RevOps change routing without a six-week eng ticket? Ramp fails when every rep invents their own response to the same signal."}],"markDefs":[],"style":"normal"},{"_key":"ca6aa8d7e35e","_type":"block","children":[{"_key":"5a33657927ad","_type":"span","marks":[],"text":"8. Measurability"}],"markDefs":[],"style":"h3"},{"_key":"752f8331cc5c","_type":"block","children":[{"_key":"e66f88de8e54","_type":"span","marks":[],"text":"Vanity metric: alerts sent. 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Teams drowning in five to ten overlapping research apps often save more by consolidating than by adding a “best of breed” point tool."}],"markDefs":[],"style":"normal"},{"_key":"952dfdd42f11","_type":"block","children":[{"_key":"86b027cc0354","_type":"span","marks":[],"text":"Ignore self-ranked “#1 buying signals tool” posts as your sole input. 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A lead captured in your marketing automation platform appears in Salesforce. An activity logged by your sales engagement tool shows up on the contact record. Changes in one system propagate to the other."}],"markDefs":[],"style":"normal"},{"_key":"a3ea23f7589b","_type":"block","children":[{"_key":"3a2872dc4643","_type":"span","marks":[],"text":"There are a few ways to make these connections happen:"}],"markDefs":[],"style":"normal"},{"_key":"5335e6c624d7","_type":"block","children":[{"_key":"eb2fe8501255","_type":"span","marks":["strong"],"text":"Native connectors: "},{"_key":"3bcaf9e6657c","_type":"span","marks":[],"text":"prebuilt integrations from Salesforce's AppExchange or from the vendor itself"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9f8932682c33","_type":"block","children":[{"_key":"867edd6def21","_type":"span","marks":["strong"],"text":"Middleware and iPaaS: "},{"_key":"72c0e1c27b93","_type":"span","marks":[],"text":"platforms like MuleSoft, Workato, or Zapier that orchestrate data flows between systems without custom code"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9a28680b288e","_type":"block","children":[{"_key":"e890332c2416","_type":"span","marks":["strong"],"text":"Custom API and ETL: "},{"_key":"c5d1fba8a6ec","_type":"span","marks":[],"text":"direct integration using Salesforce's REST or SOAP APIs, or extract-transform-load pipelines for data warehouse syncs"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"61c9ba8343d9","_type":"block","children":[{"_key":"2df9c904675c","_type":"span","marks":[],"text":"Each method has trade-offs in speed, flexibility, and maintenance burden."}],"markDefs":[],"style":"normal"},{"_key":"985af1c2b746","_type":"block","children":[{"_key":"edee8f1e75d3","_type":"span","marks":[],"text":"One distinction worth noting: bi-directional sync versus one-way sync. 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Missed handoffs, inconsistent records, decisions made on partial information."}],"markDefs":[],"style":"normal"},{"_key":"b557ba7b9f08","_type":"block","children":[{"_key":"5741fb8ba2ac","_type":"span","marks":[],"text":"When Salesforce can't see what's happening in your product, your community, or your marketing channels, reps operate with an incomplete picture. They don't know which accounts are heating up. They can't tell who just started a free trial or who's been reading your comparison pages. They're working from a CRM that shows where a deal is, but not why it should move."}],"markDefs":[],"style":"normal"},{"_key":"8882c181cb7b","_type":"block","children":[{"_key":"4450380b453c","_type":"span","marks":[],"text":"The Cost Of Disconnection"}],"markDefs":[],"style":"h3"},{"_key":"c60c61ec6c65","_type":"block","children":[{"_key":"66784883f3e6","_type":"span","marks":[],"text":"Bad data isn't just inconvenient. It's expensive. 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Are records incomplete because enrichment data lives outside the CRM?"}],"markDefs":[],"style":"normal"},{"_key":"d3e5f6d2fb43","_type":"block","children":[{"_key":"e0eaa486a5e8","_type":"span","marks":[],"text":"Once you know the problem, evaluate options against these criteria:"}],"markDefs":[],"style":"normal"},{"_key":"f98ce432a091","_type":"block","children":[{"_key":"1e487c44f4eb","_type":"span","marks":["strong"],"text":"Data flow direction:"},{"_key":"9681ee2e64c4","_type":"span","marks":[],"text":" Do you need bi-directional sync, or is one-way sufficient? Who owns the source of truth for each field?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"1856b7b32bfa","_type":"block","children":[{"_key":"bf1b12b3a8fd","_type":"span","marks":["strong"],"text":"Overwrite control:"},{"_key":"440d01a41bd3","_type":"span","marks":[],"text":" What happens when records conflict? 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This guide breaks down how the technology works, what match rates are actually realistic, how to stay GDPR/CCPA compliant, and how to turn identified visits into fast, high-intent sales outreach."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":13,"slug":{"current":"website-visitor-identification-how-to-turn-anonymous-traffic-into-pipeline"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"e18a55c038bb","_type":"block","children":[{"_key":"fc96e6a24bc4","_type":"span","marks":[],"text":"Your website is now your sales floor. It's where buyers research, compare, and form opinions before they ever talk to a rep."}],"markDefs":[],"style":"normal"},{"_key":"fd12baec9c13","_type":"block","children":[{"_key":"e497f70eb547","_type":"span","marks":[],"text":"Here's the problem: almost none of that demand is visible. Industry data consistently shows that around 97% of B2B website visitors leave without filling out a form or taking any trackable action. And when they do convert? B2B SaaS landing pages see a median conversion rate of just 1.1%, according to "},{"_key":"3e97149d485d","_type":"span","marks":["d8ec1bbc01f8"],"text":"First Page Sage's 2026 analysis"},{"_key":"1d7cf9887e93","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"d8ec1bbc01f8","_type":"link","href":"https://firstpagesage.com/seo-blog/landing-page-conversion-rates-by-industry"}],"style":"normal"},{"_key":"7cec54b89432","_type":"block","children":[{"_key":"9517ab65b194","_type":"span","marks":[],"text":"That's a lot of high-intent traffic disappearing into the void."}],"markDefs":[],"style":"normal"},{"_key":"6a3fbd054d18","_type":"block","children":[{"_key":"8f965ac2d723","_type":"span","marks":[],"text":"Website visitor identification offers a way to reclaim some of it. But the category is crowded with inflated claims and unclear definitions. This guide covers what visitor identification actually is, how it works under the hood, what accuracy to expect in the real world, how to stay compliant under GDPR and CCPA, and how to turn a name into a conversation."}],"markDefs":[],"style":"normal"},{"_key":"02a3877899cb","_type":"block","children":[{"_key":"27143c080df3","_type":"span","marks":[],"text":"Key Takeaways"}],"markDefs":[],"style":"h2"},{"_key":"7bbe39a21c98","_type":"block","children":[{"_key":"3cf3ea54829c","_type":"span","marks":[],"text":"Website visitor identification resolves anonymous traffic into named companies, and, at its best, named people, without a form fill."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ef2cd78cbc4c","_type":"block","children":[{"_key":"d593a010d714","_type":"span","marks":[],"text":"\"Tracking\" tells you what a visitor did; \"identification\" tells you who they are. You need both to act."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"abc3836d257b","_type":"block","children":[{"_key":"d5fd6e268822","_type":"span","marks":[],"text":"Realistic match rates are roughly 30–65% at the company level and 5–20% at the person level, well below the 60–80% often advertised."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"c90a5df4f076","_type":"block","children":[{"_key":"7275e44c9dac","_type":"span","marks":[],"text":"It's legal in the US and EU when done with compliant data sources, a documented lawful basis, and a clear opt-out."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"afe54dbf3bf2","_type":"block","children":[{"_key":"bcf194b28ed0","_type":"span","marks":[],"text":"Identification only creates pipeline when it feeds identity resolution, scoring, and fast, automated follow-up."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"b2dc4c90b5e4","_type":"block","children":[{"_key":"c62149ec3a8a","_type":"span","marks":[],"text":"What Is Website Visitor Identification?"}],"markDefs":[],"style":"h2"},{"_key":"724bbd3b2251","_type":"block","children":[{"_key":"31e0dc039aa4","_type":"span","marks":[],"text":"Website visitor identification is the practice of resolving anonymous website traffic into identifiable companies or people without requiring a form submission."}],"markDefs":[],"style":"normal"},{"_key":"481f8e2a67ad","_type":"block","children":[{"_key":"9689bb5560e4","_type":"span","marks":[],"text":"At the most basic level, tools capture a visit (usually via a pixel or first-party script), then attempt to match that visitor to a known entity using IP data, cookies, device fingerprints, or an identity graph."}],"markDefs":[],"style":"normal"},{"_key":"7992d448135d","_type":"block","children":[{"_key":"a026a170bf61","_type":"span","marks":[],"text":"The result can be account-level or person-level:"}],"markDefs":[],"style":"normal"},{"_key":"24d95f6ac58d","_type":"block","children":[{"_key":"9b5a020b90a6","_type":"span","marks":["strong"],"text":"Account-level identification"},{"_key":"0d433523a1cd","_type":"span","marks":[],"text":" tells you \"someone from Acme Corp visited your pricing page.\" You see a company name and maybe firmographic data like industry or headcount."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8c1f1fe654d2","_type":"block","children":[{"_key":"3aa20913171e","_type":"span","marks":["38f74be2c5e9","strong"],"text":"Person-level identification"},{"_key":"d7b3f9bce45e","_type":"span","marks":[],"text":" (sometimes called contact-level) tells you \"Leslie Smith, Director of Procurement at Acme Corp, viewed pricing three times this week.\" You see a real human with a name, title, and email, not just a logo."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"38f74be2c5e9","_type":"link","href":"https://www.commonroom.io/product/web-visitor-identification/"}],"style":"normal"},{"_key":"9827c9a4e123","_type":"block","children":[{"_key":"e13454003ad8","_type":"span","marks":[],"text":"The difference matters. A logo on a dashboard gives you something to talk about at a pipeline review. A named decision-maker with context gives your rep something to work with."}],"markDefs":[],"style":"normal"},{"_key":"0fa23b897654","_type":"block","children":[{"_key":"81e09f048484","_type":"span","marks":[],"text":"For anonymous website visitor identification to drive action, person-level resolution is what separates a report from a signal."}],"markDefs":[],"style":"normal"},{"_key":"b02d9239543d","_type":"block","children":[{"_key":"f589589f9683","_type":"span","marks":[],"text":"Tracking vs. Identification vs. De-Anonymization"}],"markDefs":[],"style":"h3"},{"_key":"54d3d94d4047","_type":"block","children":[{"_key":"08573f3cdd87","_type":"span","marks":[],"text":"These terms get used interchangeably, but they describe different things."}],"markDefs":[],"style":"normal"},{"_key":"410ed5c9520b","_type":"block","children":[{"_key":"25048e4cfef2","_type":"span","marks":["strong"],"text":"Website visitor tracking"},{"_key":"c18daef019b0","_type":"span","marks":[],"text":" captures what someone did on your site: which pages they visited, how long they stayed, whether they came back. It's behavioral data, the raw material."}],"markDefs":[],"style":"normal"},{"_key":"4dcc6bfd661a","_type":"block","children":[{"_key":"2e3fbec70a44","_type":"span","marks":["strong"],"text":"Website visitor identification"},{"_key":"bfee0792818e","_type":"span","marks":[],"text":" (or de-anonymization) is the process of figuring out who that visitor is: a person, a company, or both."}],"markDefs":[],"style":"normal"},{"_key":"cb7c9c38e33f","_type":"block","children":[{"_key":"870cab1ab8e1","_type":"span","marks":[],"text":"You need both. Tracking without identification gives you behavior with no name. Identification without tracking gives you a name with no context. Together, they give you an actionable signal: a known buyer displaying real intent."}],"markDefs":[],"style":"normal"},{"_key":"2ed4961fb5e8","_type":"block","children":[{"_key":"ca0b99331c9c","_type":"span","marks":[],"text":"Why Website Visitor Identification Matters Now"}],"markDefs":[],"style":"h2"},{"_key":"7f79f05ba2cc","_type":"block","children":[{"_key":"40eee47225c1","_type":"span","marks":[],"text":"The B2B buying journey has shifted, and your website is at the center of it."}],"markDefs":[],"style":"normal"},{"_key":"f9e4a7940eec","_type":"block","children":[{"_key":"f79cc0e3c0d0","_type":"span","marks":[],"text":"Gartner's 2024 research found that B2B buyers now spend roughly 80% of their purchase journey self-directed, gathering information without ever speaking to a rep. That's up from the 57% baseline that CEB (now Gartner) reported in 2015."}],"markDefs":[],"style":"normal"},{"_key":"d63f5bc64948","_type":"block","children":[{"_key":"b151e93908f8","_type":"span","marks":[],"text":"The trend is accelerating. "},{"_key":"164caebe4a43","_type":"span","marks":["c56a5e6d9b2b"],"text":"A March 2026 Gartner survey of 646 buyers"},{"_key":"6951e4d7cc89","_type":"span","marks":[],"text":" found that 67% prefer a rep-free buying experience entirely. The same research found that 45% of B2B buyers used AI during a recent purchase — further compressing the window for human engagement."}],"markDefs":[{"_key":"c56a5e6d9b2b","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2026-03-09-gartner-sales-survey-finds-67-percent-of-b2b-buyers-prefer-a-rep-free-experience"}],"style":"normal"},{"_key":"bc69bdf111fe","_type":"block","children":[{"_key":"8c1751f4d45a","_type":"span","marks":[],"text":"This means your website isn't a brochure. It's where decisions form."}],"markDefs":[],"style":"normal"},{"_key":"29d07418172d","_type":"block","children":[{"_key":"d6747b17878b","_type":"span","marks":[],"text":"Yet most of that demand stays invisible. Forms capture almost no one. B2B SaaS landing pages convert at around 1.1%, per First Page Sage. Across all industries, "},{"_key":"0f41e130c0b9","_type":"span","marks":["7a34cb3fec46"],"text":"Unbounce's 2024 Conversion Benchmark Report"},{"_key":"1c9426e6f47b","_type":"span","marks":[],"text":" puts the median landing-page conversion at just 6.6%."}],"markDefs":[{"_key":"7a34cb3fec46","_type":"link","href":"https://unbounce.com/conversion-benchmark-report"}],"style":"normal"},{"_key":"8df563e23ef9","_type":"block","children":[{"_key":"edbd5105ae96","_type":"span","marks":[],"text":"Meanwhile, "},{"_key":"5a69f1f41019","_type":"span","marks":["c76f443e5a68"],"text":"Forrester's 2024 Buyers' Journey Survey"},{"_key":"d19ee3245059","_type":"span","marks":[],"text":" found that 92% of B2B buyers start the purchase process with at least one vendor already in mind. Forty-one percent have a single vendor in mind before formal evaluation even begins."}],"markDefs":[{"_key":"c76f443e5a68","_type":"link","href":"https://www.forrester.com/blogs/why-performance-marketing-falls-short/"}],"style":"normal"},{"_key":"f0168cf308eb","_type":"block","children":[{"_key":"9c80a11277f7","_type":"span","marks":[],"text":"If you're waiting for a form fill to spot demand, you're seeing the very end of a journey that happened mostly without you. B2B website visitor identification gives you a way to observe, and act on, the 97% that never raised a hand."}],"markDefs":[],"style":"normal"},{"_key":"e976573793af","_type":"block","children":[{"_key":"c240556e2aed","_type":"span","marks":[],"text":"How Website Visitor Identification Works"}],"markDefs":[],"style":"h2"},{"_key":"8b76666fd975","_type":"mainImage","alt":"How website visitor identification works","asset":{"_id":"image-21097901f7070677b4bfb616b3426b9a54d5b7d1-1600x1200-png","_type":"sanity.imageAsset","_rev":"taO71HV6vTvIcHAUwA8YGl","_createdAt":"2026-08-31T19:07:15Z","_updatedAt":"2026-08-31T19:07:15Z","assetId":"21097901f7070677b4bfb616b3426b9a54d5b7d1","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"V4Rf:;^lSw^,f+_3jaWVayWB%}OmrvNZn+~qX6spoft7","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.3333333333333333,"height":1200,"width":1600},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#323d3b","foreground":"#fff","population":0.02,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#1b694f","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#50b090","foreground":"#fff","population":0.06,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#a1c4bc","foreground":"#000","population":0.01,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#6ce4bc","foreground":"#000","population":0,"title":"#fff"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#50b090","foreground":"#fff","population":0.06,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#34c998","foreground":"#000","population":0.02,"title":"#fff"}},"thumbHash":"/OcBBYB4iaiHd3d/aIeHkC+H+XI4"},"mimeType":"image/png","originalFilename":"blog-inline-how-visitor-id-works.png","path":"images/vt347z5x/production/21097901f7070677b4bfb616b3426b9a54d5b7d1-1600x1200.png","sha1hash":"21097901f7070677b4bfb616b3426b9a54d5b7d1","size":1042212,"uploadId":"8d9b615a7da2c4f37f741909de37667c9986c86d","url":"https://cdn.sanity.io/images/vt347z5x/production/21097901f7070677b4bfb616b3426b9a54d5b7d1-1600x1200.png","filename":"blog-inline-how-visitor-id-works.png","width":1600,"height":1200,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/21097901f7070677b4bfb616b3426b9a54d5b7d1-1600x1200.png?rect=400,0,800,1200&w=%width%&h=%height%&q=80","id":"image-21097901f7070677b4bfb616b3426b9a54d5b7d1-1600x1200-png","children":[],"parent":null}},{"_key":"95e93d30c8c4","_type":"block","children":[{"_key":"ed3cc693d04d","_type":"span","marks":[],"text":"Every visitor identification tool follows the same basic sequence: capture the visit, then resolve it to a known entity. The methods vary in accuracy, coverage, and privacy posture."}],"markDefs":[],"style":"normal"},{"_key":"03fd3ce23851","_type":"block","children":[{"_key":"a8d44f73a471","_type":"span","marks":[],"text":"IP Lookup and Reverse-IP (Account Level)"}],"markDefs":[],"style":"h3"},{"_key":"3816e32b5020","_type":"block","children":[{"_key":"86fd2499444e","_type":"span","marks":[],"text":"The simplest approach maps a visitor's IP address to a company. Reverse-IP databases link IP ranges to corporate networks, giving you an account name and firmographic details."}],"markDefs":[],"style":"normal"},{"_key":"659ed0491871","_type":"block","children":[{"_key":"fb9cf5708652","_type":"span","marks":[],"text":"It's fast and low-friction, no cookies required. But it's limited. You get a company, not a person. And accuracy has dropped as remote work scatters employees across home ISPs, VPNs, and coffee shops. An IP that once mapped cleanly to \"Acme Corp HQ\" now might map to \"Comcast residential.\""}],"markDefs":[],"style":"normal"},{"_key":"4ad962fb9b17","_type":"block","children":[{"_key":"d794d1f5aee9","_type":"span","marks":[],"text":"Reverse-IP is a starting point, not an endpoint."}],"markDefs":[],"style":"normal"},{"_key":"0d739cfc4b71","_type":"block","children":[{"_key":"3d727c22d70a","_type":"span","marks":[],"text":"Cookies, Pixels, and First-Party Scripts"}],"markDefs":[],"style":"h3"},{"_key":"66a0fde97481","_type":"block","children":[{"_key":"5178d04dcfa8","_type":"span","marks":[],"text":"Most tools rely on a JavaScript snippet ("},{"_key":"b6e97bc20ffc","_type":"span","marks":["7767c82ee843"],"text":"a pixel or first-party script"},{"_key":"9d30693d05c6","_type":"span","marks":[],"text":") to capture visits and set cookies. When a visitor returns, the tool can recognize them and match to previous sessions."}],"markDefs":[{"_key":"7767c82ee843","_type":"link","href":"https://www.commonroom.io/docs/signals/website-visitor-tracking/"}],"style":"normal"},{"_key":"f38f7e16b133","_type":"block","children":[{"_key":"706fabc7856b","_type":"span","marks":[],"text":"Cookies also enable partnerships with identity providers. If a visitor logged in elsewhere with a matching email or device fingerprint, the tool can link that identity back to your site."}],"markDefs":[],"style":"normal"},{"_key":"31dd1babf76c","_type":"block","children":[{"_key":"10abc3642281","_type":"span","marks":[],"text":"The catch: this depends on consent in many jurisdictions. In the EU, setting non-essential cookies requires explicit opt-in under GDPR. Third-party cookie deprecation (still rolling out across browsers) has further reduced the reliability of cookie-based matching."}],"markDefs":[],"style":"normal"},{"_key":"361bc0f5e5b1","_type":"block","children":[{"_key":"d8400452abab","_type":"span","marks":[],"text":"Identity Graphs and Waterfall Enrichment (Person Level)"}],"markDefs":[],"style":"h3"},{"_key":"aa592c697c27","_type":"block","children":[{"_key":"ce5f6326d0e0","_type":"span","marks":[],"text":"Person-level identification requires stitching together multiple signals — email hashes, device IDs, LinkedIn profiles, ad network data — into a unified identity graph."}],"markDefs":[],"style":"normal"},{"_key":"f89bdaee9718","_type":"block","children":[{"_key":"0b02c8eb6d70","_type":"span","marks":[],"text":"When someone visits your site, the tool attempts to match available identifiers against this graph. If there's a hit, you get a name, title, company, and often contact details. If there's a partial match, the best tools run \""},{"_key":"07b9ab5f9528","_type":"span","marks":["82705ff9ffdb"],"text":"waterfall enrichment"},{"_key":"d1a53b64556e","_type":"span","marks":[],"text":"\"—sequentially querying multiple data providers until a match is found."}],"markDefs":[{"_key":"82705ff9ffdb","_type":"link","href":"https://www.commonroom.io/blog/ai-lead-enrichment/"}],"style":"normal"},{"_key":"b3ef24579de8","_type":"block","children":[{"_key":"e0d8d0f3a047","_type":"span","marks":[],"text":"This is where match rates (and match quality) diverge dramatically between tools. The identity-resolution engine, how signals are stitched, deduped, and enriched, is the difference between a high-confidence contact and a stale, duplicated record."}],"markDefs":[],"style":"normal"},{"_key":"f66c1c4fac8d","_type":"block","children":[{"_key":"34a393929d8e","_type":"span","marks":["89233f510fb5"],"text":"Common Room's Person360"},{"_key":"9c421ff03b87","_type":"span","marks":[],"text":" is an example of a purpose-built identity-resolution and waterfall-enrichment engine. It's designed to maximize match rates while reducing duplicate records because a mismatched or duplicate lead is often worse than no lead."}],"markDefs":[{"_key":"89233f510fb5","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"},{"_key":"a702742398f4","_type":"block","children":[{"_key":"524865fc1c22","_type":"span","marks":[],"text":"How Accurate Is Website Visitor Identification, Really?"}],"markDefs":[],"style":"h2"},{"_key":"6e6402b73846","_type":"block","children":[{"_key":"1d922cf9806c","_type":"span","marks":[],"text":"Vendors love to quote match rates. You'll see claims of 60%, 70%, even 80% identification."}],"markDefs":[],"style":"normal"},{"_key":"29d46544ae0c","_type":"block","children":[{"_key":"69ea6e6e5520","_type":"span","marks":[],"text":"Take those numbers with skepticism."}],"markDefs":[],"style":"normal"},{"_key":"d41380cde56e","_type":"block","children":[{"_key":"75de18ecd94d","_type":"span","marks":[],"text":"Independent assessments from 2025–2026 put realistic match rates significantly lower:"}],"markDefs":[],"style":"normal"},{"_key":"f51c270d834a","_type":"block","children":[{"_key":"329f17dab83d","_type":"span","marks":["strong"],"text":"Account-level (company) identification:"},{"_key":"bfbd99b144f1","_type":"span","marks":[],"text":" roughly 30–65% for US B2B traffic."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"a6ebed8ef8a1","_type":"block","children":[{"_key":"10952151c444","_type":"span","marks":["strong"],"text":"Person-level (contact) identification:"},{"_key":"7584beb7bf47","_type":"span","marks":[],"text":" roughly 5–20%."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"1fe40da1faef","_type":"block","children":[{"_key":"6b35dc9e27e0","_type":"span","marks":[],"text":"Why the gap between claims and reality? A few reasons:"}],"markDefs":[],"style":"normal"},{"_key":"36df2dc5c482","_type":"block","children":[{"_key":"b37619ba8777","_type":"span","marks":["strong"],"text":"US vs. international traffic."},{"_key":"2b36a87905e0","_type":"span","marks":[],"text":" Identity coverage is strongest in the US. EU match rates are lower due to data-access restrictions and GDPR compliance requirements."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ffeff8a33150","_type":"block","children":[{"_key":"c04fb3503869","_type":"span","marks":["strong"],"text":"Corporate vs. home IPs."},{"_key":"fb53cf1feb5e","_type":"span","marks":[],"text":" Remote work has made reverse-IP less reliable. A visitor on a home ISP or VPN often can't be resolved to a company at all."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"0cb1303e87e9","_type":"block","children":[{"_key":"b20b8c690206","_type":"span","marks":["strong"],"text":"Data-source quality."},{"_key":"0d4378391d44","_type":"span","marks":[],"text":" Some vendors rely on stale or poorly sourced data. The match might technically exist, but the email is outdated or the title is wrong."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"1b0a45f024ac","_type":"block","children":[{"_key":"0b0590bbdb5a","_type":"span","marks":["strong"],"text":"Bot and crawler traffic."},{"_key":"685c956559cb","_type":"span","marks":[],"text":" If a vendor doesn't filter bots well, their \"match rate\" includes a lot of noise."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"bf3b4f6d8022","_type":"block","children":[{"_key":"a1e105a93990","_type":"span","marks":[],"text":"How do you verify a vendor's numbers? A few practical checks:"}],"markDefs":[],"style":"normal"},{"_key":"9ae515e20379","_type":"block","children":[{"_key":"a9b0d84d0f72","_type":"span","marks":["strong"],"text":"Spot-check against your CRM."},{"_key":"2fa9bc2ee908","_type":"span","marks":[],"text":" Take a sample of identified visitors and see how many already exist in your database with accurate data."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"fdc5febfe112","_type":"block","children":[{"_key":"75ec90c82203","_type":"span","marks":["strong"],"text":"Look for confidence scores."},{"_key":"eab751d2cc96","_type":"span","marks":[],"text":" The best tools surface match confidence, not just a binary yes/no."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"6051b340684b","_type":"block","children":[{"_key":"32a4ca06aa04","_type":"span","marks":["strong"],"text":"Ask about bot filtering."},{"_key":"2e5506d3b6a8","_type":"span","marks":[],"text":" If the vendor can't explain how they exclude non-human traffic, be skeptical."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"2dca7942a018","_type":"block","children":[{"_key":"ce0082cacd75","_type":"span","marks":[],"text":"Common Room's enhanced website visitor identification, powered by its Signals layer, reaches up to 50% person-level identification of US website traffic, compared to the 15–20% person-level that many tools achieve. That's a brand benchmark, not a universal claim, but it reflects what a strong identity-resolution engine can do."}],"markDefs":[],"style":"normal"},{"_key":"f99a3485b15d","_type":"block","children":[{"_key":"43787b5e5dbb","_type":"span","marks":[],"text":"Is Website Visitor Identification Legal? (GDPR and CCPA)"}],"markDefs":[],"style":"h2"},{"_key":"e88f6b36d247","_type":"block","children":[{"_key":"b66058c9d65b","_type":"span","marks":[],"text":"Yes. But compliance requires care. Let's clear up the most common myths."}],"markDefs":[],"style":"normal"},{"_key":"7f833fa6c1b6","_type":"block","children":[{"_key":"24904531a95f","_type":"span","marks":[],"text":"IP Addresses Are Personal Data"}],"markDefs":[],"style":"h3"},{"_key":"c2875f04ab05","_type":"block","children":[{"_key":"bdfa4ebf9359","_type":"span","marks":[],"text":"Under GDPR, IP addresses are explicitly personal data. You can't treat them as anonymous just because they're \"technical.\""}],"markDefs":[],"style":"normal"},{"_key":"40fd093c1274","_type":"block","children":[{"_key":"8bdc0c026ae0","_type":"span","marks":[],"text":"GDPR: Legitimate Interest Can Work for Company-Level"}],"markDefs":[],"style":"h3"},{"_key":"2b42a0a476c5","_type":"block","children":[{"_key":"2ba6043266b8","_type":"span","marks":[],"text":"For account-level identification (mapping an IP to a company), many organizations rely on legitimate interest under "},{"_key":"c5a2ff607343","_type":"span","marks":["b888217fb57b"],"text":"GDPR Article 6(1)(f)"},{"_key":"cc48eb2172bc","_type":"span","marks":[],"text":". This requires:"}],"markDefs":[{"_key":"b888217fb57b","_type":"link","href":"https://gdpr-info.eu/art-6-gdpr/"}],"style":"normal"},{"_key":"b9ffa0a353f8","_type":"block","children":[{"_key":"fa8dd2f3e5ab","_type":"span","marks":[],"text":"A clear purpose (e.g., B2B lead generation)."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"63058e544cee","_type":"block","children":[{"_key":"60164c037d2e","_type":"span","marks":[],"text":"Necessity (you can't achieve the same result with less data)."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"0ce76f158f3d","_type":"block","children":[{"_key":"00ab26fda0f7","_type":"span","marks":[],"text":"A balancing test (the individual's rights don't override your interest)."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"ce3221857ec7","_type":"block","children":[{"_key":"c35279df3b0c","_type":"span","marks":[],"text":"You must document this in a Legitimate Interests Assessment (LIA), provide transparency in your privacy notice, and offer an easy opt-out."}],"markDefs":[],"style":"normal"},{"_key":"2b9eef060134","_type":"block","children":[{"_key":"a400a9f2c331","_type":"span","marks":[],"text":"EU Person-Level Identification Typically Needs Consent"}],"markDefs":[],"style":"h3"},{"_key":"fd3d5f1752b3","_type":"block","children":[{"_key":"c49117dc51d9","_type":"span","marks":[],"text":"Person-level identification in the EU, where you're resolving a visitor to a named individual, generally requires explicit consent. The thresholds are higher, and the data involved is more sensitive."}],"markDefs":[],"style":"normal"},{"_key":"93ba97c1d4c7","_type":"block","children":[{"_key":"50ae908fbcf8","_type":"span","marks":[],"text":"The CCPA B2B Exemption Is Gone"}],"markDefs":[],"style":"h3"},{"_key":"d88ef1711413","_type":"block","children":[{"_key":"46387a752f7b","_type":"span","marks":[],"text":"A common misconception: \"CCPA doesn't apply to B2B data.\""}],"markDefs":[],"style":"normal"},{"_key":"904ab5d7c7ab","_type":"block","children":[{"_key":"6633f041ba38","_type":"span","marks":[],"text":"It did until December 31, 2022. "},{"_key":"3e49b1f7c05a","_type":"span","marks":["16d30228d2f1"],"text":"The CCPA's B2B exemption expired"},{"_key":"7d518acc8b58","_type":"span","marks":[],"text":", and it was never renewed under the CPRA. California residents, even when acting in a business capacity, now have full rights under California privacy law. This includes IP addresses and browsing data."}],"markDefs":[{"_key":"16d30228d2f1","_type":"link","href":"https://oag.ca.gov/privacy/ccpa"}],"style":"normal"},{"_key":"4d6ab4de4539","_type":"block","children":[{"_key":"6df63281f60f","_type":"span","marks":[],"text":"You need a \"Do Not Sell or Share\" mechanism, clear notice, and the ability to honor opt-out requests."}],"markDefs":[],"style":"normal"},{"_key":"b8860b1c95a6","_type":"block","children":[{"_key":"7bb89be4f9e9","_type":"span","marks":[],"text":"How to Turn Identified Visitors Into Pipeline"}],"markDefs":[],"style":"h2"},{"_key":"011de53ca292","_type":"mainImage","alt":"Turning website visitor identification into pipeline","asset":{"_id":"image-edf7bfbd21144ba0ef75b874e5c3038223f5d43e-1600x1200-png","_type":"sanity.imageAsset","_rev":"4hScsMJksV8DfWCIi2E30Z","_createdAt":"2026-08-31T19:07:17Z","_updatedAt":"2026-08-31T19:07:17Z","assetId":"edf7bfbd21144ba0ef75b874e5c3038223f5d43e","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"V6Qd7D~W?IY3^R_3IokCw#Sx~DI.NGw}I.Tb-qnPFE,J","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.3333333333333333,"height":1200,"width":1600},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#443c44","foreground":"#fff","population":0,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#137051","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#bad0c9","foreground":"#000","population":1.75,"title":"#000"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#bad0c9","foreground":"#000","population":1.75,"title":"#000"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#9efce7","foreground":"#000","population":0.03,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#68a494","foreground":"#fff","population":0,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#24cc94","foreground":"#fff","population":0,"title":"#fff"}},"thumbHash":"+ucBBYDLxmZpiHdthkZ7b81a77z0"},"mimeType":"image/png","originalFilename":"blog-inline-pipeline-workflow.png","path":"images/vt347z5x/production/edf7bfbd21144ba0ef75b874e5c3038223f5d43e-1600x1200.png","sha1hash":"edf7bfbd21144ba0ef75b874e5c3038223f5d43e","size":1087867,"uploadId":"510424309a87d533e6502ccdcc2204d89d913455","url":"https://cdn.sanity.io/images/vt347z5x/production/edf7bfbd21144ba0ef75b874e5c3038223f5d43e-1600x1200.png","filename":"blog-inline-pipeline-workflow.png","width":1600,"height":1200,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/edf7bfbd21144ba0ef75b874e5c3038223f5d43e-1600x1200.png?rect=400,0,800,1200&w=%width%&h=%height%&q=80","id":"image-edf7bfbd21144ba0ef75b874e5c3038223f5d43e-1600x1200-png","children":[],"parent":null}},{"_key":"33f119f61d2a","_type":"block","children":[{"_key":"9cf38324431b","_type":"span","marks":[],"text":"Identifying a visitor is step one. The value comes from what happens next."}],"markDefs":[],"style":"normal"},{"_key":"6e265ae6999e","_type":"block","children":[{"_key":"c450a01a9af8","_type":"span","marks":[],"text":"Here's the workflow that separates a dashboard nobody checks from a signal that books meetings:"}],"markDefs":[],"style":"normal"},{"_key":"3c41ad79ce90","_type":"block","children":[{"_key":"e7f12d3d8d47","_type":"span","marks":[],"text":"1. Filter to Your ICP"}],"markDefs":[],"style":"h3"},{"_key":"71922b36720d","_type":"block","children":[{"_key":"e850ca9e15c5","_type":"span","marks":[],"text":"Not every visitor matters. Exclude current customers, competitors, job seekers, and accounts that don't fit your ideal customer profile. Set firmographic and behavioral thresholds (industry, company size, job title, page depth) so only qualified signals flow downstream."}],"markDefs":[],"style":"normal"},{"_key":"a935f5bcbe70","_type":"block","children":[{"_key":"308a3c1c19e9","_type":"span","marks":[],"text":"2. Enrich and Resolve to the Decision-Maker"}],"markDefs":[],"style":"h3"},{"_key":"5688ce32e30b","_type":"block","children":[{"_key":"e5bdd8bdac0e","_type":"span","marks":[],"text":"A company name isn't enough. Enrich the record to find the right buyer: the economic decision-maker or the champion most likely to engage. If your tool only gives you \"someone from Acme,\" you still have work to do."}],"markDefs":[],"style":"normal"},{"_key":"07696ea31146","_type":"block","children":[{"_key":"cc328cc52907","_type":"span","marks":[],"text":"3. Score by Fit + Intent"}],"markDefs":[],"style":"h3"},{"_key":"733e252ea23f","_type":"block","children":[{"_key":"5111def0cfd8","_type":"span","marks":[],"text":"Not all visits are equal. A pricing-page view from a VP at a target account is worth more than a blog bounce from an intern. "},{"_key":"18485d466a5d","_type":"span","marks":["c06dfbc0f6e1"],"text":"Layer fit (firmographic match) with intent"},{"_key":"f6e3c6aedb56","_type":"span","marks":[],"text":" (behavior on-site and off) to prioritize."}],"markDefs":[{"_key":"c06dfbc0f6e1","_type":"link","href":"https://www.commonroom.io/blog/how-to-build-a-lead-scoring-model-that-actually-works/"}],"style":"normal"},{"_key":"293eb3da21ed","_type":"block","children":[{"_key":"1e18ad498bd6","_type":"span","marks":[],"text":"4. Route in Real Time"}],"markDefs":[],"style":"h3"},{"_key":"18acf1607b9c","_type":"block","children":[{"_key":"9665760a1f19","_type":"span","marks":[],"text":"Speed matters a lot. The 2007 MIT/InsideSales.com study by James Oldroyd found that the odds of qualifying a lead are roughly 21 times higher when contacted within 5 minutes versus 30 minutes. The odds of even reaching the contact were about 100 times higher."}],"markDefs":[],"style":"normal"},{"_key":"1f0388220946","_type":"block","children":[{"_key":"5a530b75a405","_type":"span","marks":[],"text":"Yet a 2024 audit by RevenueHero found that 63.5% of B2B SaaS companies never responded to a demo request at all."}],"markDefs":[],"style":"normal"},{"_key":"093a07072881","_type":"block","children":[{"_key":"55a60ec724e9","_type":"span","marks":[],"text":"Build routing that gets high-intent signals to the right rep immediately — not in the next morning's digest."}],"markDefs":[],"style":"normal"},{"_key":"03572dbd94e4","_type":"block","children":[{"_key":"430fbb6d1564","_type":"span","marks":[],"text":"5. Personalize With Context, Not Just a Merge Field"}],"markDefs":[],"style":"h3"},{"_key":"b44fff533f89","_type":"block","children":[{"_key":"237855e8d67d","_type":"span","marks":[],"text":"\"Hi {{first_name}}\" isn't personalization. Reference the signal: the page they viewed, the problem it solves, the context that makes your outreach relevant. The best tools surface this context alongside the contact."}],"markDefs":[],"style":"normal"},{"_key":"45d9b45f829f","_type":"block","children":[{"_key":"930f706a094f","_type":"span","marks":[],"text":"6. Act Within Minutes"}],"markDefs":[],"style":"h3"},{"_key":"526cf7be6eef","_type":"block","children":[{"_key":"01b33aad9943","_type":"span","marks":[],"text":"This is where automation pays off. Manual follow-up on anonymous visitor data doesn't scale. The teams turning identification into pipeline are the ones feeding signals into scoring engines and "},{"_key":"81bc9d907723","_type":"span","marks":["dea0b3943174"],"text":"automated plays"},{"_key":"19cd8738d756","_type":"span","marks":[],"text":"—so a high-fit, high-intent visit triggers a personalized sequence before the buyer closes the tab."}],"markDefs":[{"_key":"dea0b3943174","_type":"link","href":"https://www.commonroom.io/blog/roomieai-for-pipe-gen/"}],"style":"normal"},{"_key":"67912173638e","_type":"block","children":[{"_key":"83fbf1202e74","_type":"span","marks":[],"text":"Common Room's architecture is built for this: Signals (including website visitor identification) feed into lead scoring and into Actions and RoomieAI, the platform's automation and AI layer. The result is a scored, automated play. Not a CSV export someone forgets to check."}],"markDefs":[],"style":"normal"},{"_key":"12f68551724e","_type":"block","children":[{"_key":"6cfb2558eb82","_type":"span","marks":[],"text":"How to Choose a Website Visitor Identification Tool"}],"markDefs":[],"style":"h2"},{"_key":"86f5610e17d0","_type":"block","children":[{"_key":"f60e2221d947","_type":"span","marks":[],"text":"Not all tools are created equal. Here's a vendor-neutral checklist for evaluating your options:"}],"markDefs":[],"style":"normal"},{"_key":"4837e409aaaf","_type":"block","children":[{"_key":"de0f132db913","_type":"span","marks":["strong"],"text":"Person-level vs. company-only:"},{"_key":"64add34c3bc2","_type":"span","marks":[],"text":" Does the tool resolve to individuals, or just accounts? Person-level is harder but far more actionable."}],"markDefs":[],"style":"normal"},{"_key":"c72fffac87ae","_type":"block","children":[{"_key":"9e8b85a49d24","_type":"span","marks":["strong"],"text":"Honest, verifiable match rates:"},{"_key":"1a4eaef6bb80","_type":"span","marks":[],"text":" Ask for realistic numbers, not marketing claims. Request a pilot or spot-check against your own data."}],"markDefs":[],"style":"normal"},{"_key":"e4df713f02db","_type":"block","children":[{"_key":"2df2a025c5e2","_type":"span","marks":["strong"],"text":"Identity resolution and enrichment quality:"},{"_key":"bc4434a11f78","_type":"span","marks":[],"text":" How does the tool stitch identities and fill gaps? Poor identity resolution means duplicates, stale data, and wasted outreach."}],"markDefs":[],"style":"normal"},{"_key":"9c7ea2d1adcd","_type":"block","children":[{"_key":"d0936c65a40d","_type":"span","marks":["strong"],"text":"Real-time alerts and routing speed:"},{"_key":"3f82e3420c56","_type":"span","marks":[],"text":" Can you act in minutes, or are you waiting for a daily batch? Speed-to-lead data is clear: faster wins."}],"markDefs":[],"style":"normal"},{"_key":"1de115cc4344","_type":"block","children":[{"_key":"072f81d00c14","_type":"span","marks":["strong"],"text":"Native CRM and sales-engagement integration:"},{"_key":"0ba02700ac5b","_type":"span","marks":[],"text":" Does the tool write clean data back to Salesforce or HubSpot? Or does it create a silo you have to manually sync?"}],"markDefs":[],"style":"normal"},{"_key":"95b4b06d2dda","_type":"block","children":[{"_key":"e082be9a2dff","_type":"span","marks":["strong"],"text":"Off-site and dark-funnel coverage:"},{"_key":"6057593df0eb","_type":"span","marks":[],"text":" Does the tool only see your website, or can it capture signals from social, community, G2, job changes, and other sources? On-site traffic is a fraction of the buyer journey."}],"markDefs":[],"style":"normal"},{"_key":"7bd22457d9ac","_type":"block","children":[{"_key":"024fd7c5bdc1","_type":"span","marks":["strong"],"text":"Compliance posture and documented data sourcing:"},{"_key":"12cfb380fe7c","_type":"span","marks":[],"text":" Can the vendor explain where their data comes from and how they handle GDPR/CCPA? If they can't, that's your liability."}],"markDefs":[],"style":"normal"},{"_key":"bdbfac6287b4","_type":"block","children":[{"_key":"aa3409480f2b","_type":"span","marks":["strong"],"text":"Consolidation vs. another point tool:"},{"_key":"8a2e7d5a21c9","_type":"span","marks":[],"text":" Does this tool reduce your stack, or add another dashboard to ignore? The best fit is a system that turns identification into action, not a standalone report."}],"markDefs":[],"style":"normal"},{"_key":"f55afa331cf6","_type":"block","children":[{"_key":"8b2ea747aeb1","_type":"span","marks":[],"text":"Frequently Asked Questions"}],"markDefs":[],"style":"h2"},{"_key":"a18167837369","_type":"block","children":[{"_key":"1976b9f96186","_type":"span","marks":[],"text":"What Is the Difference Between Account-Level and Contact-Level Identification?"}],"markDefs":[],"style":"h3"},{"_key":"430b26447aa5","_type":"block","children":[{"_key":"327ee43193ca","_type":"span","marks":[],"text":"Account-level tells you \"someone from this company visited.\" Contact-level (person-level) tells you who: a specific individual with a name, title, and email. Person-level is what makes a visit actionable."}],"markDefs":[],"style":"normal"},{"_key":"5903d48314ae","_type":"block","children":[{"_key":"437e5aebde8a","_type":"span","marks":[],"text":"Can I Identify Website Visitors Who Don't Fill Out a Form?"}],"markDefs":[],"style":"h3"},{"_key":"411d1e121731","_type":"block","children":[{"_key":"d62cadbff9ad","_type":"span","marks":[],"text":"Yes. Identity-graph matching can resolve a portion of anonymous traffic to known individuals without a form fill though realistic person-level match rates are 5–20%, not the 60–80% some vendors advertise."}],"markDefs":[],"style":"normal"},{"_key":"40c2932dda05","_type":"block","children":[{"_key":"ddb5b833f4c7","_type":"span","marks":[],"text":"Is Website Visitor Identification Legal Under GDPR and CCPA?"}],"markDefs":[],"style":"h3"},{"_key":"b5102950eed3","_type":"block","children":[{"_key":"383a7b5b96ca","_type":"span","marks":[],"text":"Yes, with a lawful basis, transparency, and an opt-out. Under GDPR, company-level identification can rely on legitimate interest (with a documented LIA); EU person-level identification typically requires consent. The CCPA B2B exemption expired at the end of 2022, so California residents now have full rights."}],"markDefs":[],"style":"normal"},{"_key":"0fdb77798bff","_type":"block","children":[{"_key":"bcc998aa07d4","_type":"span","marks":[],"text":"What Is a Good Website Visitor Identification Rate?"}],"markDefs":[],"style":"h3"},{"_key":"7b7b8923ffbf","_type":"block","children":[{"_key":"e1dc79e2d27c","_type":"span","marks":[],"text":"Expect roughly 30–65% at the company level and 5–20% at the person level for US traffic. Treat significantly higher advertised numbers with skepticism, they often reflect ideal conditions, not real-world performance."}],"markDefs":[],"style":"normal"},{"_key":"3dc3f0135762","_type":"block","children":[{"_key":"5372da43a9d3","_type":"span","marks":[],"text":"What's the Difference Between Website Visitor Tracking and Identification?"}],"markDefs":[],"style":"h3"},{"_key":"257de6aef769","_type":"block","children":[{"_key":"fd7b705b4968","_type":"span","marks":[],"text":"Tracking captures behavior: which pages someone visited, how long they stayed. Identification resolves who they are: a company, a person, or both. You need both to act."}],"markDefs":[],"style":"normal"},{"_key":"7a557096beea","_type":"block","children":[{"_key":"ea221f7f9622","_type":"span","marks":[],"text":"What's Next"}],"markDefs":[],"style":"h2"},{"_key":"75194af2fc38","_type":"block","children":[{"_key":"296672c786ec","_type":"span","marks":[],"text":"Your anonymous website traffic isn't a mystery to solve later, it's your largest source of in-market demand right now."}],"markDefs":[],"style":"normal"},{"_key":"28e108bf76ea","_type":"block","children":[{"_key":"4b8c692d17cb","_type":"span","marks":[],"text":"The challenge isn't installing a pixel. It's what comes after: resolving a visit to a real person, enriching and deduping that record, scoring intent, and routing the signal to someone who can act on it in minutes, not days."}],"markDefs":[],"style":"normal"},{"_key":"2cd30f7de5e7","_type":"block","children":[{"_key":"c753c94234fe","_type":"span","marks":[],"text":"That's the difference between a dashboard and a pipeline."}],"markDefs":[],"style":"normal"},{"_key":"f563042e95af","_type":"block","children":[{"_key":"f3fa5ebaabe0","_type":"span","marks":[],"text":"If you're evaluating how to "},{"_key":"062eac25f114","_type":"span","marks":["1d3714e30055"],"text":"turn website signals into action"},{"_key":"57d0bd2d4ed7","_type":"span","marks":[],"text":"—alongside job changes, product usage, community activity, and other buying signals—Common Room can help."}],"markDefs":[{"_key":"1d3714e30055","_type":"link","href":"https://www.commonroom.io/resources/website-visitor-tracking/"}],"style":"normal"},{"_key":"ac93d6593266","_type":"block","children":[{"_key":"fa652bb8ba0d","_type":"span","marks":[],"text":"Request a demo at "},{"_key":"5b4130bf8f74","_type":"span","marks":["117fdeeef57b"],"text":"https://commonroom.io/demo/"},{"_key":"c109bb0d79a6","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"117fdeeef57b","_type":"link","href":"https://commonroom.io/demo/"}],"style":"normal"}]}},{"node":{"_type":"post","id":"-0e9aa970-f610-5526-889f-4d4043e0ecef","_id":"f7933678-d81a-418d-addb-b70a520ec0b6","publishedAt":"2026-08-31T19:05:53.487Z","_createdAt":"2026-08-19T19:05:15Z","_updatedAt":"2026-09-02T15:15:01Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"},{"_id":"ee7a2a14-d037-4853-855a-e47d014bac0b","title":"Buyer intent","titlePublic":null,"slug":{"current":"buyer-intent"},"status":"published"},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","title":"Signal-based selling","titlePublic":null,"slug":{"current":"signal-based-selling"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-6235f12cf55a49b38ef029eac5d31a233d483661-1536x864-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":864,"width":1536,"aspectRatio":1.7777777777777777}}},"layout":null,"alt":"Header image illustrating buying signals leading to a ready buyer."},"title":"30+ Examples of Buying Signals (And How to Act on Each One)","_rawExcerpt":[{"_key":"6de787df2de5","_type":"block","children":[{"_key":"4a0e4d7938cf","_type":"span","marks":[],"text":"This guide breaks down 30+ buying signals across conversations, first-party behavior, and the dark funnel so you can spot real purchase intent before competitors do. Learn how to prioritize signal strength, stack the right cues, and respond fast with outreach that matches the moment."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":12,"slug":{"current":"30-examples-of-buying-signals"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"e784e6e0a1d3","_type":"block","children":[{"_key":"0f4feede4aef","_type":"span","marks":[],"text":"Your buyers rarely tell you they're ready to buy. According to "},{"_key":"355fc1d0c139","_type":"span","marks":["1050df308528"],"text":"Gartner research"},{"_key":"6072cf997997","_type":"span","marks":[],"text":", B2B buyers spend only about 17% of their purchase journey with any potential supplier—and "},{"_key":"766585359757","_type":"span","marks":["78dec26c8643"],"text":"75% prefer a rep-free experience"},{"_key":"7eda5e8b2b79","_type":"span","marks":[],"text":" altogether. The clearest signs of intent now show up as behavior across dozens of channels, not a handshake or a scheduled call."}],"markDefs":[{"_key":"1050df308528","_type":"link","href":"https://martech.zone/b2b-buyers-journey-stages/"},{"_key":"78dec26c8643","_type":"link","href":"https://www.gartner.com/en/sales/insights/b2b-buying-journey"}],"style":"normal"},{"_key":"f4523f68a4e2","_type":"block","children":[{"_key":"5d8870d5de7a","_type":"span","marks":[],"text":"That's where buying signals come in. When you know what to look for—and where—you can reach prospects at the exact moment they're evaluating options, before your competitors even know there's an opportunity."}],"markDefs":[],"style":"normal"},{"_key":"93ea891c342b","_type":"block","children":[{"_key":"bb3abc0bbb4d","_type":"span","marks":[],"text":"Here are 30+ concrete examples of buying signals, organized into three categories, with guidance on what each one means and how to act on it."}],"markDefs":[],"style":"normal"},{"_key":"f4d5407bc034","_type":"block","children":[{"_key":"92a6395cde52","_type":"span","marks":[],"text":"Key Takeaways"}],"markDefs":[],"style":"h2"},{"_key":"8ecbc6fd9629","_type":"block","children":[{"_key":"c95ee4ff82bd","_type":"span","marks":[],"text":"Buying signals are actions or attributes that indicate a person or account is moving toward a purchase"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"c5dc0fc83dd6","_type":"block","children":[{"_key":"8023e2753ec7","_type":"span","marks":[],"text":"They fall into three categories: verbal/conversational, behavioral/first-party, and third-party/dark-funnel"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"67714d850540","_type":"block","children":[{"_key":"f499a2ec4b20","_type":"span","marks":[],"text":"The strongest insights come from stacking multiple signals, not reacting to any single one"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"a109e0ffd186","_type":"block","children":[{"_key":"4d26558babed","_type":"span","marks":[],"text":"Speed matters: responding within an hour dramatically increases your odds of qualifying a lead"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8f04c4640256","_type":"block","children":[{"_key":"0cd557794fd9","_type":"span","marks":[],"text":"Modern intent is person-level and cross-channel, which is why unified signal capture outperforms point tools"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"419919040fd9","_type":"block","children":[{"_key":"11090af45ad5","_type":"span","marks":[],"text":"What Is a Buying Signal?"}],"markDefs":[],"style":"h2"},{"_key":"2c024b12c9dd","_type":"block","children":[{"_key":"56be0d0499f8","_type":"span","marks":[],"text":"A buying signal is any action, behavior, or attribute that indicates a person or account is moving toward a purchase decision. These signals can appear at any stage of the funnel—from early research to final vendor selection—and range from explicit (a direct request for pricing) to implicit (repeat visits to your security documentation)."}],"markDefs":[],"style":"normal"},{"_key":"c89b4bcf79df","_type":"block","children":[{"_key":"dfb11cff17f8","_type":"span","marks":[],"text":"Buying signals are indications of intent, not guarantees. As sales consultant Richard Harris puts it, \"You don't know if they're ready to buy until they tell you…look for a strong indication of intent.\""}],"markDefs":[],"style":"normal"},{"_key":"81137e6f07f7","_type":"block","children":[{"_key":"2e363b504376","_type":"span","marks":[],"text":"It's worth distinguishing buying signals from raw intent data. Intent data—like topic searches or content consumption tracked by third-party providers—is one type of input. But buying signals are broader: they include what prospects say, what they do in your product, and what they're doing in communities, review sites, social channels, and job boards that you may not be monitoring at all."}],"markDefs":[],"style":"normal"},{"_key":"87243715a9bb","_type":"block","children":[{"_key":"a1f5567bd718","_type":"span","marks":[],"text":"The Three Types of Buying Signals"}],"markDefs":[],"style":"h2"},{"_key":"8a3188ec1e49","_type":"mainImage","asset":{"_id":"image-0462378d9080cf6265852c3f68ca21875db4042a-1024x768-png","_type":"sanity.imageAsset","_rev":"y5F7P48tbzG5IE1rHldpI7","_createdAt":"2026-08-31T19:06:03Z","_updatedAt":"2026-08-31T19:06:03Z","assetId":"0462378d9080cf6265852c3f68ca21875db4042a","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"VCQc@vt7ozxu%Mx]Rjj[j[WB*It7aekBM{-;%MayWBof","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.3333333333333333,"height":768,"width":1024},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#414c4b","foreground":"#fff","population":0.21,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#14242c","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#bccbc8","foreground":"#000","population":1.03,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#bccbc8","foreground":"#000","population":1.03,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#9dddc8","foreground":"#000","population":0.06,"title":"#fff"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#54a88c","foreground":"#fff","population":0.03,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#44b494","foreground":"#fff","population":0.19,"title":"#fff"}},"thumbHash":"+ecFBYKGt/lniIefiJV6eIJAfWcH"},"mimeType":"image/png","originalFilename":"buying-signals-three-types.png","path":"images/vt347z5x/production/0462378d9080cf6265852c3f68ca21875db4042a-1024x768.png","sha1hash":"0462378d9080cf6265852c3f68ca21875db4042a","size":580560,"uploadId":"761bff3c1df347df80a102982dc5c0b1edbe4a1d","url":"https://cdn.sanity.io/images/vt347z5x/production/0462378d9080cf6265852c3f68ca21875db4042a-1024x768.png","filename":"buying-signals-three-types.png","width":1024,"height":768,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/0462378d9080cf6265852c3f68ca21875db4042a-1024x768.png?rect=256,0,512,768&w=%width%&h=%height%&q=80","id":"image-0462378d9080cf6265852c3f68ca21875db4042a-1024x768-png","children":[],"parent":null},"caption":"The three types of buying signals are verbal, behavioral and third-party."},{"_key":"6f89c081dafe","_type":"block","children":[{"_key":"3da5567868c4","_type":"span","marks":[],"text":"Most teams think of buying signals as what happens on their website or in a sales conversation. But that's only part of the picture. A useful framework organizes signals into three categories:"}],"markDefs":[],"style":"normal"},{"_key":"5f289fec8a08","_type":"block","children":[{"_key":"a0a08af22a2f","_type":"span","marks":["strong"],"text":"Verbal and conversational signals"},{"_key":"a214a96018b7","_type":"span","marks":[],"text":" — what buyers say in calls, emails, and meetings"}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"2617727f5c01","_type":"block","children":[{"_key":"ac0d5bd8216a","_type":"span","marks":["strong"],"text":"Behavioral and first-party signals"},{"_key":"e12c7eaf0ceb","_type":"span","marks":[],"text":" — what buyers do in your owned channels (website, product, forms)"}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"f22beed1f6e6","_type":"block","children":[{"_key":"9de800421292","_type":"span","marks":["strong"],"text":"Third-party and dark-funnel signals"},{"_key":"bd790cbb4ecb","_type":"span","marks":[],"text":" — what buyers do everywhere else: social platforms, communities, review sites, job boards, and peer conversations"}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"c53e37b0c89b","_type":"block","children":[{"_key":"7c733db850f5","_type":"span","marks":[],"text":"Signal strength varies within each category. A pricing question in a call is stronger than a single blog visit. A job-change notification involving a former champion is stronger than a generic social like. The key is knowing where to look—and recognizing that "},{"_key":"4b7338209449","_type":"span","marks":["261b230ceea1"],"text":"the dark funnel is where most teams are flying blind"},{"_key":"93dccacd095d","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"261b230ceea1","_type":"link","href":"https://www.commonroom.io/product/signals/"}],"style":"normal"},{"_key":"9545a9c505c1","_type":"block","children":[{"_key":"f7b7ba3e3f30","_type":"span","marks":[],"text":"Verbal and Conversational Buying Signals"}],"markDefs":[],"style":"h2"},{"_key":"3e3fcdb75276","_type":"block","children":[{"_key":"f59cfcd8ed1b","_type":"span","marks":[],"text":"These are the signals that surface when you're already in conversation with a prospect—on calls, in emails, or during demos. They're often the strongest indicators because the buyer is actively engaging with you."}],"markDefs":[],"style":"normal"},{"_key":"6dd68c43ea19","_type":"block","children":[{"_key":"6760e7bfd4fa","_type":"span","marks":["strong"],"text":"Asking about pricing, discounts, or contract terms"},{"_key":"16d4bf046880","_type":"span","marks":[],"text":"\nWhen a prospect shifts from \"tell me about your product\" to \"what does this cost,\" they've moved from exploration to evaluation. Questions about volume discounts, payment terms, or annual vs. monthly pricing suggest they're building a business case internally."}],"markDefs":[],"style":"normal"},{"_key":"cde6c41fcfdf","_type":"block","children":[{"_key":"f7131d2d4d5d","_type":"span","marks":["strong"],"text":"Asking detailed product, implementation, or integration questions"},{"_key":"77b697e023f3","_type":"span","marks":[],"text":"\nQuestions like \"how does this integrate with Salesforce?\" or \"what does onboarding look like?\" signal that the buyer is mentally picturing your solution in their environment. They're past the \"is this relevant\" stage and into \"how would this work for us.\""}],"markDefs":[],"style":"normal"},{"_key":"c5dd610363af","_type":"block","children":[{"_key":"ba7c7bc175f1","_type":"span","marks":["strong"],"text":"Asking tough or skeptical comparison questions"},{"_key":"fd04731ccf07","_type":"span","marks":[],"text":"\n\"Why should we choose you over [competitor]?\" may feel adversarial, but it's actually a buying signal. The prospect is doing due diligence before a decision—not casually browsing."}],"markDefs":[],"style":"normal"},{"_key":"fe550192a3d8","_type":"block","children":[{"_key":"83b6df08043d","_type":"span","marks":["strong"],"text":"Disclosing pain points or dissatisfaction with their current vendor"},{"_key":"917f42a7bbe8","_type":"span","marks":[],"text":"\n"},{"_key":"ea7365a78276","_type":"span","marks":["f685faf979e8"],"text":"Forrester's 2024 State of Business Buying report"},{"_key":"430c5fb6d2ad","_type":"span","marks":[],"text":" found that 81% of B2B buyers are dissatisfied with the provider they chose—rising to 91% among Gen Z and Millennial buyers. When prospects volunteer frustrations with their current solution, they're signaling openness to change."}],"markDefs":[{"_key":"f685faf979e8","_type":"link","href":"https://www.forrester.com/blogs/state-of-business-buying-2024/"}],"style":"normal"},{"_key":"003ccb47b375","_type":"block","children":[{"_key":"9a56ddacc4f1","_type":"span","marks":["strong"],"text":"Requesting a tailored demo, custom proposal, or industry examples"},{"_key":"aae21a6d01aa","_type":"span","marks":[],"text":"\nGeneric interest is \"send me some materials.\" Active buying is \"can you show me how this works for companies like ours?\" Requests for customization indicate the prospect is seriously evaluating fit."}],"markDefs":[],"style":"normal"},{"_key":"dbc94db94966","_type":"block","children":[{"_key":"8a88e41be7e1","_type":"span","marks":["strong"],"text":"Asking about next steps, timelines, or onboarding"},{"_key":"a0b8ee3b4ab7","_type":"span","marks":[],"text":"\nThese questions signal the buyer is thinking past the decision. They're already imagining the post-sale experience—a strong sign you're in the running."}],"markDefs":[],"style":"normal"},{"_key":"209abf9078cc","_type":"block","children":[{"_key":"fd7fa40078c0","_type":"span","marks":["strong"],"text":"Mentioning a time-sensitive or deadline-driven need"},{"_key":"89805220b848","_type":"span","marks":[],"text":"\n\"We need something in place before Q4\" or \"our contract renews in 60 days\" tells you there's urgency behind the evaluation. Time-bound needs often accelerate deals."}],"markDefs":[],"style":"normal"},{"_key":"f8e1a17aa36d","_type":"block","children":[{"_key":"621f9083f0f3","_type":"span","marks":["strong"],"text":"Bringing new stakeholders into the conversation"},{"_key":"43290923cfd0","_type":"span","marks":[],"text":"\nWhen a prospect loops in their CFO, IT lead, or legal team, they're building internal consensus. More voices in the room means the deal is being taken seriously."}],"markDefs":[],"style":"normal"},{"_key":"88c241ba5a10","_type":"block","children":[{"_key":"443a05d4915b","_type":"span","marks":[],"text":"Behavioral and First-Party Buying Signals"}],"markDefs":[],"style":"h2"},{"_key":"8a1f94d5e604","_type":"block","children":[{"_key":"c470053b46a5","_type":"span","marks":[],"text":"These signals come from what buyers do in your owned channels—your website, product, and marketing touchpoints. They're often the easiest to track but require you to connect the dots across sessions and personas."}],"markDefs":[],"style":"normal"},{"_key":"b903f589f83b","_type":"block","children":[{"_key":"85de5b7bad94","_type":"span","marks":["strong"],"text":"Repeat visits to high-intent pages"},{"_key":"b978335dafef","_type":"span","marks":[],"text":"\nA single visit to your pricing page might be curiosity. Three visits in a week, combined with time on your security documentation, suggests active evaluation. Patterns matter more than pageviews."}],"markDefs":[],"style":"normal"},{"_key":"a94306513c90","_type":"block","children":[{"_key":"82049c21146a","_type":"span","marks":["strong"],"text":"Downloading gated content"},{"_key":"8c5f83eabd71","_type":"span","marks":[],"text":"\nWhen a prospect downloads a buyer's guide, ROI calculator, or industry whitepaper, they're investing time to learn more. The type of content matters: bottom-of-funnel assets like comparison sheets or implementation guides signal closer intent than top-of-funnel thought leadership."}],"markDefs":[],"style":"normal"},{"_key":"1db493dcf916","_type":"block","children":[{"_key":"a04007b17b5f","_type":"span","marks":["strong"],"text":"Filling out a form or requesting a demo"},{"_key":"81af3b5a9c16","_type":"span","marks":[],"text":"\nThis is explicit intent. The prospect is raising their hand. But not all form fills are equal—track which forms, at what time, and from which account to prioritize follow-up."}],"markDefs":[],"style":"normal"},{"_key":"58f6cf60bb97","_type":"block","children":[{"_key":"28510072ba30","_type":"span","marks":["strong"],"text":"Signing up for a free trial or freemium account"},{"_key":"69dfb32f8b91","_type":"span","marks":[],"text":"\nProduct sign-ups indicate the buyer wants to experience your solution firsthand. For "},{"_key":"8bf6e691cc20","_type":"span","marks":["6a56457a8e54"],"text":"product-led companies"},{"_key":"d99ab0722e95","_type":"span","marks":[],"text":", trial activity is one of the richest signal sources available."}],"markDefs":[{"_key":"6a56457a8e54","_type":"link","href":"https://www.commonroom.io/blog/plg-buying-signals-your-sales-team-should-be-tracking/"}],"style":"normal"},{"_key":"f71013560d56","_type":"block","children":[{"_key":"438837399c87","_type":"span","marks":["strong"],"text":"Product usage spikes, hitting plan limits, or connecting new integrations"},{"_key":"d0ae866d1a3e","_type":"span","marks":[],"text":"\nActive usage is a signal of value realization. When a user hits plan limits, integrates new data sources, or invites teammates, they're expanding their footprint—and may be ready for a conversation about upgrading."}],"markDefs":[],"style":"normal"},{"_key":"348d8dd0c5b0","_type":"block","children":[{"_key":"742b720150b7","_type":"span","marks":["strong"],"text":"Rapid rise-and-fall in product usage"},{"_key":"096201899a0a","_type":"span","marks":[],"text":"\nA user signs up, goes deep for a few days, then drops off. This pattern often indicates a proof-of-concept evaluation. They were testing whether the product fits a specific use case—and you should follow up while the context is fresh."}],"markDefs":[],"style":"normal"},{"_key":"16348537a33b","_type":"block","children":[{"_key":"d6cb9e4cdf82","_type":"span","marks":["strong"],"text":"Multiple people from the same account engaging"},{"_key":"e4dac81414fb","_type":"span","marks":[],"text":"\nWhen you see several personas from one company visiting your site, downloading content, or using your product, that's a buying committee forming. Account-level activity is stronger than individual activity."}],"markDefs":[],"style":"normal"},{"_key":"5f88f2d51bbe","_type":"block","children":[{"_key":"da921a5eb815","_type":"span","marks":["strong"],"text":"Positive response to outreach or repeated email engagement"},{"_key":"9e8fec74b399","_type":"span","marks":[],"text":"\nA reply to a cold email is obvious. But repeated opens and clicks—especially on follow-up messages—also signal interest, even if the prospect hasn't responded yet."}],"markDefs":[],"style":"normal"},{"_key":"e15e637f5dcd","_type":"block","children":[{"_key":"33f248d9dbaa","_type":"span","marks":[],"text":"Third-Party and Dark-Funnel Buying Signals"}],"markDefs":[],"style":"h2"},{"_key":"80d6fba5ac91","_type":"block","children":[{"_key":"c83f94c8b337","_type":"span","marks":[],"text":"This is where most teams have blind spots. Third-party signals happen outside your owned channels—on social media, in communities, on review sites, in job postings, and through peer conversations. These \"dark funnel\" signals are often the earliest and most predictive indicators of intent, but they're also the hardest to see "},{"_key":"271c2a2e1c41","_type":"span","marks":["5d43aee18872"],"text":"without the right infrastructure"},{"_key":"0305426f7450","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"5d43aee18872","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"4ea84671592d","_type":"block","children":[{"_key":"82fcf1ef0a68","_type":"span","marks":["strong"],"text":"Job changes: a former customer or champion joins a new company"},{"_key":"c10e46248e4b","_type":"span","marks":[],"text":"\nWhen someone who's used your product before moves to a new organization, they often bring their stack with them. "},{"_key":"b785622e8b0c","_type":"span","marks":["8d3244ad34cf"],"text":"Champify's 2025 research"},{"_key":"52af36a10ee2","_type":"span","marks":[],"text":" found that opportunities involving contacts with prior experience of the product win at a 37–39% rate—compared to a roughly 19% SaaS average—and convert about 6.3 times more efficiently from first touch to closed-won. Job-change signals are among the highest-converting third-party signals available."}],"markDefs":[{"_key":"8d3244ad34cf","_type":"link","href":"https://www.champify.io/resources/the-impact-of-tracking-job-changes-value-report"}],"style":"normal"},{"_key":"277c3dcc0174","_type":"block","children":[{"_key":"0c23fb4b0235","_type":"span","marks":["strong"],"text":"Hiring signals: job postings revealing initiatives or tech stack"},{"_key":"4d7270d72a12","_type":"span","marks":[],"text":"\nA company hiring for \"Salesforce admin\" or \"head of product-led growth\" is telegraphing its priorities. "},{"_key":"72fdafe618fc","_type":"span","marks":["95aec854e8d5"],"text":"Job postings reveal budget allocation"},{"_key":"d56d7eb5503d","_type":"span","marks":[],"text":", tech investments, and team expansion—all of which can indicate readiness for a solution like yours."}],"markDefs":[{"_key":"95aec854e8d5","_type":"link","href":"https://www.commonroom.io/blog/news-and-hiring-signals/"}],"style":"normal"},{"_key":"3eedd668284d","_type":"block","children":[{"_key":"f63b8f4b5fc6","_type":"span","marks":["strong"],"text":"Funding rounds and new leadership appointments"},{"_key":"48f54decf477","_type":"span","marks":[],"text":"\nFresh capital often means new initiatives, expanded teams, and infrastructure investments. New executives frequently bring new vendors. Both are triggers worth tracking."}],"markDefs":[],"style":"normal"},{"_key":"609b601232bf","_type":"block","children":[{"_key":"86996db91c34","_type":"span","marks":["strong"],"text":"Social engagement: prospects commenting on your posts or competitors' content"},{"_key":"2c74fcc5a3f4","_type":"span","marks":[],"text":"\nWhen an ICP-fit person consistently likes, comments on, or shares content from your company—or your competitors—they're signaling category interest. "},{"_key":"d95be29c2ed4","_type":"span","marks":["3e2ee8ae3964"],"text":"Social engagement is a research behavior"},{"_key":"c6a8dc81a1ec","_type":"span","marks":[],"text":", and engaged prospects are warmer than cold outbound lists."}],"markDefs":[{"_key":"3e2ee8ae3964","_type":"link","href":"https://www.commonroom.io/blog/3-signals-every-sales-rep-should-leverage/"}],"style":"normal"},{"_key":"0d96ee02726b","_type":"block","children":[{"_key":"df10f93966ee","_type":"span","marks":["strong"],"text":"Community activity: new or active members in Slack, Discord, or forums"},{"_key":"f6ab7a3d10d5","_type":"span","marks":[],"text":"\nMany B2B buyers join communities to \"try before they buy.\" "},{"_key":"aead9badd8ff","_type":"span","marks":["03270a8643fb"],"text":"TrustRadius's 2024 report"},{"_key":"9d39682d8d66","_type":"span","marks":[],"text":" found that buyers increasingly rely on existing users and prior experience before purchasing. A non-customer suddenly active in your community is often evaluating the product through the eyes of current users."}],"markDefs":[{"_key":"03270a8643fb","_type":"link","href":"https://go.trustradius.com/rs/827-FOI-687/images/2024%20B2B%20Buying%20Disconnect%20Year%20of%20the%20Brand%20Crisis.pdf"}],"style":"normal"},{"_key":"275fded10918","_type":"block","children":[{"_key":"f075c1db8f24","_type":"span","marks":["strong"],"text":"Review-site research: G2 and peer-review activity"},{"_key":"f836a384e1df","_type":"span","marks":[],"text":"\n"},{"_key":"afcd9e7f2f3c","_type":"span","marks":["862d56c19d45"],"text":"G2's 2024 Buyer Behavior Report"},{"_key":"4b676fd0bd58","_type":"span","marks":[],"text":" found that public product review sites are now the most-consulted source for 31% of B2B buyers—up from just 13% in 2021. When a prospect views your G2 profile, reads comparisons, or checks reviews, they're in active buying mode."}],"markDefs":[{"_key":"862d56c19d45","_type":"link","href":"https://research.g2.com/hubfs/2024-buyer-behavior-report.pdf"}],"style":"normal"},{"_key":"4b3f1b77e13d","_type":"block","children":[{"_key":"bd2636c9c368","_type":"span","marks":["strong"],"text":"Open-source activity: stars, forks, and pull requests"},{"_key":"3e3f29e8093b","_type":"span","marks":[],"text":"\nFor developer-focused products, GitHub activity is a strong signal. A company's engineers starring your repo, forking your code, or contributing to your project often precedes commercial interest."}],"markDefs":[],"style":"normal"},{"_key":"b5c3cd8bc263","_type":"block","children":[{"_key":"0cfee6a17de2","_type":"span","marks":["strong"],"text":"Peer word-of-mouth and recommendations"},{"_key":"642d7f2b52c9","_type":"span","marks":[],"text":"\nBuyers consult each other constantly—in Slack channels, on LinkedIn, in private DMs. You won't always see these conversations, but when someone mentions your product in a forum or asks for recommendations in a community you can monitor, that's a signal worth capturing."}],"markDefs":[],"style":"normal"},{"_key":"7d4256792488","_type":"block","children":[{"_key":"62b2e490671f","_type":"span","marks":[],"text":"How to Prioritize Buying Signals (Weak vs. Strong)"}],"markDefs":[],"style":"h2"},{"_key":"bc700fc37135","_type":"block","children":[{"_key":"abc6d9718ce6","_type":"span","marks":[],"text":"Not all signals are equal. A single page visit or social like is low-strength. A pricing inquiry combined with a recent job change and community activity is high-strength. The key is to avoid treating every signal as equally urgent—and to avoid ignoring low-strength signals entirely."}],"markDefs":[],"style":"normal"},{"_key":"8198d42aa1c4","_type":"block","children":[{"_key":"2933c4615e56","_type":"span","marks":["ec98efc740a1","strong"],"text":"Signal stacking"},{"_key":"48bb295e9aba","_type":"span","marks":[],"text":" is the practice of combining multiple signals to build a clearer picture of intent. One signal is a data point. Two or three signals from the same person or account—across different channels—start to tell a story. For example:"}],"markDefs":[{"_key":"ec98efc740a1","_type":"link","href":"https://www.commonroom.io/blog/stack-buying-signals/"}],"style":"normal"},{"_key":"c7c948d5afa2","_type":"block","children":[{"_key":"acd547252f13","_type":"span","marks":[],"text":"Pricing page visit + job change + community question = strong outbound opportunity"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"5d933704ec51","_type":"block","children":[{"_key":"93edc1ea4c7a","_type":"span","marks":[],"text":"Free trial sign-up + multiple users from same account + usage spike = expansion signal"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"c06a4d3a80c0","_type":"block","children":[{"_key":"5b66913ffb83","_type":"span","marks":[],"text":"Competitor mention on social + G2 comparison view + form fill = high-priority inbound"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"a93163af23ad","_type":"block","children":[{"_key":"b7c7c37efad1","_type":"span","marks":[],"text":"The strongest reads come from stacking signals with ICP fit. A flurry of activity from a poor-fit account is noise. A single high-intent signal from a perfect-fit prospect is worth prioritizing."}],"markDefs":[],"style":"normal"},{"_key":"dba25f260139","_type":"block","children":[{"_key":"5f92c17f4141","_type":"span","marks":[],"text":"When you're overwhelmed by signal volume, "},{"_key":"12a7edc46ff9","_type":"span","marks":["7d930e3ed52b"],"text":"map your signals by strength and conversion rate"},{"_key":"b49ab45832fa","_type":"span","marks":[],"text":". Learn which combinations actually lead to pipeline—and build your plays around those patterns."}],"markDefs":[{"_key":"7d930e3ed52b","_type":"link","href":"https://www.commonroom.io/blog/select-the-right-buying-signals/"}],"style":"normal"},{"_key":"005579a70f59","_type":"block","children":[{"_key":"d89b5ec6545a","_type":"span","marks":[],"text":"How to Act on Buying Signals"}],"markDefs":[],"style":"h2"},{"_key":"3fb9ab95a296","_type":"mainImage","asset":{"_id":"image-26e5143977592990d55b77386ae66a499c5e3309-1024x768-png","_type":"sanity.imageAsset","_rev":"taO71HV6vTvIcHAUwA8OLo","_createdAt":"2026-08-31T19:06:05Z","_updatedAt":"2026-08-31T19:06:05Z","assetId":"26e5143977592990d55b77386ae66a499c5e3309","extension":"png","metadata":{"_type":"sanity.imageMetadata","blurHash":"VEQmhkt7s:tRaexuayj[f6j[?]oyWUoLof%foLWVj[WU","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.3333333333333333,"height":768,"width":1024},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#455653","foreground":"#fff","population":0.07,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#34ac84","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#94ebd0","foreground":"#000","population":0.19,"title":"#000"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#a4ccc4","foreground":"#000","population":0,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#94ebd0","foreground":"#000","population":0.19,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#69a494","foreground":"#fff","population":0.01,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#1cbc8c","foreground":"#fff","population":0,"title":"#fff"}},"thumbHash":"+ucFBYCHd6d3eHiPh4h4crh4n64H"},"mimeType":"image/png","originalFilename":"buying-signals-how-to-act.png","path":"images/vt347z5x/production/26e5143977592990d55b77386ae66a499c5e3309-1024x768.png","sha1hash":"26e5143977592990d55b77386ae66a499c5e3309","size":593288,"uploadId":"4f057e6e89d6246d333a3357b447df2d88a56856","url":"https://cdn.sanity.io/images/vt347z5x/production/26e5143977592990d55b77386ae66a499c5e3309-1024x768.png","filename":"buying-signals-how-to-act.png","width":1024,"height":768,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/26e5143977592990d55b77386ae66a499c5e3309-1024x768.png?rect=256,0,512,768&w=%width%&h=%height%&q=80","id":"image-26e5143977592990d55b77386ae66a499c5e3309-1024x768-png","children":[],"parent":null},"caption":"The signal, audience and offer framework is a signal-based selling strategy."},{"_key":"ac95622137f7","_type":"block","children":[{"_key":"c730845d6df2","_type":"span","marks":[],"text":"Seeing signals is only half the equation. The other half is acting on them—quickly and contextually."}],"markDefs":[],"style":"normal"},{"_key":"c18cb9ec5113","_type":"block","children":[{"_key":"d5ca3ff5a406","_type":"span","marks":["strong"],"text":"Speed to lead is critical."},{"_key":"ebe6f05fc178","_type":"span","marks":[],"text":" Research from "},{"_key":"9687dd8b57bc","_type":"span","marks":["b65319ae17b6"],"text":"Harvard Business Review (2011)"},{"_key":"a266110eaef9","_type":"span","marks":[],"text":" found that firms responding within one hour are roughly seven times more likely to qualify a lead than those waiting an additional hour—and sixty times more likely than those waiting 24 hours or more. An earlier MIT/InsideSales study (2007) showed that qualification odds drop by about 21 times when calling at 30 minutes versus five minutes. The window is narrow."}],"markDefs":[{"_key":"b65319ae17b6","_type":"link","href":"https://hbr.org/2011/03/the-short-life-of-online-sales-leads"}],"style":"normal"},{"_key":"6cbb4a9d17f9","_type":"block","children":[{"_key":"8bbe00da4828","_type":"span","marks":["strong"],"text":"Use a "},{"_key":"0e79035c3a62","_type":"span","marks":["13bf7f4d0d16","strong"],"text":"signal → audience → offer framework"},{"_key":"7fe89edb8003","_type":"span","marks":["strong"],"text":"."},{"_key":"ada00fc8d27b","_type":"span","marks":[],"text":" The signal tells you who to reach and why now. The audience defines which persona you're engaging and what they care about. The offer is your message and call to action—tailored to the signal's context. A job-change signal calls for a different message than a pricing-page visit or a product usage spike."}],"markDefs":[{"_key":"13bf7f4d0d16","_type":"link","href":"https://www.commonroom.io/blog/how-to-run-a-signal-based-go-to-market-motion/"}],"style":"normal"},{"_key":"09f43a89b911","_type":"block","children":[{"_key":"ca372877367e","_type":"span","marks":["strong"],"text":"Personalize using the signal's context."},{"_key":"295bec109608","_type":"span","marks":[],"text":" Generic outreach wastes the intent you've captured. If you know someone visited your security docs and downloaded your compliance whitepaper, lead with that. If they just changed jobs from a customer account, reference their prior experience."}],"markDefs":[],"style":"normal"},{"_key":"0e5e3279ac63","_type":"block","children":[{"_key":"50e0abbc8060","_type":"span","marks":["strong"],"text":"Use alerts and automation to catch signals at scale."},{"_key":"05b57e81945b","_type":"span","marks":[],"text":" No rep can monitor every channel manually. Automation surfaces the signal; the rep decides how to act. The goal isn't to replace judgment—it's to make sure high-priority signals don't slip through the cracks."}],"markDefs":[],"style":"normal"},{"_key":"9bd855005dc8","_type":"block","children":[{"_key":"9fb08a86e34d","_type":"span","marks":["strong"],"text":"Treat AI as leverage, not replacement."},{"_key":"12c54dde7d24","_type":"span","marks":[],"text":" Modern GTM tools can surface the highest-priority signals across dozens of sources and suggest next-best actions. But the rep still brings context, relationship history, and judgment. AI increases speed and coverage; humans close deals."}],"markDefs":[],"style":"normal"},{"_key":"44bb83a64f2f","_type":"block","children":[{"_key":"873cdd180bf1","_type":"span","marks":[],"text":"Frequently Asked Questions"}],"markDefs":[],"style":"h2"},{"_key":"7f247ed6f8a9","_type":"block","children":[{"_key":"acf9f0f79864","_type":"span","marks":["strong"],"text":"What are examples of buying signals?"},{"_key":"ba95b12ea71e","_type":"span","marks":[],"text":"\nExamples include verbal cues like pricing questions and vendor dissatisfaction, behavioral signals like repeat website visits and product usage spikes, and third-party signals like job changes, G2 research, and community activity."}],"markDefs":[],"style":"normal"},{"_key":"c6cdafcd8d00","_type":"block","children":[{"_key":"c6ddccf9c3b3","_type":"span","marks":["strong"],"text":"What is the difference between buying signals and intent data?"},{"_key":"7a34a9706c53","_type":"span","marks":[],"text":"\nIntent data—such as topic searches or content consumption tracked by third-party providers—is one type of buying signal. Buying signals are broader and include verbal cues, first-party behavior, and dark-funnel activity across social, community, and peer channels."}],"markDefs":[],"style":"normal"},{"_key":"87f9bcb9908d","_type":"block","children":[{"_key":"6306a0ed839a","_type":"span","marks":["strong"],"text":"What are verbal buying signals?"},{"_key":"9f3df6f6de26","_type":"span","marks":[],"text":"\nVerbal buying signals are things buyers say that indicate purchase intent: asking about pricing, requesting a tailored demo, disclosing dissatisfaction with a current vendor, or bringing decision-makers into the conversation."}],"markDefs":[],"style":"normal"},{"_key":"8466ca4151dd","_type":"block","children":[{"_key":"e2f6e3b83c7b","_type":"span","marks":["strong"],"text":"Can buying signals vary between industries?"},{"_key":"e94a482030a2","_type":"span","marks":[],"text":"\nYes. A job-change signal may be highly predictive in SaaS but less relevant in industries with lower employee mobility. Review-site activity matters more in categories with active G2 or peer-review ecosystems. Calibrate to your market."}],"markDefs":[],"style":"normal"},{"_key":"05bc11296612","_type":"block","children":[{"_key":"e49385ac4b8e","_type":"span","marks":["strong"],"text":"How fast should I respond to a buying signal?"},{"_key":"e8d326b8dacf","_type":"span","marks":[],"text":"\nAs fast as possible. Research shows that responding within an hour makes you roughly seven times more likely to qualify a lead than waiting two hours, and responding within five minutes is even better."}],"markDefs":[],"style":"normal"},{"_key":"e9c7fccc701f","_type":"block","children":[{"_key":"9c29a6ceb75d","_type":"span","marks":["strong"],"text":"How do I know if a buying signal is genuine?"},{"_key":"91709e991c82","_type":"span","marks":[],"text":"\nLook for signal stacking: multiple signals from the same person or account, across different channels, combined with ICP fit. A single low-strength signal may be noise. A pattern of signals tells a story."}],"markDefs":[],"style":"normal"},{"_key":"e764f47378c8","_type":"block","children":[{"_key":"0d6bbc7eb696","_type":"span","marks":[],"text":"The teams that win in modern GTM don't wait for buyers to raise their hand. They see the full picture—verbal, behavioral, and dark-funnel signals—"},{"_key":"e616cd8d3d88","_type":"span","marks":["39d11e40878f"],"text":"at the person level"},{"_key":"362ef1d09ed2","_type":"span","marks":[],"text":", unified across every channel. And they act fast."}],"markDefs":[{"_key":"39d11e40878f","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"},{"_key":"a2e6f0a9819a","_type":"block","children":[{"_key":"d8129bb4d775","_type":"span","marks":[],"text":"If you're ready to stop missing buying signals and start reaching the right people at the right time, request a demo to see how Common Room can help."}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-3c89ba81-e6e0-5213-b62c-db1cd03e33d6","_id":"41dffd6c-3779-49c1-ae92-870d6b36fab1","publishedAt":"2026-08-28T16:13:00.000Z","_createdAt":"2026-08-28T16:12:25Z","_updatedAt":"2026-08-28T16:14:17Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-7c6a251c95787c48f4ad7bd58ee2f21e79ee3003-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":null},"title":"Signal-Based Selling Isn't Just Vibes","_rawExcerpt":[{"_key":"5ac6a7c2e7d7","_type":"block","children":[{"_key":"ed37a0daedf1","_type":"span","marks":[],"text":"Signal-based selling, defined: what it actually means, where it came from, and how to tell if a platform really delivers it."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":7,"slug":{"current":"signal-based-selling-definition"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"5917563de215","_type":"block","children":[{"_key":"97d6aebb93aa","_type":"span","marks":[],"text":"A good forecaster doesn't wait for the storm to hand you a wet umbrella after the fact."}],"markDefs":[],"style":"normal"},{"_key":"01b6c85844d1","_type":"block","children":[{"_key":"b062f57fa6ed","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"3ac70959e14b","_type":"block","children":[{"_key":"fc937b990bad","_type":"span","marks":[],"text":"They watch pressure drop, wind shift, temperature fall, and they tell you to grab a coat before the first drop hits. That's the entire difference between reacting and knowing, and it's exactly the gap signal-based selling was invented to close in sales."}],"markDefs":[],"style":"normal"},{"_key":"e964532a57aa","_type":"block","children":[{"_key":"684230923e66","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"bebc611b7ef9","_type":"block","children":[{"_key":"7250b412aea3","_type":"span","marks":[],"text":"Except somewhere along the way, the term got borrowed by every vendor with a scoring model and a marketing deck. \"Signal-based\" now shows up on more homepages than it belongs on, which means the phrase needs an actual definition again, and a way to tell who's using it honestly."}],"markDefs":[],"style":"normal"},{"_key":"b79213c16258","_type":"mainImage","asset":{"_id":"image-fdcce6f11c203a698e75e4ba8a43f7b4bfd2ba48-1280x672-jpg","_type":"sanity.imageAsset","_rev":"4uxtPoKHjKf4ygyVlH7VzB","_createdAt":"2026-08-28T16:13:33Z","_updatedAt":"2026-08-28T16:13:33Z","assetId":"fdcce6f11c203a698e75e4ba8a43f7b4bfd2ba48","extension":"jpg","metadata":{"_type":"sanity.imageMetadata","blurHash":"MKN_ljK~,@oO5%|}$*SwV[oe5ixbnlSd-W","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047,"height":672,"width":1280},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/jpeg;base64,/9j/2wBDAAYEBQYFBAYGBQYHBwYIChAKCgkJChQODwwQFxQYGBcUFhYaHSUfGhsjHBYWICwgIyYnKSopGR8tMC0oMCUoKSj/2wBDAQcHBwoIChMKChMoGhYaKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCj/wAARCAALABQDASIAAhEBAxEB/8QAGQAAAgMBAAAAAAAAAAAAAAAAAAQBAwUI/8QAIRAAAgIBBAIDAAAAAAAAAAAAAQIAAxIEETEyE1EiQnH/xAAWAQEBAQAAAAAAAAAAAAAAAAAFAgP/xAAaEQACAwEBAAAAAAAAAAAAAAAAAgERIQQx/9oADAMBAAIRAxEAPwDomtlbT/MBBt3i9FTau5lzxqX7AxPNjXiScfUiobEgEj8MuqBU7Jllw0TUdOzV+RrNj2bmEop6cnn3CZiPun//2Q==","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#78795f","foreground":"#fff","population":0.06,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#265e4d","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#7dcab3","foreground":"#000","population":3.89,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#9fd3c4","foreground":"#000","population":0.1,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#9dfce2","foreground":"#000","population":0.15,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#497c6a","foreground":"#fff","population":1.23,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#7dcab3","foreground":"#000","population":3.89,"title":"#fff"}},"thumbHash":"98cBDIa4Fnasdnmgd2vTrzb7SQ=="},"mimeType":"image/jpeg","originalFilename":"Signal-Based Selling Isn't Just Vibes - image.jpg","path":"images/vt347z5x/production/fdcce6f11c203a698e75e4ba8a43f7b4bfd2ba48-1280x672.jpg","sha1hash":"fdcce6f11c203a698e75e4ba8a43f7b4bfd2ba48","size":812091,"uploadId":"423fd0c8f30256b48887a09dbafeeb97bab91382","url":"https://cdn.sanity.io/images/vt347z5x/production/fdcce6f11c203a698e75e4ba8a43f7b4bfd2ba48-1280x672.jpg","filename":"Signal-Based Selling Isn't Just Vibes - image.jpg","width":1280,"height":672,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/fdcce6f11c203a698e75e4ba8a43f7b4bfd2ba48-1280x672.jpg?rect=416,0,448,672&w=%width%&h=%height%&q=80","id":"image-fdcce6f11c203a698e75e4ba8a43f7b4bfd2ba48-1280x672-jpg","children":[],"parent":null}},{"_key":"317bae272da9","_type":"block","children":[{"_key":"4304ae6e35a1","_type":"span","marks":["strong"],"text":"What is signal-based selling?"}],"markDefs":[],"style":"h2"},{"_key":"3674ef7e47a0","_type":"block","children":[{"_key":"042fa9fe085d","_type":"span","marks":[],"text":"Signal-based selling is a sales approach where reps prioritize and time their outreach based on real, observable behavior from a specific buyer, rather than a static list, a quarterly territory plan, or a title-based spray. Instead of asking \"who fits our ideal customer profile,\" it asks \"who is actively showing behavior that suggests they're ready for a conversation right now.\""}],"markDefs":[],"style":"normal"},{"_key":"e570d612993a","_type":"block","children":[{"_key":"396386308967","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"e7e82089d4e4","_type":"block","children":[{"_key":"130ef9d0c0bf","_type":"span","marks":[],"text":"A signal, in this context, is any piece of observable activity that indicates buying interest or readiness: a product trial hitting a usage threshold, a job change into a budget-holding role, a spike in competitor research, a support ticket revealing frustration with an incumbent tool, a comment on a community post asking a pointed question."}],"markDefs":[],"style":"normal"},{"_key":"511896ac3f5f","_type":"block","children":[{"_key":"b8e1c4d54cc5","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"b6a4ca2029af","_type":"block","children":[{"_key":"d07bef339e07","_type":"span","marks":[],"text":"The core idea is simple, even if the execution rarely is: sell to the moment, not the calendar. A rep working a static list is guessing which quarter is right. A rep working real signal is responding to a moment that's already happening."}],"markDefs":[],"style":"normal"},{"_key":"accaab0126fa","_type":"block","children":[{"_key":"5ee9e63b31f7","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"fadbc7ca3b70","_type":"block","children":[{"_key":"d3f5c695b03f","_type":"span","marks":[],"text":"If you want the fuller picture of where signal fits into the broader category, "},{"_key":"5372d2156ddf","_type":"span","marks":["bd5a933685d9"],"text":"our guide to buyer intelligence"},{"_key":"97ba59cc6c43","_type":"span","marks":[],"text":" walks through what GTM teams mean by the term and how it connects to everything below."}],"markDefs":[{"_key":"bd5a933685d9","_type":"link","href":"https://www.commonroom.io/blog/what-is-buyer-intelligence/"}],"style":"normal"},{"_key":"9d2df70c7c0a","_type":"block","children":[{"_key":"63e3ae14f736","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"81ee8cad67a2","_type":"block","children":[{"_key":"6f9f63449109","_type":"span","marks":["strong"],"text":"Where this actually came from"}],"markDefs":[],"style":"h2"},{"_key":"ed8b703fa0e5","_type":"block","children":[{"_key":"9a6d55a9dd7b","_type":"span","marks":[],"text":"Signal-based selling didn't appear out of nowhere. It's the third act in a story that's been building for a decade."}],"markDefs":[],"style":"normal"},{"_key":"b472946b33d6","_type":"block","children":[{"_key":"ca071f25423a","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"7d6986e69323","_type":"block","children":[{"_key":"88bf4b1c5e2b","_type":"span","marks":[],"text":"Act one was the spray: big lists, broad titles, high volume, low precision, and it worked back when inboxes were quieter and buyers hadn't yet learned to ignore generic outreach on sight."}],"markDefs":[],"style":"normal"},{"_key":"0d194191921c","_type":"block","children":[{"_key":"51912490b3bc","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"7191424fc8ce","_type":"block","children":[{"_key":"6a2090698752","_type":"span","marks":[],"text":"Act two tried to fix that with intent data, account-level signals aggregated across a category that promised to narrow things down. It helped, genuinely, but it answered a market-sizing question, not a \"who do I call today\" question, and an account glowing on an intent dashboard still left reps guessing which of the forty people inside it actually mattered."}],"markDefs":[],"style":"normal"},{"_key":"a191c0dd29b8","_type":"block","children":[{"_key":"61bb9473e70c","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"ed75533e136f","_type":"block","children":[{"_key":"c003a29d7696","_type":"span","marks":[],"text":"Act three, the one still being written, is signal-based selling in its fullest form: person-level, timely, and specific enough that a rep doesn't have to guess who to reach or why. It's the difference between knowing a storm is somewhere over the region and knowing exactly which street it's about to hit."}],"markDefs":[],"style":"normal"},{"_key":"c2e451b2a7b7","_type":"block","children":[{"_key":"f6013130db96","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"5155dbb9a905","_type":"block","children":[{"_key":"02be0ff35c2d","_type":"span","marks":["strong"],"text":"Not every data point is a signal, and that distinction matters"}],"markDefs":[],"style":"h2"},{"_key":"fce8c87554cb","_type":"block","children":[{"_key":"4fb49acdd8e9","_type":"span","marks":[],"text":"Here's where the term gets abused most often. A lot of what gets marketed as \"signal\" is really just activity, and activity without context is closer to weather noise than a forecast."}],"markDefs":[],"style":"normal"},{"_key":"40119f971738","_type":"block","children":[{"_key":"fc580e770e10","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"6c40e6911723","_type":"block","children":[{"_key":"e2fbdf139418","_type":"span","marks":[],"text":"A real buying signal has three qualities that separate it from background noise. It's tied to a specific person, not an anonymous visit or an aggregated account score. It's timely, meaning it reflects something happening now, not a snapshot from three months ago still being treated as current. And it's actionable, meaning a rep can look at it and immediately understand what to do next, not just that \"something happened.\""}],"markDefs":[],"style":"normal"},{"_key":"942d91f51d1f","_type":"block","children":[{"_key":"f0eda36fc752","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"f1f6276c8fee","_type":"block","children":[{"_key":"74c01f2ea337","_type":"span","marks":[],"text":"A page view is activity. A newly promoted decision-maker who just logged into a product trial and left a comment about a specific feature gap is a signal. The first tells you a company exists somewhere in your funnel. The second tells you exactly who to call and what to say when they pick up."}],"markDefs":[],"style":"normal"},{"_key":"0d0fd58342ac","_type":"block","children":[{"_key":"8abf6cd1ab0b","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"3c4e7e3bd83b","_type":"block","children":[{"_key":"435e0924eefa","_type":"span","marks":[],"text":"For a deeper look at exactly where the line sits between account-level intent and person-level signal, "},{"_key":"ff8aca79d219","_type":"span","marks":["2d1d63af0d1e"],"text":"this breakdown"},{"_key":"080a092b8ad8","_type":"span","marks":[],"text":" covers the distinction in full."}],"markDefs":[{"_key":"2d1d63af0d1e","_type":"link","href":"https://www.commonroom.io/blog/intent-data-vs-buyer-intelligence/"}],"style":"normal"},{"_key":"956227e67108","_type":"block","children":[{"_key":"7aff7fe8b4c3","_type":"span","marks":["strong"],"text":"How to evaluate whether a platform actually delivers signal-based selling"}],"markDefs":[],"style":"h2"},{"_key":"dd59f03ffbfd","_type":"block","children":[{"_key":"d09783697d67","_type":"span","marks":[],"text":"This is where most category explainers stop short, and it's exactly where the real evaluation work begins. If a vendor claims to offer signal-based selling, here's what to actually check before believing it."}],"markDefs":[],"style":"normal"},{"_key":"da2cc7aa0339","_type":"block","children":[{"_key":"514f192a2dcd","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"a69363d0af6d","_type":"block","children":[{"_key":"6cefc1df1fec","_type":"span","marks":["strong"],"text":"Does it resolve to a real person, not just a company?"},{"_key":"01f419e30905","_type":"span","marks":[],"text":" Ask to see an actual example. If the \"signal\" the platform surfaces is an account-level score with no name attached, it's intent data wearing a newer label, not signal-based selling."}],"markDefs":[],"style":"normal"},{"_key":"d0cb8dfc71d1","_type":"block","children":[{"_key":"76ac0372e4c1","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"26cceefe475e","_type":"block","children":[{"_key":"f2443934f279","_type":"span","marks":["strong"],"text":"How fresh is the signal by the time a rep sees it?"},{"_key":"87baf1b28cdd","_type":"span","marks":[],"text":" A signal that's three weeks old by the time it reaches a rep isn't a signal anymore. It's a historical footnote. Ask specifically how quickly a real-world event, a job change, a product action, a competitor visit, shows up in the workflow."}],"markDefs":[],"style":"normal"},{"_key":"70a5c2c008d2","_type":"block","children":[{"_key":"0c91ba16c3e1","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"7d875de5a5b9","_type":"block","children":[{"_key":"6ad56fbe9ef4","_type":"span","marks":["strong"],"text":"Does the signal arrive where reps already work, or does it require a new tab?"},{"_key":"ea9015d093aa","_type":"span","marks":[],"text":" A platform that surfaces genuinely great signal, but only inside a separate dashboard nobody checks, hasn't actually solved the problem. Ask where the alert lands: CRM, Slack, inbox, or a login page that gets opened once during onboarding and never again."}],"markDefs":[],"style":"normal"},{"_key":"de51be6761ab","_type":"block","children":[{"_key":"2653f6161777","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"6a80a5f56cf4","_type":"block","children":[{"_key":"969e2bf28099","_type":"span","marks":["strong"],"text":"Does it explain why the signal matters, or just that something happened?"},{"_key":"dc5cb0e59ff7","_type":"span","marks":[],"text":" The best signal-based platforms don't just flag activity. They connect it to context: this person changed roles, previously worked at a customer account, and just engaged with a competitor comparison. That's a story a rep can act on. A raw activity log is not."}],"markDefs":[],"style":"normal"},{"_key":"1f340e45c4ed","_type":"block","children":[{"_key":"a4b893f6360e","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"9776ef73646a","_type":"block","children":[{"_key":"c6d75b46a0d5","_type":"span","marks":["strong"],"text":"Can you trace a real outcome back to a real signal?"},{"_key":"5ddb2309b10e","_type":"span","marks":[],"text":" Ask for a customer example that shows a signal leading to a specific, measurable result, more meetings, faster conversion, shorter cycles, not just a description of the feature. If a vendor can't point to an outcome, the \"signal-based\" language is doing more work than the product is."}],"markDefs":[],"style":"normal"},{"_key":"6f9e813052e5","_type":"block","children":[{"_key":"d00a8cebe9d4","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"893757719318","_type":"block","children":[{"_key":"fafef740ab0c","_type":"span","marks":["strong"],"text":"The tell that separates real signal-based selling from a repackaged old idea"}],"markDefs":[],"style":"h2"},{"_key":"1919f6ef1560","_type":"block","children":[{"_key":"0316a52b17c3","_type":"span","marks":[],"text":"Here's the fastest gut check: ask what the platform did five years ago, before \"signal-based\" became a popular phrase to put on a homepage. If the honest answer is \"the same lead scoring we've always done, now called something newer,\" that's not a category shift. It's a rebrand."}],"markDefs":[],"style":"normal"},{"_key":"f87780771681","_type":"block","children":[{"_key":"6e5345702af5","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"3f42d12850e4","_type":"block","children":[{"_key":"c2fb3fff46ed","_type":"span","marks":[],"text":"Real signal-based selling changes what a rep's morning actually looks like. Instead of opening a static list and guessing where to start, they open a workflow that already knows who moved, what changed, and why it matters today. That's not a feature update. It's a different relationship between a rep and the moment they're trying to catch."}],"markDefs":[],"style":"normal"},{"_key":"20fe5ab70859","_type":"block","children":[{"_key":"23c1bbb9c18c","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"51c6163867fb","_type":"block","children":[{"_key":"c59a08b4486a","_type":"span","marks":["strong"],"text":"The forecast is only useful if it reaches someone before the storm"}],"markDefs":[],"style":"h2"},{"_key":"2331af4737cf","_type":"block","children":[{"_key":"8b6801f637d3","_type":"span","marks":[],"text":"Signal-based selling, done honestly, isn't a fancier word for lead scoring, and it isn't a synonym for intent data with better branding. It's the practice of selling to a real, specific, timely moment instead of a guess dressed up as a plan."}],"markDefs":[],"style":"normal"},{"_key":"fe77debb6be2","_type":"block","children":[{"_key":"727b33709fc5","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"d9ce972cb026","_type":"block","children":[{"_key":"ed5344d5228d","_type":"span","marks":[],"text":"The next time a platform claims to offer it, ask the forecaster's question: does this tell me the storm exists somewhere out there, or does it tell me exactly which street it's about to hit, and hand me the coat before I need it? Only one of those answers is actually signal-based selling."}],"markDefs":[],"style":"normal"},{"_key":"34cf474a2d69","_type":"block","children":[{"_key":"f8b3910136b6","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"f1e793f4c6ac","_type":"block","children":[{"_key":"44dea1300b3f","_type":"span","marks":[],"text":"The other is just weather."}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-1b8b26db-14ea-5c47-a85f-9b1074b10757","_id":"b6288696-2c49-4775-94a7-5c4511e7a435","publishedAt":"2026-08-24T18:46:00.000Z","_createdAt":"2026-08-24T18:45:11Z","_updatedAt":"2026-08-24T18:46:45Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e","title":"GTM teams 🛒 (PERSONA)","titlePublic":"Go-to-market","slug":{"current":"go-to-market"},"status":"hidden"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-589ad4736b15e50d981b46083319e10b406dc439-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":null},"title":"Why the Best GTM AI Meets You Where You Already Are","_rawExcerpt":[{"_key":"f4a7183b9237","_type":"block","children":[{"_key":"253448e19914","_type":"span","marks":[],"text":"Meeting reps where they work isn't a nice-to-have. It's the only thing that decides whether your AI tool gets used at all."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":6,"slug":{"current":"meeting-reps-where-they-work"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"b386a7d3f000","_type":"block","children":[{"_key":"2d045f2bda75","_type":"span","marks":[],"text":"Somewhere in your company right now, there's a gym membership nobody uses."}],"markDefs":[],"style":"normal"},{"_key":"2bc4a1de12d3","_type":"block","children":[{"_key":"bd5b38b08e5f","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"ab84c005dccc","_type":"block","children":[{"_key":"f9a8c4ee8426","_type":"span","marks":[],"text":"Not a real one, necessarily. A tool. A platform. Something that got a great demo, a confident champion, and a signed contract, and now sits quietly in the corner of your tech stack with a login page nobody's visited since onboarding."}],"markDefs":[],"style":"normal"},{"_key":"9ef080a5dc7d","_type":"block","children":[{"_key":"e7c6e8503e88","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"013a45c2c3e9","_type":"block","children":[{"_key":"f4ee9390424c","_type":"span","marks":[],"text":"It wasn't a bad tool. It just asked people to change how they move through their day, and people, reasonably, didn't. Adoption doesn't fail because a feature is weak. It fails because the feature lives somewhere reps have to remember to go."}],"markDefs":[],"style":"normal"},{"_key":"9f8a5c62902c","_type":"block","children":[{"_key":"ca5b93af4bff","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"2ed4a8419ac6","_type":"block","children":[{"_key":"49fef2332a82","_type":"span","marks":[],"text":"Meeting reps where they work isn't a nice phrase for a slide. 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"},{"_key":"d4de5f8fa93b","_type":"span","marks":["a909deda69dc"],"text":"A tenfold reduction"},{"_key":"aff5b900a706","_type":"span","marks":[],"text":", on the exact failure mode this piece is describing."}],"markDefs":[{"_key":"a909deda69dc","_type":"link","href":"https://www.commonroom.io/customers/incident-io/"}],"style":"normal"},{"_key":"b1dc5d0747cc","_type":"block","children":[{"_key":"1cf694bb85e1","_type":"span","marks":["strong"],"text":"Why \"unified\" gets used so loosely"}],"markDefs":[],"style":"h2"},{"_key":"b9bc11fb0e61","_type":"block","children":[{"_key":"55832c934b69","_type":"span","marks":[],"text":"Almost every GTM tool on the market claims to be \"unified\" now. Most of them mean something much smaller: a shared login, a single pane of glass, a dashboard that pulls a few feeds into one screen without ever resolving whether \"Sam Chen\" in the CRM and \"S. 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"},{"_key":"acaf12d79f53","_type":"span","marks":["33c712f20a50"],"text":"A system that checks its own work"},{"_key":"8b1708dcd0d6","_type":"span","marks":[],"text":", flagging drift before it corrupts a pipeline report, is what keeps \"unified\" from quietly decaying back into \"fragmented\" within two quarters."}],"markDefs":[{"_key":"33c712f20a50","_type":"link","href":"https://www.commonroom.io/blog/dataagent/"}],"style":"normal"},{"_key":"166e3a22835c","_type":"block","children":[{"_key":"b21f5b730bdf","_type":"span","marks":["strong"],"text":"A single view that travels into the workflow."},{"_key":"6fe793cc8f92","_type":"span","marks":[],"text":" Unified data that only lives in a new dashboard hasn't actually solved the original problem. It has to show up where the decision gets made: inside the CRM record, the Slack thread, the inbox, the call prep a rep opens five minutes before dialing."}],"markDefs":[],"style":"normal"},{"_key":"ee8cf5c9740b","_type":"block","children":[{"_key":"9a1537e3dba5","_type":"span","marks":[],"text":"Miss any one of those three, and you've built a nicer-looking version of the same fragmentation, just with fewer visible seams."}],"markDefs":[],"style":"normal"},{"_key":"1502235f73d4","_type":"block","children":[{"_key":"595a16fe5964","_type":"span","marks":["strong"],"text":"The question worth asking your own stack"}],"markDefs":[],"style":"h2"},{"_key":"37f96dd90bb9","_type":"block","children":[{"_key":"3041af436c22","_type":"span","marks":[],"text":"Not \"how many tools do we have.\" Most teams already know that number, and it's rarely flattering."}],"markDefs":[],"style":"normal"},{"_key":"41c66cc1bf71","_type":"block","children":[{"_key":"81479c51108a","_type":"span","marks":[],"text":"Ask instead: if a buyer signal appeared in any one of our systems right now, would every other system, and every person relying on them, know about it within the hour?"}],"markDefs":[],"style":"normal"},{"_key":"35ba7996f9db","_type":"block","children":[{"_key":"e4f10a942bc4","_type":"span","marks":[],"text":"If the honest answer is no, that's the cost of fragmented data showing up in your pipeline right now, quietly, on an otherwise normal Tuesday. 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GTM teams don't need more data, they need data that moves. Here's why movability is the real unlock."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":5,"slug":{"current":"signal-clarity"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"1e053bb00493","_type":"block","children":[{"_key":"7f1ef6fb213a","_type":"span","marks":[],"text":"Open a flood gate wide enough, and you don't get water. You get a wall."}],"markDefs":[],"style":"normal"},{"_key":"2ad58b4d0287","_type":"block","children":[{"_key":"706d846fc51e","_type":"span","marks":[],"text":"That's what most GTM stacks feel like in 2026. Every tool promised more visibility. Every integration promised more context. And somewhere along the way, \"more\" quietly stopped meaning \"clearer\" and started meaning \"louder.\""}],"markDefs":[],"style":"normal"},{"_key":"7be40236067a","_type":"block","children":[{"_key":"b28a45a906e6","_type":"span","marks":[],"text":"Reps didn't ask for a tenth dashboard. RevOps didn't dream of a fourth intent source. Everyone just wanted to know, before a call, who to talk to and why it matters right now. Instead, AI showed up and did the one thing nobody actually needed: it made more of everything."}],"markDefs":[],"style":"normal"},{"_key":"43599186d7b1","_type":"block","children":[{"_key":"2af33aa49d2e","_type":"span","marks":[],"text":"More signal is not more clarity. It never was. 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Reps now spend real chunks of their day translating between systems that were each sold as \"the answer,\" none of which talk to each other, all of which claim to know something the others don't."}],"markDefs":[],"style":"normal"},{"_key":"d98838b301d7","_type":"block","children":[{"_key":"ed5f6758ea2f","_type":"span","marks":[],"text":"AI made this worse before it made it better. Generative tools are extraordinarily good at producing more: more content, more talking points, more \"personalized\" outreach that reads like it was written by nobody in particular. Activity went up. 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It rarely is. Most enterprise GTM teams are sitting on more first-party and third-party data than they know what to do with. Product usage. CRM history. Community activity. Web visits. Support tickets. Job changes. None of it is in short supply."}],"markDefs":[],"style":"normal"},{"_key":"452a207a594c","_type":"block","children":[{"_key":"5afe495bb839","_type":"span","marks":[],"text":"Data sitting in a warehouse, or trapped inside a dashboard nobody opens between Tuesday standups, isn't intelligence. It's a filing cabinet with better branding."}],"markDefs":[],"style":"normal"},{"_key":"221ab9b66978","_type":"block","children":[{"_key":"a8998c886d0c","_type":"span","marks":[],"text":"Signal and noise get confused constantly because they look identical on a chart. "},{"_key":"bd06dd802b91","_type":"span","marks":["cc4393aedb18"],"text":"A spike is a spike"},{"_key":"9d19d06d6805","_type":"span","marks":[],"text":", whether it's a real buying signal or a bot crawling your pricing page for the fourth time this week. Volume tells you something happened. It doesn't tell you whether it mattered, to whom, or what to do next. That distinction, not the raw count of data points, is the actual job to be done."}],"markDefs":[{"_key":"cc4393aedb18","_type":"link","href":"https://www.commonroom.io/blog/select-the-right-buying-signals/"}],"style":"normal"},{"_key":"94db9edcae72","_type":"block","children":[{"_key":"d1c67695c8d7","_type":"span","marks":["strong"],"text":"The real unlock isn't more data. It's data that moves."}],"markDefs":[],"style":"h2"},{"_key":"fd6648828032","_type":"block","children":[{"_key":"d11ec086f002","_type":"span","marks":[],"text":"Here's the reframe that actually changes outcomes: the goal was never to collect more. It was to make what you already have movable, so it shows up where a decision is being made instead of where it was originally captured."}],"markDefs":[],"style":"normal"},{"_key":"77bde6dabe54","_type":"block","children":[{"_key":"919df977b831","_type":"span","marks":[],"text":"Movable data means a signal generated in one system, a product login, a support conversation, a job change, doesn't just sit there waiting to be discovered during a quarterly review. It travels. It shows up in the CRM record a rep is already looking at. "},{"_key":"38a028ac18b3","_type":"span","marks":["d92f5dc1fd9a"],"text":"It surfaces in the Slack channel"},{"_key":"23a82829c26b","_type":"span","marks":[],"text":" where the deal is actually being discussed. It appears in the browser tab open during a live call, at the exact second it's relevant."}],"markDefs":[{"_key":"d92f5dc1fd9a","_type":"link","href":"https://www.commonroom.io/blog/intelligence-doesnt-need-a-home-screen/"}],"style":"normal"},{"_key":"df43591638b0","_type":"block","children":[{"_key":"f965d5e49065","_type":"span","marks":[],"text":"Static data answers a question if you know to ask it and know where to look. Movable data answers the question before you've finished forming it, because it followed you into the workflow instead of waiting for you to go find it."}],"markDefs":[],"style":"normal"},{"_key":"baaea08a26b9","_type":"block","children":[{"_key":"6b2c63e3c28e","_type":"span","marks":[],"text":"That's the actual difference between a stack that's \"AI-powered\" and one that's just AI-labeled. One produces more outputs. The other reduces the distance between a signal and an action."}],"markDefs":[],"style":"normal"},{"_key":"566b0f9080ef","_type":"block","children":[{"_key":"403a87b3a238","_type":"span","marks":["strong"],"text":"What movable data actually looks like day to day"}],"markDefs":[],"style":"h2"},{"_key":"7e08f2adf0a0","_type":"block","children":[{"_key":"847019f10f63","_type":"span","marks":[],"text":"Picture the same account activity happening in two different stacks."}],"markDefs":[],"style":"normal"},{"_key":"fc2be5ba8225","_type":"block","children":[{"_key":"df1c08e3f65e","_type":"span","marks":[],"text":"In the first, a contact at a target account logs into a product trial, leaves a comment on a community post, and gets promoted into a budget-holding role, all in the same week. That information lives in three different systems, seen by three different teams, none of whom compare notes until the deal is already stalling out."}],"markDefs":[],"style":"normal"},{"_key":"ec3c9f63df2f","_type":"block","children":[{"_key":"06a21b5f446d","_type":"span","marks":[],"text":"In the second, that same activity resolves back to one person automatically, and shows up as a single, quiet nudge inside the rep's existing workflow: this person is active, just got promoted, and is worth a message today. No new dashboard to check. No separate login. The signal did the traveling, not the human."}],"markDefs":[],"style":"normal"},{"_key":"eb8e3677fd11","_type":"block","children":[{"_key":"3312002cdd0f","_type":"span","marks":[],"text":"This is the exact pattern behind "},{"_key":"064f53da7fd8","_type":"span","marks":["841771e2a3b7"],"text":"Weaviate's approach to GTM"},{"_key":"8c6c57ca842a","_type":"span","marks":[],"text":": instead of reps toggling between product usage, community activity, and CRM data to find who's worth a call, signals resolve into a single command center that surfaces the right account automatically. That shift is what took their pipeline from one stream to three times the volume, without adding headcount or a new tool to check."}],"markDefs":[{"_key":"841771e2a3b7","_type":"link","href":"https://www.commonroom.io/customers/weaviate-gtm-command-center-triple-pipeline/"}],"style":"normal"},{"_key":"e43493ae881c","_type":"block","children":[{"_key":"23e73cfe380e","_type":"span","marks":[],"text":"The difference isn't how much data either team has access to. It's identical data, in both scenarios. The difference is whether that data had to be found, or whether it arrived."}],"markDefs":[],"style":"normal"},{"_key":"05edccffd6fb","_type":"block","children":[{"_key":"76b10604407e","_type":"span","marks":["strong"],"text":"The question worth asking before you buy the next tool"}],"markDefs":[],"style":"h2"},{"_key":"39dd897da841","_type":"block","children":[{"_key":"b6fdb73723ac","_type":"span","marks":[],"text":"How far does this data have to travel before someone can act on it, and how many extra steps stand in the way? If the honest answer involves a new login, a new dashboard, or a new habit your team has to build from scratch, you've found more noise with better packaging. If the signal shows up inside the workflow your team already uses, without anyone going looking for it, you've found the thing that was actually missing."}],"markDefs":[],"style":"normal"},{"_key":"42ecf7565e09","_type":"block","children":[{"_key":"e11e46207869","_type":"span","marks":[],"text":"More signal is not more clarity. It never will be. Clarity comes from distance, the distance between a signal and the moment someone can actually do something about it, closing to nearly nothing. That's the real unlock. Everything else is just a louder version of the same flood."}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-85fcbcc1-3219-542a-9a26-048cc2c7c594","_id":"a5b77fad-df23-47bd-bc7f-c5faf7cf2254","publishedAt":"2026-08-17T23:05:00.000Z","_createdAt":"2026-08-16T23:04:20Z","_updatedAt":"2026-08-17T12:27:41Z","categories":[],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-8e3d019f142a46b8fb62b1cdab5a463374960f9d-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":null},"title":"Account Intent vs Person Intent: The Difference Between a Rumor and a Phone Call","_rawExcerpt":[{"_key":"392c6120c9c1","_type":"block","children":[{"_key":"32d6ccf0334b","_type":"span","marks":[],"text":"Account intent vs person intent: one tells you where to look, the other tells you who to call. Here's the difference that closes deals."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":6,"slug":{"current":"account-intent-vs-person-intent"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"7db5c2dcf7d8","_type":"block","children":[{"_key":"05d375489afb","_type":"span","marks":[],"text":"There's a deal every sales leader has lived through, even if the names change every time."}],"markDefs":[],"style":"normal"},{"_key":"dcbedfde9a3a","_type":"block","children":[{"_key":"30e2233d0be5","_type":"span","marks":[],"text":"The account intent score lit up green for weeks. Research activity, competitor comparisons, review site visits, all trending up. The team got excited. Reps piled on outreach. Marketing ran a display campaign straight at the account."}],"markDefs":[],"style":"normal"},{"_key":"aba7d6e3accc","_type":"block","children":[{"_key":"d63dc9a645da","_type":"span","marks":[],"text":"Nothing happened. No replies. No meetings. The account just sat there, glowing on a dashboard, going nowhere."}],"markDefs":[],"style":"normal"},{"_key":"3cad17714c1b","_type":"block","children":[{"_key":"662b46476a98","_type":"span","marks":[],"text":"Three months later, the deal closed anyway. Not because the intent score finally \"converted.\" It closed because one person, a director who'd taken a new job inside the account two months prior, replied to a cold email from a completely different rep working a completely different list."}],"markDefs":[],"style":"normal"},{"_key":"8da0d6ff4051","_type":"block","children":[{"_key":"450b7a82856e","_type":"span","marks":[],"text":"The account was never wrong. It just never had a face."}],"markDefs":[],"style":"normal"},{"_key":"b1522d79356e","_type":"block","children":[{"_key":"b500e42e630c","_type":"span","marks":[],"text":"That's the whole story of account intent vs person intent, told in miniature. One measures a rumor about a company. The other measures a decision being made by a human being. Confusing the two is how good pipeline dies of natural causes."}],"markDefs":[],"style":"normal"},{"_key":"c595ee901459","_type":"block","children":[{"_key":"eb90b84b76ec","_type":"span","marks":["strong"],"text":"What account intent measures"}],"markDefs":[],"style":"h2"},{"_key":"5e44f40eb6b9","_type":"block","children":[{"_key":"a4e4fc0aa5c3","_type":"span","marks":[],"text":"Account intent aggregates behavior across a company: page views, content downloads, review comparisons, search activity, sometimes third-party co-op data pooled across a whole category. It answers a market-sizing question well: is there smoke somewhere inside this building?"}],"markDefs":[],"style":"normal"},{"_key":"b3620bbf6a63","_type":"block","children":[{"_key":"4e9225d2d2e1","_type":"span","marks":[],"text":"That's genuinely valuable. It tells demand gen where to point a campaign and tells a sales leader which fifty accounts deserve attention this quarter instead of five hundred."}],"markDefs":[],"style":"normal"},{"_key":"6db61d2ada41","_type":"block","children":[{"_key":"9fdb049c7474","_type":"span","marks":[],"text":"But account intent was built to answer \"where,\" not \"who.\" It was designed for prioritization at the top of a list, not for the moment a rep is staring at a blank subject line trying to decide who to email."}],"markDefs":[],"style":"normal"},{"_key":"a3e3173189a2","_type":"block","children":[{"_key":"1be048f05cd7","_type":"span","marks":["strong"],"text":"What person intent measures"}],"markDefs":[],"style":"h2"},{"_key":"7949f8cff62f","_type":"block","children":[{"_key":"52c43aeaaee4","_type":"span","marks":[],"text":"Person intent narrows the lens all the way down to an individual. A specific human engaging with a specific piece of content, logging into a specific product trial, changing to a specific new job title, showing up in a specific community thread asking a specific question."}],"markDefs":[],"style":"normal"},{"_key":"684cf53cf76c","_type":"block","children":[{"_key":"1ff3d3156e4e","_type":"span","marks":[],"text":"Person intent doesn't ask \"is this company interested.\" It asks \"is this human, right now, showing behavior that looks like someone getting ready to buy.\" That's an "},{"_key":"81127104225a","_type":"span","marks":["bfd63dedc068"],"text":"entirely different kind of signal"},{"_key":"5b2d5f6b0388","_type":"span","marks":[],"text":", and it's the one that actually predicts who answers the phone."}],"markDefs":[{"_key":"bfd63dedc068","_type":"link","href":"https://www.commonroom.io/blog/accounts-dont-buy-people-do/"}],"style":"normal"},{"_key":"23bf8f74e1ae","_type":"mainImage","asset":{"_id":"image-e1cb2a78e136efc8a6f6c972894d70abe14ce4b4-1280x672-jpg","_type":"sanity.imageAsset","_rev":"qBNonaYOMlrfOERr68yKZx","_createdAt":"2026-08-16T23:06:24Z","_updatedAt":"2026-08-16T23:06:24Z","assetId":"e1cb2a78e136efc8a6f6c972894d70abe14ce4b4","extension":"jpg","metadata":{"_type":"sanity.imageMetadata","blurHash":"M4QAT@cTTr^U.80wWAO+tm^,B{-WNGFW#r","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047,"height":672,"width":1280},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/jpeg;base64,/9j/2wBDAAYEBQYFBAYGBQYHBwYIChAKCgkJChQODwwQFxQYGBcUFhYaHSUfGhsjHBYWICwgIyYnKSopGR8tMC0oMCUoKSj/2wBDAQcHBwoIChMKChMoGhYaKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCj/wAARCAALABQDASIAAhEBAxEB/8QAGAAAAwEBAAAAAAAAAAAAAAAAAAIDBAj/xAAeEAACAgICAwAAAAAAAAAAAAABAgADBCExcREiUf/EABcBAAMBAAAAAAAAAAAAAAAAAAABAgP/xAAWEQEBAQAAAAAAAAAAAAAAAAAAASH/2gAMAwEAAhEDEQA/AOhMmnIZ0eqwJWp9tbPUpZRa6EC0ove5rpJKkHiMVU7IETGSIJSwQed65MI5dvsIJx//2Q==","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#454846","foreground":"#fff","population":1.59,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#302361","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#454846","foreground":"#fff","population":1.59,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#dad4bd","foreground":"#000","population":0.29,"title":"#000"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#dafcea","foreground":"#000","population":0.15,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#5e9d86","foreground":"#fff","population":0.3,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#755fc5","foreground":"#fff","population":0.02,"title":"#fff"}},"thumbHash":"+ecFBIKGuHdwmIqYZ4vLoGsEKA=="},"mimeType":"image/jpeg","originalFilename":"Account Intent vs Person Intent - image.jpg","path":"images/vt347z5x/production/e1cb2a78e136efc8a6f6c972894d70abe14ce4b4-1280x672.jpg","sha1hash":"e1cb2a78e136efc8a6f6c972894d70abe14ce4b4","size":266408,"uploadId":"4d8bdbce1066daa013076b1aa83a1f57e794b0e3","url":"https://cdn.sanity.io/images/vt347z5x/production/e1cb2a78e136efc8a6f6c972894d70abe14ce4b4-1280x672.jpg","filename":"Account Intent vs Person Intent - image.jpg","width":1280,"height":672,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/e1cb2a78e136efc8a6f6c972894d70abe14ce4b4-1280x672.jpg?rect=416,0,448,672&w=%width%&h=%height%&q=80","id":"image-e1cb2a78e136efc8a6f6c972894d70abe14ce4b4-1280x672-jpg","children":[],"parent":null}},{"_key":"d9dd462cf646","_type":"block","children":[{"_key":"3ec3079044f2","_type":"span","marks":["strong"],"text":"A deal pattern worth memorizing"}],"markDefs":[],"style":"h2"},{"_key":"0335fcf7810b","_type":"block","children":[{"_key":"82ac89926259","_type":"span","marks":[],"text":"Rewind to the exact moment this deal was still stuck, and the split screen becomes obvious."}],"markDefs":[],"style":"normal"},{"_key":"603fd434b3ce","_type":"block","children":[{"_key":"0415dec1f9e2","_type":"span","marks":[],"text":"Rep A is watching the account score. It's climbing. They send five emails to five generic titles pulled from a list built last quarter. Two bounce. One auto-replies \"out of office.\" Nothing lands, because none of those five people are actually the ones doing the research driving the score up."}],"markDefs":[],"style":"normal"},{"_key":"25c1f0cdcd41","_type":"block","children":[{"_key":"09f87148bd1d","_type":"span","marks":[],"text":"Rep B isn't watching the account at all. They're watching a person: the director who'd joined the company two months ago, whose previous employer was a happy customer, who just left a comment on a product page asking a pointed technical question. That person isn't a title on a spreadsheet. They're a human mid-decision."}],"markDefs":[],"style":"normal"},{"_key":"5a5109415c18","_type":"block","children":[{"_key":"3bf112bd0968","_type":"span","marks":[],"text":"Rep B sends one email. It gets a reply in an hour."}],"markDefs":[],"style":"normal"},{"_key":"d4ce705bd88a","_type":"block","children":[{"_key":"8fd619f7a59a","_type":"span","marks":[],"text":"Same account the rest of the team had been quietly watching glow green for weeks. Wildly different outcome, because rep B was watching the one signal that actually mattered."}],"markDefs":[],"style":"normal"},{"_key":"a44217155aa6","_type":"block","children":[{"_key":"09e5b05ce0ab","_type":"span","marks":[],"text":"This isn't a hypothetical. It's the "},{"_key":"a05387575558","_type":"span","marks":["4067f6d9a81d"],"text":"exact motion dbt Labs built"},{"_key":"ef62ee054c4c","_type":"span","marks":[],"text":" its speed-to-lead process around: instead of routing leads off a generic account score, reps get alerted the moment a specific person shows buyer-level behavior, and respond while the signal is still warm. The lesson from that story is the same one buried in this account's three months of silence, the accounts were never the bottleneck. Knowing which person to call, and calling them first, was."}],"markDefs":[{"_key":"4067f6d9a81d","_type":"link","href":"https://www.commonroom.io/customers/dbt-labs-buying-signals-speed-to-lead/"}],"style":"normal"},{"_key":"94ef1cf0a464","_type":"block","children":[{"_key":"d4a82deaa39c","_type":"span","marks":["strong"],"text":"Why smart teams keep conflating the two anyway"}],"markDefs":[],"style":"h2"},{"_key":"90ff4921039e","_type":"block","children":[{"_key":"4f69d445c56f","_type":"span","marks":[],"text":"Part of the confusion is honest: both numbers show up under the same word, \"intent,\" on the same dashboard, styled the same shade of green. It's easy to assume a rising account score and a hot lead are the same event."}],"markDefs":[],"style":"normal"},{"_key":"8289e8087d1d","_type":"block","children":[{"_key":"7b46f15ec69a","_type":"span","marks":[],"text":"They're not, and the gap between them explains a pattern most RevOps leaders have felt but rarely named: intent data that \"doesn't convert.\" It converts fine. It was just never asked the question a rep needs answered. Account intent says a company is warm. It has nothing to say about which of the forty people working there is the one worth 10 minutes of a rep's morning."}],"markDefs":[],"style":"normal"},{"_key":"513bb66369c8","_type":"block","children":[{"_key":"fe33249014b4","_type":"span","marks":[],"text":"The other reason teams conflate them is structural. Most GTM stacks were built to answer the demand gen question first (where do we spend budget) and bolted a sales layer on top later, hoping the same score would do double duty. It rarely does. A signal built to size a market and a signal built to time an outreach are solving two different problems, even when they're wearing the same badge."}],"markDefs":[],"style":"normal"},{"_key":"01d0b0c024a7","_type":"block","children":[{"_key":"0b2cd6664875","_type":"span","marks":["strong"],"text":"How the two actually work together"}],"markDefs":[],"style":"h2"},{"_key":"1f5fefa14ffd","_type":"block","children":[{"_key":"1d1562c2a769","_type":"span","marks":[],"text":"This isn't a case for picking a side. Account intent and person intent solve different halves of the same problem, and the strongest GTM motions run both at once, in sequence."}],"markDefs":[],"style":"normal"},{"_key":"a24b112cce1b","_type":"block","children":[{"_key":"b3c27a59b0d8","_type":"span","marks":[],"text":"Account intent narrows the world. Out of ten thousand possible accounts, it tells you which few hundred are worth watching this quarter. That's still useful work, and skipping it means reps waste time on accounts with no real activity at all."}],"markDefs":[],"style":"normal"},{"_key":"d5e5279beafb","_type":"block","children":[{"_key":"58d2ef15992c","_type":"span","marks":[],"text":"Person intent does the second, more decisive job: inside that narrowed list, it tells you which specific human is showing the behavior that actually predicts a conversation. It turns \"this account is interesting\" into \""},{"_key":"d29371a16a50","_type":"span","marks":["7709f9dfc848"],"text":"this person is worth calling today"},{"_key":"b8254e9ed727","_type":"span","marks":[],"text":",\" which is the only version of intent a rep can actually act on before lunch."}],"markDefs":[{"_key":"7709f9dfc848","_type":"link","href":"https://www.commonroom.io/blog/buying-committee-visibility/"}],"style":"normal"},{"_key":"b0a9aac1dd01","_type":"block","children":[{"_key":"2fa22c153ed1","_type":"span","marks":[],"text":"Run account intent alone, and you get a warm-looking list with no entry point. Run person intent alone, without any account-level filter, and you drown in individual signals with no sense of which ones belong to accounts worth pursuing in the first place. Together, they turn a wide, fuzzy signal into a narrow, sharp one."}],"markDefs":[],"style":"normal"},{"_key":"3e4d1fd972c8","_type":"block","children":[{"_key":"334551089bdd","_type":"span","marks":["strong"],"text":"The one question that separates the two, every time"}],"markDefs":[],"style":"h2"},{"_key":"d3dbd6df0060","_type":"block","children":[{"_key":"c90a981837fa","_type":"span","marks":[],"text":"Next time an \"intent\" alert fires, ask this before a rep sends a single message: does this tell us a company is interesting, or does it tell us a person is ready?"}],"markDefs":[],"style":"normal"},{"_key":"2b3226e7dece","_type":"block","children":[{"_key":"bca46c368600","_type":"span","marks":[],"text":"If the honest answer is \"we're not sure,\" that's the gap. It's the same gap that turned a green dashboard into three months of silence, and it's the gap that one quiet job change closed, without anyone's intent score noticing at all."}],"markDefs":[],"style":"normal"},{"_key":"96fe24b7438a","_type":"block","children":[{"_key":"32cac455bdb7","_type":"span","marks":[],"text":"Account intent tells you where to look. Person intent tells you who to call. Deals close because of the second one. The first one just helps you find the room."}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-b476c78f-06c0-56e3-bcf7-368b65400d4b","_id":"add0981a-9e2b-47e8-add4-6d9a716d5162","publishedAt":"2026-08-14T12:07:00.000Z","_createdAt":"2026-08-14T12:06:40Z","_updatedAt":"2026-08-14T15:52:50Z","categories":[{"_id":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4","title":"Marketing teams (PERSONA)","titlePublic":"Marketing","slug":{"current":"marketing"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-5fa9ada7b510bf0a418cf72f12ac2173263d5fc9-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":null},"title":"Your ABM Stack Knows an Account Is Warm, But You Have No Idea Who to Call","_rawExcerpt":[{"_key":"84737a504741","_type":"block","children":[{"_key":"dde97a600b6d","_type":"span","marks":[],"text":"Your ABM stack tells you an account is in market. It won't tell you who. Here's how person-level signals close that gap."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":5,"slug":{"current":"person-level-signals-abm-stack"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"b8ae1209189b","_type":"block","children":[{"_key":"548d6fd53c41","_type":"span","marks":[],"text":"Somewhere in your tech stack right now, a dashboard is lighting up green."}],"markDefs":[],"style":"normal"},{"_key":"ba36ea616266","_type":"block","children":[{"_key":"dcbf9670dd9f","_type":"span","marks":[],"text":"\"Account X: surging intent.\" A little flame emoji, maybe. Your account intent platform did exactly what you paid it to do: it looked at a company and said, with real confidence, this one is warming up."}],"markDefs":[],"style":"normal"},{"_key":"d0aa894da758","_type":"block","children":[{"_key":"5c8a5bec92aa","_type":"span","marks":[],"text":"Then an AE opens that account page and asks the only question that actually matters."}],"markDefs":[],"style":"normal"},{"_key":"99097c50c3f6","_type":"block","children":[{"_key":"a652defd149b","_type":"span","marks":[],"text":"Who?"}],"markDefs":[],"style":"normal"},{"_key":"b82f4a9ee7d5","_type":"block","children":[{"_key":"defedf625e9b","_type":"span","marks":[],"text":"Silence. The dashboard doesn't know. It was never built to know. It scored a company, not a person, and a company has never once picked up a phone."}],"markDefs":[],"style":"normal"},{"_key":"bfcf9f50e5c0","_type":"block","children":[{"_key":"a749b82fc2f7","_type":"span","marks":[],"text":"This is the gap sitting quietly at the center of most ABM stacks: they're brilliant at telling you where to look, and nearly blind to who's actually looking back."}],"markDefs":[],"style":"normal"},{"_key":"4665464998be","_type":"block","children":[{"_key":"94dffc24b55f","_type":"span","marks":["strong"],"text":"Your account intent tool isn't broken. It's just half the story."}],"markDefs":[],"style":"h2"},{"_key":"55ad81dc7e98","_type":"block","children":[{"_key":"8ddf4b551f7a","_type":"span","marks":[],"text":"Let's give account-level intent its due. Knowing that Acme Corp just spiked in research activity, pulled competitor comparisons, or lit up a review site is genuinely useful. It's the flare shot into the sky that says something is happening over there."}],"markDefs":[],"style":"normal"},{"_key":"61b098128c79","_type":"block","children":[{"_key":"3a73c35accae","_type":"span","marks":[],"text":"The problem is that a flare tells you a direction. It doesn't hand you a name, a title, or a reason to reach out today instead of next Tuesday."}],"markDefs":[],"style":"normal"},{"_key":"fbd7b70ee852","_type":"block","children":[{"_key":"1ba8a10ca577","_type":"span","marks":[],"text":"Most GTM teams solved part of the equation years ago. They know which accounts to watch. 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You need a layer that sits on top of it and answers the question the account score was never designed to answer."}],"markDefs":[],"style":"normal"},{"_key":"3e9a311dbcc5","_type":"block","children":[{"_key":"70388477b1b0","_type":"span","marks":[],"text":"Person-level signal means:"}],"markDefs":[],"style":"normal"},{"_key":"b030b16674db","_type":"block","children":[{"_key":"73fcc5bf9ad7","_type":"span","marks":[],"text":"Every activity, from a product login to a LinkedIn comment to a support ticket, resolves back to a real, named individual, not an anonymous \"visitor.\""}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"66c184e590da","_type":"block","children":[{"_key":"17c50b561bb6","_type":"span","marks":[],"text":"You can see who inside a surging account changed roles recently, engaged with content, or showed up somewhere new, and when."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"3ad9a47505e3","_type":"block","children":[{"_key":"972ef7c8b7a0","_type":"span","marks":[],"text":"The buying committee stops being a guess. You can actually see who's active, who's gone quiet, and who just joined."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"734fc92ac343","_type":"block","children":[{"_key":"f90ad15bbbe0","_type":"span","marks":["1573d9f86b89"],"text":"dbt Labs ran into this exact wall"},{"_key":"daf45346af54","_type":"span","marks":[],"text":". Buying-committee visibility only matters if it gets to a rep before the moment passes, and account-level scoring alone couldn't get them there fast enough. Once the signal resolved down to a named person the moment they showed intent, speed to lead stopped being a metric they were chasing and started being the default."}],"markDefs":[{"_key":"1573d9f86b89","_type":"link","href":"https://www.commonroom.io/customers/dbt-labs-buying-signals-speed-to-lead/"}],"style":"normal"},{"_key":"6fdec211c207","_type":"block","children":[{"_key":"c776ed040e93","_type":"span","marks":[],"text":"This is the difference between a heat map and a map with your name on the pin. One tells you a region is warm. The other tells you exactly where to stand."}],"markDefs":[],"style":"normal"},{"_key":"964bee740f0c","_type":"block","children":[{"_key":"5c2ed0b69731","_type":"span","marks":["strong"],"text":"How to layer this in without starting over"}],"markDefs":[],"style":"h2"},{"_key":"ec742a8947be","_type":"block","children":[{"_key":"04fefa166c19","_type":"span","marks":[],"text":"The good news: this isn't an \"and now throw away everything you built\" story. Most teams don't need to replace their account intent platform. "},{"_key":"028d1163aa61","_type":"span","marks":["ed994b901a2c"],"text":"They need to connect it to a system"},{"_key":"e6a04be36a1b","_type":"span","marks":[],"text":" that resolves activity down to the person, then feeds that context back into the workflow reps already use."}],"markDefs":[{"_key":"ed994b901a2c","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"94dbf43c49a2","_type":"block","children":[{"_key":"fb5dbcfe9eef","_type":"span","marks":[],"text":"Keep the account-level intent signals coming in; they're still useful for prioritizing where to look. Layer in identity resolution that connects product usage, CRM activity, and public signals to a real person, not just a domain. Then give reps the buying committee view alongside the account score, so \"in market\" comes with a name attached, automatically, before they ever open a new tab."}],"markDefs":[],"style":"normal"},{"_key":"33153b2c1d50","_type":"block","children":[{"_key":"c16a75412474","_type":"span","marks":[],"text":"Done well, this doesn't add a step to your process. 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The prompt architect. The platform operator. In go-to-market circles, we've even given this person a title: the \"GTM engineer.\""}],"markDefs":[],"style":"normal"},{"_key":"d9c64aacd217","_type":"block","children":[{"_key":"9f6ccac6e0e5","_type":"span","marks":[],"text":"Here's the uncomfortable truth hiding behind that job title. If your AI tool needs a dedicated human just to translate its value to the rest of the team, the tool didn't deliver leverage. It just moved the bottleneck."}],"markDefs":[],"style":"normal"},{"_key":"9950e2e764ea","_type":"block","children":[{"_key":"6105a538bf33","_type":"span","marks":[],"text":"AI adoption without gatekeepers isn't a nice-to-have philosophy. It's the only model that actually scales."}],"markDefs":[],"style":"normal"},{"_key":"de6a96c1d5c4","_type":"block","children":[{"_key":"33b04e862f76","_type":"span","marks":["strong"],"text":"We've watched this movie before"}],"markDefs":[],"style":"h2"},{"_key":"e9c7f11d4803","_type":"block","children":[{"_key":"6429a2768c4e","_type":"span","marks":[],"text":"Enterprise software has a long memory, even when vendors would rather you forget it."}],"markDefs":[],"style":"normal"},{"_key":"abcf5bff0066","_type":"block","children":[{"_key":"a792e23cf741","_type":"span","marks":[],"text":"CRM admins became the only people who could pull a real answer out of Salesforce. Marketing ops became the toll booth between an idea and a live campaign. RevOps queues replaced Monday-morning momentum with a ticket number and a \"we'll get to it.\""}],"markDefs":[],"style":"normal"},{"_key":"8f161aa2984c","_type":"block","children":[{"_key":"0e6de540fa47","_type":"span","marks":[],"text":"Every one of those tools worked. Eventually. After translation. After mediation. After someone with the right badge got around to it."}],"markDefs":[],"style":"normal"},{"_key":"61bc9d258f03","_type":"block","children":[{"_key":"573b5b35b9e0","_type":"span","marks":[],"text":"The result was always the same: slower adoption, delayed time-to-value, and power concentrated in the hands of the few people fluent enough to operate the machine. Most of the org just waited its turn."}],"markDefs":[],"style":"normal"},{"_key":"925e72b5ee3c","_type":"block","children":[{"_key":"0cc60dbd8e76","_type":"span","marks":["91a3bf8980dd"],"text":"Notion's go-to-market team ran into the same wall"},{"_key":"d5f5c791739a","_type":"span","marks":[],"text":". Signals about who was engaged, who had gone quiet, who was worth a call were scattered across tools, and getting a straight answer meant finding whoever knew how to pull it. Once that answer was just there, waiting in the workflow instead of behind a person, reps started booking more meetings without anyone teaching them a new system. The insight didn't get smarter. It got closer."}],"markDefs":[{"_key":"91a3bf8980dd","_type":"link","href":"https://www.commonroom.io/customers/notion-customer-intelligence-more-meetings-per-rep/"}],"style":"normal"},{"_key":"0360d2ea111c","_type":"block","children":[{"_key":"5a70f881a83c","_type":"span","marks":[],"text":"AI was supposed to break that pattern. Instead, a lot of it is quietly rebuilding it, just with a shinier name."}],"markDefs":[],"style":"normal"},{"_key":"29be427b4d37","_type":"block","children":[{"_key":"f24045e455f3","_type":"span","marks":["strong"],"text":"The question that separates leverage from theater"}],"markDefs":[],"style":"h2"},{"_key":"f4f977e7f109","_type":"block","children":[{"_key":"3deb3d6526b2","_type":"span","marks":[],"text":"Here's the test that cuts through almost any AI pitch you'll hear this year:"}],"markDefs":[],"style":"normal"},{"_key":"ad3554b565a5","_type":"block","children":[{"_key":"c5f716b5d290","_type":"span","marks":[],"text":"Does this tool require a new role to unlock its value?"}],"markDefs":[],"style":"normal"},{"_key":"ee5d88cc04f7","_type":"block","children":[{"_key":"ab0586dd025f","_type":"span","marks":[],"text":"If yes, it has already failed the only job that matters. Real leverage means fewer handoffs, not more. Faster decisions, not a queue. 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Four quadrants fall out, and each one tells you exactly what you're looking at."}],"markDefs":[],"style":"normal"},{"_key":"a01966e038a2","_type":"block","children":[{"_key":"3c476d09d755","_type":"span","marks":["strong"],"text":"Low leverage, low complexity."},{"_key":"42de5b5f7d29","_type":"span","marks":[],"text":" Easy to use, barely moves the needle. Harmless, forgettable, and not the problem here."}],"markDefs":[],"style":"normal"},{"_key":"f661498df293","_type":"block","children":[{"_key":"a1145c51a29d","_type":"span","marks":["strong"],"text":"Low leverage, high complexity."},{"_key":"cb29d8441ca8","_type":"span","marks":[],"text":" Long setup, custom workflows, a specialist required just to get it running. 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The rep is still stuck."}],"markDefs":[],"style":"normal"},{"_key":"e4f9e0de2db0","_type":"block","children":[{"_key":"f196efc2fc8f","_type":"span","marks":[],"text":"In the second, the rep opens their workflow and the brief is already there: who's active, what changed last week, who to loop in. No translation layer. No waiting on a badge. The AI didn't ask anyone's permission to be useful."}],"markDefs":[],"style":"normal"},{"_key":"17713b1b81c4","_type":"block","children":[{"_key":"fad15d5915a8","_type":"span","marks":["4366d37c0b60"],"text":"That's the difference between AI that requires a gatekeeper and AI that just works"},{"_key":"dca9f758ceb0","_type":"span","marks":[],"text":". The goal was never to make AI look impressive in a boardroom demo. The goal was leverage for the person actually doing the job, on day one, without a six-week rollout plan standing in the way."}],"markDefs":[{"_key":"4366d37c0b60","_type":"link","href":"https://www.commonroom.io/blog/intelligence-doesnt-need-a-home-screen/"}],"style":"normal"},{"_key":"60cf13bb429c","_type":"block","children":[{"_key":"06e98aea697f","_type":"span","marks":["strong"],"text":"The next phase of AI won't be won on intelligence alone"}],"markDefs":[],"style":"h2"},{"_key":"5532346ef023","_type":"block","children":[{"_key":"2b4cdbcc908e","_type":"span","marks":[],"text":"Buyers are getting sharper about this, and fast. As budgets tighten and headcount gets scrutinized, the questions get pointed: Who actually uses this day to day? What happens if that person leaves? Why does value stall the moment nobody's babysitting it?"}],"markDefs":[],"style":"normal"},{"_key":"cdd2d9137b06","_type":"block","children":[{"_key":"71396c16679a","_type":"span","marks":[],"text":"At that point, complexity stops looking like sophistication. It starts looking like risk."}],"markDefs":[],"style":"normal"},{"_key":"b5a8812973c7","_type":"block","children":[{"_key":"4e3ba1e9d9b2","_type":"span","marks":[],"text":"The next phase of enterprise AI won't be judged by how advanced it looks in a slide. It'll be judged by how fast teams get value, how broadly that value spreads across a team, and how little organizational change it takes to get there."}],"markDefs":[],"style":"normal"},{"_key":"01d54898ed26","_type":"block","children":[{"_key":"08ebf5cbc715","_type":"span","marks":[],"text":"AI adoption without gatekeepers is what that looks like in practice: intelligence that meets people in the tools they already use, agents that do the research nobody wants to do manually, and a system that gets more useful the more people touch it, not less."}],"markDefs":[],"style":"normal"},{"_key":"0260f190f2a8","_type":"block","children":[{"_key":"b9cde4b761aa","_type":"span","marks":[],"text":"The tools that win won't raise the bar to entry. They'll lower it, one workflow at a time, until nobody even notices the AI is there. They just notice the work got easier."}],"markDefs":[],"style":"normal"},{"_key":"6854659e9883","_type":"block","children":[{"_key":"6e451f049f56","_type":"span","marks":[],"text":"The next time a vendor demo impresses you, ask the question that actually matters: who on your team will need to become fluent in this to get value out of it, and what happens the day they're not around to ask? If there's a real answer to that question, you've found the shovel salesperson. If there isn't, you've found the thing worth paying for."}],"markDefs":[],"style":"normal"},{"_key":"81c1d01067ff","_type":"block","children":[{"_key":"00a6a0fa706e","_type":"span","marks":[],"text":"\n"}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-66d5acb6-f781-53ba-894f-15fab303e955","_id":"889990fc-778d-4304-9b98-278bbecef2d1","publishedAt":"2026-08-07T15:28:00.000Z","_createdAt":"2026-08-07T15:19:03Z","_updatedAt":"2026-08-07T15:31:25Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e","title":"GTM teams 🛒 (PERSONA)","titlePublic":"Go-to-market","slug":{"current":"go-to-market"},"status":"hidden"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-6658263554672e57ce5a7cd670720c36235104c9-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":null},"title":"The Motion Is New. The Team Needs to Grow With It.","_rawExcerpt":[{"_key":"cbcb1141175d","_type":"block","children":[{"_key":"d1be0dacae9c","_type":"span","marks":[],"text":"Building an SLG motion on top of PLG isn't a strategy problem, it's an org design problem. Here's why the hire, the handoff, and the incentive structure matter more than the plays themselves."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":8,"slug":{"current":"plg-slg-org-evolution"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"6d8d9e75fda8","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-b997acf4133cbe93ac0bbdee29ac0714d3096b7b-800x800-jpg"}},"name":"Tasha Reasor","title":"CMO"}}],"companies":[],"_rawBody":[{"_key":"f19d61825377","_type":"block","children":[{"_key":"b06d00e3aa16","_type":"span","marks":[],"text":"Most PLG + SLG motions don't stall because the strategy is wrong."}],"markDefs":[],"style":"normal"},{"_key":"6441cf494e8c","_type":"block","children":[{"_key":"7eb635d8dbe6","_type":"span","marks":[],"text":"They stall because the org doesn't evolve alongside it."}],"markDefs":[],"style":"normal"},{"_key":"f68e73afb30b","_type":"block","children":[{"_key":"991a763a7ac6","_type":"span","marks":[],"text":"The signals get defined. The plays get built. The automation goes live. And then the motion gets layered on top of existing roles, existing responsibilities, and existing incentives that were designed for a different job. The demand gen team is optimized for self-serve volume. The sales team is built for inbound qualification. Both are good at what they were hired to do."}],"markDefs":[],"style":"normal"},{"_key":"758b1f1bc56e","_type":"block","children":[{"_key":"6927122d7be6","_type":"span","marks":[],"text":"Neither was hired for this."}],"markDefs":[],"style":"normal"},{"_key":"6ed056019b50","_type":"block","children":[{"_key":"12bc070d8595","_type":"span","marks":[],"text":"Adding an SLG motion to a PLG company isn't about replacing what's working. It's about adding new capability alongside it: new roles, new muscle, new accountability structures that didn't need to exist before. The companies that get this right treat it as an expansion of the team, not a reorganization of it."}],"markDefs":[],"style":"normal"},{"_key":"7806358a7f4c","_type":"block","children":[{"_key":"362e8c25bc15","_type":"span","marks":[],"text":"The ones that get it wrong try to run the new motion with existing bandwidth and wonder why nobody has time for it."}],"markDefs":[],"style":"normal"},{"_key":"a08157f3a5ec","_type":"mainImage","asset":{"_id":"image-273de45618ebc8e054c21f34f5063d9441febe89-1280x672-jpg","_type":"sanity.imageAsset","_rev":"hEzuHHk6Tg1XoYfrKszLKT","_createdAt":"2026-08-04T17:16:13Z","_updatedAt":"2026-08-04T17:16:13Z","assetId":"273de45618ebc8e054c21f34f5063d9441febe89","extension":"jpg","metadata":{"_type":"sanity.imageMetadata","blurHash":"M6Q^2Kxb.7-;tQ_NoMM{aeof0vs;%fkBxu","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047,"height":672,"width":1280},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/jpeg;base64,/9j/2wBDAAYEBQYFBAYGBQYHBwYIChAKCgkJChQODwwQFxQYGBcUFhYaHSUfGhsjHBYWICwgIyYnKSopGR8tMC0oMCUoKSj/2wBDAQcHBwoIChMKChMoGhYaKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCj/wAARCAALABQDASIAAhEBAxEB/8QAGQAAAQUAAAAAAAAAAAAAAAAAAAECAwQI/8QAIRABAAMAAQIHAAAAAAAAAAAAAQACEQMEEhMhMXGBkZL/xAAWAQEBAQAAAAAAAAAAAAAAAAAAAQP/xAAWEQEBAQAAAAAAAAAAAAAAAAAAARH/2gAMAwEAAhEDEQA/ANItS7r3mueVoV4hzfE/Ub1VRDd+GRV46iJv2yM9i7SuVNE92EQ9IQP/2Q==","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#444c44","foreground":"#fff","population":0.04,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#22624c","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#a2ddc9","foreground":"#000","population":0.42,"title":"#000"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#abccc4","foreground":"#000","population":0.05,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#a2ddc9","foreground":"#000","population":0.42,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#67a58f","foreground":"#fff","population":0.08,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#349474","foreground":"#fff","population":0,"title":"#fff"}},"thumbHash":"OvgBBIDVl3eJdoiAi3iYho9mCA=="},"mimeType":"image/jpeg","originalFilename":"PLG #7 - image.jpg","path":"images/vt347z5x/production/273de45618ebc8e054c21f34f5063d9441febe89-1280x672.jpg","sha1hash":"273de45618ebc8e054c21f34f5063d9441febe89","size":303219,"uploadId":"62d4f1c8773f8428f96c6eb6ab2b1bd42ce9458e","url":"https://cdn.sanity.io/images/vt347z5x/production/273de45618ebc8e054c21f34f5063d9441febe89-1280x672.jpg","filename":"PLG #7 - image.jpg","width":1280,"height":672,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/273de45618ebc8e054c21f34f5063d9441febe89-1280x672.jpg?rect=416,0,448,672&w=%width%&h=%height%&q=80","id":"image-273de45618ebc8e054c21f34f5063d9441febe89-1280x672-jpg","children":[],"parent":null}},{"_key":"cb2453fee75a","_type":"block","children":[{"_key":"2da16bcb8f86","_type":"span","marks":[],"text":"What the new motion actually requires"}],"markDefs":[],"style":"h3"},{"_key":"27bcd92dff14","_type":"block","children":[{"_key":"2bdc3cf6a798","_type":"span","marks":[],"text":"PLG and SLG require genuinely different skills, not better or worse, just different."}],"markDefs":[],"style":"normal"},{"_key":"9a72871e768c","_type":"block","children":[{"_key":"1b895ec858e5","_type":"span","marks":[],"text":"PLG motion is built by people who think in systems. Content, product, community, onboarding: the work scales without constant human intervention. The best PLG operators have spent years building things that run themselves, and they're rightly proud of it."}],"markDefs":[],"style":"normal"},{"_key":"414ece10a564","_type":"block","children":[{"_key":"62858de3c689","_type":"span","marks":[],"text":"SLG motion is run by people who think in relationships and timing. Reading signals, finding the right person in an account, knowing when a conversation is worth having and when to let the automation do its job. The best enterprise operators have instincts built from thousands of conversations that no amount of tooling fully replicates."}],"markDefs":[],"style":"normal"},{"_key":"b829df9b5948","_type":"block","children":[{"_key":"c6341ddad478","_type":"span","marks":[],"text":"The PLG + SLG motion needs both. 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When a new motion sits under existing leadership without its own dedicated owner, it gets prioritized like everything else that leadership already owns, which means it gets deprioritized the moment something more urgent shows up. Which is always."}],"markDefs":[],"style":"normal"},{"_key":"2212200370ca","_type":"block","children":[{"_key":"93ff2ff4e04c","_type":"span","marks":[],"text":"Give the new motion its own leader. Give that leader clear accountability. 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Because the demand gen team thinks sales owns it from here, and the sales team thinks it's still in the marketing funnel, and by the time anyone figures it out the moment has passed."}],"markDefs":[],"style":"normal"},{"_key":"d33d657711a7","_type":"block","children":[{"_key":"4f28dc0d35b0","_type":"span","marks":[],"text":"This sounds like an operational problem. It's actually a structural one."}],"markDefs":[],"style":"normal"},{"_key":"f5a69d8c848d","_type":"block","children":[{"_key":"9b39dfd61e8b","_type":"span","marks":[],"text":"Traditional PLG handoffs are clean. Marketing owns top of funnel. Sales takes over at an agreed point: a demo request, a form fill, a trial that hits a threshold. Everyone knows the rules. 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Signup surge at a tier-two account runs automated and gets human review only if there's a response. Feature gap play at an existing customer goes to the CSM, not the AE."}],"markDefs":[],"style":"normal"},{"_key":"6c4605941843","_type":"block","children":[{"_key":"052230830516","_type":"span","marks":[],"text":"When the rules exist, the handoff works. When they don't, the motion depends on coordination between teams with different priorities. 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The tension is structural: demand gen is measured on volume, sales is measured on revenue, and the incentives don't naturally align."}],"markDefs":[],"style":"normal"},{"_key":"e44babd23eba","_type":"block","children":[{"_key":"ec42da7e7da6","_type":"span","marks":[],"text":"The PLG + SLG motion changes this, or at least it should."}],"markDefs":[],"style":"normal"},{"_key":"2c36dc4be306","_type":"block","children":[{"_key":"0e41a2d1c5a2","_type":"span","marks":[],"text":"Signal-based plays aren't leads in the traditional sense. They're triggered moments that require a specific response within a specific window. Demand gen has to build them. Sales has to run them. Neither succeeds without the other, which means the politely adversarial model has to go."}],"markDefs":[],"style":"normal"},{"_key":"0ed72344f3c1","_type":"block","children":[{"_key":"0cb4d320f392","_type":"span","marks":[],"text":"The companies that make this work stop treating demand gen and sales as separate functions with a clean handoff between them. They treat them as a single motion with shared accountability for pipeline. The signal fires, the play runs, the rep acts, and both teams own what happens next."}],"markDefs":[],"style":"normal"},{"_key":"e06c35a51f02","_type":"block","children":[{"_key":"6b0a89f4d5bc","_type":"span","marks":[],"text":"This requires shared metrics, not marketing-qualified leads at the top and revenue at the bottom. Pipeline, all the way through, owned jointly. When both teams are measured on the same number, the incentive to blame each other quietly disappears. It doesn't happen overnight. But it happens."}],"markDefs":[],"style":"normal"},{"_key":"5ff0780df374","_type":"block","children":[{"_key":"9e3f4c1b4544","_type":"span","marks":[],"text":"What the evolved team actually looks like"}],"markDefs":[],"style":"h3"},{"_key":"03d39f6c1b47","_type":"block","children":[{"_key":"f6b3c2ca5b12","_type":"span","marks":[],"text":"There's no universal org design for this. Company size, product complexity, and go-to-market stage all shape the right structure."}],"markDefs":[],"style":"normal"},{"_key":"a786b49603af","_type":"block","children":[{"_key":"feee87c83a81","_type":"span","marks":[],"text":"But the teams doing it well tend to share a few things."}],"markDefs":[],"style":"normal"},{"_key":"1b21c4426a2b","_type":"block","children":[{"_key":"7d3005024967","_type":"span","marks":[],"text":"They added dedicated ownership for the new motion rather than distributing it across existing roles. One person, or one small team, with clear accountability for signals, plays, automation, and the first human touch."}],"markDefs":[],"style":"normal"},{"_key":"dc8f9f127f62","_type":"block","children":[{"_key":"0836e25794a1","_type":"span","marks":[],"text":"They have explicit handoff rules that are written down and actually followed. Not \"use your judgment,\" specific criteria, specific owners, specific timeframes that everyone has agreed to in advance."}],"markDefs":[],"style":"normal"},{"_key":"1111560e8c3e","_type":"block","children":[{"_key":"33a92bb74383","_type":"span","marks":[],"text":"They measure demand gen and sales on shared pipeline metrics. Not vanity metrics at the top of the funnel and quota at the bottom. The same number. All the way through."}],"markDefs":[],"style":"normal"},{"_key":"de18dde02aae","_type":"block","children":[{"_key":"b117e06a1f9f","_type":"span","marks":[],"text":"And they give the motion time. The PLG + SLG motion isn't a quarter-long project. It's a multi-year build. The companies that get impatient and judge the results before the motion has had time to compound are the ones that abandon it right before it would have started working."}],"markDefs":[],"style":"normal"},{"_key":"f2021460a4dc","_type":"block","children":[{"_key":"f54d99b1610b","_type":"span","marks":[],"text":"The existing team got you here. The evolved team takes you further."}],"markDefs":[],"style":"normal"},{"_key":"1c615710485a","_type":"block","children":[{"_key":"d5c8ab19830b","_type":"span","marks":[],"text":"Both are necessary. Neither is sufficient alone."}],"markDefs":[],"style":"normal"},{"_key":"0b169c72d98c","_type":"block","children":[{"_key":"04563f7654d5","_type":"span","marks":[],"text":"The series so far"}],"markDefs":[],"style":"h3"},{"_key":"1776e5737a9b","_type":"block","children":[{"_key":"dd34a6a0ac0b","_type":"span","marks":[],"text":"Seven posts in, here's what we've covered."}],"markDefs":[],"style":"normal"},{"_key":"ebac423bb186","_type":"block","children":[{"_key":"06a86aaad778","_type":"span","marks":[],"text":"The case for layering SLG on top of PLG, and why the window to move is now. How to define your real enterprise ICP from closed revenue data, not gut instinct. Why behavioral scoring outperforms firmographic scoring, and how to build the model. The five signal-based plays every PLG company should be running. How to build a signal hierarchy that tells you when to activate and what to ignore. Why most automation breaks, and how to build it so it doesn't. And now, the org evolution that has to happen alongside all of it."}],"markDefs":[],"style":"normal"},{"_key":"8aac05844141","_type":"block","children":[{"_key":"b541a81ab290","_type":"span","marks":[],"text":"The through-line is the same across all seven: the companies that win aren't the ones with the most users, the most signals, or the most automation. 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People do."},"title":"How to Find the Real Buying Committee Behind Your Hot Accounts","_rawExcerpt":[{"_key":"c735232c0279","_type":"block","children":[{"_key":"c117dcf1b421","_type":"span","marks":[],"text":"Mason Cosby and Davis Potter on why account scores stall deals, the 8 roles in every buying committee, and how to know exactly who to call, when, and why."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":6,"slug":{"current":"abm-webinar-recap"},"isFeatured":null,"hideMainMedia":null,"cardImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-66c7e2ef6ab267fe3c864d7b0bc4d67ce403fa47-1200x675-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":675,"width":1200,"aspectRatio":1.7777777777777777}}}},"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"c735232c0279","_type":"block","children":[{"_key":"1cb4ee96dd08","_type":"span","marks":["strong"],"text":"Mason Cosby, Founder of Scrappy ABM, and Davis Potter, CEO and Co-founder of ForgeX, joined Common Room's Will Taylor to break down why person-level ABM wins: how to identify the buying committee behind your target accounts, spot the gaps in your coverage, and reach the right person with the right context.\n\n"},{"_key":"fd0e5df365f7","_type":"span","marks":["em"],"text":"Watch the full session:"}],"markDefs":[],"style":"normal"},{"_key":"68d9063d49da","_type":"externalVideo","url":"https://youtu.be/cKDamhLwow8"},{"_key":"b67127bf89f8","_type":"block","children":[{"_key":"ef4fa2ed7e07","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"1247cfb5cd6b","_type":"block","children":[{"_key":"e9b677550451","_type":"span","marks":[],"text":"Your ABM platform says an account is hot. Now what?"}],"markDefs":[],"style":"normal"},{"_key":"da2a66081a6d","_type":"block","children":[{"_key":"4a72a7bba6d2","_type":"span","marks":[],"text":"That is where most ABM programs stall. Sales asks why the account is hot, marketing points to a score, and trust evaporates on the spot. As Mason put it in our recent webinar:"}],"markDefs":[],"style":"normal"},{"_key":"a8b293367fdd","_type":"block","children":[{"_key":"12471fe59f03","_type":"span","marks":[],"text":"\"You get an account that's hot, and then sales says, well, why is this account hot? And marketing responds back with, well, it's 80 points. At that point, sales immediately loses trust, doesn't actually know who to reach out to, and everything kind of falls apart in that exact moment.\" \n- Mason Cosby, Founder, Scrappy ABM"}],"markDefs":[],"style":"blockquote"},{"_key":"b71b53619e7d","_type":"block","children":[{"_key":"3c694591a1e9","_type":"span","marks":[],"text":"The running joke in the ABM world makes the problem obvious: an account can show sky-high intent because somebody viewed 80 blog posts on your website. That somebody might have been the janitor. It might have been the CEO. The account score will not tell you."}],"markDefs":[],"style":"normal"},{"_key":"d8d4bd10500d","_type":"block","children":[{"_key":"1a08b080d299","_type":"span","marks":[],"text":"Meanwhile, buying groups keep getting bigger. LinkedIn research puts 12 to 14 people in the average B2B buying group, each with different roles, motivations, and levels of engagement. One person is not making the purchase decision, and an account-level score cannot tell you who is."}],"markDefs":[],"style":"normal"},{"_key":"2190bd2de724","_type":"block","children":[{"_key":"175c99bc0b85","_type":"span","marks":[],"text":"“Organizations who are implementing a buying group centric approach are seeing multiple times stronger results than others.” \n- Davis Potter, CEO & Co-founder, ForgeX"}],"markDefs":[],"style":"blockquote"},{"_key":"38509c9d2773","_type":"block","children":[{"_key":"cff443f80d6b","_type":"span","marks":["strong"],"text":"Why the account is the wrong unit of measurement"}],"markDefs":[],"style":"h2"},{"_key":"ad0d10806f29","_type":"block","children":[{"_key":"c0cf429407b9","_type":"span","marks":[],"text":"Davis traced how we got here. First came the MQL hamster wheel: gather form fills, throw individual contacts at sales, repeat. ABM fixed the alignment problem by unifying teams behind a target account list, but then it introduced a new one. Accounts hit a scoring threshold, get labeled an MQA, and get tossed over the wall as if the job is done."}],"markDefs":[],"style":"normal"},{"_key":"9e11340083dd","_type":"block","children":[{"_key":"4025eab35aec","_type":"span","marks":[],"text":"The industry's answer is buying groups: zeroing in on the actual people inside qualifying accounts, identifying them, validating them, and re-engaging them throughout the buying process."}],"markDefs":[],"style":"normal"},{"_key":"a7bb55f45070","_type":"block","children":[{"_key":"a94209198d83","_type":"span","marks":[],"text":"Davis was clear that this is not a pendulum swing. You do not throw out account-based measurement and go all-in on buying groups. 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One interested person took pricing to their boss and the deal died quietly."}],"markDefs":[],"style":"normal"},{"_key":"524236f5d471","_type":"block","children":[{"_key":"d5dbdaf71a45","_type":"span","marks":[],"text":"Mapping the deals he won, Mason identified eight standardized roles that show up in nearly every decision group:"}],"markDefs":[],"style":"normal"},{"_key":"415c50e3bea4","_type":"block","children":[{"_key":"d65fe0f03717","_type":"span","marks":["strong"],"text":"Decision maker"},{"_key":"d7f4b654334d","_type":"span","marks":[],"text":": decides whether the purchase happens"}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"bc14362f8832","_type":"block","children":[{"_key":"dba4d3cffe0c","_type":"span","marks":["strong"],"text":"Economic buyer"},{"_key":"70e10ec00f91","_type":"span","marks":[],"text":": controls budget and negotiates terms"}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"bfa1fd6f2a12","_type":"block","children":[{"_key":"988887dbb279","_type":"span","marks":["strong"],"text":"Champion"},{"_key":"38c0010b328a","_type":"span","marks":[],"text":": drives the deal internally"}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"ff7e0b7ab236","_type":"block","children":[{"_key":"d77e46baddc7","_type":"span","marks":["strong"],"text":"Key influencers"},{"_key":"6566dbe27ddc","_type":"span","marks":[],"text":": typically manager-level voices who shape the evaluation"}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"61f6b1b25686","_type":"block","children":[{"_key":"6aa7a39cebdb","_type":"span","marks":["strong"],"text":"Technical or implementation team"},{"_key":"a737ca10d170","_type":"span","marks":[],"text":": often IT, and often where deals get blocked"}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"b440ae057518","_type":"block","children":[{"_key":"9bdb0c6c3362","_type":"span","marks":["strong"],"text":"Blockers"},{"_key":"d722db73d84f","_type":"span","marks":[],"text":": quiet skeptics who sow doubt behind the scenes"}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"b635497ac07c","_type":"block","children":[{"_key":"301ddc73d34a","_type":"span","marks":["strong"],"text":"End users"},{"_key":"fb8b9d884a51","_type":"span","marks":[],"text":": the people who determine whether the second and third sale ever happens"}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"ca156cfee9ed","_type":"block","children":[{"_key":"6b0074dbd969","_type":"span","marks":["strong"],"text":"Gatekeepers"},{"_key":"a7b29d8473a5","_type":"span","marks":[],"text":": protectors of time and access, worth befriending"}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"4c3cbf921e6f","_type":"block","children":[{"_key":"d65b4d18b47a","_type":"span","marks":[],"text":"The payoff for mapping and marketing to the full committee is not theoretical. 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BCC sales emails into the CRM and you can finally see who sales is actually talking to, and just as importantly, who they are not."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"20fa797362fd","_type":"block","children":[{"_key":"bafecd390e29","_type":"span","marks":["strong"],"text":"Interview your customer-facing teams."},{"_key":"9428a2fa4c0e","_type":"span","marks":[],"text":" Run internal interviews with sales, customer success, and your happiest customers. 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You know exactly why they didn't buy, and it's a perfect sample group."},{"_key":"6dbd72b6b909","_type":"span","marks":[],"text":"\" "}],"level":2,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"2d783f941175","_type":"block","children":[{"_key":"6dbd72b6b909","_type":"span","marks":[],"text":"Davis loves highly curated virtual roundtables and small events."}],"level":2,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"747b353c2c73","_type":"block","children":[{"_key":"f42fa253e424","_type":"span","marks":["strong"],"text":"The biggest red flag?"},{"_key":"ddc7027a9574","_type":"span","marks":[],"text":" Both agreed: a champion who will not make an introduction is not really a champion."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"741904b3e9c8","_type":"block","children":[{"_key":"4361f15dceec","_type":"span","marks":["strong"],"text":"Most ABM programs would fix themselves overnight if they just...?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"37885f9c3787","_type":"block","children":[{"_key":"82e1edc012e5","_type":"span","marks":[],"text":"Davis: built a stronger relationship with the sales team. 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Buying group identification is baked into the platform, with more ABM functionality on the way, so your team can see every person behind an account signal, spot who is engaged and who is missing, and reach out with context that earns a reply."}],"markDefs":[],"style":"normal"},{"_key":"e34773c591c5","_type":"block","children":[{"_key":"ee0d04df1421","_type":"span","marks":[],"text":"🚀 "},{"_key":"93c37ef63acd","_type":"span","marks":["strong"],"text":"Ready to move from hot accounts to real buyers?"},{"_key":"a9323d851bea","_type":"span","marks":[],"text":" "},{"_key":"23aefd628459","_type":"span","marks":["1dcf18541ace"],"text":"See how Common Room powers person-level ABM."}],"markDefs":[{"_key":"1dcf18541ace","_type":"link","href":"https://www.commonroom.io/solutions/abm/"}],"style":"normal"},{"_key":"2428212695bd","_type":"block","children":[{"_key":"01643ab619b2","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"d99e420c0035","_type":"block","children":[{"_key":"eb5a5c660b7f","_type":"span","marks":["em"],"text":"Watch the"},{"_key":"03c976b115a6","_type":"span","marks":["em","910f4df736e6"],"text":" full session on-demand"},{"_key":"8cf4711b2e87","_type":"span","marks":["em"],"text":"."},{"_key":"5e8c62ea2619","_type":"span","marks":[],"text":"\n\n\n👉 "},{"_key":"f064a36e6507","_type":"span","marks":["strong"],"text":"About the speakers."},{"_key":"0fd41174f15a","_type":"span","marks":[],"text":" "},{"_key":"547d74b49e00","_type":"span","marks":["3089623890d0"],"text":"Mason Cosby"},{"_key":"b38bada29754","_type":"span","marks":[],"text":" is the founder of "},{"_key":"edec506b722a","_type":"span","marks":["367c8179c936"],"text":"Scrappy ABM"},{"_key":"96e8455a509c","_type":"span","marks":[],"text":", where he has built roughly 100 ABM programs in three years, driving $250M in pipeline and $130M in revenue for clients. 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The data wasn't clean enough."}],"markDefs":[],"style":"normal"},{"_key":"abdbbffa8f20","_type":"block","children":[{"_key":"1078cc489635","_type":"span","marks":[],"text":"That's rarely the actual problem."}],"markDefs":[],"style":"normal"},{"_key":"1b3670ed938b","_type":"block","children":[{"_key":"f05ba039883b","_type":"span","marks":[],"text":"Most sales automation breaks because teams build the workflow before they've defined the play. They jump straight to the mechanics — triggers, sequences, enrollment conditions, branching logic — without first answering the question the whole system depends on: what is this automation supposed to do, and under exactly what conditions should it do it?"}],"markDefs":[],"style":"normal"},{"_key":"487211932fe9","_type":"block","children":[{"_key":"70927c9a61d6","_type":"span","marks":[],"text":"Build the workflow first and you're encoding your assumptions into software. 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A play is the full logic of a triggered motion — the signal that fires it, the fit criteria that qualify it, the message that responds to it, the action that follows, and the outcome that determines what happens next."}],"markDefs":[],"style":"normal"},{"_key":"dfd58ee83a61","_type":"block","children":[{"_key":"cefd9178535c","_type":"span","marks":[],"text":"When you define the play properly before you build anything, the workflow almost builds itself. Every branching decision, every conditional, every exclusion filter maps directly to something you've already decided. You're not making judgment calls in a workflow builder at 4pm on a Thursday. 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Not in a workflow builder. In a document. With words."}],"markDefs":[],"style":"normal"},{"_key":"8a1a08a8ac60","_type":"block","children":[{"_key":"391e2a8e876c","_type":"span","marks":["strong"],"text":"The trigger."},{"_key":"e22e6a4d824f","_type":"span","marks":[],"text":" What specific event causes this play to fire? Not \"high intent accounts\" — that's a vibe, not a trigger. The trigger is a specific, observable signal: an executive at a target account signs up and records their first meeting within 48 hours. Three or more people from the same company sign up within seven days. A target account hits five or more service deployments. 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These are your exclusion filters — the ones that, when missing, produce the horror stories from paragraph one."}],"markDefs":[],"style":"normal"},{"_key":"8d65192ff0ab","_type":"block","children":[{"_key":"3167a851a71e","_type":"span","marks":["strong"],"text":"The message logic."},{"_key":"2367935c3488","_type":"span","marks":[],"text":" What is this play actually saying, and why is it relevant to this account right now? The message should be derivable from the trigger. If you can't write a sentence that connects the signal to the outreach — \"we're reaching out because X happened, which tells us Y might be valuable\" — the play isn't defined well enough yet. Go back. Define it better. Then build."}],"markDefs":[],"style":"normal"},{"_key":"a7d2a377d82a","_type":"block","children":[{"_key":"0bc487c19e2c","_type":"span","marks":["strong"],"text":"The tiering rule."},{"_key":"9eeee3c91017","_type":"span","marks":[],"text":" Who reviews before this goes out, and who doesn't? This decision needs to be made once, in advance, not by whoever happens to be looking at the queue on a given afternoon and making judgment calls based on their current mood and workload."}],"markDefs":[],"style":"normal"},{"_key":"6e07ea1f9635","_type":"block","children":[{"_key":"76ad1045b08c","_type":"span","marks":["strong"],"text":"The exit conditions."},{"_key":"a04d2b5942cf","_type":"span","marks":[],"text":" What causes an account to leave the play? A response, a meeting booked, a status change in CRM, a manual override. Automation without exit conditions is how contacts end up getting the same email eleven times. They notice. They remember."}],"markDefs":[],"style":"normal"},{"_key":"78c8ec3d5886","_type":"block","children":[{"_key":"d157d95b99f8","_type":"span","marks":[],"text":"Define all five and you have a play. Build the workflow from that and you have automation that does what you intended."}],"markDefs":[],"style":"normal"},{"_key":"8312e717844d","_type":"block","children":[{"_key":"0715ecba4e34","_type":"span","marks":["strong"],"text":"The tiering model that prevents most failures"}],"markDefs":[],"style":"h2"},{"_key":"f3a7c4d52189","_type":"block","children":[{"_key":"c58113d8da2e","_type":"span","marks":[],"text":"The single highest-leverage decision in sales automation is also the one most teams make inconsistently: which accounts get human review before anything goes out, and which run automatically."}],"markDefs":[],"style":"normal"},{"_key":"17d27bbb447b","_type":"block","children":[{"_key":"7d1f593deb3f","_type":"span","marks":[],"text":"Made inconsistently, this produces both over-automation — sequences going to accounts that deserved a personal touch — and under-automation — reps manually reviewing things that didn't need it, which means they stop reviewing anything carefully, which defeats the purpose entirely."}],"markDefs":[],"style":"normal"},{"_key":"3f9ec0ae0631","_type":"block","children":[{"_key":"8079cade4b76","_type":"span","marks":[],"text":"The model that works is simple and needs to be decided once."}],"markDefs":[],"style":"normal"},{"_key":"425d3161595e","_type":"block","children":[{"_key":"e79871c0b2b1","_type":"span","marks":[],"text":"High signal plus high fit: human reviews before anything sends. 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Every piece of irrelevant outreach that goes out makes the relevant ones harder to land — and slowly trains your market to tune you out entirely."}],"markDefs":[],"style":"normal"},{"_key":"c0212cc81f8a","_type":"block","children":[{"_key":"2291372df42a","_type":"span","marks":[],"text":"No signal: no action. Full stop. Not a nurture sequence. Not a \"just wanted to check in.\" Nothing. The discipline is the point."}],"markDefs":[],"style":"normal"},{"_key":"7999682d4449","_type":"block","children":[{"_key":"8b1fdfefd6c3","_type":"span","marks":["strong"],"text":"The maintenance problem nobody plans for"}],"markDefs":[],"style":"h2"},{"_key":"4247afc325ba","_type":"block","children":[{"_key":"eabc3431b4d9","_type":"span","marks":[],"text":"Here's what happens to most automation six months after it goes live."}],"markDefs":[],"style":"normal"},{"_key":"4e706baf5cba","_type":"block","children":[{"_key":"d1a82cd4a6c0","_type":"span","marks":[],"text":"The person who built it is heads-down on something new. The system is running. Nobody is quite sure what it's doing or why. Someone makes a small change to fix one thing and breaks something else. A new exclusion list gets added to CRM but nobody updates the workflow. A new product tier launches and the trigger conditions are suddenly wrong but nobody notices until a very unfortunate sequence of emails goes out to a very important prospect."}],"markDefs":[],"style":"normal"},{"_key":"1265797e335e","_type":"block","children":[{"_key":"29807fa1ad3b","_type":"span","marks":[],"text":"Automation that nobody understands is automation that nobody trusts. Automation that nobody trusts gets turned off — usually right after it does something embarrassing, and usually by someone who had nothing to do with building it and now owns the cleanup."}],"markDefs":[],"style":"normal"},{"_key":"840b2d95be0b","_type":"block","children":[{"_key":"8f011aaaab74","_type":"span","marks":[],"text":"The solution isn't simpler tools. It's documentation that lives next to the workflow, not in someone's head or a Google Doc that hasn't been opened since the quarter it was written."}],"markDefs":[],"style":"normal"},{"_key":"9e96128e3d39","_type":"block","children":[{"_key":"69c4b7e1c602","_type":"span","marks":[],"text":"Every play should have a plain-language description of what it does, why it exists, what triggers it, and what conditions would require it to be updated. Not a technical spec. A two-paragraph explanation that a new team member could read and understand in five minutes without asking anyone for help."}],"markDefs":[],"style":"normal"},{"_key":"8d88031f47e1","_type":"block","children":[{"_key":"2e95fd574d26","_type":"span","marks":[],"text":"Teams that do this maintain their automation. Teams that don't abandon it and start over. Usually more than once."}],"markDefs":[],"style":"normal"},{"_key":"e17a62d4ce10","_type":"block","children":[{"_key":"c3de77494116","_type":"span","marks":["strong"],"text":"What good looks like at scale"}],"markDefs":[],"style":"h2"},{"_key":"191e94102702","_type":"block","children":[{"_key":"6c568a3157c8","_type":"span","marks":[],"text":"The go-to-market teams running automation well share a few characteristics that have nothing to do with which tools they use."}],"markDefs":[],"style":"normal"},{"_key":"1d85a134c826","_type":"block","children":[{"_key":"6bca28373519","_type":"span","marks":[],"text":"They defined the plays before they built the workflows. Every trigger condition, every fit criterion, every message rationale was written down in plain language before anyone opened a workflow builder. This sounds obvious. It is almost never done."}],"markDefs":[],"style":"normal"},{"_key":"d17a19f380af","_type":"block","children":[{"_key":"5f07f8717636","_type":"span","marks":[],"text":"They made tiering decisions in advance and stuck to them. The rules about what gets human review and what runs automated are explicit, documented, and applied consistently — not re-litigated every time someone looks at the queue."}],"markDefs":[],"style":"normal"},{"_key":"024366de3379","_type":"block","children":[{"_key":"9c6500726311","_type":"span","marks":[],"text":"They built for handoff from day one. The person who built the automation wrote it as if they were going to leave the company the following week. Because eventually, they will."}],"markDefs":[],"style":"normal"},{"_key":"de5fa1375f71","_type":"block","children":[{"_key":"afb17e94b109","_type":"span","marks":[],"text":"And they treat the plays as living documents. When a signal stops predicting conversion, they update the play. When a new product behavior emerges as a leading indicator, they add it. The automation reflects what's actually true about how their best customers buy — which changes, because markets change, and automation that doesn't change with them quietly becomes a liability."}],"markDefs":[],"style":"normal"},{"_key":"38edaae25ec1","_type":"block","children":[{"_key":"76734706bde8","_type":"span","marks":[],"text":"The goal isn't automation that runs forever without anyone touching it."}],"markDefs":[],"style":"normal"},{"_key":"0f24c53c21cb","_type":"block","children":[{"_key":"19eeae20286f","_type":"span","marks":[],"text":"The goal is automation that's easy to understand, easy to update, and trusted enough that people actually use it."}],"markDefs":[],"style":"normal"},{"_key":"0d62c6949696","_type":"block","children":[{"_key":"3867f05c1352","_type":"span","marks":[],"text":"That's the system that scales."}],"markDefs":[],"style":"normal"},{"_key":"7d942928b00e","_type":"block","children":[{"_key":"b51cb015e26c","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"435251cfee5c","_type":"block","children":[{"_key":"4c1443034834","_type":"span","marks":["em"],"text":"Next in the series: the organizational changes that have to happen alongside the technical ones - what your team actually needs to look like to run this motion."}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-25062629-4a51-5bf9-b3bd-5c188fea78b6","_id":"772cfd4c-3394-412a-95ee-d35247c79464","publishedAt":"2026-08-03T15:31:00.000Z","_createdAt":"2026-07-30T20:54:41Z","_updatedAt":"2026-08-06T22:48:08Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e","title":"GTM teams 🛒 (PERSONA)","titlePublic":"Go-to-market","slug":{"current":"go-to-market"},"status":"hidden"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-b47448b01d6b8b0fadecfc1fdb8f0fa68ad989c0-1200x675-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":675,"width":1200,"aspectRatio":1.7777777777777777}}},"layout":null,"alt":"Saad Khan, Director of GTM Engineering at Trumpet and Tom Slocum, CEO & Founder at The SD Lab"},"title":"Your Best Buying Signals Are Dying in a Slack Channel","_rawExcerpt":[{"_key":"6083ec04a37a","_type":"block","children":[{"_key":"f3876d7a8b33","_type":"span","marks":[],"text":"Most teams don't have a signal problem; they have an activation problem. Operators and customers on why signals that don't reach a rep with context might as well not exist."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":6,"slug":{"current":"buying-signals-dying-in-slack-channel"},"isFeatured":null,"hideMainMedia":null,"cardImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-1d3ec39488f31ed361a30ee5321364dc36baaa38-1200x675-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":675,"width":1200,"aspectRatio":1.7777777777777777}}}},"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"83445a63b113","_type":"block","children":[{"_key":"9de63c67a14f","_type":"span","marks":["strong"],"text":"Right now, somewhere in your Slack, a bot is announcing that a target account just visited your pricing page. Nobody will do anything about it."}],"markDefs":[],"style":"normal"},{"_key":"0dbf01402ebe","_type":"block","children":[{"_key":"710169be1c0b","_type":"span","marks":[],"text":"Not because your team is lazy, but because that signal is one of forty pings today, disconnected from the CRM, the owner, and any suggested next step. The modern GTM stack is great at detecting intent and terrible at doing anything with it. Intent tools, CRM, LinkedIn, product usage, community: every layer emits signals, and reps are left stitching them together by hand."}],"markDefs":[],"style":"normal"},{"_key":"99cfc4eca19c","_type":"block","children":[{"_key":"f044b9f99479","_type":"span","marks":[],"text":"The math on that is unforgiving. "},{"_key":"09a85ab65303","_type":"span","marks":["787dbd426d51"],"text":"Salesforce's State of Sales research finds reps spend under a third of their week actually selling"},{"_key":"99869e232d94","_type":"span","marks":[],"text":"; the rest disappears into admin, internal meetings, and research. A signal that requires twenty minutes of digging to figure out who it belongs to, whether it matters, and what to do next isn't a signal. It's another research task in a week that's already 70% research tasks."}],"markDefs":[{"_key":"787dbd426d51","_type":"link","href":"https://www.salesforce.com/news/stories/sales-research-2023/"}],"style":"normal"},{"_key":"5a0091470650","_type":"block","children":[{"_key":"f71ca1ac12d8","_type":"span","marks":[],"text":"More data won't fix that. Activation will. Here's what the gap looks like in practice, from the operators and buyers living it."}],"markDefs":[],"style":"normal"},{"_key":"f1bea1bcc3f4","_type":"block","children":[{"_key":"39557fa714ab","_type":"span","marks":[],"text":"\"Siloed and difficult to action\": one growth team's story"}],"markDefs":[],"style":"h2"},{"_key":"a40f7d864b54","_type":"block","children":[{"_key":"4bb55a117d53","_type":"span","marks":[],"text":"One mid-market growth team, now a Common Room customer, had done everything right by the standard playbook. They had signals flowing in from multiple channels: intent tools and visitor-identification tools pinging Slack throughout the day. Real coverage, real intent data."}],"markDefs":[],"style":"normal"},{"_key":"928c8df543b0","_type":"block","children":[{"_key":"38ff3d56f569","_type":"span","marks":[],"text":"And then... nothing. In their own words, once the ping landed in Slack, \"there's not much we can really do with that signal.\""}],"markDefs":[],"style":"normal"},{"_key":"6d2984824782","_type":"block","children":[{"_key":"e6889c9445fc","_type":"span","marks":[],"text":"The wish list they described is the definition of activation:"}],"markDefs":[],"style":"normal"},{"_key":"1dd3a8b9e79b","_type":"block","children":[{"_key":"7a94a6ad992f","_type":"span","marks":["strong"],"text":"One layer on top. "},{"_key":"c43bb052b1a8","_type":"span","marks":[],"text":"Consolidate every signal source into a single view instead of parallel Slack channels."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"c23ed9b3a4cb","_type":"block","children":[{"_key":"2a08dbcd6238","_type":"span","marks":["strong"],"text":"Scoring by relative importance. "},{"_key":"9511f47753c4","_type":"span","marks":[],"text":"A pricing-page visit from a target account is not the same as a stray blog view; the system should know the difference."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"dd84bd207cf3","_type":"block","children":[{"_key":"64fb82ac0fbb","_type":"span","marks":["strong"],"text":"Push, not pull. "},{"_key":"9f8d2122294a","_type":"span","marks":[],"text":"Route qualified signals directly into campaigns and outbound tooling automatically, instead of relying on a rep to notice and act."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"def1251d9b5b","_type":"block","children":[{"_key":"4b965eb4b77e","_type":"span","marks":["strong"],"text":"Always-on listening. "},{"_key":"417294957ffb","_type":"span","marks":[],"text":"Their target list was roughly 20,000 companies. As they put it, the AEs definitely don't have time to check each target account one by one for matching signals. The system has to listen so reps don't have to."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"859cd03975f2","_type":"block","children":[{"_key":"97a7c54c9ebd","_type":"span","marks":[],"text":"The summary that stuck, in the customer's own words: good signals and intent, but siloed and difficult to action."}],"markDefs":[],"style":"normal"},{"_key":"2e227d15918e","_type":"block","children":[{"_key":"4f9a77ef0f69","_type":"span","marks":[],"text":"That's the trap most teams are in: every new signal source adds visibility and subtracts actionability, until reps tune out the whole channel."}],"markDefs":[],"style":"normal"},{"_key":"3217a33b8782","_type":"block","children":[{"_key":"c9cd5cd27f25","_type":"span","marks":[],"text":"The 4Rs: what activation should look like (Tom Slocum, SD Lab)"}],"markDefs":[],"style":"h2"},{"_key":"f35cede35c81","_type":"block","children":[{"_key":"2ad96e995d57","_type":"span","marks":[],"text":"Tom Slocum starts from the rep-side failure mode:"}],"markDefs":[],"style":"normal"},{"_key":"53fe48814e60","_type":"block","children":[{"_key":"d9b092315b7c","_type":"span","marks":["strong"],"text":"\"Too many reps are still pitching whenever they're ready to sell. Not when the buyer is actually ready to buy.\"\n\n-- Tom Slocum, CEO & Founder of SD Lab"}],"markDefs":[],"style":"blockquote"},{"_key":"8577cf6252f8","_type":"block","children":[{"_key":"c0d64116093b","_type":"span","marks":[],"text":"His filter, whether he's running outsourced outbound or coaching internal teams, is the 4Rs: right person, right message, right time, right channel. And the way you get there is signal capture: hiring, funding, new roles, pricing-page visits, competitor mentions, increased product usage."}],"markDefs":[],"style":"normal"},{"_key":"02ecfb805343","_type":"block","children":[{"_key":"1f5306d1914f","_type":"span","marks":["strong"],"text":"\"All of that gives you a real reason to reach out, because there's something actually going on.\"\n\n-- Tom Slocum, CEO & Founder of SD Lab"}],"markDefs":[],"style":"blockquote"},{"_key":"1e99a81e5882","_type":"externalVideo","url":"https://youtu.be/UmLcgrLuHZg"},{"_key":"dedd1cc9fca9","_type":"block","children":[{"_key":"96a260ca8a8e","_type":"span","marks":[],"text":"Saad Khan of Trumpet adds the stakes: signals have raised the standard. Now that relevance at the right moment is possible, buyers can tell the difference. Generic outreach doesn't read as neutral anymore; it reads as noise, and it burns the account for the rep who comes next."}],"markDefs":[],"style":"normal"},{"_key":"04e105d4d65b","_type":"block","children":[{"_key":"675203447f39","_type":"span","marks":[],"text":"The 4Rs sound obvious until you try to run them across thousands of accounts with signals scattered in six tools. That's not a discipline problem. It's an infrastructure problem."}],"markDefs":[],"style":"normal"},{"_key":"269ae2ed0edb","_type":"block","children":[{"_key":"d610ee8f6129","_type":"span","marks":[],"text":"What it looks like when activation works"}],"markDefs":[],"style":"h2"},{"_key":"e34a67a71390","_type":"block","children":[{"_key":"d7eded7da047","_type":"span","marks":[],"text":"Two Common Room customers describe the other side of the fix, and both frame it the same way: one place."}],"markDefs":[],"style":"normal"},{"_key":"5e16231f1557","_type":"block","children":[{"_key":"739f96ace27f","_type":"span","marks":[],"text":"At one mid-market software company, the senior leader who runs SMB sales has a team of full-cycle reps who are mostly working inbound, which leaves them about two hours a day for prospecting. Her requirement, in her own words:"}],"markDefs":[],"style":"normal"},{"_key":"485202dc85c5","_type":"block","children":[{"_key":"ab5ee2e98445","_type":"span","marks":["strong"],"text":"\"You've got two hours... I would like it to be one place that they go, to understand who they should reach out to, what they should reach out with, and then to execute the task from there too.\""}],"markDefs":[],"style":"blockquote"},{"_key":"cfad0d5c30f8","_type":"block","children":[{"_key":"06c0c3b389dd","_type":"span","marks":[],"text":"The problem she was solving is the same one that growth team described: signals existed, but they were hidden and scattered, some in the CRM, some in marketing automation, some in one-off campaigns, with no single centralized place to answer the only question that matters at 9am: who is the best person to reach out to today?"}],"markDefs":[],"style":"normal"},{"_key":"cb824de8e416","_type":"block","children":[{"_key":"bb4e141e8be3","_type":"span","marks":[],"text":"The sales leader at another mid-market customer went even further when mapping her SDR motion. The goal wasn't just consolidation; it was removing thinking from the loop entirely:"}],"markDefs":[],"style":"normal"},{"_key":"9269371d5f1d","_type":"block","children":[{"_key":"c1cf6860c588","_type":"span","marks":["strong"],"text":"\"I want to build so many specific plays and then tag them with the right messaging so that they don't have to really think about it.\""}],"markDefs":[],"style":"blockquote"},{"_key":"4e54047a1e33","_type":"block","children":[{"_key":"99cf67dc1018","_type":"span","marks":[],"text":"Her bar for the workflow: reps spending \"90% of their time in Common Room\" for prospecting, working pre-built plays with the messaging already attached, at the volume the number requires."}],"markDefs":[],"style":"normal"},{"_key":"073f22828b8a","_type":"block","children":[{"_key":"08529ae016e9","_type":"span","marks":[],"text":"The takeaway: aggregate, resolve, act"}],"markDefs":[],"style":"h2"},{"_key":"8265bc2479bf","_type":"block","children":[{"_key":"daf79ba176b7","_type":"span","marks":[],"text":"Signal coverage is table stakes. 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It's aggregating what your stack already emits and acting on it in one motion, so a pricing-page visit becomes a prioritized, context-rich task for the right rep instead of ping number forty-one in a muted channel."}],"markDefs":[],"style":"normal"},{"_key":"63aeea624679","_type":"block","children":[{"_key":"fd01352cd6f7","_type":"span","marks":[],"text":"When a signal fires, your team shouldn't wait for the next meeting. And they definitely shouldn't have to go find it."}],"markDefs":[],"style":"normal"},{"_key":"98e7e154b20d","_type":"block","children":[{"_key":"b789102bae77","_type":"span","marks":[],"text":"See what's possible with Common Room"}],"markDefs":[],"style":"h2"},{"_key":"134f611107e4","_type":"block","children":[{"_key":"2b56406ee28a","_type":"span","marks":["strong"],"text":"Signal aggregation: "},{"_key":"1839e11ee6a9","_type":"span","marks":[],"text":"every source (web, product, community, social, intent) unified in one place, always listening across your full target list."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"dd9675145299","_type":"block","children":[{"_key":"c6aba401338d","_type":"span","marks":["strong"],"text":"Identity resolution: "},{"_key":"cd6402049bde","_type":"span","marks":[],"text":"signals resolve to a real person at a real account, with full context attached."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"eab68e3584f2","_type":"block","children":[{"_key":"9b955cbe5ed9","_type":"span","marks":["strong"],"text":"One-motion activation: "},{"_key":"b17d1c133a63","_type":"span","marks":[],"text":"pre-built plays route the signal to the right rep with messaging already tagged, at two-hours-a-day speed."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e764f6203692","_type":"block","children":[{"_key":"72cb7ee0f66b","_type":"span","marks":["strong"],"text":"Stop stitching signals by hand. "},{"_key":"9c8502431ee1","_type":"span","marks":["75229fef8586"],"text":"Request a demo of Common Room."}],"markDefs":[{"_key":"75229fef8586","_type":"link","href":"https://www.commonroom.io/demo/"}],"style":"normal"}]}},{"node":{"_type":"post","id":"-645ffab7-658f-507c-84f9-60e16a7804e2","_id":"ae11ab7b-12c6-48bb-9197-7bd2371a0ef5","publishedAt":"2026-07-31T21:11:00.000Z","_createdAt":"2026-07-29T21:11:07Z","_updatedAt":"2026-07-31T17:09:34Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-de2b3be51603399fe750e28bdb4333b23b7190ba-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":"Intent Signals"},"title":"Intent Signals Are Not a Strategy. They're a Multiplier.","_rawExcerpt":[{"_key":"6ab035f98247","_type":"block","children":[{"_key":"67024be86fb7","_type":"span","marks":[],"text":"Intent signals tell you when to reach out, not who to target. Without a solid ICP foundation, more signals just mean more expensive noise."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":5,"slug":{"current":"intent-signals"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"c802969760e5","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-b997acf4133cbe93ac0bbdee29ac0714d3096b7b-800x800-jpg"}},"name":"Tasha Reasor","title":"CMO"}}],"companies":[],"_rawBody":[{"_key":"139d3fa6ffc8","_type":"block","children":[{"_key":"c47c4a7f1b4d","_type":"span","marks":[],"text":"Everyone is obsessed with intent signals right now."}],"markDefs":[],"style":"normal"},{"_key":"79d21c15976e","_type":"block","children":[{"_key":"3f2aa061116f","_type":"span","marks":[],"text":"And honestly, fair. The technology has gotten genuinely good. You can see which accounts are visiting your website, reading your competitors' reviews, downloading content about problems you solve, and quietly researching solutions at 11pm on a Tuesday."}],"markDefs":[],"style":"normal"},{"_key":"30e749efce86","_type":"block","children":[{"_key":"a158c5079c1d","_type":"span","marks":[],"text":"That's remarkable. A few years ago you couldn't see any of it."}],"markDefs":[],"style":"normal"},{"_key":"408caa9723ec","_type":"block","children":[{"_key":"57e5c11f45d0","_type":"span","marks":[],"text":"The problem is what happens next."}],"markDefs":[],"style":"normal"},{"_key":"99513e4a4532","_type":"block","children":[{"_key":"f6eac6adee61","_type":"span","marks":[],"text":"Most teams treat intent signals like a metal detector on a beach. Something beeps, they start digging. Another beep, more digging. By the end of the day they've dug a hundred holes and found a lot of bottle caps."}],"markDefs":[],"style":"normal"},{"_key":"4aeae9ce6eb0","_type":"block","children":[{"_key":"9ebd4111edd5","_type":"span","marks":[],"text":"Intent signals without a foundation aren't targeting. They're just expensive activity."}],"markDefs":[],"style":"normal"},{"_key":"724df2a41c22","_type":"block","children":[{"_key":"63ab1b045e26","_type":"span","marks":["strong"],"text":"The seductive lie of a hot signal"}],"markDefs":[],"style":"h2"},{"_key":"52b65296241c","_type":"block","children":[{"_key":"46f52f12feb7","_type":"span","marks":[],"text":"Here's how it usually goes."}],"markDefs":[],"style":"normal"},{"_key":"f91cfe67372e","_type":"block","children":[{"_key":"3cba890932e8","_type":"span","marks":[],"text":"A company invests in an intent data tool. The dashboard lights up with accounts showing buying signals. Reps get excited. Pipeline reviews get more interesting. Someone in leadership calls it a game changer."}],"markDefs":[],"style":"normal"},{"_key":"35a346fa5f47","_type":"block","children":[{"_key":"a1ffce784457","_type":"span","marks":[],"text":"Six months later, conversion rates haven't moved. Reps are frustrated because they're chasing signals that go nowhere. The intent tool quietly becomes shelfware."}],"markDefs":[],"style":"normal"},{"_key":"29e89e87fe65","_type":"block","children":[{"_key":"32ef808f5f96","_type":"span","marks":[],"text":"What went wrong isn't the signals. The signals were real. What went wrong is that the team was using signals to decide who to target instead of when to reach out to accounts they'd already decided were worth targeting."}],"markDefs":[],"style":"normal"},{"_key":"d8f188ecfd69","_type":"block","children":[{"_key":"1aea79fd65b2","_type":"span","marks":[],"text":"Those are two completely different jobs. And intent signals are only built for one of them."}],"markDefs":[],"style":"normal"},{"_key":"f793714990b0","_type":"block","children":[{"_key":"253883b65c45","_type":"span","marks":[],"text":"A developer platform I've spoken with recently had exactly this problem. Their scoring was built on self-serve usage data - great for their PLG motion, but completely blind to the top-down buying happening at companies before their first product touchpoint. They had intent signals firing on accounts that looked active but didn't fit. And they were missing accounts that fit perfectly but hadn't shown up in their product yet."}],"markDefs":[],"style":"normal"},{"_key":"91e517ba2754","_type":"block","children":[{"_key":"416e27b07cf5","_type":"span","marks":[],"text":"More signals, more noise, same pipeline problem."}],"markDefs":[],"style":"normal"},{"_key":"d0b1ee5e15f5","_type":"mainImage","alt":"Intent Signals Hierarchy ","asset":{"_id":"image-8df252281ff19d53ec3db8f6dc92962a29ec7d27-1280x672-jpg","_type":"sanity.imageAsset","_rev":"MihsyXDE9LTUSMj9VieIwO","_createdAt":"2026-07-29T21:13:42Z","_updatedAt":"2026-07-29T21:13:42Z","assetId":"8df252281ff19d53ec3db8f6dc92962a29ec7d27","extension":"jpg","metadata":{"_type":"sanity.imageMetadata","blurHash":"M7Q0?W%3~D%g}v_NnjM{X7xt0vjG-qkV^8","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047,"height":672,"width":1280},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/jpeg;base64,/9j/2wBDAAYEBQYFBAYGBQYHBwYIChAKCgkJChQODwwQFxQYGBcUFhYaHSUfGhsjHBYWICwgIyYnKSopGR8tMC0oMCUoKSj/2wBDAQcHBwoIChMKChMoGhYaKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCj/wAARCAALABQDASIAAhEBAxEB/8QAGQAAAQUAAAAAAAAAAAAAAAAAAAIDBAUI/8QAIBAAAgMAAQQDAAAAAAAAAAAAAQIAAxExBRIhQSJxgf/EABcBAAMBAAAAAAAAAAAAAAAAAAABAwT/xAAYEQADAQEAAAAAAAAAAAAAAAAAAQIRIf/aAAwDAQACEQMRAD8A0ddSttil2ZfWAxIpWxcZySPe8RrqngLmj6kd0CWVdujefPMRmqp7qLagA1Lu/sIVj4CECqP/2Q==","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#3a4d43","foreground":"#fff","population":0.04,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#2c7c60","foreground":"#fff","population":0.01,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#61a48c","foreground":"#fff","population":0.29,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#a4ccc4","foreground":"#000","population":0,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#b9fced","foreground":"#000","population":0.03,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#61a48c","foreground":"#fff","population":0.29,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#6cc4a5","foreground":"#000","population":0.08,"title":"#fff"}},"thumbHash":"+ecBBILnyId5hnlwi3j5loFqCA=="},"mimeType":"image/jpeg","originalFilename":"PLG + SLG Blog #5- image.jpg","path":"images/vt347z5x/production/8df252281ff19d53ec3db8f6dc92962a29ec7d27-1280x672.jpg","sha1hash":"8df252281ff19d53ec3db8f6dc92962a29ec7d27","size":309745,"uploadId":"5d035bdcfc2e2884d12af772c371ad9cc2455136","url":"https://cdn.sanity.io/images/vt347z5x/production/8df252281ff19d53ec3db8f6dc92962a29ec7d27-1280x672.jpg","filename":"PLG + SLG Blog #5- image.jpg","width":1280,"height":672,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/8df252281ff19d53ec3db8f6dc92962a29ec7d27-1280x672.jpg?rect=416,0,448,672&w=%width%&h=%height%&q=80","id":"image-8df252281ff19d53ec3db8f6dc92962a29ec7d27-1280x672-jpg","children":[],"parent":null}},{"_key":"e0648cdfccb4","_type":"block","children":[{"_key":"d9c204dcf6fc","_type":"span","marks":["strong"],"text":"Right person, right time, right context - in that order"}],"markDefs":[],"style":"h2"},{"_key":"608d49571096","_type":"block","children":[{"_key":"c7ed5aa4eb43","_type":"span","marks":[],"text":"Here's the reframe that changes everything."}],"markDefs":[],"style":"normal"},{"_key":"5c32194f0a88","_type":"block","children":[{"_key":"0203afd60627","_type":"span","marks":[],"text":"Intent signals don't tell you who deserves your attention. They tell you when to give it."}],"markDefs":[],"style":"normal"},{"_key":"d0274f694b36","_type":"block","children":[{"_key":"a176bf1a8600","_type":"span","marks":[],"text":"The sequence matters enormously."}],"markDefs":[],"style":"normal"},{"_key":"8811b9407714","_type":"block","children":[{"_key":"c3a2507f71a0","_type":"span","marks":[],"text":"First you define the who - the ICP built from your actual closed revenue, the behavioral profile of accounts that converted, the organizational patterns that show up in your best deals. That's your foundation. It's relatively stable. It doesn't change because an account visited your pricing page."}],"markDefs":[],"style":"normal"},{"_key":"282ec7948e92","_type":"block","children":[{"_key":"f9ce56073a95","_type":"span","marks":[],"text":"Then you layer in timing - the intent signals, the product behaviors, the external triggers that tell you this account is active right now. That's your accelerant. It tells you which accounts on your list are worth prioritizing this week vs. next quarter."}],"markDefs":[],"style":"normal"},{"_key":"5dcef7c43d0f","_type":"block","children":[{"_key":"84c96af6c9a5","_type":"span","marks":[],"text":"And then comes context - what's actually happening in this account that makes your outreach relevant right now? An executive just signed up. A team just surged. A competitor just had a bad quarter. That's what transforms a sequence into a conversation."}],"markDefs":[],"style":"normal"},{"_key":"9eb0a15ef7aa","_type":"block","children":[{"_key":"9fc8795e24fe","_type":"span","marks":[],"text":"Right person. Right time. Right context."}],"markDefs":[],"style":"normal"},{"_key":"21d7ed5b38cd","_type":"block","children":[{"_key":"512a79932abe","_type":"span","marks":[],"text":"Skip the first step and you're doing expensive prospecting with better technology. Nail all three and you're not interrupting anyone - you're showing up exactly when they need you."}],"markDefs":[],"style":"normal"},{"_key":"5840f07ff937","_type":"block","children":[{"_key":"876d243f546c","_type":"span","marks":["strong"],"text":"The hierarchy that makes it work"}],"markDefs":[],"style":"h2"},{"_key":"ca3c7632cef4","_type":"block","children":[{"_key":"bdfc6183effb","_type":"span","marks":[],"text":"The teams getting the most out of intent signals have built a clear hierarchy for how they act on them."}],"markDefs":[],"style":"normal"},{"_key":"9c80daf12ff0","_type":"block","children":[{"_key":"c11468b1b2fe","_type":"span","marks":[],"text":"Otter AI operationalized this directly. High signal plus high fit - a human reviews before anything goes out. Strong signal and medium fit - full automation. Low signal or low fit - ignore or low-touch nurture. No signal - no action."}],"markDefs":[],"style":"normal"},{"_key":"2fb9ff1bc8c2","_type":"block","children":[{"_key":"0802b488a324","_type":"span","marks":[],"text":"That last one is the hardest discipline to maintain. No action. Not a nurture sequence. Not a \"just checking in.\" Nothing."}],"markDefs":[],"style":"normal"},{"_key":"f433aeb2d169","_type":"block","children":[{"_key":"4686d94973c4","_type":"span","marks":[],"text":"Because acting on weak signals doesn't just waste rep time - it trains your market to ignore you. Every irrelevant outreach makes the relevant ones harder to land."}],"markDefs":[],"style":"normal"},{"_key":"e004eff0a3b9","_type":"block","children":[{"_key":"7d73bb1cace3","_type":"span","marks":[],"text":"The hierarchy isn't just a prioritization model. It's a commitment to only reaching out when you actually have something worth saying. Which, in a world drowning in AI-generated sequences, is becoming a genuine competitive advantage."}],"markDefs":[],"style":"normal"},{"_key":"a6068cbdd925","_type":"block","children":[{"_key":"dd6250af84fc","_type":"span","marks":["strong"],"text":"The gap that actually costs pipeline"}],"markDefs":[],"style":"h2"},{"_key":"72825b424e42","_type":"block","children":[{"_key":"20cfbe7d069e","_type":"span","marks":[],"text":"Here's the thing that keeps coming up in conversations with go-to-market leaders: the biggest pipeline problem usually isn't bad targeting. It's the gap between when a signal fires and when someone acts on it."}],"markDefs":[],"style":"normal"},{"_key":"f777e393e0ca","_type":"block","children":[{"_key":"28aba081a11e","_type":"span","marks":[],"text":"A signal fires Tuesday. By Thursday it's buried. By the following week the account has moved on."}],"markDefs":[],"style":"normal"},{"_key":"993a484ca6c8","_type":"block","children":[{"_key":"4524e974e17a","_type":"span","marks":[],"text":"One team ran a four-week pilot focused entirely on closing this gap - surfacing signals to reps the moment they appeared, with the play already defined so there was no ambiguity about what to do next. The result was $1.6M in influenced pipeline from accounts that had been slipping through for months."}],"markDefs":[],"style":"normal"},{"_key":"f9eb7ad2bf74","_type":"block","children":[{"_key":"4979d9c1514a","_type":"span","marks":[],"text":"The accounts were always there. The signals were always firing."}],"markDefs":[],"style":"normal"},{"_key":"64d0582afa88","_type":"block","children":[{"_key":"b461fb9baa35","_type":"span","marks":[],"text":"The gap was operational. Nobody was built to act fast enough."}],"markDefs":[],"style":"normal"},{"_key":"8918503a1dc0","_type":"block","children":[{"_key":"0fe340585742","_type":"span","marks":[],"text":"Intent signals are only as powerful as the infrastructure underneath them. The ICP work tells you who. The signal tells you when. The automation closes the gap between when the signal fires and when the motion runs."}],"markDefs":[],"style":"normal"},{"_key":"6d136a6bd69c","_type":"block","children":[{"_key":"871c84c0ee64","_type":"span","marks":[],"text":"Take any one of those three out and the other two don't work."}],"markDefs":[],"style":"normal"},{"_key":"eac99f1bc4c0","_type":"block","children":[{"_key":"8628c99f8d4f","_type":"span","marks":["strong"],"text":"What this means for how you invest"}],"markDefs":[],"style":"h2"},{"_key":"b6452703703a","_type":"block","children":[{"_key":"fcf04cfa01b8","_type":"span","marks":[],"text":"If you're evaluating intent tools right now - or wondering why the ones you have aren't converting - the question to ask first isn't which signals are best."}],"markDefs":[],"style":"normal"},{"_key":"aeae7dbc4647","_type":"block","children":[{"_key":"d6690b4d3927","_type":"span","marks":[],"text":"It's whether your foundation is solid enough for signals to land on."}],"markDefs":[],"style":"normal"},{"_key":"03504fdfba8c","_type":"block","children":[{"_key":"ea1e08a017f6","_type":"span","marks":[],"text":"Have you done the win-loss analysis that tells you what your real enterprise ICP looks like? Have you built a behavioral scoring model that weights product signals over demographic fit? Have you defined the plays that run when a signal fires?"}],"markDefs":[],"style":"normal"},{"_key":"d55e2768ed81","_type":"block","children":[{"_key":"39186868debd","_type":"span","marks":[],"text":"If not, more intent data won't fix it. You'll just have a more expensive dashboard full of bottle caps."}],"markDefs":[],"style":"normal"},{"_key":"c13dbda84a0f","_type":"block","children":[{"_key":"fb89f48a7445","_type":"span","marks":[],"text":"Build the foundation first. Then the signals become what they're actually meant to be - not a strategy, but a multiplier."}],"markDefs":[],"style":"normal"},{"_key":"98e7b9904ee3","_type":"block","children":[{"_key":"2cc7b0ff1246","_type":"span","marks":["em"],"text":"Next in the series: the automation architecture that ties it all together - how to wire signal to sequence without building something nobody can maintain."}],"markDefs":[],"style":"normal"},{"_key":"0756dd43abdf","_type":"block","children":[{"_key":"f62f8e721cbf","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-7c337408-30fc-56bc-89d9-a6a0f0b73aa4","_id":"5249e2c5-8049-439b-9d98-02dc41f076e6","publishedAt":"2026-07-29T16:05:00.000Z","_createdAt":"2026-07-29T16:04:23Z","_updatedAt":"2026-07-29T16:07:41Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-48cbcff663621ba7db3c8efb3209ae47d754904b-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":"Sales Intelligence Redefined"},"title":"Sales Intelligence Redefined: Stop Guessing Who to Call","_rawExcerpt":[{"_key":"e09d3749ac1e","_type":"block","children":[{"_key":"cd91ed605af3","_type":"span","marks":[],"text":"Old sales intelligence tells you an account is interesting. It never tells you who to call or why today. Here's what actually fixes that."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":6,"slug":{"current":"sales-intelligence-redefined"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"6bf167f30e0e","_type":"block","children":[{"_key":"c18fa817aaa8","_type":"span","marks":[],"text":"Picture your best rep on a Tuesday morning."}],"markDefs":[],"style":"normal"},{"_key":"8c3c9750a525","_type":"block","children":[{"_key":"b004bbb6327c","_type":"span","marks":[],"text":"Eight tabs open. A CRM that hasn't been touched since the last SKO. An intent tool blinking \"high interest\" on an account with no name attached to it. A LinkedIn profile pulled up next to a Slack thread next to a spreadsheet somebody built in 2023 and never updated."}],"markDefs":[],"style":"normal"},{"_key":"cf6144f67129","_type":"block","children":[{"_key":"582b755f0806","_type":"span","marks":[],"text":"That rep isn't short on data. They're drowning in it."}],"markDefs":[],"style":"normal"},{"_key":"4fcb256b7931","_type":"block","children":[{"_key":"d9580bdda86c","_type":"span","marks":[],"text":"This is the quiet joke sitting at the center of most GTM stacks: we built \"sales intelligence\" tools for a decade, and somehow reps still open every call with a guess."}],"markDefs":[],"style":"normal"},{"_key":"32a82d5d5e1e","_type":"block","children":[{"_key":"0a3a8c179fa3","_type":"span","marks":[],"text":"It's time to say the quiet part out loud. Sales intelligence redefined is about finally connecting the signals you already have to a real person, in real time, so your team can act instead of investigate."}],"markDefs":[],"style":"normal"},{"_key":"b3edb8af0cb9","_type":"block","children":[{"_key":"f9aa770efb06","_type":"span","marks":["strong"],"text":"What \"sales intelligence\" used to mean (and why it stopped working)"}],"markDefs":[],"style":"h2"},{"_key":"9196640a49ab","_type":"block","children":[{"_key":"aed67909bdac","_type":"span","marks":[],"text":"For years, sales intelligence meant a firmographic database with a fresh coat of paint. Company size. Industry. Maybe a job title or two."}],"markDefs":[],"style":"normal"},{"_key":"c3f6eef9bed6","_type":"block","children":[{"_key":"ec0bb095d6e7","_type":"span","marks":[],"text":"Then you could bolt on an \"intent score,\" call it AI, and ship it."}],"markDefs":[],"style":"normal"},{"_key":"b731f2157f4f","_type":"block","children":[{"_key":"95b118578ee2","_type":"span","marks":[],"text":"Here's what's true: intent data tells you someone at a company is researching your category. Cool. Who? The economic buyer? The intern doing a Wednesday afternoon Google search? Someone rage-clicking G2 at 11 p.m. because their current vendor just raised prices?"}],"markDefs":[],"style":"normal"},{"_key":"fce7bb43b602","_type":"block","children":[{"_key":"8951daa921d5","_type":"span","marks":[],"text":"Old sales intelligence answered \"is this account interesting?\" It never answered \"who exactly should I call, and why today?\""}],"markDefs":[],"style":"normal"},{"_key":"56828a998af5","_type":"block","children":[{"_key":"1db3539574c1","_type":"span","marks":[],"text":"That gap is where deals go to stall."}],"markDefs":[],"style":"normal"},{"_key":"b5bbbe09b0c4","_type":"block","children":[{"_key":"25a688553593","_type":"span","marks":[],"text":"In reality, GTM teams don't lack information, they lack a system that turns information into a next step."}],"markDefs":[],"style":"normal"},{"_key":"262065b72b35","_type":"block","children":[{"_key":"70fc662f12df","_type":"span","marks":[],"text":"Reps today are stitching together CRM records, product usage exports, LinkedIn activity, community chatter, and a Slack channel of \"did anyone talk to this account recently?\" That's not intelligence. That's detective work with a quota attached."}],"markDefs":[],"style":"normal"},{"_key":"510a57a726cd","_type":"block","children":[{"_key":"59dc59e742ff","_type":"span","marks":[],"text":"And here's the part nobody wants to admit: a lot of the AI layered on top of this mess just adds more noise dressed up as insight. More dashboards. More scores nobody trusts. More tools that require a specialist to actually operate."}],"markDefs":[],"style":"normal"},{"_key":"065988ebbb0a","_type":"block","children":[{"_key":"b0ab246a1f9c","_type":"span","marks":[],"text":"If a tool requires a dedicated \"AI operator\" to get value out of it, it has already failed the one test that matters: does this make my team faster, or does it just look impressive in a demo?"}],"markDefs":[],"style":"normal"},{"_key":"2ccc666e9c90","_type":"mainImage","alt":"Sales Intelligence Redefined Solution","asset":{"_id":"image-07dfbe33ca29cb83754e9b8889057a0fe3ed5c72-1280x672-jpg","_type":"sanity.imageAsset","_rev":"moRz50swTPfH2iog2HdiGg","_createdAt":"2026-07-29T16:07:20Z","_updatedAt":"2026-07-29T16:07:20Z","assetId":"07dfbe33ca29cb83754e9b8889057a0fe3ed5c72","extension":"jpg","metadata":{"_type":"sanity.imageMetadata","blurHash":"M7QTfUxu^RyC}b%Mnjt7buxa0]s:xboy^R","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047,"height":672,"width":1280},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/jpeg;base64,/9j/2wBDAAYEBQYFBAYGBQYHBwYIChAKCgkJChQODwwQFxQYGBcUFhYaHSUfGhsjHBYWICwgIyYnKSopGR8tMC0oMCUoKSj/2wBDAQcHBwoIChMKChMoGhYaKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCgoKCj/wAARCAALABQDASIAAhEBAxEB/8QAGAAAAwEBAAAAAAAAAAAAAAAAAAECBAj/xAAgEAACAgEEAwEAAAAAAAAAAAABAgADEQQSITEiUWFx/8QAFwEAAwEAAAAAAAAAAAAAAAAAAAEDBP/EABgRAAMBAQAAAAAAAAAAAAAAAAABAhEh/9oADAMBAAIRAxEAPwDo+2hbrFLbwB6MhaFtUAlzjPJPUWsJV1KnBi1JK7AOAe/sRmql3Uba0wihu/2ElB4CECqZ/9k=","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#434f49","foreground":"#fff","population":0.12,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#245f4a","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#a2d5c3","foreground":"#000","population":1.5,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#a2d5c3","foreground":"#000","population":1.5,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#acfce4","foreground":"#000","population":0.01,"title":"#000"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#68ad94","foreground":"#fff","population":0.34,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#7accae","foreground":"#000","population":0.18,"title":"#fff"}},"thumbHash":"+ucBBILG15d0iXmAiXj4loB6CA=="},"mimeType":"image/jpeg","originalFilename":"Sales intelligence redefined - image.jpg","path":"images/vt347z5x/production/07dfbe33ca29cb83754e9b8889057a0fe3ed5c72-1280x672.jpg","sha1hash":"07dfbe33ca29cb83754e9b8889057a0fe3ed5c72","size":252211,"uploadId":"293dd8ce3dd51622ecfe2a525bd74c6525d7609f","url":"https://cdn.sanity.io/images/vt347z5x/production/07dfbe33ca29cb83754e9b8889057a0fe3ed5c72-1280x672.jpg","filename":"Sales intelligence redefined - image.jpg","width":1280,"height":672,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/07dfbe33ca29cb83754e9b8889057a0fe3ed5c72-1280x672.jpg?rect=416,0,448,672&w=%width%&h=%height%&q=80","id":"image-07dfbe33ca29cb83754e9b8889057a0fe3ed5c72-1280x672-jpg","children":[],"parent":null}},{"_key":"89f3826286af","_type":"block","children":[{"_key":"d23c09406f22","_type":"span","marks":["strong"],"text":"Sales intelligence redefined: from fragmented signals to a living system"}],"markDefs":[],"style":"h2"},{"_key":"878ac835f7df","_type":"block","children":[{"_key":"30480540f86b","_type":"span","marks":[],"text":"Real sales intelligence starts with a simple idea. 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A person."}],"markDefs":[],"style":"normal"},{"_key":"2f1c7141ee80","_type":"block","children":[{"_key":"c876e748e0d2","_type":"span","marks":[],"text":"That's "},{"_key":"5204fef1b5ee","_type":"span","marks":["2a486a97f121"],"text":"identity resolution"},{"_key":"4fe0f7d51ad1","_type":"span","marks":[],"text":" doing the heavy lifting behind the scenes, so your reps never have to."}],"markDefs":[{"_key":"2a486a97f121","_type":"link","href":"https://www.commonroom.io/product/signals/"}],"style":"normal"},{"_key":"80911839bbc8","_type":"block","children":[{"_key":"2d456ad6c217","_type":"span","marks":[],"text":"Once that foundation exists, three things change:"}],"markDefs":[],"style":"normal"},{"_key":"44548d17f240","_type":"block","children":[{"_key":"507ee01d9350","_type":"span","marks":["strong"],"text":"Prioritization becomes obvious, not guessed."},{"_key":"7287372d9f16","_type":"span","marks":[],"text":" Instead of a static list ranked by a scoring model nobody updated since Q1, reps see accounts prioritized against what's actually happening right now: who's active, who's gone quiet, who just brought on a new decision-maker."}],"markDefs":[],"style":"normal"},{"_key":"471e02484be1","_type":"block","children":[{"_key":"e7ab60d352cc","_type":"span","marks":["strong"],"text":"Research disappears into the workflow."},{"_key":"78a23a487996","_type":"span","marks":[],"text":" AI agents built on that same foundation can pull together an account brief, map the "},{"_key":"dc8c157864e9","_type":"span","marks":["025cfe6c47f0"],"text":"buying committee"},{"_key":"c768d98b7191","_type":"span","marks":[],"text":", and surface the one thing worth mentioning in an email, before the rep even opens their first tab."}],"markDefs":[{"_key":"025cfe6c47f0","_type":"link","href":"https://www.commonroom.io/blog/buying-committee-visibility/"}],"style":"normal"},{"_key":"23fdf2ad9b89","_type":"block","children":[{"_key":"7dca66c099d7","_type":"span","marks":["strong"],"text":"Data stays honest over time."},{"_key":"1564291b7916","_type":"span","marks":[],"text":" CRM decay is the silent tax on every sales org. Duplicate accounts, stale titles, dead contacts. A system that continuously checks its own work catches that drift before it costs you a quarter."}],"markDefs":[],"style":"normal"},{"_key":"b7987167e8b5","_type":"block","children":[{"_key":"ae6299f31b1a","_type":"span","marks":[],"text":"This is the difference between a tool that shows you information and a system that tells you what to do with it."}],"markDefs":[],"style":"normal"},{"_key":"7b84233df781","_type":"block","children":[{"_key":"72af5b6e788d","_type":"span","marks":["strong"],"text":"AI should give your reps leverage, not another login"}],"markDefs":[],"style":"h2"},{"_key":"9820b6642705","_type":"block","children":[{"_key":"f916e58e402c","_type":"span","marks":[],"text":"Here's a belief worth holding onto as every vendor rebrands their roadmap \"AI-powered\": AI should increase what a human can do, not replace the judgment that makes them good at their job."}],"markDefs":[],"style":"normal"},{"_key":"3d2e83cc6892","_type":"block","children":[{"_key":"ef630003268b","_type":"span","marks":[],"text":"Machines are excellent at the infinite, repetitive work: watching every signal across every account, cross-referencing a hundred data points, catching the duplicate record before it becomes a bad conversation. Humans are excellent at reading a room, building trust over three calls, and knowing when to push and when to wait.The best version of this doesn't ask your reps to become data analysts. It hands them the research already done and gets out of the way."}],"markDefs":[],"style":"normal"},{"_key":"91a75a262a80","_type":"block","children":[{"_key":"130b08f0b1e3","_type":"span","marks":[],"text":"That's a very different outcome than the pattern we've seen play out across enterprise software for twenty years: a genuinely powerful tool that only pays off once you hire someone new to run it."}],"markDefs":[],"style":"normal"},{"_key":"6cf01c28e914","_type":"block","children":[{"_key":"ca5ee5405593","_type":"span","marks":[],"text":"CRM admins became bottlenecks. Marketing ops became a queue."}],"markDefs":[],"style":"normal"},{"_key":"31e604af404c","_type":"block","children":[{"_key":"81ef4ae9bec7","_type":"span","marks":[],"text":"If your sales intelligence stack needs a dedicated \"AI prompt person\" to be useful, you haven't upgraded your GTM motion. You've just added a new tollbooth."}],"markDefs":[],"style":"normal"},{"_key":"1f177b612059","_type":"block","children":[{"_key":"1093ed035362","_type":"span","marks":["strong"],"text":"What this looks like when it's working"}],"markDefs":[],"style":"h2"},{"_key":"befcf6c2b4e0","_type":"block","children":[{"_key":"1d01c28568ac","_type":"span","marks":[],"text":"Cleaning up account duplicates used to be a manual slog. incident.io fixed it by running CRM data continuously against real identity signals, "},{"_key":"741d236cbcd8","_type":"span","marks":["92c0c9cc72b2"],"text":"cutting duplicate accounts from 3% down to 0.3%"},{"_key":"fbee014e08fa","_type":"span","marks":[],"text":". That's not a vanity metric. That's every rep's pipeline report finally matching reality."}],"markDefs":[{"_key":"92c0c9cc72b2","_type":"link","href":"https://www.commonroom.io/customers/incident-io/"}],"style":"normal"},{"_key":"4c7f9402e568","_type":"block","children":[{"_key":"9b4f95ef371a","_type":"span","marks":[],"text":"Notion's reps generate "},{"_key":"a36bdb39dccb","_type":"span","marks":["44afcb3f81fe"],"text":"30% more meetings per month"},{"_key":"4e5c97825f82","_type":"span","marks":[],"text":" once buyer intelligence told them who to reach out to and when."}],"markDefs":[{"_key":"44afcb3f81fe","_type":"link","href":"https://www.commonroom.io/customers/notion-customer-intelligence-more-meetings-per-rep/"}],"style":"normal"},{"_key":"547361fc5a46","_type":"block","children":[{"_key":"dc79d9dfa5f1","_type":"span","marks":[],"text":"Semgrep turned product usage, web visits, and GitHub activity into warm outbound, "},{"_key":"7958565b4b43","_type":"span","marks":["779881e9eb4c"],"text":"growing pipeline 74% in a single quarter"},{"_key":"8c19fd65d132","_type":"span","marks":[],"text":". Their reps didn't work harder. They stopped wasting cycles on accounts that were never going to convert."}],"markDefs":[{"_key":"779881e9eb4c","_type":"link","href":"https://www.commonroom.io/customers/semgrep-warm-outbound-grow-pipeline/"}],"style":"normal"},{"_key":"fd8c6f187365","_type":"block","children":[{"_key":"78c9028987b0","_type":"span","marks":[],"text":"None of those results came from adding another dashboard. They came from unifying the data that already existed and letting AI turn it into action."}],"markDefs":[],"style":"normal"},{"_key":"20a39a21a526","_type":"block","children":[{"_key":"416a8734ea78","_type":"span","marks":["strong"],"text":"The bottom line"}],"markDefs":[],"style":"h2"},{"_key":"da7d2265f1c6","_type":"block","children":[{"_key":"833ecf3b98fa","_type":"span","marks":[],"text":"Ask your team this: when a rep opens an account, do they get a next step, or do they get a research project? If the answer involves opening more than one tool, pinging RevOps, or waiting on a specialist to \"pull a report,\" you're not looking at intelligence. You're looking at a very expensive filing cabinet."}],"markDefs":[],"style":"normal"},{"_key":"2e17b8112816","_type":"block","children":[{"_key":"470ae7446dfd","_type":"span","marks":[],"text":"Sales intelligence redefined isn't a bigger database or a shinier dashboard. It's buyer intelligence that's complete, trusted, and connected to AI agents that do the unglamorous work, so your reps can do the part only humans can do: build the relationship, read the moment, and close the deal."}],"markDefs":[],"style":"normal"},{"_key":"fd6a6d5d725b","_type":"block","children":[{"_key":"7a7964686349","_type":"span","marks":[],"text":"Your reps don't need more tabs. They need one system that already knows who to call, and why."}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-5e1c1f59-e38c-5d98-80b7-6d5a4d004b51","_id":"339c41b0-e856-4566-921f-8922cdb53125","publishedAt":"2026-07-27T22:52:00.000Z","_createdAt":"2026-07-27T22:15:37Z","_updatedAt":"2026-07-27T22:53:34Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-8e034f732e0576e2ed16a9085104f3a4605369c3-1920x1080-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":1080,"width":1920,"aspectRatio":1.7777777777777777}}},"layout":null,"alt":"Photo of Davis Potter and Sam Kuenhle"},"title":"Your Champion Isn't Enough","_rawExcerpt":[{"_key":"de340b3a15b3","_type":"block","children":[{"_key":"470b4c4514b3","_type":"span","marks":[],"text":"Betting the deal on one champion is the quiet ABM killer. Two operators on how mapping and warming the whole buying committee shortens deals, before the decision meeting ever happens."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":5,"slug":{"current":"your-champion-isnt-enough"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"bb10f46f816f","_type":"block","children":[{"_key":"7237e210f9e2","_type":"span","marks":["strong"],"text":"Every stalled deal in your pipeline has the same autopsy: one great champion, five strangers in the decision meeting."}],"markDefs":[],"style":"normal"},{"_key":"e88e451581cd","_type":"block","children":[{"_key":"3eeab050ea79","_type":"span","marks":[],"text":"Your champion loved the demo. They built the business case. Then they walked into a room of people who had never heard your name (CFO, IT, procurement, a skeptical VP), and the deal died in a meeting you weren't in."}],"markDefs":[],"style":"normal"},{"_key":"43abde4d6baf","_type":"block","children":[{"_key":"4e6fce403f2b","_type":"span","marks":[],"text":"That's not a champion problem. It's a coverage problem, and the data on it is blunt:"}],"markDefs":[],"style":"normal"},{"_key":"d4095b816883","_type":"block","children":[{"_key":"be5337375840","_type":"span","marks":["ebf48f593970"],"text":"Gartner puts the typical B2B buying group at 6 to 10 stakeholders"},{"_key":"4c1d0d7db2c8","_type":"span","marks":[],"text":", each doing their own research and forming their own opinion."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"ebf48f593970","_type":"link","href":"https://intentamplify.com/blog/b2b-buying-decision-process/"}],"style":"normal"},{"_key":"c3a1c9b378ee","_type":"block","children":[{"_key":"695eda7e788b","_type":"span","marks":["287abf07fb30"],"text":"Gong's analysis of 1.8 million opportunities"},{"_key":"267727e66119","_type":"span","marks":[],"text":" found that deals that close successfully have roughly twice as many buyer contacts as deals that don't."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"287abf07fb30","_type":"link","href":"https://www.gong.io/blog/when-and-how-to-multi-thread-when-selling-to-executives"}],"style":"normal"},{"_key":"f43b52a193aa","_type":"block","children":[{"_key":"c20b6d7550ad","_type":"span","marks":["0935b0791dee"],"text":"Multi-threaded deals with five or more engaged stakeholders close at dramatically higher rates"},{"_key":"75124f6235a0","_type":"span","marks":[],"text":", while "},{"_key":"d7805c29cf19","_type":"span","marks":["17b2c4818a0e"],"text":"over 40% of B2B deals stall not because a competitor won, but because stakeholders failed to align internally"},{"_key":"2c7cb2638b78","_type":"span","marks":[],"text":". \"No decision\" kills more pipeline than any competitor."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"0935b0791dee","_type":"link","href":"https://salesmotion.io/blog/multi-threading-sales-strategy"},{"_key":"17b2c4818a0e","_type":"link","href":"https://www.landbase.com/blog/multi-threading-enterprise-deals-win-rate-2026"}],"style":"normal"},{"_key":"fa1658c00a21","_type":"block","children":[{"_key":"f5a97b84d639","_type":"span","marks":[],"text":"Most ABM programs know all of this. And most still engage exactly one person per account. The two operators below closed that gap deliberately, and the mechanics are worth copying."}],"markDefs":[],"style":"normal"},{"_key":"60fa19772ab3","_type":"block","children":[{"_key":"5f0822319204","_type":"span","marks":[],"text":"Reactive vs. proactive: the choice most teams make without realizing it (Sam Kuehnle, Loxo)"}],"markDefs":[],"style":"h2"},{"_key":"54a80e51a008","_type":"block","children":[{"_key":"3c30fd151340","_type":"span","marks":[],"text":"Sam Kuehnle draws the line that separates most ABM programs:"}],"markDefs":[],"style":"normal"},{"_key":"e1d503cef667","_type":"block","children":[{"_key":"d2e9cc1f8c74","_type":"span","marks":["strong"],"text":"\"ABM is either reactive or proactive. Most teams choose reactive without realizing it.\"\n\n-- Sam Kuehnle, VP of Marketing at Loxo"}],"markDefs":[],"style":"blockquote"},{"_key":"f42cd60afc6d","_type":"block","children":[{"_key":"fa0f9e3815e6","_type":"span","marks":[],"text":"Reactive ABM waits for the buyer: answer their questions, respond to their requests, operate on their timeline. Proactive ABM anticipates what the buying group will need, gets ahead of the internal conversations, and shapes the narrative before the buyer even knows what questions to ask."}],"markDefs":[],"style":"normal"},{"_key":"351b3b167bd0","_type":"block","children":[{"_key":"024f66799ba4","_type":"span","marks":[],"text":"Here's how his team made the shift. Instead of removing converted accounts from targeting (the standard move once a champion raises their hand), they expanded reach within those accounts. 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No lead handoffs, no \"marketing's job is done here\": one shared view of the group, worked jointly."}],"markDefs":[],"style":"normal"},{"_key":"cac21014f69f","_type":"externalVideo","url":"https://youtu.be/3P8t0pG919s"},{"_key":"42b167ca712a","_type":"block","children":[{"_key":"c48bb57b13c2","_type":"span","marks":[],"text":"The result: as deals progressed, buying-group engagement consistently went up instead of decaying toward a single overloaded champion."}],"markDefs":[],"style":"normal"},{"_key":"36975bc8d00d","_type":"block","children":[{"_key":"3991a6ad0e1f","_type":"span","marks":["strong"],"text":"\"Most teams focus on one champion. 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Neither survives as a line on a rep's task list, because both depend on answering questions most GTM stacks can't answer on demand:"}],"markDefs":[],"style":"normal"},{"_key":"d9c805ce5acb","_type":"block","children":[{"_key":"54a16a139b19","_type":"span","marks":[],"text":"Who is actually in the buying group for this deal, including the hidden influencers?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d7be04fc26e1","_type":"block","children":[{"_key":"12eede5c0a8d","_type":"span","marks":[],"text":"Who's engaged right now, and through which channel?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"fbb2069ab9e8","_type":"block","children":[{"_key":"d8e4f3756ab8","_type":"span","marks":[],"text":"Who has gone dark, and for how long?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"dfc917d055cb","_type":"block","children":[{"_key":"957a89ba5895","_type":"span","marks":[],"text":"Who's missing entirely: which role has no contact at all?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"b3a35d567aca","_type":"block","children":[{"_key":"ca580d67bcf7","_type":"span","marks":[],"text":"What does each person care about, so outreach lands as relevant instead of copy-pasted?"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"458258befa21","_type":"block","children":[{"_key":"05a70bd2cff8","_type":"span","marks":[],"text":"Answer those continuously and Sam's proactive air cover and Davis's 90-day rule become routine plays. 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So the whole room knows your story before the decision meeting."}],"markDefs":[{"_key":"4c0c9957983f","_type":"link","href":"https://www.commonroom.io/solutions/abm/"},{"_key":"383a3504cf6c","_type":"link","href":"https://www.commonroom.io/product/signals/"},{"_key":"e131d5b60658","_type":"link","href":"https://www.commonroom.io/product/person-360/"},{"_key":"fce1bc170039","_type":"link","href":"https://www.commonroom.io/product/actions/"}],"style":"normal"},{"_key":"eaf47ba31858","_type":"block","children":[{"_key":"cf2707a61d85","_type":"span","marks":[],"text":"See what's possible with Common Room"}],"markDefs":[],"style":"h2"},{"_key":"74af71799e39","_type":"block","children":[{"_key":"7c501ad2bc47","_type":"span","marks":["strong"],"text":"Buying-committee mapping: "},{"_key":"5c3270b160eb","_type":"span","marks":[],"text":"continuously surface who's engaged, who's missing, and who needs to be added."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"0327c6ae619d","_type":"block","children":[{"_key":"78459e9af9b7","_type":"span","marks":["strong"],"text":"Re-engagement triggers: "},{"_key":"4e52733b92a9","_type":"span","marks":[],"text":"contacts going dark fire a play instead of silently slipping through."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e10a78451f48","_type":"block","children":[{"_key":"d436ce766d7e","_type":"span","marks":["strong"],"text":"Context for every thread: "},{"_key":"98760e4264bc","_type":"span","marks":[],"text":"reps reach each committee member with role-relevant context, not a copy-pasted sequence."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"cacb44cd4e5f","_type":"block","children":[{"_key":"773c9eda4618","_type":"span","marks":["strong"],"text":"See how teams map the full buying committee. "},{"_key":"23c854f401f4","_type":"span","marks":["ec957e9051fe"],"text":"Request a demo of Common Room."}],"markDefs":[{"_key":"ec957e9051fe","_type":"link","href":"https://www.commonroom.io/demo/"}],"style":"normal"}]}},{"node":{"_type":"post","id":"-f950abd3-e1e5-5c7a-94f2-00ae6d1796c0","_id":"983bedfa-3290-4d54-a6c5-f88862d141af","publishedAt":"2026-07-24T17:38:00.000Z","_createdAt":"2026-07-24T17:09:29Z","_updatedAt":"2026-07-24T17:49:59Z","categories":[{"_id":"24ca40fc-7961-4bb6-9045-e13e6900f746","title":"Enterprise (PERSONA)","titlePublic":"Enterprise","slug":{"current":"enterprise"},"status":"review"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-1fc4c5ba59a27cecc4ecce03963552d9fa352bc2-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":null},"title":"Buyer Intelligence Went Headless. 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Type a sentence, watch a workflow appear."}],"markDefs":[],"style":"normal"},{"_key":"5b0023268038","_type":"block","children":[{"_key":"b630507755a2","_type":"span","marks":[],"text":"I've been building in this world for almost a decade now, and I'll say it plainly: this is a real shift, not a demo trick. The terminal is genuinely becoming a place where GTM work happens."}],"markDefs":[],"style":"normal"},{"_key":"d056c235193e","_type":"block","children":[{"_key":"28b3993119f0","_type":"span","marks":[],"text":"But every one of these demos, everywhere I've seen them, quietly assumes the same thing. They assume the data the agent is working with is already correct."}],"markDefs":[],"style":"normal"},{"_key":"2e10504f77cd","_type":"block","children":[{"_key":"540574bfab54","_type":"span","marks":[],"text":"Nobody's shown what happens when it isn't."}],"markDefs":[],"style":"normal"},{"_key":"bd04d5908ebf","_type":"externalVideo","file":{"_type":"file","asset":{"_id":"file-1c2b9b4adedde5d42b59dd074b6775582c432654-webm","_type":"sanity.fileAsset","_rev":"uiE5F13cTFeV0ltho7lk8B","_createdAt":"2026-05-27T23:43:58Z","_updatedAt":"2026-07-10T18:09:33Z","altText":null,"assetId":"1c2b9b4adedde5d42b59dd074b6775582c432654","creditLine":null,"description":null,"extension":"webm","mimeType":"video/webm","opt":{"media":{"tags":null}},"originalFilename":"Common-Room-CLI-Terminal-Reveal.webm","path":"files/vt347z5x/production/1c2b9b4adedde5d42b59dd074b6775582c432654.webm","sha1hash":"1c2b9b4adedde5d42b59dd074b6775582c432654","size":693689,"title":null,"uploadId":"sgFR3qBgnSHhhrZev0Dar24zUSXqH3d0","url":"https://cdn.sanity.io/files/vt347z5x/production/1c2b9b4adedde5d42b59dd074b6775582c432654.webm","filename":"Common-Room-CLI-Terminal-Reveal.webm","placeholderUrl":null,"id":"file-1c2b9b4adedde5d42b59dd074b6775582c432654-webm","children":[],"parent":null}}},{"_key":"436bcf9d9fe6","_type":"block","children":[{"_key":"3684fda96d20","_type":"span","marks":["strong"],"text":"The assumption nobody's testing"}],"markDefs":[],"style":"h2"},{"_key":"0f63de37f7d6","_type":"block","children":[{"_key":"704a2078f55e","_type":"span","marks":[],"text":"Here's the thing about handing an agent a data source and letting it run: it's only as good as what's underneath it. If an agent enriches a contact and gets a job title slightly wrong, you get a bad cell in a spreadsheet. Annoying, but recoverable. Someone notices, someone fixes it."}],"markDefs":[],"style":"normal"},{"_key":"12d146d42eed","_type":"block","children":[{"_key":"cb07118c4476","_type":"span","marks":[],"text":"Identity is a different animal."}],"markDefs":[],"style":"normal"},{"_key":"2f989d2951f4","_type":"block","children":[{"_key":"96ebfbf8e06e","_type":"span","marks":[],"text":"Imagine if an agent decides two records are the same person when they aren't, or decides they're different people when they're actually the same one, you don't get a bad cell. You get a duplicate account. You get pipeline counted twice. You get an AE calling a contact that another rep already has a live relationship with, because the agent didn't know that. And it doesn't happen once. It happens at whatever speed the agent is moving, which today means fast, and tomorrow means faster."}],"markDefs":[],"style":"normal"},{"_key":"dd33c6dd56f4","_type":"block","children":[{"_key":"ec48371ad5c5","_type":"span","marks":[],"text":"This is the part of \"AI agents plus GTM data\" that everyone's racing past. Reach is the easy problem. Getting an agent access to data, wiring it up to a terminal, that part's been solved. 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For some deployments, tightly constrained environments, custom auth setups, that's exactly the right call, and the API is there for it. But we built the CLI specifically to make an agent's job easier day to day. Auth is one command instead of wiring up a token flow by hand. And instead of an agent guessing at what's available, it can just ask."}],"markDefs":[],"style":"normal"},{"_key":"f8eced70a95e","_type":"block","children":[{"_key":"b2ac26d3c292","_type":"span","marks":[],"text":"In practice, people are already pointing agents at cr for the ordinary stuff: prospecting a target list, pulling account research together before a call, drafting outreach off real signals instead of a guess. You don't have to teach an agent the whole surface by hand, either. 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Account and Organization aren't the same object. Organization is the broader record, every company Common Room tracks, whether or not it's a customer yet. Account is the CRM-facing view, and for any room with Salesforce connected, it's now built automatically, synced and kept in step with Organization through Smart Account Linking, no manual mapping required. The catalog tells an agent which one to reach for depending on what's actually being asked. That's not a footnote. That's the difference between an agent that knows exactly what kind of record it's touching, and one that's guessing."}],"markDefs":[],"style":"normal"},{"_key":"7a063cf4b55a","_type":"block","children":[{"_key":"0924473c2f12","_type":"span","marks":[],"text":"I hadn't asked the CLI to do anything yet. I'd just asked it what it knew. 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Person360 might already know that email belongs to the same person who was the economic buyer on a deal that stalled eight months ago, tracked back then under a work address and a LinkedIn profile, not a Gmail account."}],"markDefs":[],"style":"normal"},{"_key":"17bceb2d1f2f","_type":"block","children":[{"_key":"72aa333b5a8a","_type":"span","marks":[],"text":"Create or update that contact through the CLI, and the write goes through. What happens next is the part that matters: the same merge model that resolves identity across every other path into Common Room, the UI, the API, our MCP server, runs against it too. It doesn't matter which door the data walked through, or how unrecognizable it looked walking in. Person360 and Org360, the identity resolution layer underneath all of this, catches the match regardless. The CLI didn't add the capability. 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The ones who don't govern it at all watch twelve teams run twelve versions of the same broken workflow. There's a better model, and it doesn't require you to approve every decision."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":9,"slug":{"current":"revops-playbook"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"195c11e1ede0","_type":"block","children":[{"_key":"ac6bfe3af72f","_type":"span","marks":[],"text":"There's a version of the RevOps leader that nobody aspires to be."}],"markDefs":[],"style":"normal"},{"_key":"56c72fff4e0c","_type":"block","children":[{"_key":"a5eb99a519e4","_type":"span","marks":[],"text":"They're the person every new workflow has to go through. The one whose Slack is a queue of requests from sales, marketing, and CS, all waiting on something they need before they can move. The one who shows up to the quarterly business review having spent the last 90 days maintaining systems instead of building them. The one who is, by every objective measure, indispensable, and miserable about it."}],"markDefs":[],"style":"normal"},{"_key":"83bbbb6d143c","_type":"block","children":[{"_key":"767b22676e25","_type":"span","marks":[],"text":"This is the gatekeeper. And in the age of AI, the risk of becoming one has never been higher."}],"markDefs":[],"style":"normal"},{"_key":"0207bb459f5d","_type":"block","children":[{"_key":"e0f5b7cd3967","_type":"span","marks":[],"text":"AI scales fast, and without the right governance model underneath it, the natural response is to centralize control. Approve the workflows. Own the data. Review the outputs. Keep a hand on everything so nothing goes sideways."}],"markDefs":[],"style":"normal"},{"_key":"693360e5f660","_type":"block","children":[{"_key":"f8b75ff7b610","_type":"span","marks":[],"text":"It's a reasonable instinct. 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Each one requires someone who understands the data model, the integration layer, and the downstream effects of changing something in a system that seventeen other things depend on."}],"markDefs":[],"style":"normal"},{"_key":"ca5ecad36287","_type":"block","children":[{"_key":"5ca24c95e173","_type":"span","marks":[],"text":"So they wait. And while they wait, they build workarounds. A spreadsheet here. A manual process there. A Zapier workflow that nobody documented and that will break quietly in six weeks when someone changes a field name in Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"9fb00709c7c2","_type":"block","children":[{"_key":"a900ea54c25f","_type":"span","marks":[],"text":"The irony is that the RevOps leader trying to maintain control ends up with less of it. The official system becomes one of many systems. The governed workflow becomes one of many workflows. And the team that was supposed to be the source of truth becomes the source of delay."}],"markDefs":[],"style":"normal"},{"_key":"59c8ed81d950","_type":"block","children":[{"_key":"538a4dd937ad","_type":"span","marks":[],"text":"The instinct to fix this by buying another tool runs into the same wall. More interfaces don't solve a trust problem. Another dashboard that centralizes access rather than distributing intelligence just creates a different kind of bottleneck. What breaks in most GTM stacks isn't a lack of interfaces, but rather a lack of trusted intelligence underneath the ones teams are already using."}],"markDefs":[],"style":"normal"},{"_key":"c162562541e7","_type":"block","children":[{"_key":"d398e20b7d9d","_type":"span","marks":[],"text":"This is the gatekeeper trap. And it has nothing to do with competence. 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It collapses when the volume of decisions outpaces the bandwidth of the people making them."}],"markDefs":[],"style":"normal"},{"_key":"330de90db14c","_type":"block","children":[{"_key":"392ef8f88094","_type":"span","marks":[],"text":"The mental model that scales is system-based. RevOps doesn't approve every decision. RevOps builds the system that makes the right decisions obvious and the wrong ones hard to make by accident."}],"markDefs":[],"style":"normal"},{"_key":"f92365d19c84","_type":"block","children":[{"_key":"0ad1e5ce0983","_type":"span","marks":[],"text":"The distinction sounds subtle. The operational difference is enormous."}],"markDefs":[],"style":"normal"},{"_key":"ed1019508ebd","_type":"block","children":[{"_key":"76c443bc5197","_type":"span","marks":[],"text":"In an approval-based model, RevOps is in the critical path of every workflow. Nothing moves without them. In a system-based model, RevOps designs the rails. Defines the scoring logic. Sets the permissioning. Establishes what good looks like and builds it into the platform so reps and managers can execute within it without needing to ask permission first."}],"markDefs":[],"style":"normal"},{"_key":"cfa7e5914ff5","_type":"block","children":[{"_key":"9aa29bbd8855","_type":"span","marks":[],"text":"This is what governance without gatekeeping actually means. Not abdicating control. Distributing it intelligently, with guardrails that ensure consistency without requiring centralized approval for every action."}],"markDefs":[],"style":"normal"},{"_key":"403ef339aed4","_type":"block","children":[{"_key":"6fc228089726","_type":"span","marks":[],"text":"The teams that have figured this out share a specific belief: standardization and autonomy are not opposites. You can have both. 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The intelligence foundation is the thing all of it runs on, and RevOps owns it."}],"markDefs":[],"style":"normal"},{"_key":"eea8dc602aa7","_type":"block","children":[{"_key":"7797f30fb61a","_type":"span","marks":["strong"],"text":"2) Workflow architecture"},{"_key":"ae31556f4111","_type":"span","marks":[],"text":" "}],"markDefs":[],"style":"h3"},{"_key":"b4191301f935","_type":"block","children":[{"_key":"ae31556f4111","_type":"span","marks":[],"text":"AI doesn't create consistency. Systems create consistency. The RevOps leader's job is to design the plays, define the triggers, map the sequences, and build the logic that turns buyer signals into rep actions without requiring a human to notice the signal and decide what to do about it manually."}],"markDefs":[],"style":"normal"},{"_key":"7196a775e861","_type":"block","children":[{"_key":"bffe12528638","_type":"span","marks":[],"text":"This is where most RevOps teams are still operating below their potential. The workflows exist. 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The volume of damage that can accumulate before the feedback loop closes is orders of magnitude higher than it was in a manual world."}],"markDefs":[],"style":"normal"},{"_key":"8b573c44bfa7","_type":"block","children":[{"_key":"69cec85e9f23","_type":"span","marks":[],"text":"This is why governance matters more in an AI GTM stack than it ever did in a traditional one. Not because AI is inherently risky. Because AI is inherently fast, and speed without structure doesn't produce better outcomes. It produces worse ones, faster."}],"markDefs":[],"style":"normal"},{"_key":"79fb1d1d644e","_type":"block","children":[{"_key":"d01185090fba","_type":"span","marks":[],"text":"The RevOps leader who builds the governance model before scaling the AI motion doesn't just avoid the downside. They unlock the upside. When the foundation is trustworthy and the architecture is sound, AI actually works the way the demos promised it would. Prioritization reflects reality. Personalization lands. Follow-up happens at the right moment for the right reason."}],"markDefs":[],"style":"normal"},{"_key":"a42429f68fd0","_type":"block","children":[{"_key":"778ef30ecc38","_type":"span","marks":[],"text":"That's not the experience most GTM teams have had with AI. 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It's the system that makes governance a product instead of a process."}],"markDefs":[],"style":"normal"},{"_key":"d5e1a0950a32","_type":"block","children":[{"_key":"82420989f1c1","_type":"span","marks":[],"text":"Inside it, RevOps defines the scores. Builds the plays. Deploys the agents. Configures the permissioning that determines what sales can do, what marketing can do, what an SDR manager can adjust without opening a ticket. And then it runs. Not because someone is watching every output, but because the architecture makes the right behavior the default."}],"markDefs":[],"style":"normal"},{"_key":"15d057d5e858","_type":"block","children":[{"_key":"63c3ee9f54f5","_type":"span","marks":[],"text":"The result is a GTM motion that scales without RevOps becoming the bottleneck. New plays get deployed in hours, not weeks. New segments get activated without a data request. New scoring models get tested without a six-week implementation cycle. And critically: none of it requires reps to work somewhere new. The plays surface in Slack. The signals flow into Salesforce. The briefs arrive in the browser extension when a rep pulls up an account in their CRM. The AI assistants reps are already using get the same buyer intelligence the platform runs on. Through all of it, the governance holds, because it's built into the system rather than enforced through human review."}],"markDefs":[],"style":"normal"},{"_key":"c2254c697a6c","_type":"block","children":[{"_key":"6664a535fcb3","_type":"span","marks":[],"text":"This is what moving from AI experimentation to AI production actually looks like. Not more tools. A control plane that makes the tools governable."}],"markDefs":[],"style":"normal"},{"_key":"7b30a46b7e8f","_type":"block","children":[{"_key":"11b3ad45559b","_type":"span","marks":["strong"],"text":"The RevOps leader's actual job in an AI GTM world"}],"markDefs":[],"style":"h2"},{"_key":"ac919c181513","_type":"block","children":[{"_key":"b3401faf3c32","_type":"span","marks":[],"text":"Here's the reframe that matters."}],"markDefs":[],"style":"normal"},{"_key":"931babe2bf52","_type":"block","children":[{"_key":"cdf3657acbf7","_type":"span","marks":[],"text":"The RevOps leader who governs by approving everything is a bottleneck by design. The RevOps leader who governs by building systems is a multiplier."}],"markDefs":[],"style":"normal"},{"_key":"97bf242e7626","_type":"block","children":[{"_key":"c589de44bcea","_type":"span","marks":[],"text":"The first version of the job is reactive. Someone needs something, they ask, RevOps responds. The second version is architectural. RevOps designs the system that lets everyone else move without asking."}],"markDefs":[],"style":"normal"},{"_key":"6a4255a63e22","_type":"block","children":[{"_key":"3bac4ec4fe42","_type":"span","marks":[],"text":"Both feel like control. Only one actually is."}],"markDefs":[],"style":"normal"},{"_key":"8c8cff35f7c6","_type":"block","children":[{"_key":"1b519b884e99","_type":"span","marks":[],"text":"The modern RevOps playbook isn't about doing more. It's about building systems that make the right execution automatic, the wrong execution difficult, and the entire motion legible enough that when something breaks, you can find it before it scales."}],"markDefs":[],"style":"normal"},{"_key":"bbaefbc4608f","_type":"block","children":[{"_key":"cc0c1929899d","_type":"span","marks":[],"text":"That's governance. Not gatekeeping."}],"markDefs":[],"style":"normal"},{"_key":"908ed58a6a10","_type":"block","children":[{"_key":"1957ed462fbb","_type":"span","marks":[],"text":"The difference is what you build when nobody's watching."}],"markDefs":[],"style":"normal"},{"_key":"2e68ea0592d4","_type":"block","children":[{"_key":"2e0de26ecf33","_type":"span","marks":["em"],"text":"Common Room's Revenue Control Plane gives RevOps leaders the centralized governance layer to design, deploy, and scale AI-native GTM workflows without becoming the bottleneck. If your AI motion is scaling faster than your ability to govern it, that's usually where to start."}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-c6c5a7fc-6f53-57d1-b12a-28f7d746ace1","_id":"89535345-1598-4045-8c0c-278253a5052b","publishedAt":"2026-07-21T17:57:00.000Z","_createdAt":"2026-07-21T17:19:49Z","_updatedAt":"2026-07-21T18:04:30Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-6ff4840e12ccf9afdf5712617db5a1e00a0141d3-1200x675-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":675,"width":1200,"aspectRatio":1.7777777777777777}}},"layout":null,"alt":null},"title":"Accounts Don't Buy. People Do.","_rawExcerpt":[{"_key":"280705fecfd0","_type":"block","children":[{"_key":"efe00d400874","_type":"span","marks":[],"text":"Account-level intent can tell you a company is in-market. It can't tell you who's buying. Four ABM operators on why person-level signals are the difference between a target account list and actual pipeline."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":6,"slug":{"current":"accounts-dont-buy-people-do"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"a7f476faaf5e","_type":"block","children":[{"_key":"37e1f3d1fb03","_type":"span","marks":["em"],"text":"Account-level intent can tell you a company is in-market. It can't tell you who's buying. Four ABM operators on why person-level signals are the difference between a target account list and actual pipeline."}],"markDefs":[],"style":"normal"},{"_key":"07455ec96ab6","_type":"block","children":[{"_key":"bce5c652d28b","_type":"span","marks":["strong"],"text":"Most ABM programs can tell you which companies are in-market. Far fewer can tell you the thing reps actually need to know: who inside those companies is showing buying signals, and why."}],"markDefs":[],"style":"normal"},{"_key":"e8deb368808e","_type":"block","children":[{"_key":"6f43a932fb58","_type":"span","marks":[],"text":"Your ABM platform says an account is \"in-market.\" Great. Now what?"}],"markDefs":[],"style":"normal"},{"_key":"2414f920ac17","_type":"block","children":[{"_key":"041dcdd4bf12","_type":"span","marks":[],"text":"Someone at a 4,000-person company read a blog post. Your reps still don't know who to call, what they care about, or whether the person researching is an intern or the VP who owns the budget. So they guess, and the outreach reads like it."}],"markDefs":[],"style":"normal"},{"_key":"be0e1bcb33aa","_type":"block","children":[{"_key":"e719463d9110","_type":"span","marks":[],"text":"This is the pattern we hear most from GTM teams: account-level visibility, person-level blindness. The accounts are right. The execution stalls anyway, because accounts don't buy. People do."}],"markDefs":[],"style":"normal"},{"_key":"f13d625c7a65","_type":"block","children":[{"_key":"67c5d691c7c7","_type":"span","marks":[],"text":"The comfortable lie inside \"account-based\""}],"markDefs":[],"style":"h2"},{"_key":"77ed50b806d4","_type":"block","children":[{"_key":"b965c11b5445","_type":"span","marks":[],"text":"The classic ABM playbook treats an account like a single customer: pick target accounts, run air cover, watch account-level intent climb, then hand sales a \"marketing qualified account.\" The model assumes the account moves through awareness, consideration, and decision as one unit."}],"markDefs":[],"style":"normal"},{"_key":"44cd27f4e7ad","_type":"block","children":[{"_key":"e606a7313d2d","_type":"span","marks":[],"text":"It doesn't. Large companies aren't monolithic. They have multiple business units, and each unit has its own buying group with its own needs, priorities, and decision process. One business unit can be ready to buy while another is still researching. "},{"_key":"c7ce9578023b","_type":"span","marks":["552b830811eb"],"text":"Gartner puts the typical B2B buying group at 6 to 10 stakeholders"},{"_key":"1cde8f925d55","_type":"span","marks":[],"text":", and each of those people gathers their own information and forms their own opinion."}],"markDefs":[{"_key":"552b830811eb","_type":"link","href":"https://intentamplify.com/blog/b2b-buying-decision-process/"}],"style":"normal"},{"_key":"5cfa5ac409c4","_type":"block","children":[{"_key":"20fa1a2ec587","_type":"span","marks":[],"text":"An account-level score compresses all of that into one number. It can tell you the building is warm. It can't tell you which floor, which team, or which person. And that gap is exactly where ABM programs stall: sales gets an \"engaged account\" with no idea who inside it is actually driving the evaluation."}],"markDefs":[],"style":"normal"},{"_key":"9d403ca9def9","_type":"block","children":[{"_key":"7a7e05bee2fb","_type":"span","marks":[],"text":"Four operators who have run this playbook explain the shift to person-level, and what changes when reps can finally see the buyer."}],"markDefs":[],"style":"normal"},{"_key":"d138d1aa7f6f","_type":"block","children":[{"_key":"d87d3eec6279","_type":"span","marks":[],"text":"\"We forgot accounts don't buy, people do\" (Myles Madden, Doppel)"}],"markDefs":[],"style":"h2"},{"_key":"1105f3337176","_type":"block","children":[{"_key":"84c26f0911dc","_type":"span","marks":[],"text":"Myles Madden ran headfirst into the ceiling of account-level ABM, and he's candid that the industry did it to itself."}],"markDefs":[],"style":"normal"},{"_key":"26ce81a7b445","_type":"block","children":[{"_key":"fb611dfb1a9f","_type":"span","marks":["strong"],"text":"\"ABM failed because we forgot accounts don't buy, people do.\"\n\n-- Myles Madden, Global Campaigns at Doppel"}],"markDefs":[],"style":"blockquote"},{"_key":"2dac13289c6a","_type":"block","children":[{"_key":"d065190b9884","_type":"span","marks":[],"text":"For years, he argues, the industry over-rotated on \"account-level\" everything: teams stopped caring about leads, stopped thinking about individuals, and blasted messages at entire companies hoping something would stick. Meanwhile, the people inside those buying committees were all at different stages: different levels of problem awareness, different understanding of the solutions, different priorities, and different potential to become champions."}],"markDefs":[],"style":"normal"},{"_key":"70f5ad02e934","_type":"block","children":[{"_key":"dfb14628981e","_type":"span","marks":[],"text":"He includes himself in the diagnosis: he was so focused on \"moving the account forward\" that he forgot about the humans making the decisions.\n"}],"markDefs":[],"style":"normal"},{"_key":"4d79806af3f6","_type":"externalVideo","url":"https://youtu.be/G2UzpIyA1JI"},{"_key":"19fa03216a6b","_type":"block","children":[{"_key":"c419a619d3a3","_type":"span","marks":[],"text":"One person doesn't equal one opportunity (Davis Potter, ForgeX)"}],"markDefs":[],"style":"h2"},{"_key":"ec85adf6a73e","_type":"block","children":[{"_key":"2dbe0fc7993b","_type":"span","marks":[],"text":"Davis Potter names the structural flaw underneath all of this: ABM treats an account as one entity when it's really a shifting group of people with different priorities."}],"markDefs":[],"style":"normal"},{"_key":"58d004ccae13","_type":"block","children":[{"_key":"84882478cbde","_type":"span","marks":[],"text":"When you treat the account as a single unit, you miss that one buying group can include eight people with completely different concerns, and that contact-level signals are what tell you who's actually engaged versus who's just along for the ride."}],"markDefs":[],"style":"normal"},{"_key":"d0b3d2eb6dad","_type":"block","children":[{"_key":"9f26f22e3ae5","_type":"span","marks":["strong"],"text":"\"One person doesn't equal one opportunity. Real pipeline comes from understanding the people behind the accounts, not just the accounts themselves.\"\n\n-- Davis Potter, CEO of ForgeX"}],"markDefs":[],"style":"blockquote"},{"_key":"5bbad59b5bed","_type":"externalVideo","url":"https://youtu.be/wcHPfShVQ2E"},{"_key":"36f3e1e973c7","_type":"block","children":[{"_key":"5728d0878028","_type":"span","marks":[],"text":"His conclusion: the best ABM strategies track first-party engagement signals from every individual in the buying group. Do that, and the account \"score\" stops being an abstraction and becomes a list of real people at real stages, which is something a rep can actually work."}],"markDefs":[],"style":"normal"},{"_key":"e34679dc6a01","_type":"block","children":[{"_key":"26340cd4de23","_type":"span","marks":[],"text":"Why person-level is finally possible (Evan Dunn, TitanX)"}],"markDefs":[],"style":"h2"},{"_key":"3a25b68fb38c","_type":"block","children":[{"_key":"03503fb07cbe","_type":"span","marks":[],"text":"If person-based is so obviously better, why did everyone build account-based? Because until recently, person-level was operationally impossible at scale. Nobody could research and personalize for every individual in every buying group by hand."}],"markDefs":[],"style":"normal"},{"_key":"d1aea5db1075","_type":"block","children":[{"_key":"a8f4bb077f78","_type":"span","marks":[],"text":"Evan Dunn's take is that the constraint just broke:"}],"markDefs":[],"style":"normal"},{"_key":"334f340bdf40","_type":"block","children":[{"_key":"b3ba0c025d92","_type":"span","marks":["strong"],"text":"\"I don't think ABM really worked until LLMs entered the picture. The whole game is context at scale. That wasn't possible with firmographic targeting alone.\"\n\n-- Evan Dunn, Head of Marketing at TitanX"}],"markDefs":[],"style":"blockquote"},{"_key":"922759144603","_type":"block","children":[{"_key":"25f8e7f23cbd","_type":"span","marks":[],"text":"Combine strong data vendors, person-level signals, and LLMs, and teams can now tell rich, accurate stories for every buyer, programmatically. The right message for the right person stops being a manual craft project and becomes a repeatable motion.\n\n"}],"markDefs":[],"style":"normal"},{"_key":"19e4cbac2412","_type":"externalVideo","url":"https://youtu.be/vjonmW6SBKA"},{"_key":"ff67917b3965","_type":"block","children":[{"_key":"10369e516021","_type":"span","marks":[],"text":"Target the twenty, not the thousand (Pasha Irshad, Shape & Scale)"}],"markDefs":[],"style":"h2"},{"_key":"6da464e81bda","_type":"block","children":[{"_key":"9cfae87fdd3f","_type":"span","marks":[],"text":"Pasha Irshad pushes the same logic into targeting. Revenue, company size, and generic demographics are yesterday's data points: they tell you who could be a fit, not when a buyer is ready to move. Real-time signals do: a job change, a new funding round, a key hire. These shifts say more about a company's priorities than any static list."}],"markDefs":[],"style":"normal"},{"_key":"e63272cf34a5","_type":"block","children":[{"_key":"ef0b9be88e01","_type":"span","marks":["strong"],"text":"\"The teams that win are not the ones blasting outreach to thousands of companies, or even one hundred target accounts. They are the ones prioritizing the twenty that are showing buying signals right now.\"\n\n-- Pasha Irshad, Founder at Shape & Scale"}],"markDefs":[],"style":"blockquote"},{"_key":"db915be3d16a","_type":"externalVideo","url":"https://youtu.be/PQVhQ_GdSP8"},{"_key":"e5e347e39cdf","_type":"block","children":[{"_key":"39f379dca8a5","_type":"span","marks":[],"text":"The takeaway: see the buyer, not just the building"}],"markDefs":[],"style":"h2"},{"_key":"0fa4a0304602","_type":"block","children":[{"_key":"63f3d32ba326","_type":"span","marks":[],"text":"Put the four together and the argument is hard to unsee:"}],"markDefs":[],"style":"normal"},{"_key":"589ad7f7e318","_type":"block","children":[{"_key":"77dcb5a817cd","_type":"span","marks":[],"text":"Account-level ABM broke because it ignored the humans inside the buying group (Myles)."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8248dba8b661","_type":"block","children":[{"_key":"233d40d9de2b","_type":"span","marks":[],"text":"Real pipeline comes from tracking engagement person by person (Davis)."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4f787588e805","_type":"block","children":[{"_key":"1f6b7e6e4c96","_type":"span","marks":[],"text":"The technology to do this at scale finally exists (Evan)."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"c06ac28fe91e","_type":"block","children":[{"_key":"606a4df35ea0","_type":"span","marks":[],"text":"Prioritization should follow real-time, person-level buying signals, not static lists (Pasha)."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d1bbbf26e2df","_type":"block","children":[{"_key":"5f0891086ec0","_type":"span","marks":[],"text":"Account-based was step one. It answered \"which companies?\" It never answered \"which people, and why now?\" The teams generating pipeline from ABM today are the ones who can see the buyer, not just the building they work in."}],"markDefs":[],"style":"normal"},{"_key":"bd2ea982acb9","_type":"block","children":[{"_key":"0bca877aa834","_type":"span","marks":[],"text":"That's the gap "},{"_key":"56d247fd9cd3","_type":"span","marks":["b8e2ee4ea6ff"],"text":"Common Room's approach to ABM"},{"_key":"1cf54d335170","_type":"span","marks":[],"text":" closes: capture "},{"_key":"99187e5c3ee6","_type":"span","marks":["6b74a7c496ee"],"text":"buying signals"},{"_key":"e62d09f586d7","_type":"span","marks":[],"text":" from every channel (web, product, community, social, hiring), resolve them to real people with "},{"_key":"ec838d73a406","_type":"span","marks":["913fed8d6435"],"text":"Person360"},{"_key":"903b77b67961","_type":"span","marks":[],"text":", and route reps to the right person with full context, not just an account name and a guess."}],"markDefs":[{"_key":"b8e2ee4ea6ff","_type":"link","href":"https://www.commonroom.io/solutions/abm/"},{"_key":"6b74a7c496ee","_type":"link","href":"https://www.commonroom.io/product/signals/"},{"_key":"913fed8d6435","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"},{"_key":"fae45e4eaf50","_type":"block","children":[{"_key":"ee624cfd8449","_type":"span","marks":[],"text":"See what's possible with Common Room"}],"markDefs":[],"style":"h2"},{"_key":"aa00c01c0da8","_type":"block","children":[{"_key":"cbf027dd16e4","_type":"span","marks":["strong"],"text":"Person-level signal capture:"},{"_key":"6ce2a4f852f4","_type":"span","marks":[],"text":" know who inside a target account is showing intent, not just that \"the account\" is warm."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ac7ee577bbc6","_type":"block","children":[{"_key":"09330428aa47","_type":"span","marks":["strong"],"text":"Identity resolution:"},{"_key":"5d367d6cf745","_type":"span","marks":[],"text":" unify scattered signals into one person, one profile, one clear next step."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"528c144262eb","_type":"block","children":[{"_key":"090046f5727d","_type":"span","marks":["strong"],"text":"Prioritized action:"},{"_key":"2591b3aecde0","_type":"span","marks":[],"text":" reps work the right people at the right accounts with context, instead of guessing from a static list."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"168cebba775c","_type":"block","children":[{"_key":"3a992a74055a","_type":"span","marks":[],"text":"<aside>\n🚀"}],"markDefs":[],"style":"normal"},{"_key":"a0b776a59eae","_type":"block","children":[{"_key":"8d7011e4778c","_type":"span","marks":["strong"],"text":"Want to see the people behind your account scores?"},{"_key":"10055befe2c5","_type":"span","marks":[],"text":" "},{"_key":"a697b839ae65","_type":"span","marks":["96cce7277071"],"text":"Request a demo of Common Room."}],"markDefs":[{"_key":"96cce7277071","_type":"link","href":"https://www.commonroom.io/demo/"}],"style":"normal"},{"_key":"99c6064214d7","_type":"block","children":[{"_key":"36d997f3b4f8","_type":"span","marks":[],"text":"</aside>"}],"markDefs":[],"style":"normal"},{"_key":"13a27407a542","_type":"block","children":[{"_key":"7627449c2f82","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-35571749-888d-56af-961d-74e5f5a83889","_id":"48637c23-0c6c-453a-99c2-cd22fa60cb7c","publishedAt":"2026-07-17T21:48:00.000Z","_createdAt":"2026-06-08T21:18:37Z","_updatedAt":"2026-08-06T22:49:47Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-c6292dc1e4eb90de6df496bfedaa26717d02b767-1200x630-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":"Webinar with Colin Netal, Head of Demand Generation at Otter.ai"},"title":"The 5 usage-based plays Otter.ai used to 2x outbound pipeline","_rawExcerpt":[{"_key":"a99ad319153c","_type":"block","children":[{"_key":"6cc290f86a32","_type":"span","marks":[],"text":"Most teams building a sales-led motion reach for lead scoring built on who a buyer looks like on paper. Few ask the question that actually predicts a deal: what is this account doing inside your product right now? Colin Netal, Head of Demand Generation at "},{"_key":"00e6e7fec48d","_type":"span","marks":["36593f259dee"],"text":"Otter.ai"},{"_key":"ccab46558549","_type":"span","marks":[],"text":", scored first-party usage instead of firmographics, built five plays on top of it, and doubled outbound pipeline over"}],"markDefs":[{"_key":"36593f259dee","_type":"link","href":"http://otter.ai/"}],"style":"normal"}],"readingTimeInMinutes":8,"slug":{"current":"otter-webinar-recap"},"isFeatured":null,"hideMainMedia":null,"cardImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-f11b52e4c8a6a444fd6ce0445e3f4f21f56cf4b1-1200x630-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}}},"mainVideo":{"_key":null,"_type":"externalVideo","url":null,"duration":null,"vimeoId":null,"loomUrl":null,"file":null,"previewImage":{"asset":{"_id":"image-c6292dc1e4eb90de6df496bfedaa26717d02b767-1200x630-png","metadata":{"dimensions":{"width":1200,"height":630}}}},"previewVideo":null,"previewCta":null},"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"a40ddb7cebaf","_type":"block","children":[{"_key":"79ad01e17e2f","_type":"span","marks":["em"],"text":"Colin Netal, Head of Demand Generation at "},{"_key":"e8b30f169c8b","_type":"span","marks":["5ffa0d77f94e","em"],"text":"Otter.ai"},{"_key":"087bd71b5fc6","_type":"span","marks":["em"],"text":", joined Common Room's Will Taylor to break down the exact plays that turned first-party product usage into a sales-led motion, and a 2x jump in outbound pipeline."}],"markDefs":[{"_key":"5ffa0d77f94e","_type":"link","href":"http://otter.ai/","openTab":true}],"style":"normal"},{"_key":"76a435a35c0f","_type":"block","children":[{"_key":"7058c0517e7b","_type":"span","marks":["strong"],"text":"Most product-led companies hit the same ceiling. The self-serve motion works, usage climbs, and then the mandate changes: diversify revenue, move upmarket, build a sales-led motion. And the first tool most teams reach for, traditional lead scoring, quietly stops working.\n\n"},{"_key":"fd0e5df365f7","_type":"span","marks":["em"],"text":"Watch the full session:"}],"markDefs":[],"style":"normal"},{"_key":"40f4d256bbfc","_type":"externalVideo","url":"https://youtu.be/V1ORNz7GyPI?si=8FMgsak_7s2oVPgQ"},{"_key":"6657458069a4","_type":"block","children":[{"_key":"45233eafe0f4","_type":"span","marks":[],"text":"The reason, as Colin Netal put it in our recent webinar, "},{"_key":"64b776f1c3d9","_type":"span","marks":["strong"],"text":"is that demographic and firmographic scoring identifies fit, not the buying trigger"},{"_key":"5cfa80a0d9b1","_type":"span","marks":[],"text":". It tells you someone looks right on paper. It says nothing about whether they're ready to buy. Worse, the \"modern\" alternatives (website visits, keyword intent, third-party signals) are commoditized. Everyone buys the same data and runs the same play on top of it. As Colin put it:"}],"markDefs":[],"style":"normal"},{"_key":"ea5744644876","_type":"block","children":[{"_key":"45233eafe0f4","_type":"span","marks":["strong"],"text":"\"The one bit of first-party data you have that your competitors will never have is your own product usage. That's the next frontier.\"\n\n-  Colin Netal, Head of Demand Generation at "},{"_key":"6026841e91d1","_type":"span","marks":["strong","6bcdaf17e4f9"],"text":"Otter.ai"}],"markDefs":[{"_key":"6bcdaf17e4f9","_type":"link","href":"http://otter.ai/","openTab":true}],"style":"blockquote"},{"_key":"4e7b7c8f6799","_type":"infoBox","body":[{"_key":"365b4582e6c7","_type":"block","children":[{"_key":"03bd9322a331","_type":"span","marks":[],"text":"Colin is Head of Demand Generation at "},{"_key":"dd151983d69e","_type":"span","marks":["f3faf4732f2b"],"text":"Otter.ai"},{"_key":"a9f71fc9244b","_type":"span","marks":[],"text":", where he's building the enterprise and sales-led motion on top of Otter's product-led growth engine. His focus: giving reps a prioritization system they'll actually trust, grounded in first-party product usage rather than commoditized intent."}],"markDefs":[{"_key":"f3faf4732f2b","_type":"link","href":"http://otter.ai/"}],"style":"normal"},{"_key":"3241068f4a79","_type":"mainImage","alt":"Colin Netal headshot","asset":{"_id":"image-d67651585af85019743c0c403c29b0196f41d80b-727x727-jpg","_type":"sanity.imageAsset","_rev":"R1y57O1bzVJIIu7fE9R2uu","_createdAt":"2026-07-17T02:28:27Z","_updatedAt":"2026-07-17T02:28:27Z","assetId":"d67651585af85019743c0c403c29b0196f41d80b","extension":"jpg","metadata":{"_type":"sanity.imageMetadata","blurHash":"emNJ|MWC.Tt7Z~%gayf,ofRPE2ofaJWBo#x]j]s:ayWBozayRiayRk","dimensions":{"_type":"sanity.imageDimensions","aspectRatio":1,"height":727,"width":727},"hasAlpha":false,"isOpaque":true,"lqip":"data:image/jpeg;base64,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","palette":{"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#2b2027","foreground":"#fff","population":6.72,"title":"#fff"},"darkVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#5e2528","foreground":"#fff","population":0,"title":"#fff"},"dominant":{"_type":"sanity.imagePaletteSwatch","background":"#dcad98","foreground":"#000","population":6.82,"title":"#fff"},"lightMuted":{"_type":"sanity.imagePaletteSwatch","background":"#c4b4cb","foreground":"#000","population":2.97,"title":"#fff"},"lightVibrant":{"_type":"sanity.imagePaletteSwatch","background":"#dcad98","foreground":"#000","population":6.82,"title":"#fff"},"muted":{"_type":"sanity.imagePaletteSwatch","background":"#a07665","foreground":"#fff","population":2.44,"title":"#fff"},"vibrant":{"_type":"sanity.imagePaletteSwatch","background":"#bf5f64","foreground":"#fff","population":0.04,"title":"#fff"}},"thumbHash":"7xcOFwT3aGd6iYaFd6iIl2eIeZA3B3YG"},"mimeType":"image/jpeg","originalFilename":"1646116493095-1.jpg","path":"images/vt347z5x/production/d67651585af85019743c0c403c29b0196f41d80b-727x727.jpg","sha1hash":"d67651585af85019743c0c403c29b0196f41d80b","size":99661,"uploadId":"9d14149ac9e167e5ef9b4a4aaf9718a8f5e9330d","url":"https://cdn.sanity.io/images/vt347z5x/production/d67651585af85019743c0c403c29b0196f41d80b-727x727.jpg","filename":"1646116493095-1.jpg","width":727,"height":727,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/d67651585af85019743c0c403c29b0196f41d80b-727x727.jpg?rect=121,0,485,727&w=%width%&h=%height%&q=80","id":"image-d67651585af85019743c0c403c29b0196f41d80b-727x727-jpg","children":[],"parent":null}},{"_key":"1a3c8fcebbda","_type":"block","children":[{"_key":"74c29bee57df","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"}],"header":"About Colin Netal","style":"info"},{"_key":"06dbc9e653ff","_type":"block","children":[{"_key":"7b5dfd5947e0","_type":"span","marks":[],"text":"Colin leads demand generation at "},{"_key":"8ddab7115bab","_type":"span","marks":["d7295c382f1e"],"text":"Otter.ai"},{"_key":"bc9b49c217e8","_type":"span","marks":[],"text":", where he built a sales-led motion on top of Otter's product-led base after the company crossed $100M ARR. The engine behind it: Otter connected its product usage into Common Room, then analyzed closed-won enterprise deals to understand "},{"_key":"65149722501f","_type":"span","marks":["em"],"text":"why"},{"_key":"7b4447eec9b7","_type":"span","marks":[],"text":" people buy. That analysis became a small set of usage-based plays, five to start, that reps run inside Common Room. Here they are."}],"markDefs":[{"_key":"d7295c382f1e","_type":"link","href":"http://otter.ai/"}],"style":"normal"},{"_key":"15ee68fd09fd","_type":"block","children":[{"_key":"897f3a76cd85","_type":"span","marks":[],"text":"Why usage, not demographics"}],"markDefs":[],"style":"h2"},{"_key":"6c91a447e20e","_type":"block","children":[{"_key":"7111f59e7210","_type":"span","marks":[],"text":"Before the plays, the principle underneath them. Otter's scoring model runs in Common Room at both the "},{"_key":"7e5e9c45beb0","_type":"span","marks":["strong"],"text":"account and contact level"},{"_key":"773666e67bae","_type":"span","marks":[],"text":", fed by product usage piped in from Otter itself, and it's deliberately weighted toward behavior. It's roughly an 80/20 split, with only about 20 to 30% coming from demographics and firmographics (geography, target industries, company size) and the rest from real product usage."}],"markDefs":[],"style":"normal"},{"_key":"405b869529a9","_type":"block","children":[{"_key":"34f1b0da38c6","_type":"span","marks":[],"text":"The behavioral levers are refreshingly plain: how many meetings an account is recording, how many meeting minutes, how many users were added in the last seven days, and whether those users are actually engaged (clicking around in the Otter web or mobile app). As Colin put it:"}],"markDefs":[],"style":"normal"},{"_key":"f9f1e8ceb337","_type":"block","children":[{"_key":"05d5873f86ee","_type":"span","marks":["strong"],"text":"\"You could get super fancy, are they using MCP, are they using chat? You don't really need to get too crazy with it. It's a matter of getting access to those behavioral data points, factoring them into your scoring, and then it's off to the races with the sales team.\"\n\n-  Colin Netal, Head of Demand Generation at "},{"_key":"5883c8a84105","_type":"span","marks":["strong","6bcdaf17e4f9"],"text":"Otter.ai"}],"markDefs":[{"_key":"6bcdaf17e4f9","_type":"link","href":"http://otter.ai/","openTab":true}],"style":"blockquote"},{"_key":"2fa2aad94315","_type":"block","children":[{"_key":"673f8a58a112","_type":"span","marks":[],"text":"That usage feeds every play below. And it's what lets reps open with credibility instead of a cold pitch, what Colin, borrowing Sam McKenna's phrase, calls "},{"_key":"844979c2c22e","_type":"span","marks":["em"],"text":"\"show me you know me.\""},{"_key":"acd45d95dd6f","_type":"span","marks":[],"text":" Bring a buyer's actual usage into the conversation and you prove you understand them before you ask for anything."}],"markDefs":[],"style":"normal"},{"_key":"4996cc72894f","_type":"divider"},{"_key":"466f43e8baf7","_type":"block","children":[{"_key":"546242f895d8","_type":"span","marks":[],"text":"The 5 plays"}],"markDefs":[],"style":"h2"},{"_key":"9535a1fe33de","_type":"block","children":[{"_key":"68ac5a81c680","_type":"span","marks":[],"text":"Each play maps a specific usage signal to a specific, timely action. Otter builds each one as a signal-based segment in Common Room, so qualifying accounts and contacts surface to reps automatically, because "},{"_key":"e6086d3f10e8","_type":"span","marks":["strong"],"text":"a signal only counts if it changes what a rep does next"},{"_key":"435a086406fd","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"43ef6aadfcd5","_type":"block","children":[{"_key":"946bca28f0d3","_type":"span","marks":[],"text":"1. Senior sign-up"}],"markDefs":[],"style":"h4"},{"_key":"8415d554888b","_type":"block","children":[{"_key":"e5aa9ba32207","_type":"span","marks":[],"text":"When an executive or a very senior person signs up for the product directly, that's your clearest hand-raise. Rather than let them sit in the self-serve base, the play is simple: get a rep in front of them fast, while intent is highest. In a sales-led motion, "},{"_key":"bb17030acf28","_type":"span","marks":["strong"],"text":"a senior title creating an account is often the first sign a company-wide conversation is possible"},{"_key":"3bfe014fcaef","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"05508ffc713f","_type":"block","children":[{"_key":"946bca28f0d3","_type":"span","marks":[],"text":"2. Workplace consolidation"}],"markDefs":[],"style":"h4"},{"_key":"a26c8e3fb8f4","_type":"block","children":[{"_key":"3293cca27f75","_type":"span","marks":[],"text":"This is the play Colin flagged as most interesting. At a large enterprise, think a JPMorgan Chase, you might have hundreds of users spread across dozens of separate, satellite workspaces that grew bottoms-up."}],"markDefs":[],"style":"normal"},{"_key":"92f07536c6b5","_type":"block","children":[{"_key":"6194c9651638","_type":"span","marks":[],"text":"That fragmentation is the opening. The play is to reach out to IT and make the consolidation case: bring the satellite workspaces into one enterprise workspace so the whole organization can search, query, and share meetings and transcripts in one place."}],"markDefs":[],"style":"normal"},{"_key":"07804402267a","_type":"block","children":[{"_key":"6194c9651638","_type":"span","marks":["strong"],"text":"\"You've got a lot of these satellite workspaces, which is great. Why not conjoin them into one large enterprise workspace? \n\nThere's a compounding effect of having all of the meetings and transcripts in one area, so the broader organization can query them and see that much more value.\"\n\n-  Colin Netal, Head of Demand Generation at "},{"_key":"d4738dbc13f2","_type":"span","marks":["strong","6bcdaf17e4f9"],"text":"Otter.ai"}],"markDefs":[{"_key":"6bcdaf17e4f9","_type":"link","href":"http://otter.ai/","openTab":true}],"style":"blockquote"},{"_key":"ae9b4edf498a","_type":"block","children":[{"_key":"4584eb58a751","_type":"span","marks":[],"text":"It's expansion and enterprise pipeline hiding inside usage data most teams never look at."}],"markDefs":[],"style":"normal"},{"_key":"91b162aaa7f2","_type":"block","children":[{"_key":"1c4df0d4e6fb","_type":"span","marks":[],"text":"3. High-scoring contacts"}],"markDefs":[],"style":"h4"},{"_key":"cccaf8e99293","_type":"block","children":[{"_key":"02933cea7845","_type":"span","marks":[],"text":"The everyday workhorse. When a contact's combined fit-plus-behavior score crosses the threshold, the right profile "},{"_key":"eb77df522d26","_type":"span","marks":["em"],"text":"and"},{"_key":"db27c1ad43c3","_type":"span","marks":[],"text":" meaningful product usage stacking up, they surface for outreach automatically. Because the score leans on behavior, "},{"_key":"1c4ea4c06235","_type":"span","marks":["strong"],"text":"a \"high-scoring contact\" is someone showing real momentum"},{"_key":"b50733a85207","_type":"span","marks":[],"text":", not just someone who looks right on paper."}],"markDefs":[],"style":"normal"},{"_key":"3661a0c40529","_type":"block","children":[{"_key":"28f785c3695a","_type":"span","marks":[],"text":"4. Power users"}],"markDefs":[],"style":"h4"},{"_key":"c81e398e6616","_type":"block","children":[{"_key":"03eb46a59359","_type":"span","marks":[],"text":"Some accounts light up on sustained, heavy usage: lots of meetings recorded, lots of minutes, multiple engaged users. Power users are prime targets for both expansion and executive conversations, because the value is already proven inside the account. The rep's job is to connect that daily usage to a broader deployment."}],"markDefs":[],"style":"normal"},{"_key":"f01205d60ae9","_type":"block","children":[{"_key":"28f785c3695a","_type":"span","marks":[],"text":"5. Recent surge sign-ups"}],"markDefs":[],"style":"h4"},{"_key":"1450cb546bc7","_type":"block","children":[{"_key":"130fad4ba787","_type":"span","marks":[],"text":"When a cluster of new users from the same account signs up in a short window, "},{"_key":"7239cb3f0f30","_type":"span","marks":["strong"],"text":"that surge is a momentum signal"},{"_key":"cdf46fe87dd7","_type":"span","marks":[],"text":". Something is spreading inside the company. The play is to catch it while it's live and reach in before a competitor, or inertia, cools it off."}],"markDefs":[],"style":"normal"},{"_key":"24c1841c1500","_type":"block","children":[{"_key":"7a5d20685c5e","_type":"span","marks":["strong"],"text":"\"We rolled out these five plays to start, just to keep things simple. This all funnels into our scoring mechanism, balancing firmographic, but really leaning heavily on behavior to drive up the contact and account scores.\"\n\n-  Colin Netal, Head of Demand Generation at "},{"_key":"42a4dc295763","_type":"span","marks":["strong","6bcdaf17e4f9"],"text":"Otter.ai"}],"markDefs":[{"_key":"6bcdaf17e4f9","_type":"link","href":"http://otter.ai/","openTab":true}],"style":"blockquote"},{"_key":"ac3f3d0a7fc5","_type":"divider"},{"_key":"93ea704a98b2","_type":"block","children":[{"_key":"5d8d1336a66c","_type":"span","marks":[],"text":"Match the play to the buying committee"}],"markDefs":[],"style":"h3"},{"_key":"10a0f7ff2b17","_type":"block","children":[{"_key":"b13acf8dcb64","_type":"span","marks":[],"text":"The plays surface the account. Winning it means talking to the right people the right way, and that changes as deals move upmarket."}],"markDefs":[],"style":"normal"},{"_key":"b5312481927a","_type":"block","children":[{"_key":"84d3b1aa3a2b","_type":"span","marks":[],"text":"In SMB, Colin notes, the power user is often a head of or VP who owns the budget and the decision. But as deals move upmarket into thousand-seat contracts, IT usually runs the cycle, because they own the Zoom or Microsoft Teams contract, and the champion or power user isn't the one who signs. Reps have to know how to speak to each of those stakeholders appropriately."}],"markDefs":[],"style":"normal"},{"_key":"37e640753886","_type":"block","children":[{"_key":"a33c8b893493","_type":"span","marks":[],"text":"Colin's point on where that gets solved:"}],"markDefs":[],"style":"normal"},{"_key":"e6b48e2993e3","_type":"block","children":[{"_key":"7a5159a32986","_type":"span","marks":["strong"],"text":"\"The wonderful thing with a tool like Common Room is you can see the related usage of each of these individuals in the buying committee, and make a determination as to the type of messaging and language you lead in with.\"\n\n-  Colin Netal, Head of Demand Generation at "},{"_key":"d7b94654b826","_type":"span","marks":["strong","6bcdaf17e4f9"],"text":"Otter.ai"}],"markDefs":[{"_key":"6bcdaf17e4f9","_type":"link","href":"http://otter.ai/","openTab":true}],"style":"blockquote"},{"_key":"d0bf9405ae1c","_type":"block","children":[{"_key":"df657661f2a3","_type":"span","marks":[],"text":"That visibility is the unlock. "},{"_key":"9fe444728679","_type":"span","marks":["strong"],"text":"Common Room surfaces each person's usage across the buying committee, so reps can read the room and adjust."},{"_key":"dc1720c74071","_type":"span","marks":[],"text":" If the head of IT has never personally used the product, you lead with different language than you would with a daily power user: sometimes a value story, sometimes a security story."}],"markDefs":[],"style":"normal"},{"_key":"53b82b1b906a","_type":"divider"},{"_key":"9d97dbdcfcc7","_type":"block","children":[{"_key":"48989bf21aee","_type":"span","marks":[],"text":"The result: a 2x jump in outbound pipeline"}],"markDefs":[],"style":"h3"},{"_key":"13e0f5b88f8c","_type":"block","children":[{"_key":"885f37ce1b25","_type":"span","marks":[],"text":"The payoff showed up fast."}],"markDefs":[],"style":"normal"},{"_key":"8e6dd4d66c93","_type":"block","children":[{"_key":"2ed8b67b85d2","_type":"span","marks":["strong"],"text":"\"We saw at least a 2x jump in outbound pipe gen pretty much overnight once we started running these plays. You're outbounding based on usage and what you know about the user or the workspace, as opposed to keyword intent or whether they're poking around your website.\"\n\n-  Colin Netal, Head of Demand Generation at "},{"_key":"5d5adc89c624","_type":"span","marks":["strong","6bcdaf17e4f9"],"text":"Otter.ai"}],"markDefs":[{"_key":"6bcdaf17e4f9","_type":"link","href":"http://otter.ai/","openTab":true}],"style":"blockquote"},{"_key":"5a5f55c08934","_type":"block","children":[{"_key":"7635726d76b4","_type":"span","marks":[],"text":"The gain didn't come from more leads. It came from prioritizing the right ones, and from"},{"_key":"d118a987de5f","_type":"span","marks":["strong"],"text":" outreach grounded in signals competitors simply don't have"},{"_key":"be80ac4a48ae","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"df98e27e1b94","_type":"divider"},{"_key":"bf98314e3a5c","_type":"block","children":[{"_key":"e729a0a6274c","_type":"span","marks":[],"text":"Colin's rule: keep it simple"}],"markDefs":[],"style":"h3"},{"_key":"03eb5d74e339","_type":"block","children":[{"_key":"0993f0a54179","_type":"span","marks":[],"text":"Otter runs only about 10 to 12 usage-based plays in total, with these five as the foundation. That restraint is the strategy, not a limitation."}],"markDefs":[],"style":"normal"},{"_key":"8136aaadf9df","_type":"block","children":[{"_key":"e07d2da08ae6","_type":"span","marks":["strong"],"text":"\"Don't overcook the thing. When you've got so many tools and data points, it's easy to overcomplicate. Keep it super simple at first, isolate what's actually moving the needle, then expand.\"\n\n-  Colin Netal, Head of Demand Generation at "},{"_key":"08edb97f1da4","_type":"span","marks":["strong","6bcdaf17e4f9"],"text":"Otter.ai"}],"markDefs":[{"_key":"6bcdaf17e4f9","_type":"link","href":"http://otter.ai/","openTab":true}],"style":"blockquote"},{"_key":"e1f9739f230a","_type":"block","children":[{"_key":"1601d6560dd2","_type":"span","marks":[],"text":"His tactical takeaway for any team starting out: mine your call transcripts to understand why people actually buy in a sales-led motion, then distill that into usage data points that act as a proxy for pain or momentum."}],"markDefs":[],"style":"normal"},{"_key":"ba6018ff19d5","_type":"divider"},{"_key":"7d1aa41c3a84","_type":"block","children":[{"_key":"5d46d775d8bb","_type":"span","marks":[],"text":"See what's possible with Common Room"}],"markDefs":[],"style":"h1"},{"_key":"2376111205a5","_type":"block","children":[{"_key":"23941726cbae","_type":"span","marks":[],"text":"Otter's motion comes down to three moves any PLG team can borrow:"}],"markDefs":[],"style":"normal"},{"_key":"06251a4168b7","_type":"block","children":[{"_key":"2a3b44e08177","_type":"span","marks":["strong"],"text":"Score behavior, not just leads."},{"_key":"a31ef872d8be","_type":"span","marks":[],"text":" Weight real first-party product usage over commoditized fit data, at both the account and contact level."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"cff0bf3deba5","_type":"block","children":[{"_key":"e8e6553c9a7d","_type":"span","marks":["strong"],"text":"Build a handful of plays, not a hundred."},{"_key":"43d5c355b94f","_type":"span","marks":[],"text":" Five well-run, usage-based plays beat a sprawling model no rep can keep straight."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d77d43b08802","_type":"block","children":[{"_key":"5f3812360a67","_type":"span","marks":["strong"],"text":"Match the play to the committee."},{"_key":"1ae8838ae6a6","_type":"span","marks":[],"text":" As deals move upmarket, speak to budget owners and deal-runners differently, using each person's actual usage."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"cfae0e63068d","_type":"block","children":[{"_key":"7fc99f4f1bdc","_type":"span","marks":["strong"],"text":"🚀 Ready to turn product usage into sales-ready action?"},{"_key":"d7717339b3ed","_type":"span","marks":["bc3fcb9fa856"],"text":"See how Common Room's lead scoring turns first-party signals into pipeline."}],"markDefs":[{"_key":"bc3fcb9fa856","_type":"link","href":"https://www.commonroom.io/product/lead-scoring/"}],"style":"callout"}]}},{"node":{"_type":"post","id":"-2ec4600d-044b-5ed6-b066-c6905e87cef2","_id":"b8936d8b-5436-4b9c-81a9-3e900c1b6236","publishedAt":"2026-07-16T20:51:00.000Z","_createdAt":"2026-07-16T20:43:48Z","_updatedAt":"2026-07-28T17:07:44Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-a6efe61d72be144cd8299c1bc7a9b4c92f214712-2400x1260-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":1260,"width":2400,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":null},"title":"Your Buyers Talk To Each Other. Just Not To You.","_rawExcerpt":[{"_key":"62df88a37b60","_type":"block","children":[{"_key":"d0631a2d1ef8","_type":"span","marks":[],"text":"The buying committee isn't your problem. Not knowing who's in it is. Here's how the buyer committee view, manager view, and natural language filtering close the gap between what your rep can see and what's actually happening inside the account."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":6,"slug":{"current":"buying-committee-visibility"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"df2f3b91fa34","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-b997acf4133cbe93ac0bbdee29ac0714d3096b7b-800x800-jpg"}},"name":"Tasha Reasor","title":"CMO"}}],"companies":[],"_rawBody":[{"_key":"1120b4b78acf","_type":"block","children":[{"_key":"e1724e06fa3d","_type":"span","marks":[],"text":"You might think the Scranton Analytics buying committee has a coordination problem. But they definitely don’t."}],"markDefs":[],"style":"normal"},{"_key":"5fb8aef5a7bd","_type":"block","children":[{"_key":"a9a6cf572adb","_type":"span","marks":[],"text":"In fact, they meet every Thursday. The CFO, procurement, IT, the champion, those two people whose exact titles nobody quite remembers; they all know what’s going on. They’re aligned, informed, and talking to each other all the time. So why can’t you close the deal?"}],"markDefs":[],"style":"normal"},{"_key":"c61af9c95a0e","_type":"block","children":[{"_key":"a467bbf348be","_type":"span","marks":[],"text":"Because you’re the only one who isn’t in the room."}],"markDefs":[],"style":"normal"},{"_key":"a028d63837d1","_type":"block","children":[{"_key":"4e587fde109b","_type":"span","marks":[],"text":"Your champion says \"we're aligned internally,\" and they're telling the truth. What they're not telling you is who \"we\" is. You've got one name in the CRM and five people you've never met, never emailed, and wouldn't recognize if they walked into your booth at a conference."}],"markDefs":[],"style":"normal"},{"_key":"ba530ef3adf1","_type":"block","children":[{"_key":"0fe33bb0829e","_type":"span","marks":[],"text":"Procurement's been on your pricing page for three weeks straight and nobody told you procurement was involved. IT has an opinion strong enough to kill the deal, and you've never had their email address, let alone a call on the calendar."}],"markDefs":[],"style":"normal"},{"_key":"052b14d1e142","_type":"block","children":[{"_key":"6e3a7c46487b","_type":"span","marks":[],"text":"Your champion isn't ghosting you, they replied to your Slack thread an hour ago. But they're just one cat, and you've been trying to herd a group you can't even count."}],"markDefs":[],"style":"normal"},{"_key":"37aa3bd5fde2","_type":"block","children":[{"_key":"71bc455e6e4a","_type":"span","marks":["strong"],"text":"The single-threaded deal doesn't feel single-threaded from the inside"}],"markDefs":[],"style":"h2"},{"_key":"61df0ed60695","_type":"block","children":[{"_key":"7db51ecc8abd","_type":"span","marks":[],"text":"Here's what makes this so sneaky: the rep working Scranton Analytics doesn't think they're single-threaded. They have a champion who's responsive, enthusiastic, and clearly plugged in internally. Every signal the rep can see says the deal is healthy."}],"markDefs":[],"style":"normal"},{"_key":"54450d405666","_type":"block","children":[{"_key":"f7499539bcba","_type":"span","marks":[],"text":"Then it stalls. Not because the buying committee fell apart, they were never the problem. Because someone on that committee, someone the rep never identified, let alone got on a call, had questions nobody outside Scranton Analytics was ever positioned to answer."}],"markDefs":[],"style":"normal"},{"_key":"da5312d0802c","_type":"block","children":[{"_key":"e19ae2a9eb7b","_type":"span","marks":[],"text":"That's the two-part problem hiding inside \"multi-threading.\" First you have to know how many cats you have. Then you have to actually herd them, get them to reply, take the call, show up."}],"markDefs":[],"style":"normal"},{"_key":"3c638a24abd5","_type":"block","children":[{"_key":"a2dcf6ad1fb9","_type":"span","marks":[],"text":"Most reps are failing at step one and don't know it, so step two never even gets attempted."}],"markDefs":[],"style":"normal"},{"_key":"9b8f6cecc78a","_type":"block","children":[{"_key":"02b6b1de6239","_type":"span","marks":[],"text":"Every sales methodology tells reps to multi-thread. Every manager asks about it in the pipeline review. And the deals keep stalling the same way anyway, because \"multi-thread this deal\" is advice that assumes you already know who the threads are."}],"markDefs":[],"style":"normal"},{"_key":"6657dd661e7b","_type":"block","children":[{"_key":"120c2328189c","_type":"span","marks":["strong"],"text":"What the manager can't see either"}],"markDefs":[],"style":"h2"},{"_key":"90d8b920b423","_type":"block","children":[{"_key":"1f6647d87e6f","_type":"span","marks":[],"text":"Zoom out one level and the manager has their own version of this problem: eight reps, a forecast, a pipeline view, and still no reliable answer to \"how many cats are actually in this account, and how many of them have we actually talked to.\""}],"markDefs":[],"style":"normal"},{"_key":"4f694fcc0df8","_type":"block","children":[{"_key":"532bc705c6f4","_type":"span","marks":[],"text":"When the manager asks about Scranton Analytics in the pipeline review, the rep says it's healthy, and they believe it, because the one cat they can see is healthy. Nobody's lying. The rep just has no visibility into procurement's pricing page visits, no line on IT, no idea the committee is six people deep instead of one. The manager ends up coaching to the only data point available, which is whatever the most visible relationship in the account happens to say."}],"markDefs":[],"style":"normal"},{"_key":"46e6d83dfc24","_type":"block","children":[{"_key":"5addc9c2fbbc","_type":"span","marks":[],"text":"That's not a coaching failure. That's a counting failure. 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Not a contact list sorted by whoever last opened an email. A live view that does two things at once: first, it identifies who should be in the conversation based on Common Room's 400M+ contact database and your ICP, even if they've never visited your site or opened an email. Then it layers in engagement status so your rep knows exactly where each person stands."}],"markDefs":[],"style":"normal"},{"_key":"612a96af5856","_type":"block","children":[{"_key":"df218ee8c80b","_type":"span","marks":[],"text":"Every committee member will carry one of three statuses. Engaged: they've had a real interaction—a call, an email, a meeting. Warm: they're in the room but haven't been directly contacted yet. Cold: they fit the buying committee profile but your team has never reached them at all. The cold ones are the multi-thread targets. That's the list your rep needs."}],"markDefs":[],"style":"normal"},{"_key":"63fdee77819f","_type":"block","children":[{"_key":"7a4ba68e2fe8","_type":"span","marks":[],"text":"Flip on the buyer committee view for Scranton Analytics and it surfaces the CFO as a real person with a real title, active on your content, never contacted. It flags procurement's pricing page visits as belonging to someone with a name, not an anonymous hit in your analytics. That's not a report sitting in a dashboard nobody opens."}],"markDefs":[],"style":"normal"},{"_key":"e8d480897a6b","_type":"block","children":[{"_key":"6481b7ce203b","_type":"span","marks":[],"text":"That's the cat count, delivered while there's still time to go herd them."}],"markDefs":[],"style":"normal"},{"_key":"fe8b1d6c0e07","_type":"block","children":[{"_key":"c6333de48844","_type":"span","marks":[],"text":"And it doesn't live in a separate tab your rep has to remember to open. The same committee data flows into your Chrome extension when your rep is in Salesforce or HubSpot, into MCP workflows, and syncs directly to Salesforce so RevOps can report on buying committee coverage across the entire book without ever opening Common Room."}],"markDefs":[],"style":"normal"},{"_key":"82b9a51987b2","_type":"block","children":[{"_key":"6d6f1d132fcb","_type":"span","marks":["strong"],"text":"The manager view: the same count, one level up"}],"markDefs":[],"style":"h2"},{"_key":"ff1a9ea8b805","_type":"block","children":[{"_key":"8a7177a9ec02","_type":"span","marks":[],"text":"Same logic, applied to the whole book instead of one account."}],"markDefs":[],"style":"normal"},{"_key":"0d0803108406","_type":"block","children":[{"_key":"00168bfc25c0","_type":"span","marks":[],"text":"Instead of guessing which deals are real off whatever the most responsive contact happens to say, a manager can see committee coverage across every account at once: which ones have a fully identified, engaged buying group, which ones are running on one relationship the rep is mistaking for the whole account, and where coaching needs to happen before the pipeline review, not during it, when it's already too late to go count anything."}],"markDefs":[],"style":"normal"},{"_key":"5e619c1ba922","_type":"block","children":[{"_key":"598848177f7b","_type":"span","marks":["strong"],"text":"Natural language, because filter complexity shouldn't require a ticket"}],"markDefs":[],"style":"h2"},{"_key":"ff8c4ff6b113","_type":"block","children":[{"_key":"4a706e210a68","_type":"span","marks":[],"text":"The rep knows exactly who they're looking for. Enterprise accounts in the Northeast, no activity in 30 days. They just can't build the filter to find them. So they ask RevOps, and they wait. Natural language filtering changes that equation."}],"markDefs":[],"style":"normal"},{"_key":"5e616c378aab","_type":"block","children":[{"_key":"0b067d9954a5","_type":"span","marks":[],"text":"A rep describes what they want in plain language like \"enterprise accounts in the Northeast with no activity in 30 days\" and gets back structured, editable filter chips and a result set immediately. Not a black box. Not a locked view. A real filter they can tune, save, and share. The expertise that used to live with RevOps is now available to anyone who can describe what they're looking for."}],"markDefs":[],"style":"normal"},{"_key":"a4002cfb5677","_type":"block","children":[{"_key":"d8f97c548723","_type":"span","marks":[],"text":"And somewhere on that list, every single time, is Scranton Analytics."}],"markDefs":[],"style":"normal"},{"_key":"17ba4244fc87","_type":"block","children":[{"_key":"95f3bd4336f8","_type":"span","marks":["strong"],"text":"They were never quiet. You just weren't in the conversation."}],"markDefs":[],"style":"h2"},{"_key":"d01ea29e3781","_type":"block","children":[{"_key":"65ee3de49de4","_type":"span","marks":[],"text":"Our "},{"_key":"147beb279c67","_type":"span","marks":["89fddfd4f3f6"],"text":"AI ambition, meet AI execution"},{"_key":"50de6b514b96","_type":"span","marks":[],"text":" argument was that scaled execution takes more than a working demo. 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Make sure marketing knows what sales already knows, and vice versa, which somehow never happens on schedule."}],"markDefs":[],"style":"normal"},{"_key":"6a07fbd4b72f","_type":"block","children":[{"_key":"bfddaf6e6b9f","_type":"span","marks":[],"text":"That translation step is where ABM quietly falls apart. Not because anyone's slow or careless. But because manual translation is inconsistent by definition, and inconsistent doesn't scale. Scranton Analytics' signal fires on a Tuesday. By the time it becomes an action, it's Thursday, and Scranton Analytics already took a call from your competitor."}],"markDefs":[],"style":"normal"},{"_key":"18af9712d7d7","_type":"block","children":[{"_key":"3c4608aa8508","_type":"span","marks":[],"text":"The fix isn't a better notification. Notifications are just guilt with a timestamp. 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The gift ships two weeks after the deal already closed, at which point sending a company a crate of beets feels less like a gesture and more like an apology nobody asked for. The ad keeps chasing Scranton Analytics for another month after they signed, which is its own special kind of awkward."}],"markDefs":[],"style":"normal"},{"_key":"360d387eb90d","_type":"block","children":[{"_key":"21ef0d13bd53","_type":"span","marks":[],"text":"Nobody intended any of this. It's just what happens when the signal and the action live in different systems, and coordination becomes a task instead of a byproduct. 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Ask why, and the honest answer is usually \"the model decided,\" a sentence that has never once made a sales rep feel better about anything, ever, in the history of sales reps."}],"markDefs":[],"style":"normal"},{"_key":"28750d87d134","_type":"block","children":[{"_key":"d4abef384e87","_type":"span","marks":[],"text":"Common Room runs the opposite direction. Every signal is traceable. Every trigger is explainable. When Scranton Analytics' gift ships or the ad audience updates, it's because Scranton Analytics did a specific thing that crossed a specific threshold the team actually defined. The rep can see it. The manager can audit it. Marketing can tune it."}],"markDefs":[],"style":"normal"},{"_key":"507a1adc8ba6","_type":"block","children":[{"_key":"21a4fc45555b","_type":"span","marks":[],"text":"Explainable ABM isn't just more trustworthy, it's more useful. When the rep calls Scranton Analytics, they're not guessing why the account showed up on their list. 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Scranton Analytics fell through the cracks because the ball had to pass through six different hands to get anywhere, and six is a lot of hands."}],"markDefs":[],"style":"normal"},{"_key":"403fc34ca7cd","_type":"block","children":[{"_key":"1dda44b18d5f","_type":"span","marks":[],"text":"The Sendoso and LinkedIn integrations aren't features that make Common Room \"more connected,\" a phrase that belongs on a pitch deck slide nobody remembers by Q3. They're the answer to a structural problem: when one intelligence layer drives every downstream action at once, the translation step disappears. Sales and marketing stop coordinating and start running off the same signal automatically, without a single status update between them."}],"markDefs":[],"style":"normal"},{"_key":"04f4c36a40df","_type":"block","children":[{"_key":"7457443f960d","_type":"span","marks":["strong"],"text":"ABM wasn't the problem. The plumbing was."}],"markDefs":[],"style":"h2"},{"_key":"f33167898604","_type":"block","children":[{"_key":"b3be839789f1","_type":"span","marks":[],"text":"ABM earned its reputation the hard way. For years the technology couldn’t deliver its promise so everyone assumed it was the wrong strategy."}],"markDefs":[],"style":"normal"},{"_key":"543f32b8af32","_type":"block","children":[{"_key":"dec80ab12619","_type":"span","marks":[],"text":"Every deck said coordinated, personalized, at scale. Every execution required six tools, three exports, and someone's entire Tuesday to make sure Scranton Analytics didn't get a crate of beets three weeks too late."}],"markDefs":[],"style":"normal"},{"_key":"f1f7a6e415bb","_type":"block","children":[{"_key":"ddc3fafd1800","_type":"span","marks":[],"text":"The strategy was never the issue. Work the accounts that matter, with the same intelligence, at the same time, across every channel. Nobody in the history of marketing has disagreed with that sentence. They just couldn't build it, because the systems holding the signal and the systems taking the action never talked to each other without a human relaying messages in between."}],"markDefs":[],"style":"normal"},{"_key":"37c933d5b225","_type":"block","children":[{"_key":"0156adc40743","_type":"span","marks":[],"text":"That intelligence exists now. The systems can talk to each other. Scranton Analytics' signal is the action, not a suggestion someone has to notice, interpret, and remember to act on before the account goes cold. Which means the thing ABM always claimed to be finally gets to be that thing, instead of the thing everyone quietly apologized for on the way into the meeting."}],"markDefs":[],"style":"normal"},{"_key":"902c1e32e652","_type":"block","children":[{"_key":"864538496e6b","_type":"span","marks":[],"text":"Same three letters. Just an actual strategy now, instead of a nasty one. Scranton Analytics, wherever you are, you deserved better plumbing this whole time."}],"markDefs":[],"style":"normal"},{"_key":"4d3066f9fdb8","_type":"block","children":[{"_key":"934b9b95fd93","_type":"span","marks":[],"text":"\n"}],"markDefs":[],"style":"normal"}]}},{"node":{"_type":"post","id":"-b6bbf86f-b9c9-5c1e-b1ca-0310b02a740b","_id":"47d32d88-4a07-4aa1-a136-d7b71326d409","publishedAt":"2026-07-13T15:47:00.000Z","_createdAt":"2026-07-13T15:43:12Z","_updatedAt":"2026-07-13T15:48:34Z","categories":[{"_id":"067d08c2-833d-447f-8bed-e63211d3c644","title":"Sales teams (PERSONA)","titlePublic":"Sales","slug":{"current":"sales"},"status":"published"}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-8bcd6dd2f9830fc3c47361a6bd556ca60d1c1530-1200x630-jpg","altText":null,"extension":"jpg","metadata":{"hasAlpha":false,"dimensions":{"height":630,"width":1200,"aspectRatio":1.9047619047619047}}},"layout":null,"alt":null},"title":"AI Won't Replace Your Reps. It'll Just Expose the Ones Who Weren't Doing Much Anyway","_rawExcerpt":[{"_key":"a40d0e6a7653","_type":"block","children":[{"_key":"6e546d0edee5","_type":"span","marks":[],"text":"Some companies are cutting sales headcount in half with AI. Their pipeline is about to explain why that was a mistake.\n"}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":9,"slug":{"current":"ai-sales-reps-leverage-not-replacement"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[],"companies":[],"_rawBody":[{"_key":"18b9c2e88618","_type":"block","children":[{"_key":"0a8dc85feb9c","_type":"span","marks":[],"text":"There's a version of the AI sales story that sounds like progress."}],"markDefs":[],"style":"normal"},{"_key":"386b467da3a7","_type":"block","children":[{"_key":"495b1b9c9f22","_type":"span","marks":[],"text":"You have 20 reps while AI handles the research, the list building, the sequencing and the follow-up. The work that used to eat 40% of a rep's day gets automated. And someone in a budget meeting notices: if AI is doing that much of the work, why do you need 20 reps? Why not 10? Same pipeline. Half the payroll."}],"markDefs":[],"style":"normal"},{"_key":"51c0b47ff4d8","_type":"block","children":[{"_key":"b8c88dd152fa","_type":"span","marks":[],"text":"The math is clean. The board loves it. And if you're a VP of Sales who's been asked three quarters in a row to do more with less, it's tempting in a way that's hard to admit out loud."}],"markDefs":[],"style":"normal"},{"_key":"5e0dcc9f7ef8","_type":"block","children":[{"_key":"f4a410e57a1e","_type":"span","marks":[],"text":"Some companies are running that experiment right now. But they're about to learn what the math left out."}],"markDefs":[],"style":"normal"},{"_key":"5c9949ad671c","_type":"block","children":[{"_key":"53ec7cf0e76d","_type":"span","marks":[],"text":"The part the math misses is what buyers actually respond to. Not volume. Not speed. Not a message that's technically personalized because it includes their job title and a reference to their last funding round. What buyers respond to is a message that reads like an actual person did some homework, and a conversation that feels like the rep on the other end knows something about them before they start talking."}],"markDefs":[],"style":"normal"},{"_key":"b2ea39b0b67f","_type":"block","children":[{"_key":"142036960104","_type":"span","marks":[],"text":"That's a human phenomenon, and optimizing AI for headcount reduction doesn't quite cut it. Ultimately, it just scales the wrong thing really well."}],"markDefs":[],"style":"normal"},{"_key":"caa8d1780185","_type":"block","children":[{"_key":"d91cd58c201a","_type":"span","marks":[],"text":"What AI headcount replacement gets you"}],"markDefs":[],"style":"h2"},{"_key":"bc4a806d5f4a","_type":"block","children":[{"_key":"9fd47b02b434","_type":"span","marks":[],"text":"The companies going furthest down the AI replacement path all start looking the same after a little while."}],"markDefs":[],"style":"normal"},{"_key":"94299e2fccf5","_type":"block","children":[{"_key":"4e71d4ab2c3f","_type":"span","marks":[],"text":"Outbound volume goes up. Reply rates go down. They've automated the top of the funnel so completely that the one thing buyers used to respond to (like a message that felt like it came from a person who did some actual thinking) doesn't exist anymore. What replaced it is fast, personalized-looking, and immediately recognizable as neither."}],"markDefs":[],"style":"normal"},{"_key":"0a6644df643a","_type":"block","children":[{"_key":"f6a606210a1a","_type":"span","marks":[],"text":"The reps who are left are operating as reviewers. Review the AI's output, hit approve, move on. The judgment, the instinct, the ability to read a conversation and know when to push and when to back off? That's atrophying. And like the old saying goes, if you don’t use it you lose it. Well, the same thing is happening here. Reps seem less capable than before because the system asked them to stop using their seller muscles."}],"markDefs":[],"style":"normal"},{"_key":"4e3ca8b8c8d6","_type":"block","children":[{"_key":"91df0ef4ceff","_type":"span","marks":[],"text":"And the pipeline, when you look closely, has a brittleness that doesn't show up on a dashboard. The deals that close are the ones where someone had a real conversation at some point. The ones that stall are the ones where AI handled everything up to the point where a human was actually required, and then there was no human available who knew the account well enough to step in."}],"markDefs":[],"style":"normal"},{"_key":"5bf025599781","_type":"block","children":[{"_key":"a1825c3ff74c","_type":"span","marks":[],"text":"None of this shows up in the activity metrics. Activity is fine. Great, even. It shows up in win rates, in deal velocity, in the kind of customer relationships that generate expansion revenue and referrals. The lagging indicators. The ones that actually matter, three quarters from now."}],"markDefs":[],"style":"normal"},{"_key":"fdf2d0dfb42c","_type":"block","children":[{"_key":"2503ca10ca3a","_type":"span","marks":[],"text":"What AI is meaningfully good at"}],"markDefs":[],"style":"h2"},{"_key":"013c4fd42547","_type":"block","children":[{"_key":"2c73a995ae0e","_type":"span","marks":[],"text":"Here's what the replacement narrative gets wrong at its core."}],"markDefs":[],"style":"normal"},{"_key":"b62d96858e8c","_type":"block","children":[{"_key":"5d0255f3129a","_type":"span","marks":[],"text":"The argument assumes that what reps do is mostly mechanical. Research an account. Build a list. Send a sequence. Follow up. If AI can do those things, the thinking goes, you don't need as many reps. Maybe you don't need them at all."}],"markDefs":[],"style":"normal"},{"_key":"12294ca1107f","_type":"block","children":[{"_key":"e2e709a88b7d","_type":"span","marks":[],"text":"What that argument misses is that the mechanical work was never the point. It was the tax reps paid to get to the part that actually mattered: the conversation. The relationship. The moment in a discovery call where a rep hears something the buyer didn't quite say and knows exactly how to respond to it."}],"markDefs":[],"style":"normal"},{"_key":"d9f0de6e0fa7","_type":"block","children":[{"_key":"c35adb2ce98d","_type":"span","marks":[],"text":"That part isn't automatable. Not because AI isn't capable enough, but because it requires something AI structurally cannot provide: genuine human presence in a conversation between two people trying to figure out whether they trust each other enough to do business together."}],"markDefs":[],"style":"normal"},{"_key":"434ccb347611","_type":"block","children":[{"_key":"31b60c66f56f","_type":"span","marks":[],"text":"The reps who are thriving in an AI-augmented motion aren't the ones who've been replaced. They're the ones who've been freed. Freed from the research that used to take 40% of their day. Freed from the list building that had nothing to do with selling. Freed from the follow-up coordination that ate their afternoons. What's left, when the mechanical work is handled, is the work that actually requires them."}],"markDefs":[],"style":"normal"},{"_key":"82af5609a7f4","_type":"block","children":[{"_key":"1773ccb9e47b","_type":"span","marks":[],"text":"Here's the part that doesn't make it into the all-hands deck. Some reps were hitting their number because they out-worked the grind, not because they were especially good at the conversation. Once the grind is automated, that's not true anymore. Judgment is the only thing left standing between a rep and their quota. Some reps have it. Some were just very good at looking busy. AI doesn't replace either one. It just stops letting the second group hide behind the first group's workload."}],"markDefs":[],"style":"normal"},{"_key":"06e859a9ea6f","_type":"block","children":[{"_key":"ec9a761495b5","_type":"span","marks":[],"text":"That's the model worth building. Not fewer humans. 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It shows up in specific workflow decisions that determine which kind of GTM motion you're building."}],"markDefs":[],"style":"normal"},{"_key":"e2d7fcac11b4","_type":"block","children":[{"_key":"439c410b672d","_type":"span","marks":[],"text":"In a replacement model, AI handles the outreach and the rep handles the exceptions."}],"markDefs":[],"style":"h3"},{"_key":"d011b0b4c1dd","_type":"block","children":[{"_key":"865d66882dfc","_type":"span","marks":[],"text":"The rep is downstream of the system, cleaning up what the automation couldn't manage."}],"markDefs":[],"style":"normal"},{"_key":"59cecb31e7e8","_type":"block","children":[{"_key":"8e780785a07a","_type":"span","marks":[],"text":"In a leverage model, AI handles the preparation and the rep handles the conversation."}],"markDefs":[],"style":"h3"},{"_key":"a0196f5db3f7","_type":"block","children":[{"_key":"d8a21aee8deb","_type":"span","marks":[],"text":"The rep is upstream of the system, using what the AI surfaced to show up to every interaction already oriented. Already knowing what's happening at the account. Already knowing what changed, who matters, and why now is or isn't the right moment."}],"markDefs":[],"style":"normal"},{"_key":"7f4e9f43b05d","_type":"block","children":[{"_key":"8a5cb472f39c","_type":"span","marks":[],"text":"The output looks similar from the outside. Both models produce outreach. Both models generate pipeline activity. The difference is in what happens when a buyer responds. In the replacement model, the rep who picks up is starting from scratch. In the leverage model, the rep who picks up already knows the account well enough to have a real conversation."}],"markDefs":[],"style":"normal"},{"_key":"d51296b2a9f9","_type":"block","children":[{"_key":"68fca8a6196c","_type":"span","marks":[],"text":"That's the conversation that closes deals. And it requires a human who was prepared well enough to have it."}],"markDefs":[],"style":"normal"},{"_key":"ec4e0ef1f93a","_type":"block","children":[{"_key":"d246e26eaee4","_type":"span","marks":[],"text":"The sales leader's actual job in an AI GTM world"}],"markDefs":[],"style":"h2"},{"_key":"6bf01c8e08c7","_type":"block","children":[{"_key":"76f5184d41ca","_type":"span","marks":[],"text":"If you're a VP of Sales or a CRO being asked to operationalize AI, the pressure is usually framed around efficiency. How do we do more with less? How do we scale without adding headcount? How do we show the board that the AI investment is producing results?"}],"markDefs":[],"style":"normal"},{"_key":"3fa6cd281f07","_type":"block","children":[{"_key":"11459ef427a5","_type":"span","marks":[],"text":"Those are real questions. The problem is that \"do more with less\" is a direction, not a strategy. Pointed at the wrong thing, it produces a leaner team doing lower-quality work at higher volume. Pointed at the right thing, it produces the same team doing meaningfully better work because the system is finally handling everything that was getting in their way."}],"markDefs":[],"style":"normal"},{"_key":"9619dc331eca","_type":"block","children":[{"_key":"97ca84d94c27","_type":"span","marks":[],"text":"The right thing to automate is the mechanical work. The research. The data hygiene. The signal monitoring. The list building. The first-draft personalization. All of it automatable. None of it requiring the judgment, the relationship instinct, or the human presence that makes a sales conversation worth having."}],"markDefs":[],"style":"normal"},{"_key":"56aa8b479589","_type":"block","children":[{"_key":"9533751c7d2b","_type":"span","marks":[],"text":"When AI handles those jobs, the rep gets something back that the modern GTM stack has been slowly taking away: time to actually sell. Time to build the kind of account knowledge that makes a discovery call feel like a conversation instead of a script. Time to follow up not because an automation triggered a task but because they know the account well enough to know this is the right moment."}],"markDefs":[],"style":"normal"},{"_key":"111a91ed262d","_type":"block","children":[{"_key":"de377944d593","_type":"span","marks":[],"text":"That's what AI as leverage produces: a team that operates above the level the old system was forcing them to work at."}],"markDefs":[],"style":"normal"},{"_key":"17f946acf229","_type":"block","children":[{"_key":"6dd7b5595f7b","_type":"span","marks":[],"text":"Why this matters more than it looks like it does"}],"markDefs":[],"style":"h2"},{"_key":"ff967fbe0f21","_type":"block","children":[{"_key":"021ceacf9a00","_type":"span","marks":[],"text":"The companies building leverage models right now are accumulating an advantage that's going to be hard to close in 18 months."}],"markDefs":[],"style":"normal"},{"_key":"df33b1fe67eb","_type":"block","children":[{"_key":"3ed9a53c5c17","_type":"span","marks":[],"text":"It's not a technology advantage. Everyone has access to roughly the same AI tools. It's a human advantage. They have reps who are getting better at selling because the system is doing the mechanical work and leaving them the judgment work. They have relationships with buyers that were built by actual humans who showed up prepared and stayed engaged. They have pipeline that's grounded in real conversations rather than automated sequences that happened to convert."}],"markDefs":[],"style":"normal"},{"_key":"d7d6543c3859","_type":"block","children":[{"_key":"fd2049731854","_type":"span","marks":[],"text":"The companies running replacement models are accumulating a different kind of compound effect. Their reps are getting worse at the things AI can't do, because they're not being asked to do them. Their buyer relationships are thinner, because they were largely handled by a system. Their pipeline is more fragile, because it was built on volume rather than trust."}],"markDefs":[],"style":"normal"},{"_key":"354d5334fc4a","_type":"block","children":[{"_key":"c1feee3fdd04","_type":"span","marks":[],"text":"Neither of these shows up clearly in a quarterly review. Both of them show up clearly in a three-year revenue trajectory."}],"markDefs":[],"style":"normal"},{"_key":"854ecb139c90","_type":"block","children":[{"_key":"b442d8c34729","_type":"span","marks":[],"text":"The sales leaders making the right call right now aren't the ones who figured out how to automate the most. They're the ones who figured out what to automate and what to leave human, and built a system that makes both better."}],"markDefs":[],"style":"normal"},{"_key":"f2c03f5e14a5","_type":"block","children":[{"_key":"36d1cd4a1183","_type":"span","marks":[],"text":"Building the leverage model with Common Room"}],"markDefs":[],"style":"h2"},{"_key":"d4551b42d1a3","_type":"block","children":[{"_key":"55d65200cef4","_type":"span","marks":[],"text":"Common Room is built on a specific belief: AI should increase human capacity, not replace it."}],"markDefs":[],"style":"normal"},{"_key":"2c363a13ac37","_type":"block","children":[{"_key":"a68528c66398","_type":"span","marks":[],"text":"That belief shows up in how the platform is designed. Research agents that surface account and contact context before a rep ever opens a compose window, so the rep starts every conversation already oriented. Personalization agents that do the synthesis work so the rep can do the refinement work. Data hygiene agents that keep the foundation clean so the signals the rep is working from actually reflect reality."}],"markDefs":[],"style":"normal"},{"_key":"f20a465a4c8b","_type":"block","children":[{"_key":"385be8b672d5","_type":"span","marks":[],"text":"What Common Room doesn't do is try to remove the rep from the motion. The rep is the point. The agent stack exists to make the rep better at being the point."}],"markDefs":[],"style":"normal"},{"_key":"8f33e6fda228","_type":"block","children":[{"_key":"19d3c5ca99fc","_type":"span","marks":[],"text":"The result is a team that works the same hours and has meaningfully better conversations. Not because AI is doing the selling. 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Common Room's Slack Bot, and our CLI and MCP integrations solve for this directly, putting signal and account intelligence wherever the work already happens instead of asking reps to go find it. Because intelligence that lives in a separate tab is intelligence that never gets used."}],"markDefs":[],"style":"normal"}],"readingTimeInMinutes":6,"slug":{"current":"intelligence-doesnt-need-a-home-screen"},"isFeatured":null,"hideMainMedia":null,"cardImage":null,"mainVideo":null,"graphic":null,"status":"published","authors":[{"_key":"2c270a2c9c18","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-b997acf4133cbe93ac0bbdee29ac0714d3096b7b-800x800-jpg"}},"name":"Tasha Reasor","title":"CMO"}}],"companies":[],"_rawBody":[{"_key":"d057abbb594f","_type":"block","children":[{"_key":"506201d5ef64","_type":"span","marks":[],"text":"There's a version of AI adoption that looks like a win in the boardroom then dies at the desk."}],"markDefs":[],"style":"normal"},{"_key":"a4da709ff5cd","_type":"block","children":[{"_key":"2f22b34c7057","_type":"span","marks":[],"text":"Here's how it goes. A team builds something real like a prioritized account list, a research brief, or a signal that fires the second the right account hits the right page. The demo is clean. The workflow makes sense. Someone puts it in front of leadership and the slide gets a nod."}],"markDefs":[],"style":"normal"},{"_key":"6aaa1ec75d28","_type":"block","children":[{"_key":"f916345f224b","_type":"span","marks":[],"text":"Then Monday happens. A rep opens Slack, and twelve things are already on fire. But the intelligence the rep needs is sitting in some other tab, or in some other platform, waiting to be leveraged. But the rep does not have the time to look for it, so they do what most people do: they work around it and pull the list themselves, skim LinkedIn real quick, and write that outbound email cold."}],"markDefs":[],"style":"normal"},{"_key":"da057dd60f7c","_type":"block","children":[{"_key":"8a2c72d442f4","_type":"span","marks":[],"text":"Nobody ever announces this, it just happens. Quietly, at every desk…every single day, until the AI workflow that was supposed to transform the team’s capabilities simply becomes another tab nobody opens."}],"markDefs":[],"style":"normal"},{"_key":"8dc587ed41ec","_type":"block","children":[{"_key":"41d3f13428e7","_type":"span","marks":[],"text":"I call it the re-do-by-hand moment, and it’s the real adoption problem. This has nothing to do with whether your intelligence is any good. In fact, it can be excellent. But that doesn’t matter because if it lives somewhere people have to go find it, half the team never will."}],"markDefs":[],"style":"normal"},{"_key":"208c1bd97739","_type":"block","children":[{"_key":"cd6f79cb243c","_type":"span","marks":[],"text":"And the fix isn’t a better dashboard, the fix is deleting the dashboard from the equation entirely. Not redesigning it or adding some widget or scheduling a “let’s revisit our internal tools” meeting…Deleting it."}],"markDefs":[],"style":"normal"},{"_key":"ba935013d305","_type":"block","children":[{"_key":"0c3d0eea4984","_type":"span","marks":["strong"],"text":"Where the work already happens"}],"markDefs":[],"style":"h2"},{"_key":"59dc2b4cfd33","_type":"block","children":[{"_key":"e8160cb3af32","_type":"span","marks":[],"text":"Ask any rep where they spend their day and you'll get an honest answer: Slack, email, a CRM tab that's been open since 8am. Nobody ever says \"my GTM platform.\" Seriously, nobody has ever said that. But that list of tools isn’t permanent, it’s just today’s list. Because where the work happens keeps moving."}],"markDefs":[],"style":"normal"},{"_key":"ddb448bf0b17","_type":"block","children":[{"_key":"4c60ca966f2d","_type":"span","marks":[],"text":"Six months ago half your reps weren’t running their day with the support of an AI assistant. Now they are, and in six more months that list of tools will look different again. So the real question was never \"is it in Slack?\" It's \"does the intelligence show up wherever the work has decided to live this quarter\" because it will keep deciding new places, on its own schedule, without asking marketing for a roadmap slot."}],"markDefs":[],"style":"normal"},{"_key":"60d0613062c8","_type":"block","children":[{"_key":"17deb8d402ce","_type":"span","marks":[],"text":"Intelligence in a separate system means a context switch, and context switches cost something. Make the cost high enough and the day full enough, and the switch just doesn't happen. The intelligence stays put, and the rep moves on without it. That’s why the teams that have meaningfully solved AI adoption have intelligence that shows up anywhere and everywhere the work already happens. 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"},{"_key":"f1b2d67ef3f8","_type":"span","marks":["bf905a87470a"],"text":"They're building it themselves"},{"_key":"f9629c4351a8","_type":"span","marks":[],"text":" on top of whatever infrastructure is good enough to trust because they know their own motion better than any platform does."}],"markDefs":[{"_key":"bf905a87470a","_type":"link","href":"https://www.commonroom.io/customers/atlan/"}],"style":"normal"},{"_key":"ab4ab6cfa2de","_type":"block","children":[{"_key":"cf0262c575c9","_type":"span","marks":[],"text":"These are the people maintaining a GitHub repo full of context. Running enrichment tables that auto-refresh. Wiring signals from five sources into sequences and agent stacks that didn't exist eighteen months ago. The GTM engineers and RevOps builders who already figured out that build-versus-buy was never the real question. 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If your reps are already asking Claude to draft the follow-up or asking ChatGPT to summarize the call, the account context, the signals, the buyer intelligence (all of it) can be right there in that same conversation."}],"markDefs":[{"_key":"3b128c04b196","_type":"link","href":"https://www.commonroom.io/blog/buyer-intelligence-just-went-headless/"}],"style":"normal"},{"_key":"2f118296af87","_type":"block","children":[{"_key":"288e44f8e09f","_type":"span","marks":["strong"],"text":"The adoption problem was never a dashboard problem"}],"markDefs":[],"style":"h2"},{"_key":"4879b08aee97","_type":"block","children":[{"_key":"69ea094ea953","_type":"span","marks":[],"text":"You cannot dashboard your way into adoption. You never could."}],"markDefs":[],"style":"normal"},{"_key":"ed4f4a45a8a5","_type":"block","children":[{"_key":"99e056d85d2f","_type":"span","marks":[],"text":"When AI workflows fail inside a company, it's almost never about how good the intelligence is. It's about where that intelligence lives relative to where the work actually happens, and \"where the work actually happens\" is not a fixed address. It moves. This year it's Slack and Claude. Ask again next year, and you’ll probably get a totally different answer."}],"markDefs":[],"style":"normal"},{"_key":"ecb9fbaec565","_type":"block","children":[{"_key":"41b8c5e504a1","_type":"span","marks":[],"text":"Every step between signal and action is a place the chain can break. Every context switch is a chance for the redo-by-hand moment to win (and unfortunately, it usually does)."}],"markDefs":[],"style":"normal"},{"_key":"dd2d67769057","_type":"block","children":[{"_key":"b0a495c4bdfc","_type":"span","marks":[],"text":"Common Room’s Slack Bot, CLI, and MCP integrations aren't three separate features that happened to ship in the same quarter. They're the same architectural decision, worn three different ways: intelligence shouldn't have a home screen. It shouldn't have an address at all. 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It used to be Outreach, it used to be Apollo, it used to be whatever. Those don't work anymore. Now it's who can visualize their accounts most effectively.\""}],"markDefs":[],"style":"normal"}],"isFeatured":null,"authors":[{"_key":"aa56fd8d69f5","author":{"image":{"crop":null,"hotspot":null,"asset":{"_id":"image-e1529f59a3d0df1238bd13c80a28b26826817dea-200x200-jpg"}},"name":"Jake Biskar","url":null,"linkedin":null,"twitter":null,"title":"Pipeline Operations","_rawBio":null,"status":null,"isFeatured":null,"companies":[]}}],"companies":[],"url":null,"headline":null,"categories":[]},"company":{"_type":"company","_createdAt":"2026-05-14T16:40:41Z","id":"-b40a5e9b-efde-54cc-a2af-9448cabc0e13","_id":"c6691c6c-4c7e-4dbf-8e44-0ce8584872e1","categories":[],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-4300bdf4e367a13c996301070e43684cd2bf3802-202x200-png","altText":null,"extension":"png","metadata":{"hasAlpha":true,"dimensions":{"height":200,"width":202,"aspectRatio":1.01}}}},"title":"Atlan","_rawExcerpt":null,"status":"published","slug":{"current":"atlan"}},"statistics":[],"integrations":[],"_rawBody":[{"_key":"b92ecc5c6290","_type":"anchor","label":"Summary"},{"_key":"098689c59134","_type":"infoBox","body":[{"_key":"112314f45d1b","_type":"block","children":[{"_key":"64332824930f","_type":"span","marks":[],"text":"Jake Biskar is a former seller turned GTM champion at "},{"_key":"e09fe02bb9c6","_type":"span","marks":["4b2f9749e741"],"text":"Atlan"},{"_key":"0979db082279","_type":"span","marks":[],"text":", a data catalog company selling to some of the most technical buyers in enterprise. He bought 50 Common Room licenses. He now has 100 users. And he built a Chrome extension on top of the platform because the context layer that turns signals into rep action didn't exist yet, and he wasn't going to wait for someone to build it for him. This is a story about what the build versus buy debate actually looks like when someone gets it right."}],"markDefs":[{"_key":"4b2f9749e741","_type":"link","href":"https://atlan.com/"}],"style":"normal"},{"_key":"2fe93961c901","_type":"block","children":[{"_key":"f53f0ab59d19","_type":"span","marks":[],"text":"Atlan used Common Room's contact prioritization and AI-readiness scoring to immediately change how reps identify and rank accounts. Jake called it best-in-class from day one."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"b152565677dc","_type":"block","children":[{"_key":"61424daf1075","_type":"span","marks":[],"text":"The gap wasn't data. It was the context layer: the thing that takes a stack of signals and tells a rep exactly why an account is worth calling and what to say when they do."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"bd14aaa3faeb","_type":"block","children":[{"_key":"fe586280fa38","_type":"span","marks":[],"text":"Jake built a Chrome extension on top of Common Room that pulls in signal data, Spark summaries, and a GitHub repository of markdown files to generate personalized outreach sequences directly to Gmail."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"f50db96435f9","_type":"block","children":[{"_key":"4b9042c0d662","_type":"span","marks":[],"text":"He went from 50 licenses to 100 users without buying a single additional seat—BDRs wanted in, then CSMs, then leadership, all because finding the right person at the right account had been so painful without it."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"}],"header":"TL;DR","style":"info"},{"_key":"60dc2133eced","_type":"anchor","label":"The job nobody had a title for yet"},{"_key":"161d97e6fd31","_type":"block","children":[{"_key":"474f46ba7b75","_type":"span","marks":["strong"],"text":"The job nobody had a title for yet"}],"markDefs":[],"style":"h2"},{"_key":"e71b05d8ec0e","_type":"block","children":[{"_key":"27bda5bff0cb","_type":"span","marks":[],"text":"Atlan is a data catalog platform. the kind of product that sits at the center of how enterprise data teams understand, govern, and activate their data. It's a technically sophisticated product selling to technically sophisticated buyers. Data engineers, platform leads, heads of data. People who will see through a generic pitch immediately and respond to one that shows you understand what they're actually building."}],"markDefs":[],"style":"normal"},{"_key":"1b51aff52370","_type":"block","children":[{"_key":"36532da2a956","_type":"span","marks":[],"text":"Jake Biskar's job is to make sure Atlan's AEs and BDRs can have that conversation. His title is Pipeline Operations. His actual role is something the industry has only recently found a name for: GTM engineer."}],"markDefs":[],"style":"normal"},{"_key":"52478dd747f2","_type":"block","children":[{"_key":"c6db325e2dea","_type":"span","marks":[],"text":"He started as a seller. Evolved into sales ops. And then watched the tooling evolve alongside him—Snowflake, MCP servers, Claude—until the job stopped looking like ops and started looking like engineering. He does the plumbing and the strategy, often in the same afternoon. From his perspective, you have to get the operations foundation right first, then you earn the right to build on top of it."}],"markDefs":[],"style":"normal"},{"_key":"4f2e44f8b62b","_type":"block","children":[{"_key":"70f93f21841c","_type":"span","marks":[],"text":"\"There's all this mundane janitorial stuff, but at the same time, there's all this more complex work that you wouldn't realize you need to fix if you're not in the weeds consistently. Trying to balance those two things is a challenge. But that's the job.\" — "},{"_key":"f6d57d1542f2","_type":"span","marks":["strong"],"text":"Jake Biskar, Atlan"}],"markDefs":[],"style":"blockquote"},{"_key":"bb508e53ddb5","_type":"block","children":[{"_key":"f054b6f40067","_type":"span","marks":[],"text":"Before Common Room, Jake was the system. He'd manually surface the intelligence, synthesize it, and route it to reps through Slack. It worked because Jake is exceptionally good at what he does. It didn't scale because nothing that depends entirely on one person ever does. What he needed wasn't more data. He needed a foundation that could hold the weight of what he was trying to build."}],"markDefs":[],"style":"normal"},{"_key":"40aa26c88690","_type":"block","children":[{"_key":"b224ccac0793","_type":"span","marks":[],"text":"Today, he only has one other person on his team, yet he manages a stack that would take most RevOps teams far more headcount to maintain."}],"markDefs":[],"style":"normal"},{"_key":"35af8733eed7","_type":"anchor","label":"What Common Room got right immediately"},{"_key":"2ba2efc70dfe","_type":"block","children":[{"_key":"51c62e240093","_type":"span","marks":["strong"],"text":"What Common Room got right immediately"}],"markDefs":[],"style":"h2"},{"_key":"26a4a06b1cc6","_type":"block","children":[{"_key":"0c0b340ebae1","_type":"span","marks":[],"text":"When Jake brought Common Room into the stack, two things landed fast."}],"markDefs":[],"style":"normal"},{"_key":"18506bd25a5e","_type":"block","children":[{"_key":"a4331635e8ef","_type":"span","marks":["strong"],"text":"The first was contact prioritization."},{"_key":"dca4f4a3fe55","_type":"span","marks":[],"text":" Atlan sells to technical buyers across large enterprise accounts; accounts with hundreds of contacts, most of whom are irrelevant to the conversation Atlan wants to have. Common Room's scoring surfaced the right people at the top. AI leaders, platform engineers, heads of data. Not through a static filter that someone configured once and forgot about. Through a live, continuously updated ranking that changed what the team looked at first every time they opened an account."}],"markDefs":[],"style":"normal"},{"_key":"83c6b57ed864","_type":"block","children":[{"_key":"f3886091b5de","_type":"span","marks":[],"text":"The problem it solved was more acute than it sounds. Before Common Room, reps would navigate to Salesforce, pull up a contact view, and give up. The same thing happened in Outreach. The data was there but finding the right person at the right account was painful enough that the team couldn't be held accountable for basic follow-up tasks on inbound leads. Rep adoption of any contact-level workflow was broken before it started."}],"markDefs":[],"style":"normal"},{"_key":"612536ef7006","_type":"block","children":[{"_key":"e9e119f22f37","_type":"span","marks":[],"text":"\"I love the scoring that you guys do. ‘MasterCard has 244 people in here,’ I refreshed the page and all of a sudden the AI leaders are showing up at the top. That changed the day-to-day for our team immediately.\" "},{"_key":"b460c8f249c7","_type":"span","marks":["strong"],"text":"— "},{"_key":"1f1281fe711f","_type":"span","marks":[],"text":"Jake Biskar, Atlan"}],"markDefs":[],"style":"blockquote"},{"_key":"146d7f29a582","_type":"block","children":[{"_key":"3dd1d431f18e","_type":"span","marks":["strong"],"text":"The second was AI-readiness scoring."},{"_key":"c760838d8dad","_type":"span","marks":[],"text":" Atlan's ICP isn't defined by company size alone. It's defined by how ready a company is to actually use what Atlan sells. Are they investing in AI infrastructure? Are they hiring the right roles? Are they building the kind of data foundation that makes a data catalog worth buying? Jake built an AI-readiness score that answers those questions at the account level, and Common Room is where it surfaces for the team."}],"markDefs":[],"style":"normal"},{"_key":"bb388e7c68d0","_type":"block","children":[{"_key":"22fc39291ddf","_type":"span","marks":[],"text":"The platform earned its way into parts of the organization Jake hadn't targeted—and the expansion wasn't passive. He'd set out to support the full-cycle AEs and remove every barrier between signal and send. When reps started finding the right person at the right account without the usual pain, word spread fast. BDRs wanted licenses. CSMs wanted licenses. Leadership wanted licenses. Supporting fifty sellers evolved into every customer-facing person at Atlan wanting access. The reason, Jake says, is simple: aggregating signals across systems is genuinely painful without a platform built to do it. Once people saw what it felt like when that pain went away, they didn't want to go back."}],"markDefs":[],"style":"normal"},{"_key":"e05835b5a051","_type":"block","children":[{"_key":"58246652bb4c","_type":"span","marks":[],"text":"But there was still a gap. And it was the gap that mattered most."}],"markDefs":[],"style":"normal"},{"_key":"0bb7ad914b66","_type":"externalVideo","file":{"_type":"file","asset":{"_id":"file-4985f22c528849fd0a83f8794abecbfa421a7f1c-webm","_type":"sanity.fileAsset","_rev":"uiE5F13cTFeV0ltho7m4xY","_createdAt":"2026-04-29T23:37:46Z","_updatedAt":"2026-07-10T18:11:13Z","altText":null,"assetId":"4985f22c528849fd0a83f8794abecbfa421a7f1c","creditLine":null,"description":null,"extension":"webm","mimeType":"video/webm","opt":{"media":{"tags":null}},"originalFilename":"Common-Room-Scoring.webm","path":"files/vt347z5x/production/4985f22c528849fd0a83f8794abecbfa421a7f1c.webm","sha1hash":"4985f22c528849fd0a83f8794abecbfa421a7f1c","size":766502,"title":null,"uploadId":"2FhHKvj0K9PFQ6WTQoOVIBxiCQEzauaR","url":"https://cdn.sanity.io/files/vt347z5x/production/4985f22c528849fd0a83f8794abecbfa421a7f1c.webm","filename":"Common-Room-Scoring.webm","placeholderUrl":null,"id":"file-4985f22c528849fd0a83f8794abecbfa421a7f1c-webm","children":[],"parent":null}}},{"_key":"64b9c2653d20","_type":"anchor","label":"The problem with signals nobody acts on"},{"_key":"49899d864af1","_type":"block","children":[{"_key":"80f0b3ab1953","_type":"span","marks":["strong"],"text":"The problem with signals nobody acts on"}],"markDefs":[],"style":"h3"},{"_key":"794b42f0d805","_type":"block","children":[{"_key":"f78d9c7f8612","_type":"span","marks":[],"text":"The signals were good. Jake knew that. The team knew that. Nobody was questioning whether Common Room's data was accurate or whether the accounts it surfaced were real."}],"markDefs":[],"style":"normal"},{"_key":"023dfb1e70cb","_type":"block","children":[{"_key":"9acc1c1644f3","_type":"span","marks":[],"text":"The problem was what happened next."}],"markDefs":[],"style":"normal"},{"_key":"7e53b7b86046","_type":"block","children":[{"_key":"0d74321a5ca5","_type":"span","marks":[],"text":"AEs saw the signal. Understood it was meaningful. And still didn't act. Not because they didn't trust the platform. Because a signal is not the same thing as a reason to call. Knowing that a company visited the docs last Tuesday is information. Knowing that the same company is hiring three platform engineers, that their current stack doesn't include a data catalog, and that two contacts at the director level have been active on the site in the last two weeks: that's a story. That's something a rep can walk into a conversation with."}],"markDefs":[],"style":"normal"},{"_key":"1c68a55b89e3","_type":"block","children":[{"_key":"93aa0568e776","_type":"span","marks":[],"text":"\"People want to disqualify signals, because if they qualify a signal, that means they have to go take action on it. The question isn't whether they trust the data. It's how do you coerce them to pull the thread? How do you stack signals and build a story on why an account is worth their time?\" "},{"_key":"5e878467127b","_type":"span","marks":["strong"],"text":"— Jake Biskar, Atlan"}],"markDefs":[],"style":"blockquote"},{"_key":"cd6d531fa078","_type":"block","children":[{"_key":"e11433c2adc6","_type":"span","marks":[],"text":"Jake tried Common Room's Spark Brief. Spark Brief gave him the right starting point, but Atlan's motion required a level of proprietary context no out-of-the-box summary could carry: the persona definitions, the signal stack-ranking, the value props mapped to each buyer type, the messaging tone, the most current assets from the marketing team."}],"markDefs":[],"style":"normal"},{"_key":"53c6ed086d70","_type":"block","children":[{"_key":"1797b32b3d24","_type":"span","marks":[],"text":"For most teams, that's where the story ends. They file a product request and wait."}],"markDefs":[],"style":"normal"},{"_key":"fe04c6923f1e","_type":"block","children":[{"_key":"9cd5a3e72967","_type":"span","marks":[],"text":"But Jake built the next layer himself."}],"markDefs":[],"style":"normal"},{"_key":"c9a21624ddb8","_type":"externalVideo","file":{"_type":"file","asset":{"_id":"file-5ef24ebf8b4e8b4e47be3987c3a62035004213cf-webm","_type":"sanity.fileAsset","_rev":"Zpnuu3FYqMqfoOM9pO6Lxh","_createdAt":"2026-04-29T23:37:24Z","_updatedAt":"2026-04-29T23:37:24Z","assetId":"5ef24ebf8b4e8b4e47be3987c3a62035004213cf","extension":"webm","mimeType":"video/webm","originalFilename":"Roomie-AI-03.webm","path":"files/vt347z5x/production/5ef24ebf8b4e8b4e47be3987c3a62035004213cf.webm","sha1hash":"5ef24ebf8b4e8b4e47be3987c3a62035004213cf","size":1734589,"uploadId":"VVVK7vo6hFmJdYXfuUnDfmBMDOk8gqP2","url":"https://cdn.sanity.io/files/vt347z5x/production/5ef24ebf8b4e8b4e47be3987c3a62035004213cf.webm","filename":"Roomie-AI-03.webm","placeholderUrl":null,"id":"file-5ef24ebf8b4e8b4e47be3987c3a62035004213cf-webm","children":[],"parent":null}}},{"_key":"00761b4a6b8a","_type":"anchor","label":"The build that made the buy worth it"},{"_key":"d35a6dcd6cad","_type":"block","children":[{"_key":"52865e2aaf44","_type":"span","marks":["strong"],"text":"The build that made the buy worth it"}],"markDefs":[],"style":"h2"},{"_key":"2a66e3b4fce1","_type":"block","children":[{"_key":"402b138674f4","_type":"span","marks":[],"text":"The Chrome extension Jake built sits directly on top of Common Room. It's not a replacement, but rather an extension of what the platform already does, pulling in the signal data and Spark summaries that Common Room generates and combining them with a layer of proprietary context that lives in a GitHub repository his team maintains."}],"markDefs":[],"style":"normal"},{"_key":"1bb0ad8c3cb1","_type":"block","children":[{"_key":"ffb4357c3f33","_type":"span","marks":[],"text":"That repository is the context layer the industry hasn't figured out how to standardize yet. It contains markdown files that define Atlan's personas in detail, map value props to each buyer type, specify messaging tone, stack-rank which signals matter most and why, and pull in the latest assets from the marketing team's own GitHub. When a rep opens the extension on a contact, all of that context collapses into a single, actionable brief, and then generates a personalized LinkedIn connect or email sequence, drafted directly to Gmail to avoid the deliverability issues that come with API-based sending."}],"markDefs":[],"style":"normal"},{"_key":"ca9b25f8bd33","_type":"block","children":[{"_key":"349f6b00359f","_type":"span","marks":[],"text":"The distinction Jake draws is important. He didn't build this because Common Room failed. He built it because Common Room gave him a foundation solid enough to build on. The contact data, the scoring, the signal aggregation, the Spark summaries, those are things he would never build himself, because Common Room does them better than he could."}],"markDefs":[],"style":"normal"},{"_key":"f7ffafb7c923","_type":"block","children":[{"_key":"19089f2e7fc0","_type":"span","marks":[],"text":"\"We would never build a UI for our contact database. We'd never try to summarize everything a contact has done. We'd have to pull in all these tasks and events, and you guys seem to be doing that really, really well. So it's not worth it to us to do that. But the messaging layer? We know the tone, we know the most up-to-date assets, we know the personas. That part is worth building, because we know it better than any vendor could.\" "},{"_key":"d313bf973bcb","_type":"span","marks":["strong"],"text":"— Jake Biskar, Atlan"}],"markDefs":[],"style":"blockquote"},{"_key":"e9db1380316b","_type":"block","children":[{"_key":"c803f92a2829","_type":"span","marks":[],"text":"That quote is worth sitting with for a moment. Because it’s more than a clever workaround, it’s a philosophy."}],"markDefs":[],"style":"normal"},{"_key":"cbac5b25b521","_type":"block","children":[{"_key":"cf6835db155f","_type":"span","marks":[],"text":"The real answer isn't \"don't build.\" Jake built his own contact database. He built his own scoring model. He thinks that's worth doing because building it forces you to understand your own motion deeply enough to know what actually matters. The thing not worth building is the UI that surfaces it all and the connectivity layer that holds it together. That's what Common Room does."}],"markDefs":[],"style":"normal"},{"_key":"ffd4f9f6b220","_type":"block","children":[{"_key":"2ad211320d45","_type":"span","marks":[],"text":"Don't build the interface. Don't build the system that connects everything. Buy that. Then build the context on top of it that only you could build. That's the distinction, and it's the one most teams miss."}],"markDefs":[],"style":"normal"},{"_key":"8554010e7949","_type":"block","children":[{"_key":"747f91678816","_type":"span","marks":[],"text":"Reps who used to open an account and start from scratch—tabbing between LinkedIn, the CRM, and whatever research they'd done themselves—now open the extension and have everything in one place: who matters at the account, what they've been looking at, and a draft message that already knows what to say. The time between signal and outreach collapsed. The quality of the first touch went up. And for the first time, reps were asking for access to the tool rather than being asked to use it."}],"markDefs":[],"style":"normal"},{"_key":"0e7795b4e240","_type":"block","children":[{"_key":"eeb572269c3b","_type":"span","marks":[],"text":"Common Room is the foundation, and for Atlan, the Chrome extension was the last mile. Neither works without the other. And the results showed up fast."}],"markDefs":[],"style":"normal"},{"_key":"6f0a0fadbbfa","_type":"anchor","label":"What the orchestration layer looks like now"},{"_key":"cff9e2b49d0f","_type":"block","children":[{"_key":"d0be0150e76c","_type":"span","marks":["strong"],"text":"What the orchestration layer looks like now"}],"markDefs":[],"style":"h3"},{"_key":"65784b41e334","_type":"block","children":[{"_key":"ffcf64974de9","_type":"span","marks":[],"text":"Jake has a view on where GTM infrastructure is headed."}],"markDefs":[],"style":"normal"},{"_key":"5dbc401c56a9","_type":"block","children":[{"_key":"ba621ee96ab9","_type":"span","marks":[],"text":"The question GTM used to answer was educational: here's a problem, here's how we solve it, here's why you should care. The question it has to answer now is contextual: here's what we're seeing in your business right now, here's what we think you'll feel in six months, here's whether our approach matches your vision. Enabling that message requires knowing who the account is, what's happening inside it, and why now—pulled together fast enough to be useful. That's a different kind of intelligence than intent data alone. It's intent data plus agentic research plus a system that can surface it before the window closes."}],"markDefs":[],"style":"normal"},{"_key":"0b010aada033","_type":"block","children":[{"_key":"2239ba734e76","_type":"span","marks":[],"text":"The old orchestration layer—Outreach, Apollo, the traditional SEP stack—was built for a world where volume was the strategy. More sequences. More touchpoints. More activity. That world is over. Buyers are saturated. Generic outreach doesn't get responses. Activity doesn't equal pipeline."}],"markDefs":[],"style":"normal"},{"_key":"7780e15e80a1","_type":"block","children":[{"_key":"a485b8e31409","_type":"span","marks":[],"text":"What replaces it isn't a better version of the same thing. It's a different question entirely: who can visualize their accounts most effectively? Who can look at an account and immediately understand what's happening, who matters, what's changed, and what to do about it?"}],"markDefs":[],"style":"normal"},{"_key":"a8134ad92e76","_type":"block","children":[{"_key":"944881808576","_type":"span","marks":[],"text":"\"Common Room is in this really unique spot where there is no orchestration layer anymore. It used to be Outreach, it used to be Apollo, it used to be whatever. Those don't work anymore. Now it's who can visualize their accounts most effectively.\" "},{"_key":"046a2bdcd242","_type":"span","marks":["strong"],"text":"— Jake Biskar, Atlan"}],"markDefs":[],"style":"blockquote"},{"_key":"2e58f5aff5a1","_type":"block","children":[{"_key":"a08eff06f734","_type":"span","marks":[],"text":"Jake's Chrome extension is his answer to that question, because it’s built for Atlan's specific motion, on top of Common Room's specific foundation. Every team, he suspects, is going to have to build something like it. Every team is going to have to maintain a GitHub repository that gives their AI context. Every team is going to have to figure out what their context layer looks like."}],"markDefs":[],"style":"normal"},{"_key":"526e00b6486b","_type":"block","children":[{"_key":"b4ecdadcb393","_type":"span","marks":[],"text":"And the teams that figure it out the fastest will share one thing in common: they’ll know what to buy and what to build. Buy the connectivity layer, buy the UI that surfaces it all, and buy the system that holds it together, then build the context on top of it that only you could build."}],"markDefs":[],"style":"normal"},{"_key":"1275ad782472","_type":"block","children":[{"_key":"cdf4d5da142a","_type":"span","marks":[],"text":"Jake figured that out. He went from 50 licenses to 100 users. He built a Chrome extension that his AEs actually use. 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As AI coding agents reshape how software gets built, Northflank provides the infrastructure to safely deploy and operate those applications at scale, whether on managed cloud or inside a customer's own environment."}],"markDefs":[{"_key":"3c00cf6c0d25","_type":"link","href":"https://northflank.com/","openTab":true}],"style":"normal"},{"_key":"8ba15c675363","_type":"block","children":[{"_key":"5b00ea03c110","_type":"span","marks":[],"text":"When their inbound traffic grew 20x in 18 months, they needed a GTM motion built on signals they could actually trust. A competitor promised the full package: modern UI, built-in outreach, signal to action in one tool. What they got was mismatched personas, uninterpretable intent scores, and data that didn't add up. 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Engineers sign up, deploy their apps, and often spend months in the product before they ever talk to anyone on the sales side. It's the dream for a "},{"_key":"be064180e98f","_type":"span","marks":["134b79a2ce58"],"text":"PLG company"},{"_key":"d240311a6480","_type":"span","marks":[],"text":": low friction, high intent, product as the proof."}],"markDefs":[{"_key":"134b79a2ce58","_type":"link","href":"https://www.commonroom.io/product/product-led-sales/","openTab":true}],"style":"normal"},{"_key":"5fef2406e6f3","_type":"block","children":[{"_key":"228bde61e3ca","_type":"span","marks":[],"text":"What it's not is simple to operate from a go-to-market standpoint."}],"markDefs":[],"style":"normal"},{"_key":"8ba2ced1e568","_type":"block","children":[{"_key":"a53f8f34be81","_type":"span","marks":[],"text":"Cristina Bunea joined Northflank about a year and a half ago as the person responsible for marketing and growth. 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Common Room helps us break through the noise and easily contextualize all these leads to understand who to actually engage with.\" "},{"_key":"44ff03805052","_type":"span","marks":[],"text":"— "},{"_key":"70876f734f4a","_type":"span","marks":["strong"],"text":"James Liu,"},{"_key":"8090d40d8720","_type":"span","marks":[],"text":" Director of Sales Development, Jasper AI"}],"markDefs":[],"style":"blockquote"},{"_key":"7b7a472fe2fc","_type":"block","children":[{"_key":"8f57b8ba2966","_type":"span","marks":["strong"],"text":"Four specific gaps were driving the breakdown:"}],"markDefs":[],"style":"h3"},{"_key":"0af5a4a9bd16","_type":"block","children":[{"_key":"c664e1896b18","_type":"span","marks":["strong"],"text":"Signal-to-noise across motions:"},{"_key":"31eb188cf746","_type":"span","marks":[],"text":" Inbound included a mix of self-serve users, enterprise buyers, partners, and existing customers. 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The team needed to stack signals across people and channels before making prioritization decisions."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"b5ecb2786f28","_type":"block","children":[{"_key":"d3003ddb383e","_type":"span","marks":["strong"],"text":"Prioritization was nearly impossible at scale:"},{"_key":"6193d0164dad","_type":"span","marks":[],"text":" In a broad market where any company with a marketing function could be a fit, reps needed a clear, daily answer to \"what should I do today, and why?\""}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"47bab560afb5","_type":"block","children":[{"_key":"19734118b841","_type":"span","marks":["strong"],"text":"Fragmented tools created fragmented intelligence:"},{"_key":"6c5eb901f179","_type":"span","marks":[],"text":" Point solutions like ZoomInfo and 6Sense left reps toggling between systems and still missing the full narrative of what was happening inside a target account."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"b22dd81b5f51","_type":"anchor","label":"The Solution"},{"_key":"74495b595f4d","_type":"block","children":[{"_key":"156c2b6b1243","_type":"span","marks":["strong"],"text":"The solution: Why Common Room?"}],"markDefs":[],"style":"h2"},{"_key":"35496e83547e","_type":"block","children":[{"_key":"3bb8355b78e2","_type":"span","marks":[],"text":"Jasper chose Common Room to consolidate first-, second-, and third-party signals into a single, actionable view. 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"}],"markDefs":[{"_key":"d1e4e980aa24","_type":"link","href":"/product/lead-scoring/","openTab":true}],"style":"normal"},{"_key":"5f27db8d0705","_type":"block","children":[{"_key":"ec33d29515ee","_type":"span","marks":[],"text":"Reps get spoon-fed plays based on accounts with recent funding, companies hiring for marketing leadership or AI roles, and accounts showing meaningful engagement spikes. 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They drift. And when the data underneath stops reflecting reality, every workflow built on top of it becomes less reliable."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"973c92a270a2","_type":"block","children":[{"_key":"5963f64d9ee0","_type":"span","marks":[],"text":"DataAgent continuously surfaces what’s broken without requiring teams to define rules or run manual audits, so revenue teams can trust the system they’re executing from."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"6d10a06e3485","_type":"block","children":[{"_key":"7eef7e4130bd","_type":"span","marks":[],"text":"Incident.io drove "},{"_key":"e9ed94a26c2e","_type":"span","marks":["strong"],"text":"account duplicates from ~3% down to 0.8%"},{"_key":"fa8535978668","_type":"span","marks":[],"text":" across more than 140,000 accounts, with new duplicates caught and resolved on a rolling basis."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"dae7a661f9e8","_type":"block","children":[{"_key":"e084abdc7ff4","_type":"span","marks":["strong"],"text":"3,700 of 19,000 “Unknown Company” contacts"},{"_key":"911631917a59","_type":"span","marks":[],"text":" were matched to real accounts, recovering leads from significant target companies that had been silently lost in routing."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4fd7e2fd7f44","_type":"block","children":[{"_key":"cf377200643f","_type":"span","marks":[],"text":"Cleanup that previously took "},{"_key":"548b8171f74a","_type":"span","marks":["strong"],"text":"days or weeks"},{"_key":"b36b277d53cf","_type":"span","marks":[],"text":" now takes "},{"_key":"be71ab6a4398","_type":"span","marks":["strong"],"text":"minutes"},{"_key":"3a81571b87e5","_type":"span","marks":[],"text":" — with no dedicated headcount required to run it."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"}],"header":"TL;DR","style":"info"},{"_key":"2efff7077afa","_type":"anchor","label":"The Challenge"},{"_key":"c25921875544","_type":"block","children":[{"_key":"d03ee102bf38","_type":"span","marks":["strong"],"text":"The challenge: when bad data becomes a business blocker"}],"markDefs":[],"style":"h2"},{"_key":"9290fd016570","_type":"block","children":[{"_key":"36e8bd6907df","_type":"span","marks":[],"text":"Most teams don’t have a data problem. 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I can go and literally tell you, ‘This is the one thing that is important to me, assign more points to this specific action within the things.’”"}],"markDefs":[],"style":"blockquote"},{"_key":"1a2aa917cc50","_type":"playbookReference","playbook":{"_id":"d14860a3-c2df-4eef-962c-5d58c6155f98","_type":"playbook","_rev":"3AHjQWU8UUPPySuswtEEP4","_createdAt":"2024-05-10T18:48:10Z","_updatedAt":"2024-09-13T16:06:44Z","body":[{"_key":"3143d2bd0992","_type":"block","children":[{"_key":"8633c566c0ac0","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"ec9c2ffbe83b","_type":"anchor","label":"Getting started"},{"_key":"a0ba86660875","_type":"block","children":[{"_key":"2b74c5d08948","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"28d4325b5d11","_type":"block","children":[{"_key":"d242bd0ddeff0","_type":"span","marks":[],"text":"Most lead and account scores miss out on key buying signals."}],"markDefs":[],"style":"normal"},{"_key":"321b8ca18c8a","_type":"block","children":[{"_key":"15b473ca24f60","_type":"span","marks":[],"text":"Even worse, they leave sales reps in the dark about why an opportunity is “good” or “bad” in the first place 🕯️"}],"markDefs":[],"style":"normal"},{"_key":"42f40ee612dc","_type":"block","children":[{"_key":"b9b63828bbfb0","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to build a better scoring system and empower reps to reach out with full context."}],"markDefs":[],"style":"normal"},{"_key":"009fceb1a309","_type":"block","children":[{"_key":"954abca7f9a20","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"e6c4454fe19a","_type":"infoBox","body":[{"_key":"c5d114cb40f5","_type":"block","children":[{"_key":"2810218ef332","_type":"span","marks":[],"text":"This is how we’ll create lead and account scores. 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"},{"_key":"91fec67aba823","_type":"span","marks":["0e025a543888"],"text":"Sign up for free"},{"_key":"91fec67aba824","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"0e025a543888","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"callout"},{"_key":"2c87ed2cc836","_type":"block","children":[{"_key":"70d2164614ab0","_type":"span","marks":[],"text":"🧰 "},{"_key":"70d2164614ab1","_type":"span","marks":["strong"],"text":"CRM\n"},{"_key":"95b346beeaf50","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. "},{"_key":"95b346beeaf51","_type":"span","marks":["8ad0b7275e0d"],"text":"Check out our full interactive guide"},{"_key":"95b346beeaf52","_type":"span","marks":[],"text":" for step-by-step directions on how to map your Salesforce data to Common Room and see our "},{"_key":"95b346beeaf53","_type":"span","marks":["72e39f951af6"],"text":"integration docs"},{"_key":"95b346beeaf54","_type":"span","marks":[],"text":" for other CRM options."}],"markDefs":[{"_key":"8ad0b7275e0d","_type":"link","href":"https://app.arcade.software/share/lY7OWgwVNn5oLydRjICI"},{"_key":"72e39f951af6","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"}],"style":"callout"},{"_key":"a3342b00a36c","_type":"block","children":[{"_key":"e06460c6fee10","_type":"span","marks":[],"text":"🧰 "},{"_key":"e06460c6fee11","_type":"span","marks":["strong"],"text":"Digital channels\n"},{"_key":"7e9eb8e680c10","_type":"span","marks":[],"text":"We’ll use "},{"_key":"7e9eb8e680c11","_type":"span","marks":["740db20aa078"],"text":"LinkedIn"},{"_key":"7e9eb8e680c12","_type":"span","marks":[],"text":" and "},{"_key":"7e9eb8e680c13","_type":"span","marks":["b424518324ab"],"text":"X (formerly Twitter)"},{"_key":"7e9eb8e680c14","_type":"span","marks":[],"text":" in this example. Check out our "},{"_key":"7e9eb8e680c15","_type":"span","marks":["af1ea672fd6a"],"text":"integrations docs"},{"_key":"7e9eb8e680c16","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"740db20aa078","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"b424518324ab","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"af1ea672fd6a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"9db08c3a526a","_type":"anchor","label":"Step 1: Create segment"},{"_key":"f5ef8cc6ebfa","_type":"block","children":[{"_key":"98b32f0b05950","_type":"span","marks":[],"text":"Step 1: Create segment"}],"markDefs":[],"style":"h3"},{"_key":"e10dad74613f","_type":"block","children":[{"_key":"e5765ff175150","_type":"span","marks":[],"text":"Let’s say we’re looking for a way to get a conversation started with an economic buyer at one of our owned accounts."}],"markDefs":[],"style":"normal"},{"_key":"7dc86090afad","_type":"block","children":[{"_key":"084225a6c5b10","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"084225a6c5b11","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"084225a6c5b12","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"833dcd06f8e6","_type":"mainImage","asset":{"_ref":"image-6f4a2fe9b89d049d95761da71d2ebd0f310c72c5-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"42b095d47b44","_type":"block","children":[{"_key":"01cf3839070f0","_type":"span","marks":[],"text":"🔦 "},{"_key":"01cf3839070f1","_type":"span","marks":["strong"],"text":"Product spotlight: Segments\n"},{"_key":"cf262073a5880","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cf262073a5881","_type":"span","marks":["603047ab579e"],"text":"segments"},{"_key":"cf262073a5882","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to dedicated lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"603047ab579e","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"69ec0f3a4645","_type":"block","children":[{"_key":"17b5c602e5fa0","_type":"span","marks":[],"text":"If the segment doesn’t already exist, we’d click "},{"_key":"17b5c602e5fa1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"17b5c602e5fa2","_type":"span","marks":[],"text":" and create one for accounts that are owned by us in Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"77af2b967962","_type":"mainImage","asset":{"_ref":"image-8f7153610ad9a448a206cd4cc5e3d1c6edbd3259-964x392-png","_type":"reference"},"caption":"Select Create new segment for organizations"},{"_key":"fcb96c791b12","_type":"block","children":[{"_key":"cdad4e5efbd90","_type":"span","marks":[],"text":"All we have to do is set the criteria for who gets added to this segment by filtering for the appropriate Salesforce field."}],"markDefs":[],"style":"normal"},{"_key":"eebf91d13ea8","_type":"mainImage","asset":{"_ref":"image-d9ea196bb4e4e319d746e6f78a612803f615d0c9-2576x1400-png","_type":"reference"},"caption":"Select Salesforce field"},{"_key":"48e3c005ea8d","_type":"block","children":[{"_key":"d06503a7a31e0","_type":"span","marks":[],"text":"🔦 "},{"_key":"d06503a7a31e1","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"d1a9f3de5d2e0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"d1a9f3de5d2e1","_type":"span","marks":["a924b3aea9ed"],"text":"filters"},{"_key":"d1a9f3de5d2e2","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"a924b3aea9ed","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"2927ca11d8a9","_type":"block","children":[{"_key":"7e61d5fcc4230","_type":"span","marks":[],"text":"Once that’s done, any organization that is active across our digital channels and related to an account owned by us in Salesforce will automatically be added to this segment 🙌"}],"markDefs":[],"style":"normal"},{"_key":"d4468a8eeb85","_type":"anchor","label":"Step 2: Filter segment activity"},{"_key":"f87016bda6ee","_type":"block","children":[{"_key":"9ea195d303c80","_type":"span","marks":[],"text":"Step 2: Filter segment activity"}],"markDefs":[],"style":"h3"},{"_key":"e737f9367740","_type":"block","children":[{"_key":"480ed947528a0","_type":"span","marks":[],"text":"Now that our segment is up and running, we’d click on "},{"_key":"480ed947528a1","_type":"span","marks":["strong"],"text":"Activity"},{"_key":"480ed947528a2","_type":"span","marks":[],"text":" at the top of the screen."}],"markDefs":[],"style":"normal"},{"_key":"c48b2d0d32db","_type":"mainImage","asset":{"_ref":"image-15a5e5dad6407c3bdfa64f1e7bdc15fdfe1ec67e-2682x344-png","_type":"reference"},"caption":"Select Activity"},{"_key":"363d6a9131ef","_type":"block","children":[{"_key":"dccf45098bbe0","_type":"span","marks":[],"text":"This will reveal all the activity of people associated with our owned accounts across every channel connected to Common Room."}],"markDefs":[],"style":"normal"},{"_key":"ec21ccb82ce6","_type":"block","children":[{"_key":"12327bb6867a0","_type":"span","marks":[],"text":"We share a lot of content on LinkedIn and X, so let’s focus on those sources."}],"markDefs":[],"style":"normal"},{"_key":"aec52630e0dd","_type":"mainImage","asset":{"_ref":"image-d3072c3b1fb8ed191dbcf015ed5a4c43c89b9d20-560x1118-png","_type":"reference"},"caption":"Select sources"},{"_key":"b6470588ec8f","_type":"block","children":[{"_key":"a048c6ec945f0","_type":"span","marks":[],"text":"We can see which content people reacted to, commented on, shared, and more. We can also click into individuals to learn more about them and their recent cross-channel activities."}],"markDefs":[],"style":"normal"},{"_key":"c1c838b9fdbe","_type":"mainImage","asset":{"_ref":"image-193304d50876defd564c8b507336785392129d27-1216x926-png","_type":"reference"},"caption":"View Person360 profile"},{"_key":"7eae9ab9d862","_type":"block","children":[{"_key":"81411758490c0","_type":"span","marks":[],"text":"But we want to hone in on economic buyers at certain accounts."}],"markDefs":[],"style":"normal"},{"_key":"6ccd51ddee5b","_type":"block","children":[{"_key":"91f2cdf882170","_type":"span","marks":[],"text":"First we’ll filter for them using our "},{"_key":"91f2cdf882171","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"91f2cdf882172","_type":"span","marks":[],"text":" filter."}],"markDefs":[],"style":"normal"},{"_key":"1e5deabcaaf7","_type":"mainImage","asset":{"_ref":"image-d8b0ef2066644987d30ccbcc11c1665130538edf-704x1264-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"19717313be8b","_type":"block","children":[{"_key":"92664cea338a0","_type":"span","marks":[],"text":"🔦 "},{"_key":"92664cea338a1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"ca4ed79afaa50","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"ca4ed79afaa51","_type":"span","marks":["dccb1c9594b0"],"text":"tags"},{"_key":"ca4ed79afaa52","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. 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This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"1243155c87bc","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"d327e9057f4f","_type":"block","children":[{"_key":"b13e60def92e0","_type":"span","marks":[],"text":"We’d start by adding the "},{"_key":"b13e60def92e1","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"b13e60def92e2","_type":"span","marks":[],"text":" filter and customizing the time frame."}],"markDefs":[],"style":"normal"},{"_key":"7c8291a142ac","_type":"mainImage","asset":{"_ref":"image-7ec9e432cc571b65c583058ecbf398e6b867c946-2501x1302-png","_type":"reference"},"caption":"Select Org change"},{"_key":"b5b53bee9054","_type":"block","children":[{"_key":"50be8e6c9d190","_type":"span","marks":[],"text":"Common Room will automatically pull in data from digital channels—in this case, LinkedIn—to uncover recent job changes."}],"markDefs":[],"style":"normal"},{"_key":"28918f2a4b85","_type":"block","children":[{"_key":"de1e75e38c6b0","_type":"span","marks":[],"text":"Next we’d add an "},{"_key":"de1e75e38c6b1","_type":"span","marks":["strong"],"text":"Organization tags"},{"_key":"de1e75e38c6b2","_type":"span","marks":[],"text":" filter for previous customers. 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We want to prioritize account outreach based on the volume of that signal."}],"markDefs":[],"style":"normal"},{"_key":"6e29e416b2ec","_type":"block","children":[{"_key":"276e081c88c90","_type":"span","marks":[],"text":"We’d log in to Common Room and create a calculated field to track it. We can do this from "},{"_key":"276e081c88c91","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"276e081c88c92","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar) or from any org-level view within Common Room, including segments."}],"markDefs":[],"style":"normal"},{"_key":"e3efd8b698ba","_type":"infoBox","body":[{"_key":"1e5f2ab8d35a","_type":"block","children":[{"_key":"0d5da3d23f18","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"168d5c6ecf95","_type":"span","marks":["f0485d8aff7a"],"text":"segments"},{"_key":"1635bdc4612b","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to auto-replenishing lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"f0485d8aff7a","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"normal"}],"header":"Segments","style":"info"},{"_key":"ca09528e1c83","_type":"block","children":[{"_key":"de6df6f402a60","_type":"span","marks":[],"text":"In this case, we’ll navigate to "},{"_key":"de6df6f402a61","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"de6df6f402a62","_type":"span","marks":[],"text":" in the left sidebar and create our field there."}],"markDefs":[],"style":"normal"},{"_key":"bc1de396a1fd","_type":"mainImage","asset":{"_ref":"image-58645d117f3e2b54b644a6d496fdfe4425930b3a-3840x2160-png","_type":"reference"},"caption":"Select Organizations"},{"_key":"b1ffa45d959a","_type":"block","children":[{"_key":"f1b4baa730350","_type":"span","marks":[],"text":"We’d click "},{"_key":"f1b4baa730351","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"f1b4baa730352","_type":"span","marks":[],"text":" in the top right of the screen. This shows us all the columns displaying information about accounts captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2443339abcfd","_type":"mainImage","asset":{"_ref":"image-910aa9b983d599403c3fc255b53bc56e38c347bc-1316x1468-png","_type":"reference"},"caption":"View columns"},{"_key":"88ecb2b02205","_type":"block","children":[{"_key":"f8aef99f2e5d0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"f8aef99f2e5d1","_type":"span","marks":["strong"],"text":"Create new custom field"},{"_key":"f8aef99f2e5d2","_type":"span","marks":[],"text":", give it a brief name and description, and select "},{"_key":"f8aef99f2e5d3","_type":"span","marks":["strong"],"text":"Calculated"},{"_key":"f8aef99f2e5d4","_type":"span","marks":[],"text":" as the type."}],"markDefs":[],"style":"normal"},{"_key":"a6328a9bf15b","_type":"mainImage","asset":{"_ref":"image-d422206bea4636465f6e783abf707d7d8e596066-1314x946-png","_type":"reference"},"caption":"Select Calculated"},{"_key":"9ea3a66a9e7a","_type":"block","children":[{"_key":"df0785269baf0","_type":"span","marks":[],"text":"We can create a field based on any number of different types of account-level signals, including contact-level activities (such as product usage, job changes, and more), job listings, and news events."}],"markDefs":[],"style":"normal"},{"_key":"9e6d127a0176","_type":"mainImage","asset":{"_ref":"image-46de57b369a630d3ca01fa68fd84af445e34a088-1316x782-png","_type":"reference"},"caption":"View field options"},{"_key":"00b8f0c01f07","_type":"block","children":[{"_key":"42f2185784e60","_type":"span","marks":[],"text":"We can even use Common Room’s Prospector tool to count the number of high-fit prospects who work at an organization based on our custom criteria, like job title, role, seniority level, location, job-change history, and even LinkedIn follower count."}],"markDefs":[],"style":"normal"},{"_key":"cce590fd58f0","_type":"infoBox","body":[{"_key":"fa71d74b1bf4","_type":"block","children":[{"_key":"0066491dd2be","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f619de28403b","_type":"span","marks":["c3fccc97056c"],"text":"Prospector"},{"_key":"82f8daf805ca","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations based on custom criteria, and automatically add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"c3fccc97056c","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"normal"}],"header":"Prospector","style":"info"},{"_key":"eabbca911d10","_type":"block","children":[{"_key":"4f327eced2cf0","_type":"span","marks":[],"text":"For this example, let’s say we want to see how many people within an account have been active in our product over the past 30 days. 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Check out our "},{"_key":"8210fe90f2bd","_type":"span","marks":["408b7e145fc7"],"text":"integrations docs"},{"_key":"f55a80b6a147","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"408b7e145fc7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"normal"}],"header":"Digital channels","style":"success"},{"_key":"8a9a2407a533","_type":"infoBox","body":[{"_key":"20d969f9d58a","_type":"block","children":[{"_key":"f4804d0f400a","_type":"span","marks":[],"text":"We’ll use Snowflake in this example. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. But for now we want to score behavior based on LinkedIn engagement and product usage."}],"markDefs":[],"style":"normal"},{"_key":"b65eadea5b10","_type":"block","children":[{"_key":"ac469763b5250","_type":"span","marks":[],"text":"So we’d click "},{"_key":"ac469763b5251","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"ac469763b5252","_type":"span","marks":[],"text":" under that section and once again choose from our filters."}],"markDefs":[],"style":"normal"},{"_key":"24d528e8fa08","_type":"mainImage","asset":{"_ref":"image-22f414829784571be83f781f3c0a73768e0be24c-2524x1312-png","_type":"reference"},"caption":"View filters"},{"_key":"960e52c92757","_type":"block","children":[{"_key":"e495367b737f0","_type":"span","marks":[],"text":"Once that’s done, we can decide how important fit and behavior are when scoring leads. We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a 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Before RoomieAI, BDRs would go do a lot of research themselves. We're saving them probably 10-20 minutes per contact, which is a lot. You don't have to do anything but log in to Common Room.”"}],"markDefs":[],"style":"normal"}],"headline":"incident.io case study","orderRank":"0|10013s:","status":"published","id":"-15709fc8-5ae9-58e2-879b-dfcd033f5ee9","children":[],"parent":null,"__gatsby_resolved":{"categories":[],"_rawExcerpt":[{"_key":"3425bdf60f77","_type":"block","children":[{"_key":"1622b54687c1","_type":"span","marks":[],"text":"“I’ve been doing marketing for a long time and I can’t remember when I’ve genuinely been more excited for a product release than Common Room’s suite of AI agents. Before RoomieAI, BDRs would go do a lot of research themselves. We're saving them probably 10-20 minutes per contact, which is a lot. 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Person-level insights and AI automations are now all at reps’ fingertips in one unified, sales-friendly workspace."}],"markDefs":[{"_key":"70db25ae07e6","_type":"link","href":"http://incident.io"}],"style":"normal"},{"_key":"8cf60e73902d","_type":"block","children":[{"_key":"d8e3d76cc1fb","_type":"span","marks":[],"text":"Here’s how incident.io used Common Room to:"}],"markDefs":[],"style":"normal"},{"_key":"44ed9a7c99fd","_type":"block","children":[{"_key":"6f8ced4fa415","_type":"span","marks":[],"text":"Increase sales efficiency and rapidly run precise plays"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"51fc434aaa9a","_type":"block","children":[{"_key":"42dafa1a5109","_type":"span","marks":[],"text":"Trade account-only insights for person- and account-level visibility"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"7608aac4826c","_type":"block","children":[{"_key":"61297458ef30","_type":"span","marks":[],"text":"Book 10% more meetings over the previous year in only six months"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"50aec78b7ba2","_type":"callToAction","action":"bookDemo"},{"_key":"87c7e905442e","_type":"anchor","label":"Implement tooling purpose-built for pipegen"},{"_key":"affb83e42ca1","_type":"block","children":[{"_key":"995d3097b82e","_type":"span","marks":[],"text":"Implement tooling purpose-built for pipegen"}],"markDefs":[],"style":"h2"},{"_key":"9d2dfbcff721","_type":"block","children":[{"_key":"f4a90cd0a859","_type":"span","marks":[],"text":"incident.io’s BDR and AE teams are split between commercial and enterprise accounts."}],"markDefs":[],"style":"normal"},{"_key":"3f2b20718177","_type":"block","children":[{"_key":"d9be8cab0be1","_type":"span","marks":[],"text":"While different teams are pursuing different market segments, they all faced the same challenge: legacy tools that weren’t built for how sales teams actually operate."}],"markDefs":[],"style":"normal"},{"_key":"22aa60229f5e","_type":"block","children":[{"_key":"70f7230ea358","_type":"span","marks":[],"text":"It’s a problem incident.io CMO Tom Wentworth has experienced repeatedly throughout his career."}],"markDefs":[],"style":"normal"},{"_key":"509ee07b54e4","_type":"block","children":[{"_key":"d8a8c0314ba3","_type":"span","marks":[],"text":"“Prospecting tools were never designed for prospecting,” Tom said. “It's just an archaic mess of Salesforce reports, dashboards, clicking into contacts, and trying to figure stuff out. 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. 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below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"602e777c0971","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"}],"style":"callout"},{"_key":"4d09d1281aa1","_type":"block","children":[{"_key":"01b1182824d20","_type":"span","marks":[],"text":"Okay, now let’s decide how people get added to our automated workflow 🤖"}],"markDefs":[],"style":"normal"},{"_key":"5b48ef7e853a","_type":"anchor","label":"Step 2: Add filters"},{"_key":"f2130da11918","_type":"block","children":[{"_key":"b83bc1f4a7ae0","_type":"span","marks":[],"text":"Step 2: Add filters"}],"markDefs":[],"style":"h3"},{"_key":"b8db716bc891","_type":"block","children":[{"_key":"ba55232b79ac0","_type":"span","marks":[],"text":"Common Room automatically pulls in and combines data from all our connected sources so we can slice and dice it as we please using filters."}],"markDefs":[],"style":"normal"},{"_key":"73104ef1cdf9","_type":"block","children":[{"_key":"4cc526e5fea40","_type":"span","marks":[],"text":"🔦 "},{"_key":"4cc526e5fea41","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"cd1b4b90c9a40","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cd1b4b90c9a41","_type":"span","marks":["7a23d40419a0"],"text":"filters"},{"_key":"cd1b4b90c9a42","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"7a23d40419a0","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"c9d197feaf94","_type":"block","children":[{"_key":"bc0161ac42640","_type":"span","marks":[],"text":"First we want to add a filter for people who are tagged as economic buyers. We’d find that under "},{"_key":"bc0161ac42641","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bc0161ac42642","_type":"span","marks":[],"text":" in the "},{"_key":"bc0161ac42643","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"bc0161ac42644","_type":"span","marks":[],"text":" section."}],"markDefs":[],"style":"normal"},{"_key":"b84a70766ab9","_type":"mainImage","asset":{"_ref":"image-2cc2ff0778dd0a41e7aabb2a16430395c0bf2cf4-896x908-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"f15174c45003","_type":"block","children":[{"_key":"710528980e7b0","_type":"span","marks":[],"text":"🔦 "},{"_key":"710528980e7b1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"8d44811e773a0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"8d44811e773a1","_type":"span","marks":["0f0801f943dc"],"text":"tags"},{"_key":"8d44811e773a2","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for economic buyers, ideal personas, product-qualified leads, and more."}],"markDefs":[{"_key":"0f0801f943dc","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8a949cddd48f","_type":"block","children":[{"_key":"add44d382d280","_type":"span","marks":[],"text":"Next we’d apply filters to our Snowflake data to zero in on individuals who are admins of at least one workspace."}],"markDefs":[],"style":"normal"},{"_key":"627a68a07969","_type":"mainImage","asset":{"_ref":"image-689e1096394cbd7af1d28be3206c7d32d7fc9051-1342x866-png","_type":"reference"},"caption":"Select Admin of at least 1 workspace"},{"_key":"d604910cb716","_type":"block","children":[{"_key":"b41582958cd40","_type":"span","marks":[],"text":"Then we’d add a filter for "},{"_key":"b41582958cd41","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b41582958cd42","_type":"span","marks":[],"text":" and pull from our product data to hone in on companies where the number of employees is higher than the number of paid seats."}],"markDefs":[],"style":"normal"},{"_key":"5a21a5880ada","_type":"mainImage","asset":{"_ref":"image-bf88f50b5db5719cc5b3a1a692df253a703dfaf8-1790x1002-png","_type":"reference"},"caption":"Select Employee count is greater than paid seats"},{"_key":"b44353a9bf5b","_type":"block","children":[{"_key":"c3199b2d21ff0","_type":"span","marks":[],"text":"Finally, we’d add another organization filter for companies where license utilization over the past 28 days is 100%."}],"markDefs":[],"style":"normal"},{"_key":"cfa07e061f7e","_type":"mainImage","asset":{"_ref":"image-b9364fc8f2663c097a5adc95d402b2a886097d1b-1072x568-png","_type":"reference"},"caption":"Select License utilization"},{"_key":"667993fc2c56","_type":"block","children":[{"_key":"33b0f6cdc5d50","_type":"span","marks":[],"text":"Voilà—now anyone who is an economic buyer and admin in our product—and who works at a company with more employees than paid seats that is using all of its licenses—will be added to this workflow 🧙"}],"markDefs":[],"style":"normal"},{"_key":"8e6371e6e8a9","_type":"block","children":[{"_key":"02713a42b0be0","_type":"span","marks":[],"text":"Now let’s decide what the workflow looks like."}],"markDefs":[],"style":"normal"},{"_key":"8e102b9effc1","_type":"anchor","label":"Step 3: Select sequence"},{"_key":"cabd65da0204","_type":"block","children":[{"_key":"b5e2190879580","_type":"span","marks":[],"text":"Step 3: Select sequence"}],"markDefs":[],"style":"h3"},{"_key":"583877e5e6f3","_type":"block","children":[{"_key":"304938494b620","_type":"span","marks":[],"text":"Let’s say we have an email sequence set up for just this kind of play."}],"markDefs":[],"style":"normal"},{"_key":"a2364967f879","_type":"block","children":[{"_key":"0e700337c8ee0","_type":"span","marks":[],"text":"It might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"94a84750f1be","_type":"block","children":[{"_key":"2a1ddd3355370","_type":"span","marks":[],"text":"✍️ "},{"_key":"2a1ddd3355371","_type":"span","marks":["strong"],"text":"Outbound template based on employee-to-paid seat ratio\n"},{"_key":"9d2e8044c44f0","_type":"span","marks":["em"],"text":"\nHi "},{"_key":"9d2e8044c44f1","_type":"span","marks":["strong","em"],"text":"[first name]"},{"_key":"9d2e8044c44f2","_type":"span","marks":["em"],"text":",\n\nChecking how your experience with "},{"_key":"9742cf0fb8651","_type":"span","marks":["strong","em"],"text":"[product name] "},{"_key":"9742cf0fb8652","_type":"span","marks":["em"],"text":"is going?\n\nLooks like all of your available licenses are being used. 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"},{"_key":"2ef42b692a34","_type":"span","marks":["572e81e08416"],"text":"Sign up for free"},{"_key":"f636f95ff2ae","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"572e81e08416","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"51a1626ff969","_type":"infoBox","body":[{"_key":"3240f4dd1eea","_type":"block","children":[{"_key":"e2bb0ba09c85","_type":"span","marks":[],"text":"We’ll use Outreach in this example. Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a message snippet based on our prompt."}],"markDefs":[],"style":"normal"},{"_key":"2208ebfd791c","_type":"block","children":[{"_key":"77f4ae3a653b0","_type":"span","marks":[],"text":"We can review and edit the snippet as we see fit before adding the prospect to our sequence from within Common Room."}],"markDefs":[],"style":"normal"},{"_key":"fac172b5e795","_type":"mainImage","asset":{"_ref":"image-7af8d719644d6cbf9f29f3ce73d99494c15ff7e5-1144x688-png","_type":"reference"},"caption":"View message snippet"},{"_key":"c433f2e39c59","_type":"block","children":[{"_key":"6361ed5730120","_type":"span","marks":[],"text":"We can also select multiple prospects at once and add them all to the same sequence simultaneously."}],"markDefs":[],"style":"normal"},{"_key":"71741c92c056","_type":"block","children":[{"_key":"601b4ebbf0c80","_type":"span","marks":[],"text":"RoomieAI will update its message snippet for each person to make it as personalized and relevant as possible 🥳"}],"markDefs":[],"style":"normal"},{"_key":"6a76ad055988","_type":"anchor","label":"Step 4: Automate personalized outbound"},{"_key":"de0111cbcbd0","_type":"block","children":[{"_key":"3e5ce2d656410","_type":"span","marks":[],"text":"Step 4: Automate personalized outbound"}],"markDefs":[],"style":"h3"},{"_key":"a1e2c53d44bc","_type":"block","children":[{"_key":"e554e06f2f970","_type":"span","marks":[],"text":"Now that we’re confident in this play, we can put the whole process on autopilot 🛩️"}],"markDefs":[],"style":"normal"},{"_key":"5e469c1cb8a8","_type":"block","children":[{"_key":"7c43b3c18ed40","_type":"span","marks":[],"text":"We’d go to "},{"_key":"7c43b3c18ed41","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"7c43b3c18ed42","_type":"span","marks":[],"text":" in the left sidebar, click "},{"_key":"7c43b3c18ed43","_type":"span","marks":["strong"],"text":"New workflow"},{"_key":"7c43b3c18ed44","_type":"span","marks":[],"text":", and select 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). 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We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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And if you haven’t already, "},{"_key":"1d3912c926434","_type":"span","marks":["e5172abc7901","em"],"text":"try Common Room for free"},{"_key":"1d3912c926435","_type":"span","marks":["em"],"text":"."}],"markDefs":[{"_key":"ea25df86ca81","_type":"link","href":"https://www.commonroom.io/contact/"},{"_key":"e5172abc7901","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"categories":[{"_key":"80e4ff7a799f","_ref":"df0bb227-e656-4be1-af6a-5b8410d9a26e","_type":"reference"},{"_key":"480e284bf607","_ref":"067d08c2-833d-447f-8bed-e63211d3c644","_type":"reference"},{"_key":"3027aa7e1fa9","_ref":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4","_type":"reference"},{"_key":"92dfcbaea5f7","_ref":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","_type":"reference"},{"_key":"2e0b33834546","_ref":"b0283bcf-1949-4988-ba0e-b43175d42846","_type":"reference"},{"_key":"abebe545cbfd","_ref":"7662f4d2-9875-4dc5-be5e-91dd093375ae","_type":"reference"}],"excerpt":[{"_key":"f976be0ddc6f","_type":"block","children":[{"_key":"9923bdece77f0","_type":"span","marks":[],"text":"Engage the right accounts at the right time using every signal."}],"markDefs":[],"style":"normal"}],"integrations":[{"_key":"540422e7246c","_ref":"94ff18e3-422c-4145-b03b-3dc30efb39b4","_type":"reference"},{"_key":"46942959ffa0","_ref":"479658eb-a957-4567-8076-8589a923d732","_type":"reference"},{"_key":"2e954d230c95","_ref":"82a26102-47d3-49e9-8f13-0c5a11744312","_type":"reference"}],"mainImage":{"_type":"mainImage","alt":"Title card with title: \"Follow up on the best leads fast with signal-based scoring\"","asset":{"_ref":"image-eae6a2ad4501f74176bac2ec463f228061acb5c6-2400x1260-png","_type":"reference"}},"slug":{"_type":"slug","current":"signal-based-lead-and-account-scoring"},"status":"published","suggestions":[{"_key":"367ab3d305af","_ref":"3d60bd1d-25c4-4eb6-94cf-cf23291e5dda","_type":"reference"},{"_key":"1c65d6b69e3e","_ref":"4613aad7-94e2-44a2-a509-8f95dd7a7137","_type":"reference"},{"_key":"5bfcf553c3a1","_ref":"81093de6-76c5-4a4e-9bd3-028fad117ba5","_type":"reference"}],"teams":["Sales","Marketing"],"title":"Follow up on the best leads fast with signal-based scoring","useCases":[{"_key":"427602d83d89","_ref":"49ec3c36-aeca-4921-a021-5a88cf0d66c0","_type":"reference"}],"id":"-39c0599c-173e-5f07-b954-4a095b28a9f4","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"signal-based-lead-and-account-scoring"},"status":"published","_createdAt":"2024-05-10T18:48:10Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e"},{"_id":"067d08c2-833d-447f-8bed-e63211d3c644"},{"_id":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4"},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2"},{"_id":"b0283bcf-1949-4988-ba0e-b43175d42846"},{"_id":"7662f4d2-9875-4dc5-be5e-91dd093375ae"}],"_rawExcerpt":[{"_key":"f976be0ddc6f","_type":"block","children":[{"_key":"9923bdece77f0","_type":"span","marks":[],"text":"Engage the right accounts at the right time using every signal."}],"markDefs":[],"style":"normal"}],"isPublished":true,"integrations":[{"_id":"94ff18e3-422c-4145-b03b-3dc30efb39b4"},{"_id":"479658eb-a957-4567-8076-8589a923d732"},{"_id":"82a26102-47d3-49e9-8f13-0c5a11744312"}],"_id":"d14860a3-c2df-4eef-962c-5d58c6155f98"}},{"_id":"dc42e419-d60d-42d9-b31e-bb67cf25e931","_type":"playbook","_rev":"Vuz5aUcn4aMvzzjKxFtvVg","_createdAt":"2024-08-07T13:10:16Z","_updatedAt":"2024-09-13T16:04:30Z","body":[{"_key":"eb9256e249f8","_type":"anchor","label":"Getting started"},{"_key":"a4a7fbbfa295","_type":"block","children":[{"_key":"7b218f6c0a9f0","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"fe4d91e59888","_type":"block","children":[{"_key":"86f31c76c6370","_type":"span","marks":[],"text":"Signal depth is just as valuable as signal breadth."}],"markDefs":[],"style":"normal"},{"_key":"9bcd7a536b9a","_type":"block","children":[{"_key":"ec361ba24c480","_type":"span","marks":[],"text":"But knowing which accounts generate a high volume of key buying signals used to require manual research or hacky workarounds. That’s no longer the case 🙌"}],"markDefs":[],"style":"normal"},{"_key":"632a03ee6b04","_type":"block","children":[{"_key":"4c2a64b271be0","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to quickly stack rank accounts based on the volume of signals you care about and action on them just as fast."}],"markDefs":[],"style":"normal"},{"_key":"829e2f32636d","_type":"block","children":[{"_key":"956fc73d27b30","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"6c34b0e95c87","_type":"infoBox","body":[{"_key":"3e6455e7f433","_type":"block","children":[{"_key":"bf2898c67273","_type":"span","marks":[],"text":"This is how we’ll identify and calculate account-level signals. "},{"_key":"4335d189c511","_type":"span","marks":["04d41cb5b41b"],"text":"Sign up for free"},{"_key":"53a538c55239","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"04d41cb5b41b","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"cb73b8cdf35e","_type":"infoBox","body":[{"_key":"433fc955fd6d","_type":"block","children":[{"_key":"ccce2fc453fa","_type":"span","marks":[],"text":"We’ll use Snowflake in this example. Check out our "},{"_key":"43ce65564f40","_type":"span","marks":["295199622034"],"text":"integration docs"},{"_key":"4dcb31435349","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Snowflake to Common Room and explore other business data source options."}],"markDefs":[{"_key":"295199622034","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/snowflake"}],"style":"normal"}],"header":"Data warehouse","style":"success"},{"_key":"42e6e2255241","_type":"anchor","label":"Step 1: Create calculated field"},{"_key":"525000611f6e","_type":"block","children":[{"_key":"c33e548abc060","_type":"span","marks":[],"text":"Step 1: Create calculated field"}],"markDefs":[],"style":"h3"},{"_key":"d7c70e67bae9","_type":"block","children":[{"_key":"79ce3b673dab0","_type":"span","marks":[],"text":"Let’s say there’s a particular buying signal we’re interested in. We want to prioritize account outreach based on the volume of that signal."}],"markDefs":[],"style":"normal"},{"_key":"6e29e416b2ec","_type":"block","children":[{"_key":"276e081c88c90","_type":"span","marks":[],"text":"We’d log in to Common Room and create a calculated field to track it. We can do this from "},{"_key":"276e081c88c91","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"276e081c88c92","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar) or from any org-level view within Common Room, including segments."}],"markDefs":[],"style":"normal"},{"_key":"e3efd8b698ba","_type":"infoBox","body":[{"_key":"1e5f2ab8d35a","_type":"block","children":[{"_key":"0d5da3d23f18","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"168d5c6ecf95","_type":"span","marks":["f0485d8aff7a"],"text":"segments"},{"_key":"1635bdc4612b","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to auto-replenishing lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"f0485d8aff7a","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"normal"}],"header":"Segments","style":"info"},{"_key":"ca09528e1c83","_type":"block","children":[{"_key":"de6df6f402a60","_type":"span","marks":[],"text":"In this case, we’ll navigate to "},{"_key":"de6df6f402a61","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"de6df6f402a62","_type":"span","marks":[],"text":" in the left sidebar and create our field there."}],"markDefs":[],"style":"normal"},{"_key":"bc1de396a1fd","_type":"mainImage","asset":{"_ref":"image-58645d117f3e2b54b644a6d496fdfe4425930b3a-3840x2160-png","_type":"reference"},"caption":"Select Organizations"},{"_key":"b1ffa45d959a","_type":"block","children":[{"_key":"f1b4baa730350","_type":"span","marks":[],"text":"We’d click "},{"_key":"f1b4baa730351","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"f1b4baa730352","_type":"span","marks":[],"text":" in the top right of the screen. This shows us all the columns displaying information about accounts captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2443339abcfd","_type":"mainImage","asset":{"_ref":"image-910aa9b983d599403c3fc255b53bc56e38c347bc-1316x1468-png","_type":"reference"},"caption":"View columns"},{"_key":"88ecb2b02205","_type":"block","children":[{"_key":"f8aef99f2e5d0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"f8aef99f2e5d1","_type":"span","marks":["strong"],"text":"Create new custom field"},{"_key":"f8aef99f2e5d2","_type":"span","marks":[],"text":", give it a brief name and description, and select "},{"_key":"f8aef99f2e5d3","_type":"span","marks":["strong"],"text":"Calculated"},{"_key":"f8aef99f2e5d4","_type":"span","marks":[],"text":" as the type."}],"markDefs":[],"style":"normal"},{"_key":"a6328a9bf15b","_type":"mainImage","asset":{"_ref":"image-d422206bea4636465f6e783abf707d7d8e596066-1314x946-png","_type":"reference"},"caption":"Select Calculated"},{"_key":"9ea3a66a9e7a","_type":"block","children":[{"_key":"df0785269baf0","_type":"span","marks":[],"text":"We can create a field based on any number of different types of account-level signals, including contact-level activities (such as product usage, job changes, and more), job listings, and news events."}],"markDefs":[],"style":"normal"},{"_key":"9e6d127a0176","_type":"mainImage","asset":{"_ref":"image-46de57b369a630d3ca01fa68fd84af445e34a088-1316x782-png","_type":"reference"},"caption":"View field options"},{"_key":"00b8f0c01f07","_type":"block","children":[{"_key":"42f2185784e60","_type":"span","marks":[],"text":"We can even use Common Room’s Prospector tool to count the number of high-fit prospects who work at an organization based on our custom criteria, like job title, role, seniority level, location, job-change history, and even LinkedIn follower count."}],"markDefs":[],"style":"normal"},{"_key":"cce590fd58f0","_type":"infoBox","body":[{"_key":"fa71d74b1bf4","_type":"block","children":[{"_key":"0066491dd2be","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f619de28403b","_type":"span","marks":["c3fccc97056c"],"text":"Prospector"},{"_key":"82f8daf805ca","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations based on custom criteria, and automatically add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"c3fccc97056c","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"normal"}],"header":"Prospector","style":"info"},{"_key":"eabbca911d10","_type":"block","children":[{"_key":"4f327eced2cf0","_type":"span","marks":[],"text":"For this example, let’s say we want to see how many people within an account have been active in our product over the past 30 days. We’d configure the field to make sure we’re counting that record."}],"markDefs":[],"style":"normal"},{"_key":"3c00a93d4623","_type":"mainImage","asset":{"_ref":"image-3407cb495fd82d6baa5848b42b23cb29fc2116e9-1322x1222-png","_type":"reference"},"caption":"Configure calculated field"},{"_key":"c1d75286634b","_type":"block","children":[{"_key":"44a1e83f11150","_type":"span","marks":[],"text":"Once we’ve created our field and hit "},{"_key":"44a1e83f11151","_type":"span","marks":["strong"],"text":"Save"},{"_key":"44a1e83f11152","_type":"span","marks":[],"text":", it will automatically be added as a column to our table view. 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Or they can let an AI agent hunt down every insight—across both the public web and internal data sources—and deliver it to them right where they work, right when they need it."}],"markDefs":[],"style":"normal"},{"_key":"67742bd8cff3","_type":"block","children":[{"_key":"700d84a9ad2e0","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to automate custom research for every account, surface top contacts, and take action right away—no tab hopping or prompt-and-wait workflows necessary."}],"markDefs":[],"style":"normal"},{"_key":"c2607841ea01","_type":"anchor","label":"What you'll need"},{"_key":"58296c090e07","_type":"block","children":[{"_key":"4b1beea3023e","_type":"span","marks":[],"text":"What you'll need"}],"markDefs":[],"style":"h3"},{"_key":"33c706edc03b","_type":"infoBox","body":[{"_key":"8c2ba3934233","_type":"block","children":[{"_key":"b705837f266f","_type":"span","marks":[],"text":"This is how we’ll automate deep account research across our prospect and customer base. "},{"_key":"18e241e42898","_type":"span","marks":["729ba02a2583"],"text":"Sign up for free"},{"_key":"565647f3939b","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"729ba02a2583","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"ba51ebab37bf","_type":"anchor","label":"Step 1: Configure RoomieAI™ Capture"},{"_key":"b2211eb1c0b7","_type":"block","children":[{"_key":"771c341e09170","_type":"span","marks":[],"text":"Step 1: Configure RoomieAI™ Capture"}],"markDefs":[],"style":"h3"},{"_key":"22cd4f475c8a","_type":"block","children":[{"_key":"6f90600597320","_type":"span","marks":[],"text":"Let’s say we’re a RevOps leader or sales manager."}],"markDefs":[],"style":"normal"},{"_key":"354697f8aa67","_type":"block","children":[{"_key":"84f43f4d06a20","_type":"span","marks":[],"text":"We want to automatically surface granular account insights for reps, all tailored to our organization’s priorities for account prioritization and account planning."}],"markDefs":[],"style":"normal"},{"_key":"a65838d8cc9d","_type":"block","children":[{"_key":"652f71b7a00c0","_type":"span","marks":[],"text":"First we’d tell our AI agent, RoomieAI Capture, to focus on orgs that match our specific fit and behavioral criteria. This can be as broad or as narrow as we’d like."}],"markDefs":[],"style":"normal"},{"_key":"42e67b396412","_type":"arcadeEmbed","url":"https://app.arcade.software/share/GWSRYPXc1eZXqprETZlo"},{"_key":"2bd9e9f5e26f","_type":"infoBox","body":[{"_key":"4fa80a6be6c8","_type":"block","children":[{"_key":"760c7d224fd8","_type":"span","marks":["4a81cf4a8015"],"text":"RoomieAI Capture"},{"_key":"508e9833732a","_type":"span","marks":[],"text":" automatically captures, synthesizes, and analyzes account-level insights from the public web and your internal data sources, all based on your custom configuration. This information is then summarized and delivered to reps in Common Room’s sales workbench."}],"markDefs":[{"_key":"4a81cf4a8015","_type":"link","href":"https://www.commonroom.io/product/ai/"}],"style":"normal"}],"header":"Data and signal capture agent","style":"info"},{"_key":"4b91f87ae44b","_type":"block","children":[{"_key":"59799d6a10140","_type":"span","marks":[],"text":"Then we’d tell it which topics we want it to research, how it should go about it, and what we want the output to look like. RoomieAI Capture will fill in dynamic variables in real time for every account that matches our criteria."}],"markDefs":[],"style":"normal"},{"_key":"4e2ca73925d5","_type":"block","children":[{"_key":"fec65b74d9190","_type":"span","marks":[],"text":"We can choose from multiple default research topics—including an account summary that comes out of the box for every Common Room customer—or create our own."}],"markDefs":[],"style":"normal"},{"_key":"125d38d0b782","_type":"arcadeEmbed","url":"https://app.arcade.software/share/DzTZQbIgwzHl0O4QDIa4"},{"_key":"58e110fab588","_type":"block","children":[{"_key":"b5fd5052bb160","_type":"span","marks":[],"text":"Once the prompt is enabled, our AI agent will work 24/7 to hunt down every relevant data point and signal across the public web and our own first-, second-, and third-party data sources. It will then summarize this research and make it easily accessible to reps."}],"markDefs":[],"style":"normal"},{"_key":"5eef7ea82a52","_type":"anchor","label":"Step 2: Explore account research"},{"_key":"cf88942022c8","_type":"block","children":[{"_key":"6b73ca28faf00","_type":"span","marks":[],"text":"Step 2: Explore account research"}],"markDefs":[],"style":"h3"},{"_key":"3b61fc17aa15","_type":"block","children":[{"_key":"86b4f4a6fb290","_type":"span","marks":[],"text":"Now let’s say we’re an SDR or AE."}],"markDefs":[],"style":"normal"},{"_key":"d08b1f37e47e","_type":"block","children":[{"_key":"56359f939cbe0","_type":"span","marks":[],"text":"We can click into any org in Common Room and get an overview of the account that shows why it’s a good fit, key contacts we should be aware of, engagement strategy recommendations, and best next steps."}],"markDefs":[],"style":"normal"},{"_key":"0d77d5bf367e","_type":"block","children":[{"_key":"3ab1327a17730","_type":"span","marks":[],"text":"We’ll also see top contacts for outreach based on our "},{"_key":"3ab1327a17731","_type":"span","marks":["eaa6ee49a08f"],"text":"signal-based scoring"},{"_key":"3ab1327a17732","_type":"span","marks":[],"text":" model."}],"markDefs":[{"_key":"eaa6ee49a08f","_type":"link","href":"https://www.commonroom.io/playbooks/signal-based-lead-and-account-scoring/"}],"style":"normal"},{"_key":"cd5097e49026","_type":"arcadeEmbed","url":"https://app.arcade.software/share/BbENk7WA3sE3Lrcv5eMD"},{"_key":"33309d8c6162","_type":"infoBox","body":[{"_key":"430aa946e22c","_type":"block","children":[{"_key":"e28a3f12f00c","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cc79475347dd","_type":"span","marks":["986f47c7cead"],"text":"signal-based scoring"},{"_key":"237c99525dd1","_type":"span","marks":[],"text":" creates contextual lead and account scores based on machine learning-enriched fit and behavioral data. Scores—and the context behind them—are refreshed daily using your custom rules, parameters, and weighting."}],"markDefs":[{"_key":"986f47c7cead","_type":"link","href":"https://www.commonroom.io/product/signals/"}],"style":"normal"}],"header":"AI-powered lead and account scoring","style":"info"},{"_key":"0e0f35b36030","_type":"block","children":[{"_key":"b18b1edc43fb0","_type":"span","marks":[],"text":"We can access all research findings by clicking on the RoomieAI™ research tab. From here we can view a brief summary of every research topic or click into findings for a deeper dive."}],"markDefs":[],"style":"normal"},{"_key":"faeb62d5105e","_type":"arcadeEmbed","url":"https://app.arcade.software/share/xCWqQ7TFL5tEGslE9vmr"},{"_key":"9aee0553eb0f","_type":"block","children":[{"_key":"8f191db1abf00","_type":"span","marks":[],"text":"All this work is done automatically for us for every account that matches our criteria—no searching or prompting required."}],"markDefs":[],"style":"normal"},{"_key":"fca33d0d288b","_type":"block","children":[{"_key":"95bfb0c158260","_type":"span","marks":[],"text":"And if we want to dig deeper into a different topic, we can always supplement research on the fly using Ask RoomieAI at the top of the page."}],"markDefs":[],"style":"normal"},{"_key":"8804b44a4561","_type":"arcadeEmbed","url":"https://app.arcade.software/share/u4L7A8iCdeaHi0cy7ENP"},{"_key":"d268714860a6","_type":"block","children":[{"_key":"a20779bc31680","_type":"span","marks":[],"text":"Ask RoomieAI comes complete with a series of existing prompts related to an account’s customers, competitors, user sentiment, and much more. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. 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We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"f0485d8aff7a","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"normal"}],"header":"Segments","style":"info"},{"_key":"ca09528e1c83","_type":"block","children":[{"_key":"de6df6f402a60","_type":"span","marks":[],"text":"In this case, we’ll navigate to "},{"_key":"de6df6f402a61","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"de6df6f402a62","_type":"span","marks":[],"text":" in the left sidebar and create our field there."}],"markDefs":[],"style":"normal"},{"_key":"bc1de396a1fd","_type":"mainImage","asset":{"_ref":"image-58645d117f3e2b54b644a6d496fdfe4425930b3a-3840x2160-png","_type":"reference"},"caption":"Select Organizations"},{"_key":"b1ffa45d959a","_type":"block","children":[{"_key":"f1b4baa730350","_type":"span","marks":[],"text":"We’d click "},{"_key":"f1b4baa730351","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"f1b4baa730352","_type":"span","marks":[],"text":" in the top right of the screen. This shows us all the columns displaying information about accounts captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2443339abcfd","_type":"mainImage","asset":{"_ref":"image-910aa9b983d599403c3fc255b53bc56e38c347bc-1316x1468-png","_type":"reference"},"caption":"View columns"},{"_key":"88ecb2b02205","_type":"block","children":[{"_key":"f8aef99f2e5d0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"f8aef99f2e5d1","_type":"span","marks":["strong"],"text":"Create new custom field"},{"_key":"f8aef99f2e5d2","_type":"span","marks":[],"text":", give it a brief name and description, and select "},{"_key":"f8aef99f2e5d3","_type":"span","marks":["strong"],"text":"Calculated"},{"_key":"f8aef99f2e5d4","_type":"span","marks":[],"text":" as the type."}],"markDefs":[],"style":"normal"},{"_key":"a6328a9bf15b","_type":"mainImage","asset":{"_ref":"image-d422206bea4636465f6e783abf707d7d8e596066-1314x946-png","_type":"reference"},"caption":"Select Calculated"},{"_key":"9ea3a66a9e7a","_type":"block","children":[{"_key":"df0785269baf0","_type":"span","marks":[],"text":"We can create a field based on any number of different types of account-level signals, including contact-level activities (such as product usage, job changes, and more), job listings, and news events."}],"markDefs":[],"style":"normal"},{"_key":"9e6d127a0176","_type":"mainImage","asset":{"_ref":"image-46de57b369a630d3ca01fa68fd84af445e34a088-1316x782-png","_type":"reference"},"caption":"View field options"},{"_key":"00b8f0c01f07","_type":"block","children":[{"_key":"42f2185784e60","_type":"span","marks":[],"text":"We can even use Common Room’s Prospector tool to count the number of high-fit prospects who work at an organization based on our custom criteria, like job title, role, seniority level, location, job-change history, and even LinkedIn follower count."}],"markDefs":[],"style":"normal"},{"_key":"cce590fd58f0","_type":"infoBox","body":[{"_key":"fa71d74b1bf4","_type":"block","children":[{"_key":"0066491dd2be","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f619de28403b","_type":"span","marks":["c3fccc97056c"],"text":"Prospector"},{"_key":"82f8daf805ca","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations based on custom criteria, and automatically add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"c3fccc97056c","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"normal"}],"header":"Prospector","style":"info"},{"_key":"eabbca911d10","_type":"block","children":[{"_key":"4f327eced2cf0","_type":"span","marks":[],"text":"For this example, let’s say we want to see how many people within an account have been active in our product over the past 30 days. We’d configure the field to make sure we’re counting that record."}],"markDefs":[],"style":"normal"},{"_key":"3c00a93d4623","_type":"mainImage","asset":{"_ref":"image-3407cb495fd82d6baa5848b42b23cb29fc2116e9-1322x1222-png","_type":"reference"},"caption":"Configure calculated field"},{"_key":"c1d75286634b","_type":"block","children":[{"_key":"44a1e83f11150","_type":"span","marks":[],"text":"Once we’ve created our field and hit "},{"_key":"44a1e83f11151","_type":"span","marks":["strong"],"text":"Save"},{"_key":"44a1e83f11152","_type":"span","marks":[],"text":", it will automatically be added as a column to our table view. Keep in mind, this will apply to all org-level views."}],"markDefs":[],"style":"normal"},{"_key":"e57c21366e7e","_type":"block","children":[{"_key":"b5e172c83cdf0","_type":"span","marks":[],"text":"We can always click back into "},{"_key":"b5e172c83cdf1","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"b5e172c83cdf2","_type":"span","marks":[],"text":" to rearrange its placement on the screen or remove it entirely."}],"markDefs":[],"style":"normal"},{"_key":"c8d0d488710d","_type":"block","children":[{"_key":"ce1786f6e3270","_type":"span","marks":[],"text":"Either way, Common Room will refresh the record daily to make sure our counts are always up to date 💪"}],"markDefs":[],"style":"normal"},{"_key":"266cbb6ca0dd","_type":"block","children":[{"_key":"b9ec6176d0f80","_type":"span","marks":[],"text":"Okay, now let’s use our calculated field to help with account prioritization."}],"markDefs":[],"style":"normal"},{"_key":"53caf53ff60b","_type":"anchor","label":"Step 2: Stack rank accounts"},{"_key":"641c5651ea15","_type":"block","children":[{"_key":"b3eca47fce940","_type":"span","marks":[],"text":"Step 2: Stack rank accounts"}],"markDefs":[],"style":"h3"},{"_key":"c431a3f4ff35","_type":"block","children":[{"_key":"2f17c39954b70","_type":"span","marks":[],"text":"Once our new calculated field column is complete, we can quickly see counts for every org in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"0f3159711197","_type":"mainImage","asset":{"_ref":"image-a79cc33b884b6a124dbf0f71c84a57bee97ae6d8-1306x802-png","_type":"reference"},"caption":"View calculated field"},{"_key":"09b5f97c06f9","_type":"block","children":[{"_key":"3c2b193dfbb50","_type":"span","marks":[],"text":"We can click on the column header in our org-level view and select "},{"_key":"3c2b193dfbb51","_type":"span","marks":["strong"],"text":"Sort descending"},{"_key":"3c2b193dfbb52","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"b49fd9daa23b","_type":"mainImage","asset":{"_ref":"image-7e846a8d8136b64ae13c4bdb74e7ecd797f3c7b0-564x310-png","_type":"reference"},"caption":"Select Sort descending"},{"_key":"28acf60f1b72","_type":"block","children":[{"_key":"2c980d72d9020","_type":"span","marks":[],"text":"Now every account in Common Room is listed by the number of users active in our product over the past 30 days from highest to lowest. This makes it much easier to zero in on high-usage accounts quickly 🥳"}],"markDefs":[],"style":"normal"},{"_key":"2cb57cf15aa6","_type":"block","children":[{"_key":"64925a04c5270","_type":"span","marks":[],"text":"We can add as many calculated field columns to our view as we want to get even more granular."}],"markDefs":[],"style":"normal"},{"_key":"210a7c0defd5","_type":"block","children":[{"_key":"d599a23d33300","_type":"span","marks":[],"text":"We can also use calculated fields as inputs in our signal-based scoring."}],"markDefs":[],"style":"normal"},{"_key":"c3ab9150ade5","_type":"infoBox","body":[{"_key":"9302cf2bb50a","_type":"block","children":[{"_key":"b053fd49c410","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"88096eebbd6d","_type":"span","marks":["4149990fd895"],"text":"lead and account scoring"},{"_key":"f2abeafd543e","_type":"span","marks":[],"text":" feature allows you to instantly evaluate all opportunities based on customizable fit and behavior criteria. 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"},{"_key":"6030885869af","_type":"span","marks":["96cbf09da7e4"],"text":"Sign up for free"},{"_key":"d299bac8b099","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"96cbf09da7e4","_type":"link","href":"https://www.commonroom.io/signup?website_attribution=playbooks%252Fscale-proven-sales-plays-on-autopilot"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"a80f0f0a4b2d","_type":"infoBox","body":[{"_key":"64102c968949","_type":"block","children":[{"_key":"deac55c1c126","_type":"span","marks":[],"text":"We’ll use LinkedIn in this example. Check out our "},{"_key":"8210fe90f2bd","_type":"span","marks":["408b7e145fc7"],"text":"integrations docs"},{"_key":"f55a80b6a147","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"408b7e145fc7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"normal"}],"header":"Digital channels","style":"success"},{"_key":"8a9a2407a533","_type":"infoBox","body":[{"_key":"20d969f9d58a","_type":"block","children":[{"_key":"f4804d0f400a","_type":"span","marks":[],"text":"We’ll use Snowflake in this example. Check out our "},{"_key":"927ce56625a6","_type":"span","marks":["65fa67aba9f5"],"text":"integration docs"},{"_key":"c58f2d5e6962","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Snowflake to Common Room and explore other business data source options."}],"markDefs":[{"_key":"65fa67aba9f5","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/snowflake"}],"style":"normal"}],"header":"Data warehouse","style":"success"},{"_key":"7adf6181c374","_type":"infoBox","body":[{"_key":"097b3f290fd8","_type":"block","children":[{"_key":"938f85b7a173","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. But for now we want to score behavior based on LinkedIn engagement and product usage."}],"markDefs":[],"style":"normal"},{"_key":"b65eadea5b10","_type":"block","children":[{"_key":"ac469763b5250","_type":"span","marks":[],"text":"So we’d click "},{"_key":"ac469763b5251","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"ac469763b5252","_type":"span","marks":[],"text":" under that section and once again choose from our filters."}],"markDefs":[],"style":"normal"},{"_key":"24d528e8fa08","_type":"mainImage","asset":{"_ref":"image-22f414829784571be83f781f3c0a73768e0be24c-2524x1312-png","_type":"reference"},"caption":"View filters"},{"_key":"960e52c92757","_type":"block","children":[{"_key":"e495367b737f0","_type":"span","marks":[],"text":"Once that’s done, we can decide how important fit and behavior are when scoring leads. We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a message snippet based on our prompt."}],"markDefs":[],"style":"normal"},{"_key":"2208ebfd791c","_type":"block","children":[{"_key":"77f4ae3a653b0","_type":"span","marks":[],"text":"We can review and edit the snippet as we see fit before adding the prospect to our sequence from within Common Room."}],"markDefs":[],"style":"normal"},{"_key":"fac172b5e795","_type":"mainImage","asset":{"_ref":"image-7af8d719644d6cbf9f29f3ce73d99494c15ff7e5-1144x688-png","_type":"reference"},"caption":"View message snippet"},{"_key":"c433f2e39c59","_type":"block","children":[{"_key":"6361ed5730120","_type":"span","marks":[],"text":"We can also select multiple prospects at once and add them all to the same sequence simultaneously."}],"markDefs":[],"style":"normal"},{"_key":"71741c92c056","_type":"block","children":[{"_key":"601b4ebbf0c80","_type":"span","marks":[],"text":"RoomieAI will update its message snippet for each person to make it as personalized and relevant as possible 🥳"}],"markDefs":[],"style":"normal"},{"_key":"6a76ad055988","_type":"anchor","label":"Step 4: Automate personalized outbound"},{"_key":"de0111cbcbd0","_type":"block","children":[{"_key":"3e5ce2d656410","_type":"span","marks":[],"text":"Step 4: Automate personalized outbound"}],"markDefs":[],"style":"h3"},{"_key":"a1e2c53d44bc","_type":"block","children":[{"_key":"e554e06f2f970","_type":"span","marks":[],"text":"Now that we’re confident in this play, we can put the whole process on autopilot 🛩️"}],"markDefs":[],"style":"normal"},{"_key":"5e469c1cb8a8","_type":"block","children":[{"_key":"7c43b3c18ed40","_type":"span","marks":[],"text":"We’d go to "},{"_key":"7c43b3c18ed41","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"7c43b3c18ed42","_type":"span","marks":[],"text":" in the left sidebar, click "},{"_key":"7c43b3c18ed43","_type":"span","marks":["strong"],"text":"New workflow"},{"_key":"7c43b3c18ed44","_type":"span","marks":[],"text":", and select 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a message snippet based on our prompt."}],"markDefs":[],"style":"normal"},{"_key":"2208ebfd791c","_type":"block","children":[{"_key":"77f4ae3a653b0","_type":"span","marks":[],"text":"We can review and edit the snippet as we see fit before adding the prospect to our sequence from within Common Room."}],"markDefs":[],"style":"normal"},{"_key":"fac172b5e795","_type":"mainImage","asset":{"_ref":"image-7af8d719644d6cbf9f29f3ce73d99494c15ff7e5-1144x688-png","_type":"reference"},"caption":"View message snippet"},{"_key":"c433f2e39c59","_type":"block","children":[{"_key":"6361ed5730120","_type":"span","marks":[],"text":"We can also select multiple prospects at once and add them all to the same sequence simultaneously."}],"markDefs":[],"style":"normal"},{"_key":"71741c92c056","_type":"block","children":[{"_key":"601b4ebbf0c80","_type":"span","marks":[],"text":"RoomieAI will update its message snippet for each person to make it as personalized and relevant as possible 🥳"}],"markDefs":[],"style":"normal"},{"_key":"6a76ad055988","_type":"anchor","label":"Step 4: Automate personalized outbound"},{"_key":"de0111cbcbd0","_type":"block","children":[{"_key":"3e5ce2d656410","_type":"span","marks":[],"text":"Step 4: Automate personalized outbound"}],"markDefs":[],"style":"h3"},{"_key":"a1e2c53d44bc","_type":"block","children":[{"_key":"e554e06f2f970","_type":"span","marks":[],"text":"Now that we’re confident in this play, we can put the whole process on autopilot 🛩️"}],"markDefs":[],"style":"normal"},{"_key":"5e469c1cb8a8","_type":"block","children":[{"_key":"7c43b3c18ed40","_type":"span","marks":[],"text":"We’d go to "},{"_key":"7c43b3c18ed41","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"7c43b3c18ed42","_type":"span","marks":[],"text":" in the left sidebar, click "},{"_key":"7c43b3c18ed43","_type":"span","marks":["strong"],"text":"New workflow"},{"_key":"7c43b3c18ed44","_type":"span","marks":[],"text":", and select 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This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"7a23d40419a0","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"c9d197feaf94","_type":"block","children":[{"_key":"bc0161ac42640","_type":"span","marks":[],"text":"First we want to add a filter for people who are tagged as economic buyers. We’d find that under "},{"_key":"bc0161ac42641","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bc0161ac42642","_type":"span","marks":[],"text":" in the "},{"_key":"bc0161ac42643","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"bc0161ac42644","_type":"span","marks":[],"text":" section."}],"markDefs":[],"style":"normal"},{"_key":"b84a70766ab9","_type":"mainImage","asset":{"_ref":"image-2cc2ff0778dd0a41e7aabb2a16430395c0bf2cf4-896x908-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"f15174c45003","_type":"block","children":[{"_key":"710528980e7b0","_type":"span","marks":[],"text":"🔦 "},{"_key":"710528980e7b1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"8d44811e773a0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"8d44811e773a1","_type":"span","marks":["0f0801f943dc"],"text":"tags"},{"_key":"8d44811e773a2","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for economic buyers, ideal personas, product-qualified leads, and more."}],"markDefs":[{"_key":"0f0801f943dc","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8a949cddd48f","_type":"block","children":[{"_key":"add44d382d280","_type":"span","marks":[],"text":"Next we’d apply filters to our Snowflake data to zero in on individuals who are admins of at least one workspace."}],"markDefs":[],"style":"normal"},{"_key":"627a68a07969","_type":"mainImage","asset":{"_ref":"image-689e1096394cbd7af1d28be3206c7d32d7fc9051-1342x866-png","_type":"reference"},"caption":"Select Admin of at least 1 workspace"},{"_key":"d604910cb716","_type":"block","children":[{"_key":"b41582958cd40","_type":"span","marks":[],"text":"Then we’d add a filter for "},{"_key":"b41582958cd41","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b41582958cd42","_type":"span","marks":[],"text":" and pull from our product data to hone in on companies where the number of employees is higher than the number of paid seats."}],"markDefs":[],"style":"normal"},{"_key":"5a21a5880ada","_type":"mainImage","asset":{"_ref":"image-bf88f50b5db5719cc5b3a1a692df253a703dfaf8-1790x1002-png","_type":"reference"},"caption":"Select Employee count is greater than paid seats"},{"_key":"b44353a9bf5b","_type":"block","children":[{"_key":"c3199b2d21ff0","_type":"span","marks":[],"text":"Finally, we’d add another organization filter for companies where license utilization over the past 28 days is 100%."}],"markDefs":[],"style":"normal"},{"_key":"cfa07e061f7e","_type":"mainImage","asset":{"_ref":"image-b9364fc8f2663c097a5adc95d402b2a886097d1b-1072x568-png","_type":"reference"},"caption":"Select License utilization"},{"_key":"667993fc2c56","_type":"block","children":[{"_key":"33b0f6cdc5d50","_type":"span","marks":[],"text":"Voilà—now anyone who is an economic buyer and admin in our product—and who works at a company with more employees than paid seats that is using all of its licenses—will be added to this workflow 🧙"}],"markDefs":[],"style":"normal"},{"_key":"8e6371e6e8a9","_type":"block","children":[{"_key":"02713a42b0be0","_type":"span","marks":[],"text":"Now let’s decide what the workflow looks like."}],"markDefs":[],"style":"normal"},{"_key":"8e102b9effc1","_type":"anchor","label":"Step 3: Select sequence"},{"_key":"cabd65da0204","_type":"block","children":[{"_key":"b5e2190879580","_type":"span","marks":[],"text":"Step 3: Select sequence"}],"markDefs":[],"style":"h3"},{"_key":"583877e5e6f3","_type":"block","children":[{"_key":"304938494b620","_type":"span","marks":[],"text":"Let’s say we have an email sequence set up for just this kind of play."}],"markDefs":[],"style":"normal"},{"_key":"a2364967f879","_type":"block","children":[{"_key":"0e700337c8ee0","_type":"span","marks":[],"text":"It might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"94a84750f1be","_type":"block","children":[{"_key":"2a1ddd3355370","_type":"span","marks":[],"text":"✍️ "},{"_key":"2a1ddd3355371","_type":"span","marks":["strong"],"text":"Outbound template based on employee-to-paid seat ratio\n"},{"_key":"9d2e8044c44f0","_type":"span","marks":["em"],"text":"\nHi "},{"_key":"9d2e8044c44f1","_type":"span","marks":["strong","em"],"text":"[first name]"},{"_key":"9d2e8044c44f2","_type":"span","marks":["em"],"text":",\n\nChecking how your experience with "},{"_key":"9742cf0fb8651","_type":"span","marks":["strong","em"],"text":"[product name] "},{"_key":"9742cf0fb8652","_type":"span","marks":["em"],"text":"is going?\n\nLooks like all of your available licenses are being used. 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"},{"_key":"24d6cf4550301","_type":"span","marks":["da2eaa31e4fa"],"text":"Sign up for free"},{"_key":"24d6cf4550302","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"da2eaa31e4fa","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"c111dca2b1cd","_type":"anchor","label":"Step 1: Activate Prospector"},{"_key":"482582195b8f","_type":"block","children":[{"_key":"a84678fc126f","_type":"span","marks":[],"text":"Step 1: Activate Prospector"}],"markDefs":[],"style":"h3"},{"_key":"7177059fdd0b","_type":"block","children":[{"_key":"c96b131d7eee0","_type":"span","marks":[],"text":"Let’s say we want to hone in on prospects who work in marketing at companies in North America. We have a target account in mind, but no one from that organization has interacted with us across our digital ecosystem."}],"markDefs":[],"style":"normal"},{"_key":"0f61db410036","_type":"block","children":[{"_key":"42a7e5cbd53b0","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"42a7e5cbd53b1","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"42a7e5cbd53b2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"08ce4ce93073","_type":"mainImage","asset":{"_ref":"image-ff59f337f73c53612d30ceeb1b43b786541915b3-3840x2161-png","_type":"reference"},"caption":"Select Organizations"},{"_key":"6d4c544dfd60","_type":"block","children":[{"_key":"549b2995d8f80","_type":"span","marks":[],"text":"If the org is already tracked in Common Room, we can simply click into it. 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"},{"_key":"6030885869af","_type":"span","marks":["96cbf09da7e4"],"text":"Sign up for free"},{"_key":"d299bac8b099","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"96cbf09da7e4","_type":"link","href":"https://www.commonroom.io/signup?website_attribution=playbooks%252Fscale-proven-sales-plays-on-autopilot"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"a80f0f0a4b2d","_type":"infoBox","body":[{"_key":"64102c968949","_type":"block","children":[{"_key":"deac55c1c126","_type":"span","marks":[],"text":"We’ll use LinkedIn in this example. Check out our "},{"_key":"8210fe90f2bd","_type":"span","marks":["408b7e145fc7"],"text":"integrations docs"},{"_key":"f55a80b6a147","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"408b7e145fc7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"normal"}],"header":"Digital channels","style":"success"},{"_key":"8a9a2407a533","_type":"infoBox","body":[{"_key":"20d969f9d58a","_type":"block","children":[{"_key":"f4804d0f400a","_type":"span","marks":[],"text":"We’ll use Snowflake in this example. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. But for now we want to score behavior based on LinkedIn engagement and product usage."}],"markDefs":[],"style":"normal"},{"_key":"b65eadea5b10","_type":"block","children":[{"_key":"ac469763b5250","_type":"span","marks":[],"text":"So we’d click "},{"_key":"ac469763b5251","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"ac469763b5252","_type":"span","marks":[],"text":" under that section and once again choose from our filters."}],"markDefs":[],"style":"normal"},{"_key":"24d528e8fa08","_type":"mainImage","asset":{"_ref":"image-22f414829784571be83f781f3c0a73768e0be24c-2524x1312-png","_type":"reference"},"caption":"View filters"},{"_key":"960e52c92757","_type":"block","children":[{"_key":"e495367b737f0","_type":"span","marks":[],"text":"Once that’s done, we can decide how important fit and behavior are when scoring leads. 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started"},{"_key":"a4a7fbbfa295","_type":"block","children":[{"_key":"7b218f6c0a9f0","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"fe4d91e59888","_type":"block","children":[{"_key":"86f31c76c6370","_type":"span","marks":[],"text":"Signal depth is just as valuable as signal breadth."}],"markDefs":[],"style":"normal"},{"_key":"9bcd7a536b9a","_type":"block","children":[{"_key":"ec361ba24c480","_type":"span","marks":[],"text":"But knowing which accounts generate a high volume of key buying signals used to require manual research or hacky workarounds. 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"},{"_key":"4335d189c511","_type":"span","marks":["04d41cb5b41b"],"text":"Sign up for free"},{"_key":"53a538c55239","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"04d41cb5b41b","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"cb73b8cdf35e","_type":"infoBox","body":[{"_key":"433fc955fd6d","_type":"block","children":[{"_key":"ccce2fc453fa","_type":"span","marks":[],"text":"We’ll use Snowflake in this example. Check out our "},{"_key":"43ce65564f40","_type":"span","marks":["295199622034"],"text":"integration docs"},{"_key":"4dcb31435349","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Snowflake to Common Room and explore other business data source options."}],"markDefs":[{"_key":"295199622034","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/snowflake"}],"style":"normal"}],"header":"Data warehouse","style":"success"},{"_key":"42e6e2255241","_type":"anchor","label":"Step 1: Create calculated field"},{"_key":"525000611f6e","_type":"block","children":[{"_key":"c33e548abc060","_type":"span","marks":[],"text":"Step 1: Create calculated field"}],"markDefs":[],"style":"h3"},{"_key":"d7c70e67bae9","_type":"block","children":[{"_key":"79ce3b673dab0","_type":"span","marks":[],"text":"Let’s say there’s a particular buying signal we’re interested in. We want to prioritize account outreach based on the volume of that signal."}],"markDefs":[],"style":"normal"},{"_key":"6e29e416b2ec","_type":"block","children":[{"_key":"276e081c88c90","_type":"span","marks":[],"text":"We’d log in to Common Room and create a calculated field to track it. We can do this from "},{"_key":"276e081c88c91","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"276e081c88c92","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar) or from any org-level view within Common Room, including segments."}],"markDefs":[],"style":"normal"},{"_key":"e3efd8b698ba","_type":"infoBox","body":[{"_key":"1e5f2ab8d35a","_type":"block","children":[{"_key":"0d5da3d23f18","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"168d5c6ecf95","_type":"span","marks":["f0485d8aff7a"],"text":"segments"},{"_key":"1635bdc4612b","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to auto-replenishing lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"f0485d8aff7a","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"normal"}],"header":"Segments","style":"info"},{"_key":"ca09528e1c83","_type":"block","children":[{"_key":"de6df6f402a60","_type":"span","marks":[],"text":"In this case, we’ll navigate to "},{"_key":"de6df6f402a61","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"de6df6f402a62","_type":"span","marks":[],"text":" in the left sidebar and create our field there."}],"markDefs":[],"style":"normal"},{"_key":"bc1de396a1fd","_type":"mainImage","asset":{"_ref":"image-58645d117f3e2b54b644a6d496fdfe4425930b3a-3840x2160-png","_type":"reference"},"caption":"Select Organizations"},{"_key":"b1ffa45d959a","_type":"block","children":[{"_key":"f1b4baa730350","_type":"span","marks":[],"text":"We’d click "},{"_key":"f1b4baa730351","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"f1b4baa730352","_type":"span","marks":[],"text":" in the top right of the screen. This shows us all the columns displaying information about accounts captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2443339abcfd","_type":"mainImage","asset":{"_ref":"image-910aa9b983d599403c3fc255b53bc56e38c347bc-1316x1468-png","_type":"reference"},"caption":"View columns"},{"_key":"88ecb2b02205","_type":"block","children":[{"_key":"f8aef99f2e5d0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"f8aef99f2e5d1","_type":"span","marks":["strong"],"text":"Create new custom field"},{"_key":"f8aef99f2e5d2","_type":"span","marks":[],"text":", give it a brief name and description, and select "},{"_key":"f8aef99f2e5d3","_type":"span","marks":["strong"],"text":"Calculated"},{"_key":"f8aef99f2e5d4","_type":"span","marks":[],"text":" as the type."}],"markDefs":[],"style":"normal"},{"_key":"a6328a9bf15b","_type":"mainImage","asset":{"_ref":"image-d422206bea4636465f6e783abf707d7d8e596066-1314x946-png","_type":"reference"},"caption":"Select Calculated"},{"_key":"9ea3a66a9e7a","_type":"block","children":[{"_key":"df0785269baf0","_type":"span","marks":[],"text":"We can create a field based on any number of different types of account-level signals, including contact-level activities (such as product usage, job changes, and more), job listings, and news events."}],"markDefs":[],"style":"normal"},{"_key":"9e6d127a0176","_type":"mainImage","asset":{"_ref":"image-46de57b369a630d3ca01fa68fd84af445e34a088-1316x782-png","_type":"reference"},"caption":"View field options"},{"_key":"00b8f0c01f07","_type":"block","children":[{"_key":"42f2185784e60","_type":"span","marks":[],"text":"We can even use Common Room’s Prospector tool to count the number of high-fit prospects who work at an organization based on our custom criteria, like job title, role, seniority level, location, job-change history, and even LinkedIn follower count."}],"markDefs":[],"style":"normal"},{"_key":"cce590fd58f0","_type":"infoBox","body":[{"_key":"fa71d74b1bf4","_type":"block","children":[{"_key":"0066491dd2be","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f619de28403b","_type":"span","marks":["c3fccc97056c"],"text":"Prospector"},{"_key":"82f8daf805ca","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations based on custom criteria, and automatically add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"c3fccc97056c","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"normal"}],"header":"Prospector","style":"info"},{"_key":"eabbca911d10","_type":"block","children":[{"_key":"4f327eced2cf0","_type":"span","marks":[],"text":"For this example, let’s say we want to see how many people within an account have been active in our product over the past 30 days. We’d configure the field to make sure we’re counting that record."}],"markDefs":[],"style":"normal"},{"_key":"3c00a93d4623","_type":"mainImage","asset":{"_ref":"image-3407cb495fd82d6baa5848b42b23cb29fc2116e9-1322x1222-png","_type":"reference"},"caption":"Configure calculated field"},{"_key":"c1d75286634b","_type":"block","children":[{"_key":"44a1e83f11150","_type":"span","marks":[],"text":"Once we’ve created our field and hit "},{"_key":"44a1e83f11151","_type":"span","marks":["strong"],"text":"Save"},{"_key":"44a1e83f11152","_type":"span","marks":[],"text":", it will automatically be added as a column to our table view. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. But for now we want to score behavior based on LinkedIn engagement and product usage."}],"markDefs":[],"style":"normal"},{"_key":"b65eadea5b10","_type":"block","children":[{"_key":"ac469763b5250","_type":"span","marks":[],"text":"So we’d click "},{"_key":"ac469763b5251","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"ac469763b5252","_type":"span","marks":[],"text":" under that section and once again choose from our filters."}],"markDefs":[],"style":"normal"},{"_key":"24d528e8fa08","_type":"mainImage","asset":{"_ref":"image-22f414829784571be83f781f3c0a73768e0be24c-2524x1312-png","_type":"reference"},"caption":"View filters"},{"_key":"960e52c92757","_type":"block","children":[{"_key":"e495367b737f0","_type":"span","marks":[],"text":"Once that’s done, we can decide how important fit and behavior are when scoring leads. We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"602e777c0971","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"}],"style":"callout"},{"_key":"4d09d1281aa1","_type":"block","children":[{"_key":"01b1182824d20","_type":"span","marks":[],"text":"Okay, now let’s decide how people get added to our automated workflow 🤖"}],"markDefs":[],"style":"normal"},{"_key":"5b48ef7e853a","_type":"anchor","label":"Step 2: Add filters"},{"_key":"f2130da11918","_type":"block","children":[{"_key":"b83bc1f4a7ae0","_type":"span","marks":[],"text":"Step 2: Add filters"}],"markDefs":[],"style":"h3"},{"_key":"b8db716bc891","_type":"block","children":[{"_key":"ba55232b79ac0","_type":"span","marks":[],"text":"Common Room automatically pulls in and combines data from all our connected sources so we can slice and dice it as we please using filters."}],"markDefs":[],"style":"normal"},{"_key":"73104ef1cdf9","_type":"block","children":[{"_key":"4cc526e5fea40","_type":"span","marks":[],"text":"🔦 "},{"_key":"4cc526e5fea41","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"cd1b4b90c9a40","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cd1b4b90c9a41","_type":"span","marks":["7a23d40419a0"],"text":"filters"},{"_key":"cd1b4b90c9a42","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"7a23d40419a0","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"c9d197feaf94","_type":"block","children":[{"_key":"bc0161ac42640","_type":"span","marks":[],"text":"First we want to add a filter for people who are tagged as economic buyers. We’d find that under "},{"_key":"bc0161ac42641","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bc0161ac42642","_type":"span","marks":[],"text":" in the "},{"_key":"bc0161ac42643","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"bc0161ac42644","_type":"span","marks":[],"text":" section."}],"markDefs":[],"style":"normal"},{"_key":"b84a70766ab9","_type":"mainImage","asset":{"_ref":"image-2cc2ff0778dd0a41e7aabb2a16430395c0bf2cf4-896x908-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"f15174c45003","_type":"block","children":[{"_key":"710528980e7b0","_type":"span","marks":[],"text":"🔦 "},{"_key":"710528980e7b1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"8d44811e773a0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"8d44811e773a1","_type":"span","marks":["0f0801f943dc"],"text":"tags"},{"_key":"8d44811e773a2","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for economic buyers, ideal personas, product-qualified leads, and more."}],"markDefs":[{"_key":"0f0801f943dc","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8a949cddd48f","_type":"block","children":[{"_key":"add44d382d280","_type":"span","marks":[],"text":"Next we’d apply filters to our Snowflake data to zero in on individuals who are admins of at least one workspace."}],"markDefs":[],"style":"normal"},{"_key":"627a68a07969","_type":"mainImage","asset":{"_ref":"image-689e1096394cbd7af1d28be3206c7d32d7fc9051-1342x866-png","_type":"reference"},"caption":"Select Admin of at least 1 workspace"},{"_key":"d604910cb716","_type":"block","children":[{"_key":"b41582958cd40","_type":"span","marks":[],"text":"Then we’d add a filter for "},{"_key":"b41582958cd41","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b41582958cd42","_type":"span","marks":[],"text":" and pull from our product data to hone in on companies where the number of employees is higher than the number of paid seats."}],"markDefs":[],"style":"normal"},{"_key":"5a21a5880ada","_type":"mainImage","asset":{"_ref":"image-bf88f50b5db5719cc5b3a1a692df253a703dfaf8-1790x1002-png","_type":"reference"},"caption":"Select Employee count is greater than paid seats"},{"_key":"b44353a9bf5b","_type":"block","children":[{"_key":"c3199b2d21ff0","_type":"span","marks":[],"text":"Finally, we’d add another organization filter for companies where license utilization over the past 28 days is 100%."}],"markDefs":[],"style":"normal"},{"_key":"cfa07e061f7e","_type":"mainImage","asset":{"_ref":"image-b9364fc8f2663c097a5adc95d402b2a886097d1b-1072x568-png","_type":"reference"},"caption":"Select License utilization"},{"_key":"667993fc2c56","_type":"block","children":[{"_key":"33b0f6cdc5d50","_type":"span","marks":[],"text":"Voilà—now anyone who is an economic buyer and admin in our product—and who works at a company with more employees than paid seats that is using all of its licenses—will be added to this workflow 🧙"}],"markDefs":[],"style":"normal"},{"_key":"8e6371e6e8a9","_type":"block","children":[{"_key":"02713a42b0be0","_type":"span","marks":[],"text":"Now let’s decide what the workflow looks like."}],"markDefs":[],"style":"normal"},{"_key":"8e102b9effc1","_type":"anchor","label":"Step 3: Select sequence"},{"_key":"cabd65da0204","_type":"block","children":[{"_key":"b5e2190879580","_type":"span","marks":[],"text":"Step 3: Select sequence"}],"markDefs":[],"style":"h3"},{"_key":"583877e5e6f3","_type":"block","children":[{"_key":"304938494b620","_type":"span","marks":[],"text":"Let’s say we have an email sequence set up for just this kind of play."}],"markDefs":[],"style":"normal"},{"_key":"a2364967f879","_type":"block","children":[{"_key":"0e700337c8ee0","_type":"span","marks":[],"text":"It might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"94a84750f1be","_type":"block","children":[{"_key":"2a1ddd3355370","_type":"span","marks":[],"text":"✍️ "},{"_key":"2a1ddd3355371","_type":"span","marks":["strong"],"text":"Outbound template based on employee-to-paid seat ratio\n"},{"_key":"9d2e8044c44f0","_type":"span","marks":["em"],"text":"\nHi "},{"_key":"9d2e8044c44f1","_type":"span","marks":["strong","em"],"text":"[first name]"},{"_key":"9d2e8044c44f2","_type":"span","marks":["em"],"text":",\n\nChecking how your experience with "},{"_key":"9742cf0fb8651","_type":"span","marks":["strong","em"],"text":"[product name] "},{"_key":"9742cf0fb8652","_type":"span","marks":["em"],"text":"is going?\n\nLooks like all of your available licenses are being used. 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"},{"_key":"2ef42b692a34","_type":"span","marks":["572e81e08416"],"text":"Sign up for free"},{"_key":"f636f95ff2ae","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"572e81e08416","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"51a1626ff969","_type":"infoBox","body":[{"_key":"3240f4dd1eea","_type":"block","children":[{"_key":"e2bb0ba09c85","_type":"span","marks":[],"text":"We’ll use Outreach in this example. Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. 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below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, 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"},{"_key":"6030885869af","_type":"span","marks":["96cbf09da7e4"],"text":"Sign up for free"},{"_key":"d299bac8b099","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"96cbf09da7e4","_type":"link","href":"https://www.commonroom.io/signup?website_attribution=playbooks%252Fscale-proven-sales-plays-on-autopilot"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"a80f0f0a4b2d","_type":"infoBox","body":[{"_key":"64102c968949","_type":"block","children":[{"_key":"deac55c1c126","_type":"span","marks":[],"text":"We’ll use LinkedIn in this example. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). 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This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a message snippet based on our prompt."}],"markDefs":[],"style":"normal"},{"_key":"2208ebfd791c","_type":"block","children":[{"_key":"77f4ae3a653b0","_type":"span","marks":[],"text":"We can review and edit the snippet as we see fit before adding the prospect to our sequence from within Common Room."}],"markDefs":[],"style":"normal"},{"_key":"fac172b5e795","_type":"mainImage","asset":{"_ref":"image-7af8d719644d6cbf9f29f3ce73d99494c15ff7e5-1144x688-png","_type":"reference"},"caption":"View message snippet"},{"_key":"c433f2e39c59","_type":"block","children":[{"_key":"6361ed5730120","_type":"span","marks":[],"text":"We can also select multiple prospects at once and add them all to the same sequence simultaneously."}],"markDefs":[],"style":"normal"},{"_key":"71741c92c056","_type":"block","children":[{"_key":"601b4ebbf0c80","_type":"span","marks":[],"text":"RoomieAI will update its message snippet for each person to make it as personalized and relevant as possible 🥳"}],"markDefs":[],"style":"normal"},{"_key":"6a76ad055988","_type":"anchor","label":"Step 4: Automate personalized outbound"},{"_key":"de0111cbcbd0","_type":"block","children":[{"_key":"3e5ce2d656410","_type":"span","marks":[],"text":"Step 4: Automate personalized outbound"}],"markDefs":[],"style":"h3"},{"_key":"a1e2c53d44bc","_type":"block","children":[{"_key":"e554e06f2f970","_type":"span","marks":[],"text":"Now that we’re confident in this play, we can put the whole process on autopilot 🛩️"}],"markDefs":[],"style":"normal"},{"_key":"5e469c1cb8a8","_type":"block","children":[{"_key":"7c43b3c18ed40","_type":"span","marks":[],"text":"We’d go to "},{"_key":"7c43b3c18ed41","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"7c43b3c18ed42","_type":"span","marks":[],"text":" in the left sidebar, click "},{"_key":"7c43b3c18ed43","_type":"span","marks":["strong"],"text":"New workflow"},{"_key":"7c43b3c18ed44","_type":"span","marks":[],"text":", and select 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"},{"_key":"18e241e42898","_type":"span","marks":["729ba02a2583"],"text":"Sign up for free"},{"_key":"565647f3939b","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"729ba02a2583","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"ba51ebab37bf","_type":"anchor","label":"Step 1: Configure RoomieAI™ Capture"},{"_key":"b2211eb1c0b7","_type":"block","children":[{"_key":"771c341e09170","_type":"span","marks":[],"text":"Step 1: Configure RoomieAI™ Capture"}],"markDefs":[],"style":"h3"},{"_key":"22cd4f475c8a","_type":"block","children":[{"_key":"6f90600597320","_type":"span","marks":[],"text":"Let’s say we’re a RevOps leader or sales manager."}],"markDefs":[],"style":"normal"},{"_key":"354697f8aa67","_type":"block","children":[{"_key":"84f43f4d06a20","_type":"span","marks":[],"text":"We want to automatically surface granular account insights for reps, all tailored to our organization’s priorities for account prioritization and account planning."}],"markDefs":[],"style":"normal"},{"_key":"a65838d8cc9d","_type":"block","children":[{"_key":"652f71b7a00c0","_type":"span","marks":[],"text":"First we’d tell our AI agent, RoomieAI Capture, to focus on orgs that match our specific fit and behavioral criteria. 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This information is then summarized and delivered to reps in Common Room’s sales workbench."}],"markDefs":[{"_key":"4a81cf4a8015","_type":"link","href":"https://www.commonroom.io/product/ai/"}],"style":"normal"}],"header":"Data and signal capture agent","style":"info"},{"_key":"4b91f87ae44b","_type":"block","children":[{"_key":"59799d6a10140","_type":"span","marks":[],"text":"Then we’d tell it which topics we want it to research, how it should go about it, and what we want the output to look like. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. 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Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. 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below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message 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And if you haven’t already, "},{"_key":"e1d42d9afed6","_type":"span","marks":["861f2455bb46","em"],"text":"try Common Room for free"},{"_key":"79691b879cf6","_type":"span","marks":["em"],"text":"."}],"markDefs":[{"_key":"3d33b762bda4","_type":"link","href":"https://www.commonroom.io/contact"},{"_key":"861f2455bb46","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"categories":[{"_key":"0796a23d2e79","_ref":"df0bb227-e656-4be1-af6a-5b8410d9a26e","_type":"reference"},{"_key":"deb263ee6fad","_ref":"067d08c2-833d-447f-8bed-e63211d3c644","_type":"reference"},{"_key":"ee3e52f8373b","_ref":"49eddb17-5958-48af-aa46-54b32e89c68a","_type":"reference"}],"excerpt":[{"_key":"5fa50d48c302","_type":"block","children":[{"_key":"1287e3604d3d0","_type":"span","marks":[],"text":"Auto-generate messaging to reach out with relevance."}],"markDefs":[],"style":"normal"}],"integrations":[{"_key":"90d79e1fb3cb","_ref":"39328d24-10ac-45d4-b97c-9f6a2b2c231b","_type":"reference"}],"mainImage":{"_type":"mainImage","alt":"Playbook title card with title: \"Scale personalized outbound with AI\"","asset":{"_ref":"image-52568506dbd7196a794abcbbcfd36c1bfe701990-2400x1260-png","_type":"reference"}},"slug":{"_type":"slug","current":"scale-personalized-outbound-with-ai"},"status":"published","suggestions":[{"_key":"222ef4262c65","_ref":"394f0440-a0d7-4da0-9b80-50cc11d50285","_type":"reference"},{"_key":"0e3dad6c4046","_ref":"4f002133-2725-4e43-b29d-12be8c6c4b16","_type":"reference"},{"_key":"ec442a59f884","_ref":"3d60bd1d-25c4-4eb6-94cf-cf23291e5dda","_type":"reference"}],"teams":["Sales"],"title":"Scale personalized outbound with AI","useCases":[{"_key":"82c37dac17e8","_ref":"07c9052b-614c-49d8-9904-46d83ef59437","_type":"reference"}],"id":"-6f789ec5-72f4-546c-a35e-e60159597a42","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"scale-personalized-outbound-with-ai"},"status":"published","_createdAt":"2024-09-05T20:11:12Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e"},{"_id":"067d08c2-833d-447f-8bed-e63211d3c644"},{"_id":"49eddb17-5958-48af-aa46-54b32e89c68a"}],"_rawExcerpt":[{"_key":"5fa50d48c302","_type":"block","children":[{"_key":"1287e3604d3d0","_type":"span","marks":[],"text":"Auto-generate messaging to reach out with relevance."}],"markDefs":[],"style":"normal"}],"isPublished":true,"integrations":[{"_id":"39328d24-10ac-45d4-b97c-9f6a2b2c231b"}],"_id":"60ede2e7-262a-4065-9057-52bd7f52422c"}},{"_id":"0079f6b6-cb57-40e1-a05c-359ebc805670","_type":"playbook","_rev":"oIp6nXPh2caleERo27eXhR","_createdAt":"2023-03-30T22:12:59Z","_updatedAt":"2025-04-15T23:25:25Z","body":[{"_key":"72271882f90a","_type":"anchor","label":"Overview"},{"_key":"36e4046a9df6","_type":"block","children":[{"_key":"6fc5216c9c340","_type":"span","marks":[],"text":"Congrats. You’re in rarified OSS air. Your repo has thousands of stars, contributors, commits, branches, and so on."}],"markDefs":[],"style":"normal"},{"_key":"f20b74f313c8","_type":"block","children":[{"_key":"1b6a7fb5334d0","_type":"span","marks":[],"text":"With all this traction, you want to understand basics like: "},{"_key":"1b6a7fb5334d1","_type":"span","marks":["em"],"text":"who are your top external contributors?"},{"_key":"1b6a7fb5334d2","_type":"span","marks":[],"text":" "},{"_key":"1b6a7fb5334d3","_type":"span","marks":["em"],"text":"Where do they work? What are their motives? Are they customers of your SaaS offering?"}],"markDefs":[],"style":"normal"},{"_key":"ae5890940e79","_type":"block","children":[{"_key":"7e65c25327220","_type":"span","marks":[],"text":"While GitHub gives you a pulse on activity within your repo — top contributors, merge and pull requests activity, new and closed issues — it doesn’t provide specifics like company data from members or connect the dots on who is or isn’t a customer."}],"markDefs":[],"style":"normal"},{"_key":"6771a9c969d9","_type":"block","children":[{"_key":"5e07373796460","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to use Common Room to pull back the veil on your GitHub community beyond the basic info that GitHub provides. 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To do that, head over to settings and select to connect GitHub."}],"markDefs":[],"style":"normal"},{"_key":"9c79159ce1c7","_type":"mainImage","asset":{"_ref":"image-b421f8e89dd036be3a25fbf9b620148043be1b63-1322x904-png","_type":"reference"},"caption":"Connect GitHub to Common Room"},{"_key":"3f082cce552c","_type":"block","children":[{"_key":"b83c0d8e49aa0","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"b83c0d8e49aa1","_type":"span","marks":[],"text":" connecting to GitHub requires approval from one of your org admins. If you are not an org admin and proceed through the integration setup, GitHub will email your org admins requesting their approval. 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We can head over to the "},{"_key":"23cf506d7373","_type":"span","marks":["strong"],"text":"Members"},{"_key":"56ed1c7b710d","_type":"span","marks":[],"text":" view in Common Room to do that."}],"markDefs":[],"style":"normal"},{"_key":"f60c0d4573a1","_type":"block","children":[{"_key":"19d5f3a6a6860","_type":"span","marks":[],"text":"From here, we’ll add a filter to limit this view to just the GitHub source."}],"markDefs":[],"style":"normal"},{"_key":"4e9b7c8481e2","_type":"mainImage","asset":{"_ref":"image-65f6b64e0f3b6daa5ddca6fd033d1018195047d8-2932x1832-png","_type":"reference"},"caption":"Unfiltered Members view"},{"_key":"8e9811980795","_type":"block","children":[{"_key":"9b3658bbcf8b0","_type":"span","marks":[],"text":"And we can see that gets us to about 18k members. Which is far too much noise for the signal we’re looking for. So we can start narrowing that down by adding more filters."}],"markDefs":[],"style":"normal"},{"_key":"ac926295bb7a","_type":"block","children":[{"_key":"d2bc30d772320","_type":"span","marks":[],"text":"Let’s start by building our top contributor cohort."}],"markDefs":[],"style":"normal"},{"_key":"38236af8e37f","_type":"block","children":[{"_key":"d05166c0309d0","_type":"span","marks":[],"text":"We can click the "},{"_key":"d13b2881913a","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"7b3a29a724c4","_type":"span","marks":[],"text":" button and select GitHub-specific activity to filter on, like commits, pull requests, comments, issues, stars, etc."}],"markDefs":[],"style":"normal"},{"_key":"c7de68b8e94c","_type":"mainImage","asset":{"_ref":"image-bc9429be9aef4539ae466887e8af3f7da2569ab3-2214x1366-png","_type":"reference"},"caption":"Mega menu filter for members view"},{"_key":"a70a3b20050c","_type":"block","children":[{"_key":"ec074ff1de080","_type":"span","marks":[],"text":"Adding a filter for > 1 commit in the last 28 days narrows our list to a few dozen. This is what we were looking for — our top recently active contributors. We can select all members from here and add them to a new segment."}],"markDefs":[],"style":"normal"},{"_key":"eff8c1781c5d","_type":"mainImage","asset":{"_ref":"image-fc067fd748d27afe938ebe94bc9b20aab3171638-742x464-png","_type":"reference"},"caption":"Add selected members to a new segment"},{"_key":"babd402a2549","_type":"block","children":[{"_key":"527ffe3b2ba20","_type":"span","marks":[],"text":"Let’s follow a similar pattern to create a different segment for high-profile GitHub active members in our repo. To do that, we can clear the previous filter and add a new one for organization size > 50, located in North America or Europe, and active in the last 12 weeks."}],"markDefs":[],"style":"normal"},{"_key":"39cdbd720e98","_type":"mainImage","asset":{"_ref":"image-2ff7a5a0f697146c4b676b738c4d4419bcad486d-1466x915-png","_type":"reference"},"caption":"Filter GitHub contributors by ICP"},{"_key":"8104b954c27b","_type":"block","children":[{"_key":"6e7ef6a14bad0","_type":"span","marks":[],"text":"Then we can repeat the step above to add this cohort to a new segment. We’ll select all and name our segment."}],"markDefs":[],"style":"normal"},{"_key":"9391e1d5ec07","_type":"block","children":[{"_key":"8d94140e8b5e0","_type":"span","marks":[],"text":"We can also add tags (e.g., "},{"_key":"82e0c2d6d109","_type":"span","marks":["strong"],"text":"VIP"},{"_key":"84c01ce059f5","_type":"span","marks":[],"text":") from this view to append to a member’s profile. 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"},{"_key":"91fec67aba823","_type":"span","marks":["0e025a543888"],"text":"Sign up for free"},{"_key":"91fec67aba824","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"0e025a543888","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"callout"},{"_key":"2c87ed2cc836","_type":"block","children":[{"_key":"70d2164614ab0","_type":"span","marks":[],"text":"🧰 "},{"_key":"70d2164614ab1","_type":"span","marks":["strong"],"text":"CRM\n"},{"_key":"95b346beeaf50","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. "},{"_key":"95b346beeaf51","_type":"span","marks":["8ad0b7275e0d"],"text":"Check out our full interactive guide"},{"_key":"95b346beeaf52","_type":"span","marks":[],"text":" for step-by-step directions on how to map your Salesforce data to Common Room and see our "},{"_key":"95b346beeaf53","_type":"span","marks":["72e39f951af6"],"text":"integration docs"},{"_key":"95b346beeaf54","_type":"span","marks":[],"text":" for other CRM options."}],"markDefs":[{"_key":"8ad0b7275e0d","_type":"link","href":"https://app.arcade.software/share/lY7OWgwVNn5oLydRjICI"},{"_key":"72e39f951af6","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"}],"style":"callout"},{"_key":"a3342b00a36c","_type":"block","children":[{"_key":"e06460c6fee10","_type":"span","marks":[],"text":"🧰 "},{"_key":"e06460c6fee11","_type":"span","marks":["strong"],"text":"Digital channels\n"},{"_key":"7e9eb8e680c10","_type":"span","marks":[],"text":"We’ll use "},{"_key":"7e9eb8e680c11","_type":"span","marks":["740db20aa078"],"text":"LinkedIn"},{"_key":"7e9eb8e680c12","_type":"span","marks":[],"text":" and "},{"_key":"7e9eb8e680c13","_type":"span","marks":["b424518324ab"],"text":"X (formerly Twitter)"},{"_key":"7e9eb8e680c14","_type":"span","marks":[],"text":" in this example. Check out our "},{"_key":"7e9eb8e680c15","_type":"span","marks":["af1ea672fd6a"],"text":"integrations docs"},{"_key":"7e9eb8e680c16","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"740db20aa078","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"b424518324ab","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"af1ea672fd6a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"9db08c3a526a","_type":"anchor","label":"Step 1: Create segment"},{"_key":"f5ef8cc6ebfa","_type":"block","children":[{"_key":"98b32f0b05950","_type":"span","marks":[],"text":"Step 1: Create segment"}],"markDefs":[],"style":"h3"},{"_key":"e10dad74613f","_type":"block","children":[{"_key":"e5765ff175150","_type":"span","marks":[],"text":"Let’s say we’re looking for a way to get a conversation started with an economic buyer at one of our owned accounts."}],"markDefs":[],"style":"normal"},{"_key":"7dc86090afad","_type":"block","children":[{"_key":"084225a6c5b10","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"084225a6c5b11","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"084225a6c5b12","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"833dcd06f8e6","_type":"mainImage","asset":{"_ref":"image-6f4a2fe9b89d049d95761da71d2ebd0f310c72c5-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"42b095d47b44","_type":"block","children":[{"_key":"01cf3839070f0","_type":"span","marks":[],"text":"🔦 "},{"_key":"01cf3839070f1","_type":"span","marks":["strong"],"text":"Product spotlight: Segments\n"},{"_key":"cf262073a5880","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cf262073a5881","_type":"span","marks":["603047ab579e"],"text":"segments"},{"_key":"cf262073a5882","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to dedicated lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"603047ab579e","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"69ec0f3a4645","_type":"block","children":[{"_key":"17b5c602e5fa0","_type":"span","marks":[],"text":"If the segment doesn’t already exist, we’d click "},{"_key":"17b5c602e5fa1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"17b5c602e5fa2","_type":"span","marks":[],"text":" and create one for accounts that are owned by us in Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"77af2b967962","_type":"mainImage","asset":{"_ref":"image-8f7153610ad9a448a206cd4cc5e3d1c6edbd3259-964x392-png","_type":"reference"},"caption":"Select Create new segment for organizations"},{"_key":"fcb96c791b12","_type":"block","children":[{"_key":"cdad4e5efbd90","_type":"span","marks":[],"text":"All we have to do is set the criteria for who gets added to this segment by filtering for the appropriate Salesforce field."}],"markDefs":[],"style":"normal"},{"_key":"eebf91d13ea8","_type":"mainImage","asset":{"_ref":"image-d9ea196bb4e4e319d746e6f78a612803f615d0c9-2576x1400-png","_type":"reference"},"caption":"Select Salesforce field"},{"_key":"48e3c005ea8d","_type":"block","children":[{"_key":"d06503a7a31e0","_type":"span","marks":[],"text":"🔦 "},{"_key":"d06503a7a31e1","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"d1a9f3de5d2e0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"d1a9f3de5d2e1","_type":"span","marks":["a924b3aea9ed"],"text":"filters"},{"_key":"d1a9f3de5d2e2","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"a924b3aea9ed","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"2927ca11d8a9","_type":"block","children":[{"_key":"7e61d5fcc4230","_type":"span","marks":[],"text":"Once that’s done, any organization that is active across our digital channels and related to an account owned by us in Salesforce will automatically be added to this segment 🙌"}],"markDefs":[],"style":"normal"},{"_key":"d4468a8eeb85","_type":"anchor","label":"Step 2: Filter segment activity"},{"_key":"f87016bda6ee","_type":"block","children":[{"_key":"9ea195d303c80","_type":"span","marks":[],"text":"Step 2: Filter segment activity"}],"markDefs":[],"style":"h3"},{"_key":"e737f9367740","_type":"block","children":[{"_key":"480ed947528a0","_type":"span","marks":[],"text":"Now that our segment is up and running, we’d click on "},{"_key":"480ed947528a1","_type":"span","marks":["strong"],"text":"Activity"},{"_key":"480ed947528a2","_type":"span","marks":[],"text":" at the top of the screen."}],"markDefs":[],"style":"normal"},{"_key":"c48b2d0d32db","_type":"mainImage","asset":{"_ref":"image-15a5e5dad6407c3bdfa64f1e7bdc15fdfe1ec67e-2682x344-png","_type":"reference"},"caption":"Select Activity"},{"_key":"363d6a9131ef","_type":"block","children":[{"_key":"dccf45098bbe0","_type":"span","marks":[],"text":"This will reveal all the activity of people associated with our owned accounts across every channel connected to Common Room."}],"markDefs":[],"style":"normal"},{"_key":"ec21ccb82ce6","_type":"block","children":[{"_key":"12327bb6867a0","_type":"span","marks":[],"text":"We share a lot of content on LinkedIn and X, so let’s focus on those sources."}],"markDefs":[],"style":"normal"},{"_key":"aec52630e0dd","_type":"mainImage","asset":{"_ref":"image-d3072c3b1fb8ed191dbcf015ed5a4c43c89b9d20-560x1118-png","_type":"reference"},"caption":"Select sources"},{"_key":"b6470588ec8f","_type":"block","children":[{"_key":"a048c6ec945f0","_type":"span","marks":[],"text":"We can see which content people reacted to, commented on, shared, and more. We can also click into individuals to learn more about them and their recent cross-channel activities."}],"markDefs":[],"style":"normal"},{"_key":"c1c838b9fdbe","_type":"mainImage","asset":{"_ref":"image-193304d50876defd564c8b507336785392129d27-1216x926-png","_type":"reference"},"caption":"View Person360 profile"},{"_key":"7eae9ab9d862","_type":"block","children":[{"_key":"81411758490c0","_type":"span","marks":[],"text":"But we want to hone in on economic buyers at certain accounts."}],"markDefs":[],"style":"normal"},{"_key":"6ccd51ddee5b","_type":"block","children":[{"_key":"91f2cdf882170","_type":"span","marks":[],"text":"First we’ll filter for them using our "},{"_key":"91f2cdf882171","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"91f2cdf882172","_type":"span","marks":[],"text":" filter."}],"markDefs":[],"style":"normal"},{"_key":"1e5deabcaaf7","_type":"mainImage","asset":{"_ref":"image-d8b0ef2066644987d30ccbcc11c1665130538edf-704x1264-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"19717313be8b","_type":"block","children":[{"_key":"92664cea338a0","_type":"span","marks":[],"text":"🔦 "},{"_key":"92664cea338a1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"ca4ed79afaa50","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"ca4ed79afaa51","_type":"span","marks":["dccb1c9594b0"],"text":"tags"},{"_key":"ca4ed79afaa52","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. 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This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"1243155c87bc","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"d327e9057f4f","_type":"block","children":[{"_key":"b13e60def92e0","_type":"span","marks":[],"text":"We’d start by adding the "},{"_key":"b13e60def92e1","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"b13e60def92e2","_type":"span","marks":[],"text":" filter and customizing the time frame."}],"markDefs":[],"style":"normal"},{"_key":"7c8291a142ac","_type":"mainImage","asset":{"_ref":"image-7ec9e432cc571b65c583058ecbf398e6b867c946-2501x1302-png","_type":"reference"},"caption":"Select Org change"},{"_key":"b5b53bee9054","_type":"block","children":[{"_key":"50be8e6c9d190","_type":"span","marks":[],"text":"Common Room will automatically pull in data from digital channels—in this case, LinkedIn—to uncover recent job changes."}],"markDefs":[],"style":"normal"},{"_key":"28918f2a4b85","_type":"block","children":[{"_key":"de1e75e38c6b0","_type":"span","marks":[],"text":"Next we’d add an "},{"_key":"de1e75e38c6b1","_type":"span","marks":["strong"],"text":"Organization tags"},{"_key":"de1e75e38c6b2","_type":"span","marks":[],"text":" filter for previous customers. 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Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a 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Common Room is a prerequisite now for every BDR.”"}],"markDefs":[],"style":"blockquote"},{"_key":"c8591eedb5d8","_type":"playbookReference","playbook":{"_id":"cc57dea4-cb3f-4243-b7a6-ccffe8ac8fe8","_type":"playbook","_rev":"Bo1BzxZG0b9UIBwdTmL3c4","_createdAt":"2024-12-16T15:43:15Z","_updatedAt":"2025-04-15T21:10:05Z","body":[{"_key":"b6556e2519e2","_type":"anchor","label":"Getting started"},{"_key":"933c37569956","_type":"block","children":[{"_key":"aeaccb4adef50","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"2e06974d002a","_type":"block","children":[{"_key":"979892f7cb2e0","_type":"span","marks":[],"text":"Successful sales plays are built on the right combination of buying signals, fit criteria, and messaging."}],"markDefs":[],"style":"normal"},{"_key":"672036b5aa01","_type":"block","children":[{"_key":"89fea0f166940","_type":"span","marks":[],"text":"But figuring out which inputs drive the best outputs is too often a guessing game 🤷"}],"markDefs":[],"style":"normal"},{"_key":"8b3dceb8fe0b","_type":"block","children":[{"_key":"e2d7bab3f5670","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to identify which plays and processes generate the most ROI and replicate them across your team."}],"markDefs":[],"style":"normal"},{"_key":"0820a5aa284e","_type":"block","children":[{"_key":"5ff591c97af90","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"5ca614e9592d","_type":"infoBox","body":[{"_key":"2ac17f9c3d27","_type":"block","children":[{"_key":"2bba447852e5","_type":"span","marks":[],"text":"This is how we’ll measure play performance. "},{"_key":"acf411dfdd1e","_type":"span","marks":["d2745a2d5727"],"text":"Sign up for free"},{"_key":"85ea79f1463b","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"d2745a2d5727","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"dfed0833f762","_type":"infoBox","body":[{"_key":"c4e25666ffae","_type":"block","children":[{"_key":"65921ef1602b","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. 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Check out our "},{"_key":"54ac802f2cdd","_type":"span","marks":["170dc1eecb06"],"text":"integration docs"},{"_key":"ae390c5e827f","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other SEP options."}],"markDefs":[{"_key":"170dc1eecb06","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"9f14101c0972","_type":"anchor","label":"Step 1: View segment ROI"},{"_key":"684d91de4389","_type":"block","children":[{"_key":"a2a044af7fab0","_type":"span","marks":[],"text":"Step 1: View segment ROI"}],"markDefs":[],"style":"h3"},{"_key":"2abfa1929edf","_type":"block","children":[{"_key":"02612a69d3640","_type":"span","marks":[],"text":"Let’s say we want to know what our highest-performing plays are and make sure every rep is properly executing against them."}],"markDefs":[],"style":"normal"},{"_key":"7e7fe95eac05","_type":"block","children":[{"_key":"1dd8987d90bc0","_type":"span","marks":[],"text":"We’d log in to Common Room, navigate to "},{"_key":"1dd8987d90bc1","_type":"span","marks":["strong"],"text":"Reporting"},{"_key":"1dd8987d90bc2","_type":"span","marks":[],"text":" in the left sidebar, and click on "},{"_key":"1dd8987d90bc3","_type":"span","marks":["strong"],"text":"Business overview"},{"_key":"1dd8987d90bc4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4295d2568a0a","_type":"mainImage","asset":{"_ref":"image-d6d653af0ebf476873d9e067468b9082b868824e-3840x2161-png","_type":"reference"},"caption":"Select Business overview"},{"_key":"250ad4a33102","_type":"block","children":[{"_key":"10f3d53dde260","_type":"span","marks":[],"text":"Common Room reporting captures meeting- and opportunity-level data from our CRM—all customized to fit our internal definitions of things like meetings booked, 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performance"},{"_key":"db3cc38034b3","_type":"block","children":[{"_key":"33bf29e541890","_type":"span","marks":[],"text":"With our filters applied, we can see a list of every BDR assigned to this play and the results of their outbound."}],"markDefs":[],"style":"normal"},{"_key":"ccd94babcb52","_type":"mainImage","asset":{"_ref":"image-b102f2a7781d90630dc7675c7f7ff12db21def38-2702x277-png","_type":"reference"},"caption":"View User performance"},{"_key":"f5efe5eb69ce","_type":"block","children":[{"_key":"f9d9db30445b0","_type":"span","marks":[],"text":"It looks like only one BDR is currently running this play. Time to scale success by making sure every BDR is prioritizing it 🙌"}],"markDefs":[],"style":"normal"},{"_key":"29c9f922638d","_type":"anchor","label":"Step 2: Templatize high-performing plays"},{"_key":"781487e1c21f","_type":"block","children":[{"_key":"432c7cb4eac10","_type":"span","marks":[],"text":"Step 2: Templatize high-performing plays"}],"markDefs":[],"style":"h3"},{"_key":"a6bd23205085","_type":"block","children":[{"_key":"a5c54e58bbf00","_type":"span","marks":[],"text":"We’d click "},{"_key":"a5c54e58bbf01","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"a5c54e58bbf02","_type":"span","marks":[],"text":" in the left sidebar (the little ⚙️ icon at the bottom) and navigate to 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Check out our "},{"_key":"3ed0674028a11","_type":"span","marks":["1543a01bbadf"],"text":"integration docs"},{"_key":"3ed0674028a12","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"1543a01bbadf","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/outreach"}],"style":"callout"},{"_key":"e13bd9a4cc52","_type":"anchor","label":"Step 1: Create workflow"},{"_key":"29ebfb3c0782","_type":"block","children":[{"_key":"0b5ac617b3670","_type":"span","marks":[],"text":"Step 1: Create workflow"}],"markDefs":[],"style":"h3"},{"_key":"98afd8408b29","_type":"block","children":[{"_key":"8693ca795e9a0","_type":"span","marks":[],"text":"Let’s say some of our reps have recently seen success with expanding the number of product seats at certain accounts."}],"markDefs":[],"style":"normal"},{"_key":"8207de523905","_type":"block","children":[{"_key":"39e6f02d8cfd0","_type":"span","marks":[],"text":"We want to make it easy for the entire team to add economic buyers who are admins in our product—and who are showing signs of needing more seats—to a personalized email sequence."}],"markDefs":[],"style":"normal"},{"_key":"4a2a5e47131e","_type":"block","children":[{"_key":"bf91a3fdea690","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"bf91a3fdea691","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"bf91a3fdea692","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"171aeb58f7b2","_type":"mainImage","asset":{"_ref":"image-22ad7d77fb015d85d8cfd2c5f13d6917853f70b2-3840x2160-png","_type":"reference"},"caption":"Select Workflows"},{"_key":"a7a5c8187cb1","_type":"block","children":[{"_key":"ddf58c754eca0","_type":"span","marks":[],"text":"🔦 "},{"_key":"ddf58c754eca1","_type":"span","marks":["strong"],"text":"Product spotlight: Workflows\n"},{"_key":"15dab01a2ae90","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"15dab01a2ae91","_type":"span","marks":["3ae6c90214cc"],"text":"workflows"},{"_key":"15dab01a2ae92","_type":"span","marks":[],"text":" feature allows you to create and customize automations based on specific demographic, firmographic, and activity details. 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"602e777c0971","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"}],"style":"callout"},{"_key":"4d09d1281aa1","_type":"block","children":[{"_key":"01b1182824d20","_type":"span","marks":[],"text":"Okay, now let’s decide how people get added to our automated workflow 🤖"}],"markDefs":[],"style":"normal"},{"_key":"5b48ef7e853a","_type":"anchor","label":"Step 2: Add filters"},{"_key":"f2130da11918","_type":"block","children":[{"_key":"b83bc1f4a7ae0","_type":"span","marks":[],"text":"Step 2: Add filters"}],"markDefs":[],"style":"h3"},{"_key":"b8db716bc891","_type":"block","children":[{"_key":"ba55232b79ac0","_type":"span","marks":[],"text":"Common Room automatically pulls in and combines data from all our connected sources so we can slice and dice it as we please using filters."}],"markDefs":[],"style":"normal"},{"_key":"73104ef1cdf9","_type":"block","children":[{"_key":"4cc526e5fea40","_type":"span","marks":[],"text":"🔦 "},{"_key":"4cc526e5fea41","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"cd1b4b90c9a40","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cd1b4b90c9a41","_type":"span","marks":["7a23d40419a0"],"text":"filters"},{"_key":"cd1b4b90c9a42","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"7a23d40419a0","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"c9d197feaf94","_type":"block","children":[{"_key":"bc0161ac42640","_type":"span","marks":[],"text":"First we want to add a filter for people who are tagged as economic buyers. We’d find that under "},{"_key":"bc0161ac42641","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bc0161ac42642","_type":"span","marks":[],"text":" in the "},{"_key":"bc0161ac42643","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"bc0161ac42644","_type":"span","marks":[],"text":" section."}],"markDefs":[],"style":"normal"},{"_key":"b84a70766ab9","_type":"mainImage","asset":{"_ref":"image-2cc2ff0778dd0a41e7aabb2a16430395c0bf2cf4-896x908-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"f15174c45003","_type":"block","children":[{"_key":"710528980e7b0","_type":"span","marks":[],"text":"🔦 "},{"_key":"710528980e7b1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"8d44811e773a0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"8d44811e773a1","_type":"span","marks":["0f0801f943dc"],"text":"tags"},{"_key":"8d44811e773a2","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for economic buyers, ideal personas, product-qualified leads, and more."}],"markDefs":[{"_key":"0f0801f943dc","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8a949cddd48f","_type":"block","children":[{"_key":"add44d382d280","_type":"span","marks":[],"text":"Next we’d apply filters to our Snowflake data to zero in on individuals who are admins of at least one workspace."}],"markDefs":[],"style":"normal"},{"_key":"627a68a07969","_type":"mainImage","asset":{"_ref":"image-689e1096394cbd7af1d28be3206c7d32d7fc9051-1342x866-png","_type":"reference"},"caption":"Select Admin of at least 1 workspace"},{"_key":"d604910cb716","_type":"block","children":[{"_key":"b41582958cd40","_type":"span","marks":[],"text":"Then we’d add a filter for "},{"_key":"b41582958cd41","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b41582958cd42","_type":"span","marks":[],"text":" and pull from our product data to hone in on companies where the number of employees is higher than the number of paid seats."}],"markDefs":[],"style":"normal"},{"_key":"5a21a5880ada","_type":"mainImage","asset":{"_ref":"image-bf88f50b5db5719cc5b3a1a692df253a703dfaf8-1790x1002-png","_type":"reference"},"caption":"Select Employee count is greater than paid seats"},{"_key":"b44353a9bf5b","_type":"block","children":[{"_key":"c3199b2d21ff0","_type":"span","marks":[],"text":"Finally, we’d add another organization filter for companies where license utilization over the past 28 days is 100%."}],"markDefs":[],"style":"normal"},{"_key":"cfa07e061f7e","_type":"mainImage","asset":{"_ref":"image-b9364fc8f2663c097a5adc95d402b2a886097d1b-1072x568-png","_type":"reference"},"caption":"Select License utilization"},{"_key":"667993fc2c56","_type":"block","children":[{"_key":"33b0f6cdc5d50","_type":"span","marks":[],"text":"Voilà—now anyone who is an economic buyer and admin in our product—and who works at a company with more employees than paid seats that is using all of its licenses—will be added to this workflow 🧙"}],"markDefs":[],"style":"normal"},{"_key":"8e6371e6e8a9","_type":"block","children":[{"_key":"02713a42b0be0","_type":"span","marks":[],"text":"Now let’s decide what the workflow looks like."}],"markDefs":[],"style":"normal"},{"_key":"8e102b9effc1","_type":"anchor","label":"Step 3: Select sequence"},{"_key":"cabd65da0204","_type":"block","children":[{"_key":"b5e2190879580","_type":"span","marks":[],"text":"Step 3: Select sequence"}],"markDefs":[],"style":"h3"},{"_key":"583877e5e6f3","_type":"block","children":[{"_key":"304938494b620","_type":"span","marks":[],"text":"Let’s say we have an email sequence set up for just this kind of play."}],"markDefs":[],"style":"normal"},{"_key":"a2364967f879","_type":"block","children":[{"_key":"0e700337c8ee0","_type":"span","marks":[],"text":"It might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"94a84750f1be","_type":"block","children":[{"_key":"2a1ddd3355370","_type":"span","marks":[],"text":"✍️ "},{"_key":"2a1ddd3355371","_type":"span","marks":["strong"],"text":"Outbound template based on employee-to-paid seat ratio\n"},{"_key":"9d2e8044c44f0","_type":"span","marks":["em"],"text":"\nHi "},{"_key":"9d2e8044c44f1","_type":"span","marks":["strong","em"],"text":"[first name]"},{"_key":"9d2e8044c44f2","_type":"span","marks":["em"],"text":",\n\nChecking how your experience with "},{"_key":"9742cf0fb8651","_type":"span","marks":["strong","em"],"text":"[product name] "},{"_key":"9742cf0fb8652","_type":"span","marks":["em"],"text":"is going?\n\nLooks like all of your available licenses are being used. 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Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a 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Scores—and the context behind them—are refreshed daily using your custom rules, parameters, and weighting."}],"markDefs":[{"_key":"4f3f08f4efa9","_type":"link","href":"https://www.commonroom.io/product/signals/"}],"style":"normal"}],"header":"AI-powered lead and account scoring","style":"info"},{"_key":"5f8707f16401","_type":"block","children":[{"_key":"57d6ccd73faa","_type":"span","marks":[],"text":"Reps are fully focused on execution instead of trying to figure out which leads and accounts to outbound or how."}],"markDefs":[],"style":"normal"},{"_key":"829a35f00184","_type":"block","children":[{"_key":"ab3671ff7ab8","_type":"span","marks":[],"text":"“We've got plays ranked from highest priority to lowest priority in Common Room based on what’s most important to us,” Harvey said. “Reps don’t really need to think—they can just go in and start prospecting.”"}],"markDefs":[],"style":"blockquote"},{"_key":"716a6a555ce5","_type":"block","children":[{"_key":"f54dc99df042","_type":"span","marks":[],"text":"Harvey is in the process of building out more plays, including competitive takeout plays built around specific tech stack configurations, closed-lost re-engagement plays, and industry-specific microcampaigns."}],"markDefs":[],"style":"normal"},{"_key":"7397092d86aa","_type":"block","children":[{"_key":"c86f35ac4808","_type":"span","marks":[],"text":"“Common Room has become less of a tool and more of a way of life for BDRs,” said Global ABM Manager Joe Broome."}],"markDefs":[],"style":"blockquote"},{"_key":"c9951b7e78cb","_type":"block","children":[{"_key":"7b0ec219486b","_type":"span","marks":[],"text":"Workvivo has a special Slack channel where BDRs check in each day—and a special “Common Room success” hashtag and rocket emoji used to celebrate."}],"markDefs":[],"style":"normal"},{"_key":"8445dbd6d036","_type":"block","children":[{"_key":"3a4a56a0a6b2","_type":"span","marks":[],"text":"“It's buzzing every day with wins from Common Room,” Joe said."}],"markDefs":[],"style":"blockquote"},{"_key":"17f540f39825","_type":"playbookReference","playbook":{"_id":"d14860a3-c2df-4eef-962c-5d58c6155f98","_type":"playbook","_rev":"3AHjQWU8UUPPySuswtEEP4","_createdAt":"2024-05-10T18:48:10Z","_updatedAt":"2024-09-13T16:06:44Z","body":[{"_key":"3143d2bd0992","_type":"block","children":[{"_key":"8633c566c0ac0","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"ec9c2ffbe83b","_type":"anchor","label":"Getting started"},{"_key":"a0ba86660875","_type":"block","children":[{"_key":"2b74c5d08948","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"28d4325b5d11","_type":"block","children":[{"_key":"d242bd0ddeff0","_type":"span","marks":[],"text":"Most lead and account scores miss out on key buying signals."}],"markDefs":[],"style":"normal"},{"_key":"321b8ca18c8a","_type":"block","children":[{"_key":"15b473ca24f60","_type":"span","marks":[],"text":"Even worse, they leave sales reps in the dark about why an opportunity is “good” or “bad” in the first place 🕯️"}],"markDefs":[],"style":"normal"},{"_key":"42f40ee612dc","_type":"block","children":[{"_key":"b9b63828bbfb0","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to build a better scoring system and empower reps to reach out with full context."}],"markDefs":[],"style":"normal"},{"_key":"009fceb1a309","_type":"block","children":[{"_key":"954abca7f9a20","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"e6c4454fe19a","_type":"infoBox","body":[{"_key":"c5d114cb40f5","_type":"block","children":[{"_key":"2810218ef332","_type":"span","marks":[],"text":"This is how we’ll create lead and account scores. "},{"_key":"6030885869af","_type":"span","marks":["96cbf09da7e4"],"text":"Sign up for free"},{"_key":"d299bac8b099","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"96cbf09da7e4","_type":"link","href":"https://www.commonroom.io/signup?website_attribution=playbooks%252Fscale-proven-sales-plays-on-autopilot"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"a80f0f0a4b2d","_type":"infoBox","body":[{"_key":"64102c968949","_type":"block","children":[{"_key":"deac55c1c126","_type":"span","marks":[],"text":"We’ll use LinkedIn in this example. Check out our "},{"_key":"8210fe90f2bd","_type":"span","marks":["408b7e145fc7"],"text":"integrations docs"},{"_key":"f55a80b6a147","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"408b7e145fc7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"normal"}],"header":"Digital channels","style":"success"},{"_key":"8a9a2407a533","_type":"infoBox","body":[{"_key":"20d969f9d58a","_type":"block","children":[{"_key":"f4804d0f400a","_type":"span","marks":[],"text":"We’ll use Snowflake in this example. Check out our "},{"_key":"927ce56625a6","_type":"span","marks":["65fa67aba9f5"],"text":"integration docs"},{"_key":"c58f2d5e6962","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Snowflake to Common Room and explore other business data source options."}],"markDefs":[{"_key":"65fa67aba9f5","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/snowflake"}],"style":"normal"}],"header":"Data warehouse","style":"success"},{"_key":"7adf6181c374","_type":"infoBox","body":[{"_key":"097b3f290fd8","_type":"block","children":[{"_key":"938f85b7a173","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. 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We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). 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We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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And if you haven’t already, "},{"_key":"1d3912c926434","_type":"span","marks":["e5172abc7901","em"],"text":"try Common Room for free"},{"_key":"1d3912c926435","_type":"span","marks":["em"],"text":"."}],"markDefs":[{"_key":"ea25df86ca81","_type":"link","href":"https://www.commonroom.io/contact/"},{"_key":"e5172abc7901","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"categories":[{"_key":"80e4ff7a799f","_ref":"df0bb227-e656-4be1-af6a-5b8410d9a26e","_type":"reference"},{"_key":"480e284bf607","_ref":"067d08c2-833d-447f-8bed-e63211d3c644","_type":"reference"},{"_key":"3027aa7e1fa9","_ref":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4","_type":"reference"},{"_key":"92dfcbaea5f7","_ref":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","_type":"reference"},{"_key":"2e0b33834546","_ref":"b0283bcf-1949-4988-ba0e-b43175d42846","_type":"reference"},{"_key":"abebe545cbfd","_ref":"7662f4d2-9875-4dc5-be5e-91dd093375ae","_type":"reference"}],"excerpt":[{"_key":"f976be0ddc6f","_type":"block","children":[{"_key":"9923bdece77f0","_type":"span","marks":[],"text":"Engage the right accounts at the right time using every signal."}],"markDefs":[],"style":"normal"}],"integrations":[{"_key":"540422e7246c","_ref":"94ff18e3-422c-4145-b03b-3dc30efb39b4","_type":"reference"},{"_key":"46942959ffa0","_ref":"479658eb-a957-4567-8076-8589a923d732","_type":"reference"},{"_key":"2e954d230c95","_ref":"82a26102-47d3-49e9-8f13-0c5a11744312","_type":"reference"}],"mainImage":{"_type":"mainImage","alt":"Title card with title: \"Follow up on the best leads fast with signal-based scoring\"","asset":{"_ref":"image-eae6a2ad4501f74176bac2ec463f228061acb5c6-2400x1260-png","_type":"reference"}},"slug":{"_type":"slug","current":"signal-based-lead-and-account-scoring"},"status":"published","suggestions":[{"_key":"367ab3d305af","_ref":"3d60bd1d-25c4-4eb6-94cf-cf23291e5dda","_type":"reference"},{"_key":"1c65d6b69e3e","_ref":"4613aad7-94e2-44a2-a509-8f95dd7a7137","_type":"reference"},{"_key":"5bfcf553c3a1","_ref":"81093de6-76c5-4a4e-9bd3-028fad117ba5","_type":"reference"}],"teams":["Sales","Marketing"],"title":"Follow up on the best leads fast with signal-based scoring","useCases":[{"_key":"427602d83d89","_ref":"49ec3c36-aeca-4921-a021-5a88cf0d66c0","_type":"reference"}],"id":"-39c0599c-173e-5f07-b954-4a095b28a9f4","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"signal-based-lead-and-account-scoring"},"status":"published","_createdAt":"2024-05-10T18:48:10Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e"},{"_id":"067d08c2-833d-447f-8bed-e63211d3c644"},{"_id":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4"},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2"},{"_id":"b0283bcf-1949-4988-ba0e-b43175d42846"},{"_id":"7662f4d2-9875-4dc5-be5e-91dd093375ae"}],"_rawExcerpt":[{"_key":"f976be0ddc6f","_type":"block","children":[{"_key":"9923bdece77f0","_type":"span","marks":[],"text":"Engage the right accounts at the right time using every signal."}],"markDefs":[],"style":"normal"}],"isPublished":true,"integrations":[{"_id":"94ff18e3-422c-4145-b03b-3dc30efb39b4"},{"_id":"479658eb-a957-4567-8076-8589a923d732"},{"_id":"82a26102-47d3-49e9-8f13-0c5a11744312"}],"_id":"d14860a3-c2df-4eef-962c-5d58c6155f98"}},{"_id":"dc42e419-d60d-42d9-b31e-bb67cf25e931","_type":"playbook","_rev":"Vuz5aUcn4aMvzzjKxFtvVg","_createdAt":"2024-08-07T13:10:16Z","_updatedAt":"2024-09-13T16:04:30Z","body":[{"_key":"eb9256e249f8","_type":"anchor","label":"Getting started"},{"_key":"a4a7fbbfa295","_type":"block","children":[{"_key":"7b218f6c0a9f0","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"fe4d91e59888","_type":"block","children":[{"_key":"86f31c76c6370","_type":"span","marks":[],"text":"Signal depth is just as valuable as signal breadth."}],"markDefs":[],"style":"normal"},{"_key":"9bcd7a536b9a","_type":"block","children":[{"_key":"ec361ba24c480","_type":"span","marks":[],"text":"But knowing which accounts generate a high volume of key buying signals used to require manual research or hacky workarounds. That’s no longer the case 🙌"}],"markDefs":[],"style":"normal"},{"_key":"632a03ee6b04","_type":"block","children":[{"_key":"4c2a64b271be0","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to quickly stack rank accounts based on the volume of signals you care about and action on them just as fast."}],"markDefs":[],"style":"normal"},{"_key":"829e2f32636d","_type":"block","children":[{"_key":"956fc73d27b30","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"6c34b0e95c87","_type":"infoBox","body":[{"_key":"3e6455e7f433","_type":"block","children":[{"_key":"bf2898c67273","_type":"span","marks":[],"text":"This is how we’ll identify and calculate account-level signals. "},{"_key":"4335d189c511","_type":"span","marks":["04d41cb5b41b"],"text":"Sign up for free"},{"_key":"53a538c55239","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"04d41cb5b41b","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"cb73b8cdf35e","_type":"infoBox","body":[{"_key":"433fc955fd6d","_type":"block","children":[{"_key":"ccce2fc453fa","_type":"span","marks":[],"text":"We’ll use Snowflake in this example. Check out our "},{"_key":"43ce65564f40","_type":"span","marks":["295199622034"],"text":"integration docs"},{"_key":"4dcb31435349","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Snowflake to Common Room and explore other business data source options."}],"markDefs":[{"_key":"295199622034","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/snowflake"}],"style":"normal"}],"header":"Data warehouse","style":"success"},{"_key":"42e6e2255241","_type":"anchor","label":"Step 1: Create calculated field"},{"_key":"525000611f6e","_type":"block","children":[{"_key":"c33e548abc060","_type":"span","marks":[],"text":"Step 1: Create calculated field"}],"markDefs":[],"style":"h3"},{"_key":"d7c70e67bae9","_type":"block","children":[{"_key":"79ce3b673dab0","_type":"span","marks":[],"text":"Let’s say there’s a particular buying signal we’re interested in. We want to prioritize account outreach based on the volume of that signal."}],"markDefs":[],"style":"normal"},{"_key":"6e29e416b2ec","_type":"block","children":[{"_key":"276e081c88c90","_type":"span","marks":[],"text":"We’d log in to Common Room and create a calculated field to track it. We can do this from "},{"_key":"276e081c88c91","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"276e081c88c92","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar) or from any org-level view within Common Room, including segments."}],"markDefs":[],"style":"normal"},{"_key":"e3efd8b698ba","_type":"infoBox","body":[{"_key":"1e5f2ab8d35a","_type":"block","children":[{"_key":"0d5da3d23f18","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"168d5c6ecf95","_type":"span","marks":["f0485d8aff7a"],"text":"segments"},{"_key":"1635bdc4612b","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to auto-replenishing lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"f0485d8aff7a","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"normal"}],"header":"Segments","style":"info"},{"_key":"ca09528e1c83","_type":"block","children":[{"_key":"de6df6f402a60","_type":"span","marks":[],"text":"In this case, we’ll navigate to "},{"_key":"de6df6f402a61","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"de6df6f402a62","_type":"span","marks":[],"text":" in the left sidebar and create our field there."}],"markDefs":[],"style":"normal"},{"_key":"bc1de396a1fd","_type":"mainImage","asset":{"_ref":"image-58645d117f3e2b54b644a6d496fdfe4425930b3a-3840x2160-png","_type":"reference"},"caption":"Select Organizations"},{"_key":"b1ffa45d959a","_type":"block","children":[{"_key":"f1b4baa730350","_type":"span","marks":[],"text":"We’d click "},{"_key":"f1b4baa730351","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"f1b4baa730352","_type":"span","marks":[],"text":" in the top right of the screen. This shows us all the columns displaying information about accounts captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2443339abcfd","_type":"mainImage","asset":{"_ref":"image-910aa9b983d599403c3fc255b53bc56e38c347bc-1316x1468-png","_type":"reference"},"caption":"View columns"},{"_key":"88ecb2b02205","_type":"block","children":[{"_key":"f8aef99f2e5d0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"f8aef99f2e5d1","_type":"span","marks":["strong"],"text":"Create new custom field"},{"_key":"f8aef99f2e5d2","_type":"span","marks":[],"text":", give it a brief name and description, and select "},{"_key":"f8aef99f2e5d3","_type":"span","marks":["strong"],"text":"Calculated"},{"_key":"f8aef99f2e5d4","_type":"span","marks":[],"text":" as the type."}],"markDefs":[],"style":"normal"},{"_key":"a6328a9bf15b","_type":"mainImage","asset":{"_ref":"image-d422206bea4636465f6e783abf707d7d8e596066-1314x946-png","_type":"reference"},"caption":"Select Calculated"},{"_key":"9ea3a66a9e7a","_type":"block","children":[{"_key":"df0785269baf0","_type":"span","marks":[],"text":"We can create a field based on any number of different types of account-level signals, including contact-level activities (such as product usage, job changes, and more), job listings, and news events."}],"markDefs":[],"style":"normal"},{"_key":"9e6d127a0176","_type":"mainImage","asset":{"_ref":"image-46de57b369a630d3ca01fa68fd84af445e34a088-1316x782-png","_type":"reference"},"caption":"View field options"},{"_key":"00b8f0c01f07","_type":"block","children":[{"_key":"42f2185784e60","_type":"span","marks":[],"text":"We can even use Common Room’s Prospector tool to count the number of high-fit prospects who work at an organization based on our custom criteria, like job title, role, seniority level, location, job-change history, and even LinkedIn follower count."}],"markDefs":[],"style":"normal"},{"_key":"cce590fd58f0","_type":"infoBox","body":[{"_key":"fa71d74b1bf4","_type":"block","children":[{"_key":"0066491dd2be","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f619de28403b","_type":"span","marks":["c3fccc97056c"],"text":"Prospector"},{"_key":"82f8daf805ca","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations based on custom criteria, and automatically add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"c3fccc97056c","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"normal"}],"header":"Prospector","style":"info"},{"_key":"eabbca911d10","_type":"block","children":[{"_key":"4f327eced2cf0","_type":"span","marks":[],"text":"For this example, let’s say we want to see how many people within an account have been active in our product over the past 30 days. We’d configure the field to make sure we’re counting that record."}],"markDefs":[],"style":"normal"},{"_key":"3c00a93d4623","_type":"mainImage","asset":{"_ref":"image-3407cb495fd82d6baa5848b42b23cb29fc2116e9-1322x1222-png","_type":"reference"},"caption":"Configure calculated field"},{"_key":"c1d75286634b","_type":"block","children":[{"_key":"44a1e83f11150","_type":"span","marks":[],"text":"Once we’ve created our field and hit "},{"_key":"44a1e83f11151","_type":"span","marks":["strong"],"text":"Save"},{"_key":"44a1e83f11152","_type":"span","marks":[],"text":", it will automatically be added as a column to our table view. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. 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Now they’re finding high-intent leads they never would have seen otherwise.”"}],"markDefs":[],"style":"normal"}],"status":"published","orderRank":"0|10012g:","companies":[{"mainImage":{"asset":{"_id":"image-2d4d0df1acfd79d30599eb5c30b56a89d3307d36-400x200-png"}}}],"isPublished":true,"headline":"Semgrep case study"}}},{"_key":"87b43a641b6d","_type":"anchor","label":"Background"},{"_key":"b37cc714b969","_type":"block","children":[{"_key":"f2cf21f5173f0","_type":"span","marks":[],"text":"Background"}],"markDefs":[],"style":"h2"},{"_key":"109be7aa04dd","_type":"block","children":[{"_key":"c358925086200","_type":"span","marks":[],"text":"Buying intent comes in many forms—not just demo requests. But if you’re blind to the signals, separating in-market accounts from the rest is a manual, time-consuming process. It’s the reason so many sales teams fall back on cold outbound."}],"markDefs":[],"style":"normal"},{"_key":"8d9c7e9dacab","_type":"block","children":[{"_key":"94a5435ae96a0","_type":"span","marks":[],"text":"That’s why data-driven organizations like "},{"_key":"94a5435ae96a1","_type":"span","marks":["fbde11a078cf"],"text":"Semgrep"},{"_key":"94a5435ae96a2","_type":"span","marks":[],"text":" make sure their sales reps have full visibility into high-fit prospects and companies showing intent across channels—and the tools to take action fast."}],"markDefs":[{"_key":"fbde11a078cf","_type":"link","href":"https://semgrep.dev/"}],"style":"normal"},{"_key":"a273561519ec","_type":"block","children":[{"_key":"755ccf4431db0","_type":"span","marks":[],"text":"Here’s how Semgrep used Common Room to:"}],"markDefs":[],"style":"normal"},{"_key":"fbcfa618ed3c","_type":"block","children":[{"_key":"24616bf2284e0","_type":"span","marks":[],"text":"Swap cold outreach for warm outbound"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d1b945913e01","_type":"block","children":[{"_key":"a090f538be110","_type":"span","marks":[],"text":"Automatically surface ready-to-buy prospects and accounts"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"5916efd34046","_type":"block","children":[{"_key":"90ccb21ed0990","_type":"span","marks":[],"text":"Increase qualified pipeline by 74% within three months"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4d02326df37e","_type":"callToAction","action":"getStarted"},{"_key":"923aea51a9e1","_type":"anchor","label":"Turn cold outbound warm"},{"_key":"40ac67da33eb","_type":"block","children":[{"_key":"8ddff23871a50","_type":"span","marks":[],"text":"Turn cold outbound warm"}],"markDefs":[],"style":"h2"},{"_key":"3a4f982ad12a","_type":"block","children":[{"_key":"9f299ea934c80","_type":"span","marks":[],"text":"Semgrep’s sales organization was seeing success on the inbound front, thanks in part to the company’s popular open-source product, Semgrep OSS."}],"markDefs":[],"style":"normal"},{"_key":"c2fea85d5f50","_type":"block","children":[{"_key":"97e03c6e157e0","_type":"span","marks":[],"text":"But its outbound motion wasn’t driving the same results."}],"markDefs":[],"style":"normal"},{"_key":"9d2e88f4bcd1","_type":"block","children":[{"_key":"e16a9f4e8c600","_type":"span","marks":[],"text":"The company decided to switch up its go-to-market approach. Instead of outbounding any account that matches its ideal customer profile, the SDR team would start focusing on the warmest accounts in its ICP."}],"markDefs":[],"style":"normal"},{"_key":"8f8f61f19d4e","_type":"block","children":[{"_key":"0af877c796410","_type":"span","marks":[],"text":"“I wanted to fundamentally change our targeting,” said Director of Sales Development Jason Klumpp. “There’s a ton of stuff that happens before a prospect opts in with a form fill. We should be using those signals to see which accounts are interested in us, our offering, or our space.”"}],"markDefs":[],"style":"blockquote"},{"_key":"8783c3cc2b53","_type":"block","children":[{"_key":"2287271b92720","_type":"span","marks":[],"text":"The only thing stopping Semgrep from building its warm outbound rhythm? 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Our machine learning algorithms process this data and turn it into structured outputs for team members to access, analyze, and action on."}],"markDefs":[{"_key":"1e811cb043e5","_type":"link","href":"https://www.commonroom.io/product/signals/"}],"style":"normal"}],"header":"AI-powered signal capture","style":"info"},{"_key":"b24072399ae9","_type":"block","children":[{"_key":"1cf57d2fdaeb0","_type":"span","marks":[],"text":"Semgrep ultimately ran a sales proof of concept with Common Room and one other vendor."}],"markDefs":[],"style":"normal"},{"_key":"9d4d2f4d773d","_type":"block","children":[{"_key":"352da0834e630","_type":"span","marks":[],"text":"“Once our reps got their hands on Common Room, the response was unanimous: ‘Buy it, please,’” Jason said. “We started sourcing new opportunities right away based on product data, website visits, GitHub activity—you name it. 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As we look to adopt more intelligent AI-based sales tooling, this is a critical criteria and differentiator.\""}],"markDefs":[],"style":"blockquote"},{"_key":"7fcaa6b02ac9","_type":"playbookReference","playbook":{"_id":"dc42e419-d60d-42d9-b31e-bb67cf25e931","_type":"playbook","_rev":"Vuz5aUcn4aMvzzjKxFtvVg","_createdAt":"2024-08-07T13:10:16Z","_updatedAt":"2024-09-13T16:04:30Z","body":[{"_key":"eb9256e249f8","_type":"anchor","label":"Getting started"},{"_key":"a4a7fbbfa295","_type":"block","children":[{"_key":"7b218f6c0a9f0","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"fe4d91e59888","_type":"block","children":[{"_key":"86f31c76c6370","_type":"span","marks":[],"text":"Signal depth is just as valuable as signal breadth."}],"markDefs":[],"style":"normal"},{"_key":"9bcd7a536b9a","_type":"block","children":[{"_key":"ec361ba24c480","_type":"span","marks":[],"text":"But knowing which accounts generate a high volume of key buying signals used to require manual research or hacky workarounds. That’s no longer the case 🙌"}],"markDefs":[],"style":"normal"},{"_key":"632a03ee6b04","_type":"block","children":[{"_key":"4c2a64b271be0","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to quickly stack rank accounts based on the volume of signals you care about and action on them just as fast."}],"markDefs":[],"style":"normal"},{"_key":"829e2f32636d","_type":"block","children":[{"_key":"956fc73d27b30","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"6c34b0e95c87","_type":"infoBox","body":[{"_key":"3e6455e7f433","_type":"block","children":[{"_key":"bf2898c67273","_type":"span","marks":[],"text":"This is how we’ll identify and calculate account-level signals. 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Check out our "},{"_key":"43ce65564f40","_type":"span","marks":["295199622034"],"text":"integration docs"},{"_key":"4dcb31435349","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Snowflake to Common Room and explore other business data source options."}],"markDefs":[{"_key":"295199622034","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/snowflake"}],"style":"normal"}],"header":"Data warehouse","style":"success"},{"_key":"42e6e2255241","_type":"anchor","label":"Step 1: Create calculated field"},{"_key":"525000611f6e","_type":"block","children":[{"_key":"c33e548abc060","_type":"span","marks":[],"text":"Step 1: Create calculated field"}],"markDefs":[],"style":"h3"},{"_key":"d7c70e67bae9","_type":"block","children":[{"_key":"79ce3b673dab0","_type":"span","marks":[],"text":"Let’s say there’s a particular buying signal we’re interested in. We want to prioritize account outreach based on the volume of that signal."}],"markDefs":[],"style":"normal"},{"_key":"6e29e416b2ec","_type":"block","children":[{"_key":"276e081c88c90","_type":"span","marks":[],"text":"We’d log in to Common Room and create a calculated field to track it. We can do this from "},{"_key":"276e081c88c91","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"276e081c88c92","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar) or from any org-level view within Common Room, including segments."}],"markDefs":[],"style":"normal"},{"_key":"e3efd8b698ba","_type":"infoBox","body":[{"_key":"1e5f2ab8d35a","_type":"block","children":[{"_key":"0d5da3d23f18","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"168d5c6ecf95","_type":"span","marks":["f0485d8aff7a"],"text":"segments"},{"_key":"1635bdc4612b","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to auto-replenishing lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"f0485d8aff7a","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"normal"}],"header":"Segments","style":"info"},{"_key":"ca09528e1c83","_type":"block","children":[{"_key":"de6df6f402a60","_type":"span","marks":[],"text":"In this case, we’ll navigate to "},{"_key":"de6df6f402a61","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"de6df6f402a62","_type":"span","marks":[],"text":" in the left sidebar and create our field there."}],"markDefs":[],"style":"normal"},{"_key":"bc1de396a1fd","_type":"mainImage","asset":{"_ref":"image-58645d117f3e2b54b644a6d496fdfe4425930b3a-3840x2160-png","_type":"reference"},"caption":"Select Organizations"},{"_key":"b1ffa45d959a","_type":"block","children":[{"_key":"f1b4baa730350","_type":"span","marks":[],"text":"We’d click "},{"_key":"f1b4baa730351","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"f1b4baa730352","_type":"span","marks":[],"text":" in the top right of the screen. This shows us all the columns displaying information about accounts captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2443339abcfd","_type":"mainImage","asset":{"_ref":"image-910aa9b983d599403c3fc255b53bc56e38c347bc-1316x1468-png","_type":"reference"},"caption":"View columns"},{"_key":"88ecb2b02205","_type":"block","children":[{"_key":"f8aef99f2e5d0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"f8aef99f2e5d1","_type":"span","marks":["strong"],"text":"Create new custom field"},{"_key":"f8aef99f2e5d2","_type":"span","marks":[],"text":", give it a brief name and description, and select "},{"_key":"f8aef99f2e5d3","_type":"span","marks":["strong"],"text":"Calculated"},{"_key":"f8aef99f2e5d4","_type":"span","marks":[],"text":" as the type."}],"markDefs":[],"style":"normal"},{"_key":"a6328a9bf15b","_type":"mainImage","asset":{"_ref":"image-d422206bea4636465f6e783abf707d7d8e596066-1314x946-png","_type":"reference"},"caption":"Select Calculated"},{"_key":"9ea3a66a9e7a","_type":"block","children":[{"_key":"df0785269baf0","_type":"span","marks":[],"text":"We can create a field based on any number of different types of account-level signals, including contact-level activities (such as product usage, job changes, and more), job listings, and news events."}],"markDefs":[],"style":"normal"},{"_key":"9e6d127a0176","_type":"mainImage","asset":{"_ref":"image-46de57b369a630d3ca01fa68fd84af445e34a088-1316x782-png","_type":"reference"},"caption":"View field options"},{"_key":"00b8f0c01f07","_type":"block","children":[{"_key":"42f2185784e60","_type":"span","marks":[],"text":"We can even use Common Room’s Prospector tool to count the number of high-fit prospects who work at an organization based on our custom criteria, like job title, role, seniority level, location, job-change history, and even LinkedIn follower count."}],"markDefs":[],"style":"normal"},{"_key":"cce590fd58f0","_type":"infoBox","body":[{"_key":"fa71d74b1bf4","_type":"block","children":[{"_key":"0066491dd2be","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"f619de28403b","_type":"span","marks":["c3fccc97056c"],"text":"Prospector"},{"_key":"82f8daf805ca","_type":"span","marks":[],"text":" feature allows you to search through a proprietary, constantly refreshed database of more than 200 million B2B contacts, surface employees at specific organizations based on custom criteria, and automatically add them as contacts—even if they’re not currently engaging with your organization on any connected channels or tracked in your CRM."}],"markDefs":[{"_key":"c3fccc97056c","_type":"link","href":"https://docs.commonroom.io/get-started/signals/common-room-native-signals/prospector"}],"style":"normal"}],"header":"Prospector","style":"info"},{"_key":"eabbca911d10","_type":"block","children":[{"_key":"4f327eced2cf0","_type":"span","marks":[],"text":"For this example, let’s say we want to see how many people within an account have been active in our product over the past 30 days. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. 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We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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Check out our "},{"_key":"3ed0674028a11","_type":"span","marks":["1543a01bbadf"],"text":"integration docs"},{"_key":"3ed0674028a12","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"1543a01bbadf","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/outreach"}],"style":"callout"},{"_key":"e13bd9a4cc52","_type":"anchor","label":"Step 1: Create workflow"},{"_key":"29ebfb3c0782","_type":"block","children":[{"_key":"0b5ac617b3670","_type":"span","marks":[],"text":"Step 1: Create workflow"}],"markDefs":[],"style":"h3"},{"_key":"98afd8408b29","_type":"block","children":[{"_key":"8693ca795e9a0","_type":"span","marks":[],"text":"Let’s say some of our reps have recently seen success with expanding the number of product seats at certain accounts."}],"markDefs":[],"style":"normal"},{"_key":"8207de523905","_type":"block","children":[{"_key":"39e6f02d8cfd0","_type":"span","marks":[],"text":"We want to make it easy for the entire team to add economic buyers who are admins in our product—and who are showing signs of needing more seats—to a personalized email sequence."}],"markDefs":[],"style":"normal"},{"_key":"4a2a5e47131e","_type":"block","children":[{"_key":"bf91a3fdea690","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"bf91a3fdea691","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"bf91a3fdea692","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"171aeb58f7b2","_type":"mainImage","asset":{"_ref":"image-22ad7d77fb015d85d8cfd2c5f13d6917853f70b2-3840x2160-png","_type":"reference"},"caption":"Select Workflows"},{"_key":"a7a5c8187cb1","_type":"block","children":[{"_key":"ddf58c754eca0","_type":"span","marks":[],"text":"🔦 "},{"_key":"ddf58c754eca1","_type":"span","marks":["strong"],"text":"Product spotlight: Workflows\n"},{"_key":"15dab01a2ae90","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"15dab01a2ae91","_type":"span","marks":["3ae6c90214cc"],"text":"workflows"},{"_key":"15dab01a2ae92","_type":"span","marks":[],"text":" feature allows you to create and customize automations based on specific demographic, firmographic, and activity details. 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"602e777c0971","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"}],"style":"callout"},{"_key":"4d09d1281aa1","_type":"block","children":[{"_key":"01b1182824d20","_type":"span","marks":[],"text":"Okay, now let’s decide how people get added to our automated workflow 🤖"}],"markDefs":[],"style":"normal"},{"_key":"5b48ef7e853a","_type":"anchor","label":"Step 2: Add filters"},{"_key":"f2130da11918","_type":"block","children":[{"_key":"b83bc1f4a7ae0","_type":"span","marks":[],"text":"Step 2: Add filters"}],"markDefs":[],"style":"h3"},{"_key":"b8db716bc891","_type":"block","children":[{"_key":"ba55232b79ac0","_type":"span","marks":[],"text":"Common Room automatically pulls in and combines data from all our connected sources so we can slice and dice it as we please using filters."}],"markDefs":[],"style":"normal"},{"_key":"73104ef1cdf9","_type":"block","children":[{"_key":"4cc526e5fea40","_type":"span","marks":[],"text":"🔦 "},{"_key":"4cc526e5fea41","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"cd1b4b90c9a40","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cd1b4b90c9a41","_type":"span","marks":["7a23d40419a0"],"text":"filters"},{"_key":"cd1b4b90c9a42","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. This makes it easy to surface specific people and companies based on firmographic details, cross-channel activities, product usage, and more."}],"markDefs":[{"_key":"7a23d40419a0","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"}],"style":"callout"},{"_key":"c9d197feaf94","_type":"block","children":[{"_key":"bc0161ac42640","_type":"span","marks":[],"text":"First we want to add a filter for people who are tagged as economic buyers. We’d find that under "},{"_key":"bc0161ac42641","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bc0161ac42642","_type":"span","marks":[],"text":" in the "},{"_key":"bc0161ac42643","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"bc0161ac42644","_type":"span","marks":[],"text":" section."}],"markDefs":[],"style":"normal"},{"_key":"b84a70766ab9","_type":"mainImage","asset":{"_ref":"image-2cc2ff0778dd0a41e7aabb2a16430395c0bf2cf4-896x908-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"f15174c45003","_type":"block","children":[{"_key":"710528980e7b0","_type":"span","marks":[],"text":"🔦 "},{"_key":"710528980e7b1","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"8d44811e773a0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"8d44811e773a1","_type":"span","marks":["0f0801f943dc"],"text":"tags"},{"_key":"8d44811e773a2","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for economic buyers, ideal personas, product-qualified leads, and more."}],"markDefs":[{"_key":"0f0801f943dc","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8a949cddd48f","_type":"block","children":[{"_key":"add44d382d280","_type":"span","marks":[],"text":"Next we’d apply filters to our Snowflake data to zero in on individuals who are admins of at least one workspace."}],"markDefs":[],"style":"normal"},{"_key":"627a68a07969","_type":"mainImage","asset":{"_ref":"image-689e1096394cbd7af1d28be3206c7d32d7fc9051-1342x866-png","_type":"reference"},"caption":"Select Admin of at least 1 workspace"},{"_key":"d604910cb716","_type":"block","children":[{"_key":"b41582958cd40","_type":"span","marks":[],"text":"Then we’d add a filter for "},{"_key":"b41582958cd41","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b41582958cd42","_type":"span","marks":[],"text":" and pull from our product data to hone in on companies where the number of employees is higher than the number of paid seats."}],"markDefs":[],"style":"normal"},{"_key":"5a21a5880ada","_type":"mainImage","asset":{"_ref":"image-bf88f50b5db5719cc5b3a1a692df253a703dfaf8-1790x1002-png","_type":"reference"},"caption":"Select Employee count is greater than paid seats"},{"_key":"b44353a9bf5b","_type":"block","children":[{"_key":"c3199b2d21ff0","_type":"span","marks":[],"text":"Finally, we’d add another organization filter for companies where license utilization over the past 28 days is 100%."}],"markDefs":[],"style":"normal"},{"_key":"cfa07e061f7e","_type":"mainImage","asset":{"_ref":"image-b9364fc8f2663c097a5adc95d402b2a886097d1b-1072x568-png","_type":"reference"},"caption":"Select License utilization"},{"_key":"667993fc2c56","_type":"block","children":[{"_key":"33b0f6cdc5d50","_type":"span","marks":[],"text":"Voilà—now anyone who is an economic buyer and admin in our product—and who works at a company with more employees than paid seats that is using all of its licenses—will be added to this workflow 🧙"}],"markDefs":[],"style":"normal"},{"_key":"8e6371e6e8a9","_type":"block","children":[{"_key":"02713a42b0be0","_type":"span","marks":[],"text":"Now let’s decide what the workflow looks like."}],"markDefs":[],"style":"normal"},{"_key":"8e102b9effc1","_type":"anchor","label":"Step 3: Select sequence"},{"_key":"cabd65da0204","_type":"block","children":[{"_key":"b5e2190879580","_type":"span","marks":[],"text":"Step 3: Select sequence"}],"markDefs":[],"style":"h3"},{"_key":"583877e5e6f3","_type":"block","children":[{"_key":"304938494b620","_type":"span","marks":[],"text":"Let’s say we have an email sequence set up for just this kind of play."}],"markDefs":[],"style":"normal"},{"_key":"a2364967f879","_type":"block","children":[{"_key":"0e700337c8ee0","_type":"span","marks":[],"text":"It might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"94a84750f1be","_type":"block","children":[{"_key":"2a1ddd3355370","_type":"span","marks":[],"text":"✍️ "},{"_key":"2a1ddd3355371","_type":"span","marks":["strong"],"text":"Outbound template based on employee-to-paid seat ratio\n"},{"_key":"9d2e8044c44f0","_type":"span","marks":["em"],"text":"\nHi "},{"_key":"9d2e8044c44f1","_type":"span","marks":["strong","em"],"text":"[first name]"},{"_key":"9d2e8044c44f2","_type":"span","marks":["em"],"text":",\n\nChecking how your experience with "},{"_key":"9742cf0fb8651","_type":"span","marks":["strong","em"],"text":"[product name] "},{"_key":"9742cf0fb8652","_type":"span","marks":["em"],"text":"is going?\n\nLooks like all of your available licenses are being used. 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Check out our "},{"_key":"2d8d8ecffdde","_type":"span","marks":["fe2847342591"],"text":"integration docs"},{"_key":"b3bf6c13ff25","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Outreach to Common Room and explore other integration options."}],"markDefs":[{"_key":"fe2847342591","_type":"link","href":"https://www.commonroom.io/docs/signals/business-integrations/"}],"style":"normal"}],"header":"Sales execution platform","style":"success"},{"_key":"eeab854f45bc","_type":"anchor","label":"Step 1: Create message snippet template"},{"_key":"1bf95681c881","_type":"block","children":[{"_key":"ae19e07c2b860","_type":"span","marks":[],"text":"Step 1: Create message snippet template"}],"markDefs":[],"style":"h3"},{"_key":"fe3939b1fef8","_type":"block","children":[{"_key":"7ed39eda1cf10","_type":"span","marks":[],"text":"Let’s say we want to create unique, AI-generated message snippets we can insert into outbound sequences for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"32d3616256e7","_type":"block","children":[{"_key":"aa36d3642ccd0","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"aa36d3642ccd1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"aa36d3642ccd2","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and click "},{"_key":"aa36d3642ccd3","_type":"span","marks":["strong"],"text":"RoomieAI™"},{"_key":"aa36d3642ccd4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"462ffafadc1a","_type":"mainImage","asset":{"_ref":"image-207ee1e1e28568c9fdbcd34f4d656704d2bbdad9-3840x2160-png","_type":"reference"},"caption":"Select RoomieAI"},{"_key":"9820d50d888c","_type":"infoBox","body":[{"_key":"d224f5893df5","_type":"block","children":[{"_key":"94e7351652840","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a09e7c8e271d","_type":"span","marks":["c0a83e80c7b7"],"text":"messaging agent"},{"_key":"c5a7584bd7ed","_type":"span","marks":[],"text":" automatically pushes signal data to a self-learning large language model to craft personalized, relevant messaging at scale. 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We can even tell RoomieAI to assume a certain persona or give it examples of messaging to emulate."}],"markDefs":[],"style":"normal"},{"_key":"072f8886b297","_type":"block","children":[{"_key":"74d37483dc1b0","_type":"span","marks":[],"text":"The goal is to provide RoomieAI with all the details it needs—including any explicit dos and don’ts."}],"markDefs":[],"style":"normal"},{"_key":"d429fa751c1c","_type":"block","children":[{"_key":"f592363d8d320","_type":"span","marks":[],"text":"Beyond instructions for message structure and tone and style, we want to tell RoomieAI which signals and fit criteria to pull from when generating a message."}],"markDefs":[],"style":"normal"},{"_key":"4eeef8ad859b","_type":"block","children":[{"_key":"347ebce89a350","_type":"span","marks":[],"text":"We’d simply click on "},{"_key":"347ebce89a351","_type":"span","marks":["strong"],"text":"Variables"},{"_key":"347ebce89a352","_type":"span","marks":[],"text":" near the top of the "},{"_key":"347ebce89a353","_type":"span","marks":["strong"],"text":"Prompt"},{"_key":"347ebce89a354","_type":"span","marks":[],"text":" text box to select which ones to include."}],"markDefs":[],"style":"normal"},{"_key":"d96fdae927b3","_type":"mainImage","asset":{"_ref":"image-ba68ad7bdbb6149be606d6cd0f77517b920ea59e-1646x1020-png","_type":"reference"},"caption":"Select Variables"},{"_key":"3170d25a6dbf","_type":"block","children":[{"_key":"b185c9886d2a0","_type":"span","marks":[],"text":"We can choose from contact-, account-, and activity-specific variables based on the data sources connected to Common Room, like website activity, product usage, and social interactions."}],"markDefs":[],"style":"normal"},{"_key":"2e938a2f31a2","_type":"block","children":[{"_key":"e593fca36bc90","_type":"span","marks":[],"text":"This also includes variables for "},{"_key":"e593fca36bc91","_type":"span","marks":["707602fc019e"],"text":"custom"},{"_key":"e593fca36bc92","_type":"span","marks":[],"text":" and "},{"_key":"e593fca36bc93","_type":"span","marks":["cba8990730e1"],"text":"calculated fields"},{"_key":"e593fca36bc94","_type":"span","marks":[],"text":" we’ve previously created in Common Room, such as location, role, industry, company size, and more."}],"markDefs":[{"_key":"707602fc019e","_type":"link","href":"https://www.commonroom.io/docs/set-preferences/fields/"},{"_key":"cba8990730e1","_type":"link","href":"https://www.commonroom.io/playbooks/identify-and-action-on-signal-heavy-accounts/"}],"style":"normal"},{"_key":"64195cf3330f","_type":"block","children":[{"_key":"888c84376f2b0","_type":"span","marks":[],"text":"And since these variables are dynamic, they’ll automatically be customized for every prospect we outbound using the signal data captured in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"98b1f325ce8e","_type":"block","children":[{"_key":"f06b97da3f0a0","_type":"span","marks":[],"text":"RoomieAI will use Common Room’s AI-powered identity resolution and waterfall enrichment engine—Person360™—to inform its output."}],"markDefs":[],"style":"normal"},{"_key":"661abf1a8440","_type":"infoBox","body":[{"_key":"c5a7898ce5d6","_type":"block","children":[{"_key":"ffa939150956","_type":"span","marks":[],"text":"Common Room’s out-of-the-box "},{"_key":"5439bb3de872","_type":"span","marks":["d51e54901860"],"text":"identity and enrichment engine"},{"_key":"6648fb7b0d0e","_type":"span","marks":[],"text":" uses machine learning models to automatically deanonymize contact and account activity, merge cross-channel signals into unified profiles, and fill in the blanks with rich contextual data."}],"markDefs":[{"_key":"d51e54901860","_type":"link","href":"https://www.commonroom.io/product/person-360/"}],"style":"normal"}],"header":"AI-powered identity resolution and waterfall enrichment","style":"info"},{"_key":"db50793eff6f","_type":"block","children":[{"_key":"a626a53bb28f0","_type":"span","marks":[],"text":"In this case, we want RoomieAI to base its messaging on job-change signals, as well as prospects’ previous and current organizations."}],"markDefs":[],"style":"normal"},{"_key":"2d0fe6022b55","_type":"mainImage","asset":{"_ref":"image-eba5653fbb6cef5d09696ca3f5abc43a4f6f9811-1628x650-png","_type":"reference"},"caption":"Configure variables"},{"_key":"f3746361fb3f","_type":"block","children":[{"_key":"4e8c7d1adfa80","_type":"span","marks":[],"text":"Finally we’d fill out the "},{"_key":"4e8c7d1adfa81","_type":"span","marks":["strong"],"text":"About your business"},{"_key":"4e8c7d1adfa82","_type":"span","marks":[],"text":" text box. This is where we can directly input information about our organization and product (don’t forget: We can tell RoomieAI to draw from this info in our prompt)."}],"markDefs":[],"style":"normal"},{"_key":"e0b03f279a44","_type":"block","children":[{"_key":"0a158b1632160","_type":"span","marks":[],"text":"Adding business-specific positioning and messaging helps us make sure RoomieAI talks about our company, product, and value proposition in the right way."}],"markDefs":[],"style":"normal"},{"_key":"870eb0d9561d","_type":"mainImage","asset":{"_ref":"image-222aca3e4fd559ab0e62a9e4db5ccd6be87686dd-3840x2160-png","_type":"reference"},"caption":"Configure business info"},{"_key":"69db6631c8a7","_type":"block","children":[{"_key":"4a7ffbde02010","_type":"span","marks":[],"text":"Once we’re done, we’d click "},{"_key":"4a7ffbde02011","_type":"span","marks":["strong"],"text":"Create prompt"},{"_key":"4a7ffbde02012","_type":"span","marks":[],"text":" and preview our message."}],"markDefs":[],"style":"normal"},{"_key":"124ceded6bba","_type":"mainImage","asset":{"_ref":"image-f10a78315e02a7093e189d884ee3e13c761b4358-360x88-png","_type":"reference"},"caption":"Select Preview snippet"},{"_key":"92665c6d624d","_type":"block","children":[{"_key":"4019d7683ef00","_type":"span","marks":[],"text":"If we’re not happy with the output, we can continue refining our prompt until we’re satisfied."}],"markDefs":[],"style":"normal"},{"_key":"f9b2b32280c5","_type":"anchor","label":"Step 2: Map message snippet to sequencer"},{"_key":"872e27c34d0a","_type":"block","children":[{"_key":"8da0dea1d2840","_type":"span","marks":[],"text":"Step 2: Map message snippet to sequencer"}],"markDefs":[],"style":"h3"},{"_key":"f71d0919426a","_type":"block","children":[{"_key":"56659c708f4e0","_type":"span","marks":[],"text":"Now that we’ve got a template ready to go, we can map it to our sequencing tool."}],"markDefs":[],"style":"normal"},{"_key":"d09df1d2be03","_type":"block","children":[{"_key":"baaa2555ef580","_type":"span","marks":[],"text":"We’d click on "},{"_key":"baaa2555ef581","_type":"span","marks":["strong"],"text":"Signals and integrations"},{"_key":"baaa2555ef582","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"baaa2555ef583","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"baaa2555ef584","_type":"span","marks":[],"text":" menu and select "},{"_key":"baaa2555ef585","_type":"span","marks":["strong"],"text":"Outreach"},{"_key":"baaa2555ef586","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"835f29c849f2","_type":"mainImage","asset":{"_ref":"image-0d2e7f6635c500372e9d51e7561da0d8cffc8380-2654x511-png","_type":"reference"},"caption":"Select Outreach"},{"_key":"0d3f387f157c","_type":"infoBox","body":[{"_key":"97ac7e23666a","_type":"block","children":[{"_key":"04e4cf3e94d9","_type":"span","marks":[],"text":"Common Room’s natively built and fully managed "},{"_key":"c0714774cd68","_type":"span","marks":["9b25088fa1cb"],"text":"integrations"},{"_key":"11aa8ff4b9d6","_type":"span","marks":[],"text":" sync your stack with an AI-powered system of intelligence. Integrations include popular CRMs and sales execution platforms like Salesforce, HubSpot, Outreach, Apollo, Salesloft, Gong Engage, and more."}],"markDefs":[{"_key":"9b25088fa1cb","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"}],"header":"Native integrations","style":"info"},{"_key":"84bbfa156b79","_type":"block","children":[{"_key":"4e614dff25ae0","_type":"span","marks":[],"text":"Next we’d click "},{"_key":"4e614dff25ae1","_type":"span","marks":["strong"],"text":"Add mapping"},{"_key":"4e614dff25ae2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"1c5edffc52b9","_type":"mainImage","asset":{"_ref":"image-5362dfb8ecfb05da745e36506df337b4ab544c72-314x119-png","_type":"reference"},"caption":"Select Add mapping"},{"_key":"3958276bcf34","_type":"block","children":[{"_key":"3df618d2362f0","_type":"span","marks":[],"text":"This will add a row of blank boxes to the mapping section below."}],"markDefs":[],"style":"normal"},{"_key":"b1dbb572b242","_type":"block","children":[{"_key":"8371e3e5ffff0","_type":"span","marks":[],"text":"We’d click on the dropdown arrow for each box—"},{"_key":"8371e3e5ffff1","_type":"span","marks":["strong"],"text":"Select prompt"},{"_key":"8371e3e5ffff2","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff3","_type":"span","marks":["strong"],"text":"Select custom field"},{"_key":"8371e3e5ffff4","_type":"span","marks":[],"text":", "},{"_key":"8371e3e5ffff5","_type":"span","marks":["strong"],"text":"Select a sequence"},{"_key":"8371e3e5ffff6","_type":"span","marks":[],"text":"—and choose which prompt we want mapped to which field in which sequence."}],"markDefs":[],"style":"normal"},{"_key":"62826448c523","_type":"mainImage","asset":{"_ref":"image-c8e2fdc1dee7bc4171073f2ff195630e4e6b47b6-2694x779-png","_type":"reference"},"caption":"View mapping options"},{"_key":"c39976d7e1f9","_type":"block","children":[{"_key":"075e9e449e9b0","_type":"span","marks":[],"text":"Keep in mind: While you can map multiple message snippets to multiple sequences, you can only map one snippet to one custom field."}],"markDefs":[],"style":"normal"},{"_key":"35c248ccaa5a","_type":"block","children":[{"_key":"84dcd00ba9000","_type":"span","marks":[],"text":"For this example, we want to map our new “Job Change Intro” template to the appropriate field in our job-change sequence."}],"markDefs":[],"style":"normal"},{"_key":"d94b154b8595","_type":"block","children":[{"_key":"be4d88ae07770","_type":"span","marks":[],"text":"Then we’d hit "},{"_key":"be4d88ae07771","_type":"span","marks":["strong"],"text":"Save"},{"_key":"be4d88ae07772","_type":"span","marks":[],"text":" and we’re good to go 🙌"}],"markDefs":[],"style":"normal"},{"_key":"f15e584aae6b","_type":"anchor","label":"Step 3: Generate message snippet"},{"_key":"b8430b29823d","_type":"block","children":[{"_key":"46e33d3cd44b0","_type":"span","marks":[],"text":"Step 3: Generate message snippet"}],"markDefs":[],"style":"h3"},{"_key":"6ac55a6acf4b","_type":"block","children":[{"_key":"8dc09ed22b900","_type":"span","marks":[],"text":"Time to put RoomieAI to the test."}],"markDefs":[],"style":"normal"},{"_key":"7c200874be96","_type":"block","children":[{"_key":"6379b1dff85f0","_type":"span","marks":[],"text":"We’d click "},{"_key":"6379b1dff85f1","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"6379b1dff85f2","_type":"span","marks":[],"text":" and go to any contact-level view in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"e9fcd025aec9","_type":"block","children":[{"_key":"0c9cfbaa22550","_type":"span","marks":[],"text":"We can generate message snippets directly from a contact’s Person360 profile."}],"markDefs":[],"style":"normal"},{"_key":"49d97c6d2723","_type":"mainImage","asset":{"_ref":"image-89963a49a28f6de1ddce4211e18be097de9bf05a-2750x1501-png","_type":"reference"},"caption":"View message snippet options"},{"_key":"22c2b56ed01d","_type":"block","children":[{"_key":"571b66087b1d0","_type":"span","marks":[],"text":"But let’s say we’ve already created a contact segment for economic buyers who match our criteria for ideal persona and changed jobs in the past six months."}],"markDefs":[],"style":"normal"},{"_key":"1b5a1c16e7bf","_type":"infoBox","body":[{"_key":"08be22703ebc","_type":"block","children":[{"_key":"525003b9795a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"3050097b2cb0","_type":"span","marks":["7fd5f4301cb5"],"text":"intelligent automations"},{"_key":"54b79903e046","_type":"span","marks":[],"text":" build auto-replenishing segments using your custom filtering criteria, automating play creation based on any combination of contact, account, and activity signals."}],"markDefs":[{"_key":"7fd5f4301cb5","_type":"link","href":"https://www.commonroom.io/product/automation/"}],"style":"normal"}],"header":"Playbook automation","style":"info"},{"_key":"2a14ac1eca1e","_type":"block","children":[{"_key":"9fbcee2479650","_type":"span","marks":[],"text":"We’d navigate to our segment, click the dropdown arrow next to a prospect’s name, and choose "},{"_key":"0266d90427f8","_type":"span","marks":["strong"],"text":"Add to Outreach sequence"},{"_key":"a38f9f231fb1","_type":"span","marks":[],"text":" from the task list options."}],"markDefs":[],"style":"normal"},{"_key":"de1898d7f946","_type":"mainImage","asset":{"_ref":"image-ef7c92ccfe5bc12c06627c5161ec57c74d46255e-1332x247-png","_type":"reference"},"caption":"Select Add to Outreach sequence"},{"_key":"f4ab4c739d6c","_type":"block","children":[{"_key":"9f0c7fb599fb0","_type":"span","marks":[],"text":"We’d select the sequence our template is mapped to and RoomieAI will instantly spin up a 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The more data sources you connect to Common Room, the more visibility you’ll get into digital activity and user identity."}],"markDefs":[{"_key":"44e1c26d305d","_type":"link","href":"https://docs.commonroom.io/get-started/integrations"}],"style":"callout"},{"_key":"a8c78c903963","_type":"block","children":[{"_key":"85e3908fd4570","_type":"span","marks":[],"text":"Log into Common Room and go to "},{"_key":"85e3908fd4571","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"85e3908fd4572","_type":"span","marks":[],"text":" in the left sidebar (the little ⚙️ icon at the bottom) to pull up "},{"_key":"85e3908fd4573","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"85e3908fd4574","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"af9e0c98b32b","_type":"mainImage","asset":{"_ref":"image-b0c0007ba623cbe03a0a2077a4625c0165cd84c4-3840x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"507b3dd66287","_type":"block","children":[{"_key":"73eaddd885bc0","_type":"span","marks":[],"text":"Next, select LinkedIn from the list of sources."}],"markDefs":[],"style":"normal"},{"_key":"9c5db2fb3fb8","_type":"mainImage","asset":{"_ref":"image-0d68927728149ce2160009ec1257bf232a8792ab-1322x904-png","_type":"reference"},"caption":"Select LinkedIn"},{"_key":"02552a0e8d75","_type":"block","children":[{"_key":"552d9359cdf70","_type":"span","marks":[],"text":"We’ll need to authenticate our LinkedIn account (and do the same for every data source we connect). Once this is complete, posts, comments, reactions, and more will start flowing into Common Room 🌊"}],"markDefs":[],"style":"normal"},{"_key":"b73eabdc8a20","_type":"block","children":[{"_key":"84a455ad1e100","_type":"span","marks":[],"text":"We’d follow the same general process for Discourse and Meetup."}],"markDefs":[],"style":"normal"},{"_key":"6dac05b9374c","_type":"block","children":[{"_key":"b8da98f6e5c60","_type":"span","marks":[],"text":"All right, now let’s use that data to zero in on purchase decision-makers."}],"markDefs":[],"style":"normal"},{"_key":"c776e1c2fbed","_type":"anchor","label":"Step 2: Filter for Economic buyer"},{"_key":"b7f8c95022d4","_type":"block","children":[{"_key":"6c1f41475a1a0","_type":"span","marks":[],"text":"Step 2: Filter for Economic buyer"}],"markDefs":[],"style":"h3"},{"_key":"4c236f2d2205","_type":"block","children":[{"_key":"8b44c43431a70","_type":"span","marks":[],"text":"Click "},{"_key":"8b44c43431a71","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"8b44c43431a72","_type":"span","marks":[],"text":" to exit the "},{"_key":"8b44c43431a73","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"8b44c43431a74","_type":"span","marks":[],"text":" menu and then click on "},{"_key":"8b44c43431a75","_type":"span","marks":["strong"],"text":"Members"},{"_key":"8b44c43431a76","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"6504f7283eaa","_type":"mainImage"},{"_key":"3ef8b66804f2","_type":"block","children":[{"_key":"c6b3443f0e120","_type":"span","marks":[],"text":"This screen shows us every individual who interacts with us across our connected channels. We’ll narrow it down using filters."}],"markDefs":[],"style":"normal"},{"_key":"dfc3f308808b","_type":"block","children":[{"_key":"8074ef77c5af0","_type":"span","marks":[],"text":"💡 You can choose from a wide variety of "},{"_key":"8074ef77c5af1","_type":"span","marks":["c1ec38cb1bba"],"text":"filters"},{"_key":"8074ef77c5af2","_type":"span","marks":[],"text":" to drill down into individuals, organizations, and activities based on the criteria that matter most to you."}],"markDefs":[{"_key":"c1ec38cb1bba","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/filters-and-sorting"}],"style":"callout"},{"_key":"26b509564e4c","_type":"block","children":[{"_key":"7f353ffb52990","_type":"span","marks":[],"text":"Click "},{"_key":"7f353ffb52991","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"7f353ffb52992","_type":"span","marks":[],"text":" and choose "},{"_key":"7f353ffb52993","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"7f353ffb52994","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"b620ced8ad71","_type":"mainImage","asset":{"_ref":"image-c0f3c5fa38f6e4ee1ea63fbb5001c1b90fa2e753-2732x1386-png","_type":"reference"},"caption":"Select Member tags"},{"_key":"e9fde16f61e8","_type":"block","children":[{"_key":"026ede4611500","_type":"span","marks":[],"text":"This will open up a dropdown menu of options. Select "},{"_key":"026ede4611501","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"026ede4611502","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"a749435da092","_type":"mainImage","asset":{"_ref":"image-4d178dcf2d5a2f9894d5afa0d25dcfa0c9fe2ac3-684x914-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"a49932544296","_type":"block","children":[{"_key":"9d046c0dc0da0","_type":"span","marks":[],"text":"This is a default tag available to all Common Room users. It’s configured to help you spotlight the individuals most likely to have budget authority based on their job title 💵"}],"markDefs":[],"style":"normal"},{"_key":"d75457e51d0a","_type":"block","children":[{"_key":"eabcf1662d410","_type":"span","marks":[],"text":"Any individual with the following words in their title will automatically be tagged as an economic buyer: head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, CEO."}],"markDefs":[],"style":"normal"},{"_key":"d74d4af032e0","_type":"block","children":[{"_key":"c3206dceb89e0","_type":"span","marks":[],"text":"We can also edit the tag to narrow its scope, such as by customizing it for a specific type of buyer based on their role."}],"markDefs":[],"style":"normal"},{"_key":"a0be86422733","_type":"block","children":[{"_key":"2ff8815bb5000","_type":"span","marks":[],"text":"Click out of the dropdown menu and voilà—you now have a view of all economic buyers active across your digital channels."}],"markDefs":[],"style":"normal"},{"_key":"8de1f31dd184","_type":"mainImage","asset":{"_ref":"image-7f33eccc04913762e515bd33e84c800c7910b557-2252x930-png","_type":"reference"},"caption":"View economic buyers"},{"_key":"bd2dd2423d67","_type":"block","children":[{"_key":"b718fd44e0200","_type":"span","marks":[],"text":"Next time someone reacts to our content on LinkedIn, we’ll know whether they’re a junior employee or a potential decision-maker."}],"markDefs":[],"style":"normal"},{"_key":"0d5b3ae42e05","_type":"block","children":[{"_key":"3f213d49d9850","_type":"span","marks":[],"text":"Hover over an individual and click "},{"_key":"3f213d49d9851","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"3f213d49d9852","_type":"span","marks":[],"text":" to pull up their profile."}],"markDefs":[],"style":"normal"},{"_key":"a73b90e89670","_type":"mainImage","asset":{"_ref":"image-3e19cb170fccfece062540793aba70512f3357be-2260x418-png","_type":"reference"},"caption":"Select Preview"},{"_key":"9dfb25174822","_type":"block","children":[{"_key":"f57908da0ed40","_type":"span","marks":[],"text":"From here you can learn more about economic buyers and their most recent activity. If you wish, you can also "},{"_key":"f57908da0ed41","_type":"span","marks":["e702fb65dadd"],"text":"add them to an Outreach sequence"},{"_key":"f57908da0ed42","_type":"span","marks":[],"text":", send them a message, add them to a "},{"_key":"f57908da0ed43","_type":"span","marks":["36942957b0b6"],"text":"segment"},{"_key":"f57908da0ed44","_type":"span","marks":[],"text":", and more."}],"markDefs":[{"_key":"e702fb65dadd","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/add-members-to-an-outreach-sequence"},{"_key":"36942957b0b6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page/segments-page-home"}],"style":"normal"},{"_key":"8bde240e7cf4","_type":"mainImage","asset":{"_ref":"image-50b6d65fd882e228dca8c47a43cdc08a2753b04a-3840x2160-png","_type":"reference"},"caption":"View preview"},{"_key":"0c055493304d","_type":"block","children":[{"_key":"a0d87644a3310","_type":"span","marks":[],"text":"We can add more filters to drill down further. But in this case, we want to edit our "},{"_key":"a0d87644a3311","_type":"span","marks":["strong"],"text":"Economic buyer"},{"_key":"a0d87644a3312","_type":"span","marks":[],"text":" tag."}],"markDefs":[],"style":"normal"},{"_key":"ee192ca842bf","_type":"block","children":[{"_key":"cf68de5a00250","_type":"span","marks":[],"text":"Let’s update our tag to focus on decision-makers from high-fit companies."}],"markDefs":[],"style":"normal"},{"_key":"1944b9230ae9","_type":"anchor","label":"Step 3: Edit Economic buyer tag"},{"_key":"c3b27129f8ba","_type":"block","children":[{"_key":"009de3237c110","_type":"span","marks":[],"text":"Step 3: Edit Economic buyer tag"}],"markDefs":[],"style":"h3"},{"_key":"6995f402402a","_type":"block","children":[{"_key":"c619043237960","_type":"span","marks":[],"text":"Head back to the "},{"_key":"c619043237961","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"c619043237962","_type":"span","marks":[],"text":" menu and click on "},{"_key":"c619043237963","_type":"span","marks":["strong"],"text":"Tags"},{"_key":"c619043237964","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"3f631f633fb7","_type":"mainImage","asset":{"_ref":"image-443226971dca5eaecdd549a96fea8a307ad8e3c0-3840x2160-png","_type":"reference"},"caption":"Select Tags"},{"_key":"f26403e2c897","_type":"block","children":[{"_key":"a5cc252f8dba0","_type":"span","marks":[],"text":"💡 Common Room makes it easy to identify and track specific individuals and organizations with fully customizable "},{"_key":"a5cc252f8dba1","_type":"span","marks":["c40deba02cd0"],"text":"tags"},{"_key":"a5cc252f8dba2","_type":"span","marks":[],"text":". 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This whole process should take just a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"d63bace71a76","_type":"block","children":[{"_key":"0e2b8ee6459a0","_type":"span","marks":[],"text":"Next, we’ll want to connect to more sources and keep repeating the process above until we’ve connected the major channels where our ideal customers reside."}],"markDefs":[],"style":"normal"},{"_key":"3a3d70f85b00","_type":"block","children":[{"_key":"e59cb3f6a4480","_type":"span","marks":[],"text":"Let’s walk through connecting to GitHub."}],"markDefs":[],"style":"normal"},{"_key":"3f519cebe178","_type":"block","children":[{"_key":"540b2841bc6e0","_type":"span","marks":[],"text":"After selecting "},{"_key":"2391c8b5ac87","_type":"span","marks":["strong"],"text":"+ Connect"},{"_key":"a0c05ec91700","_type":"span","marks":[],"text":" to GitHub, you’ll see an authentication and repo selection step."}],"markDefs":[],"style":"normal"},{"_key":"8b3d91082479","_type":"mainImage","alt":"Authenticate your community GitHub and select repos","asset":{"_ref":"image-d161b448abb1d182c3fc7a461bc9108253750848-2006x1038-png","_type":"reference"},"caption":"Authenticate your community GitHub and select repos"},{"_key":"309713e5e8d8","_type":"block","children":[{"_key":"545479483cd4","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"8410272766b1","_type":"span","marks":[],"text":" Authentication with GitHub requires approval from one of your org admins. If you are not an admin and proceed through setup, GitHub will email your org admins requesting their permission."}],"markDefs":[],"style":"callout"},{"_key":"6da9c85c1fc5","_type":"block","children":[{"_key":"24e711e9c5790","_type":"span","marks":[],"text":"And here’s what it looks like after you’ve authenticated repos:"}],"markDefs":[],"style":"normal"},{"_key":"1f8032fe8ae3","_type":"mainImage","alt":"GitHub repos connected to Common Room","asset":{"_ref":"image-e8496dd88c2a2e40a2299e8a8d5d8f7bc467e59f-2026x814-png","_type":"reference"},"caption":"GitHub repos connected to Common Room"},{"_key":"4474810083e8","_type":"block","children":[{"_key":"40897bdd860f0","_type":"span","marks":[],"text":"Once authentication is verified, you’ll see activity data from GitHub in your Common Room instance after a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"86cbfa1a9282","_type":"block","children":[{"_key":"5671b1fd0c54","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"745851c9ba51","_type":"span","marks":[],"text":" For now, we’ll just cover walking through connecting to these two sources. But it’s important to note that the more sources you add, the more matches ideal customer profile matches you can identify in Common Room. And even better if you connect business data sources like your "},{"_key":"a01ad6e1db3f","_type":"span","marks":["5b7b5ad38d39"],"text":"data warehouse"},{"_key":"d3f8e732498f","_type":"span","marks":[],"text":" or "},{"_key":"2ebfdf96608c","_type":"span","marks":["963a49fa9b1e"],"text":"CRM"},{"_key":"6ae03d8eedac","_type":"span","marks":[],"text":" to tie together the entire customer journey in one place."}],"markDefs":[{"_key":"5b7b5ad38d39","_type":"link","href":"https://www.commonroom.io/integrations/snowflake/"},{"_key":"963a49fa9b1e","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"callout"},{"_key":"cab3729f2387","_type":"block","children":[{"_key":"eedd7f9a917b0","_type":"span","marks":[],"text":"Let’s move to the next step."}],"markDefs":[],"style":"normal"},{"_key":"e07b16bce0d5","_type":"anchor","label":"Step 2: Define your ICP"},{"_key":"59fb8c263840","_type":"block","children":[{"_key":"07008d3698240","_type":"span","marks":[],"text":"Step 2: Define your ideal customer criteria"}],"markDefs":[],"style":"h3"},{"_key":"cb4a00060822","_type":"block","children":[{"_key":"6cfd2a8a540d0","_type":"span","marks":[],"text":"After hooking up your community and product sources in Common Room, you’ll see all the matched members along with firmographics, like where they work and their roles."}],"markDefs":[],"style":"normal"},{"_key":"42695ab8e53c","_type":"mainImage","alt":"View of all members in Common Room","asset":{"_ref":"image-90da26eb3bb0c55fa7257dd39b96528949d1d7b0-2932x1832-png","_type":"reference"},"caption":"View of all members in Common Room"},{"_key":"5c391faf745f","_type":"block","children":[{"_key":"545d6f7d4bd50","_type":"span","marks":[],"text":"With these details on matched members and the organizations where they work, we can start to apply tags for those who meet our ICP criteria. For that, we can return to Settings and locate the Tags item in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"b4b8cb313bbb","_type":"mainImage","alt":"Common Room tag set up","asset":{"_ref":"image-368da87f7f5d5d4cfe07a49537da11a95a7adeae-2932x1832-png","_type":"reference"},"caption":"Common Room tag set up"},{"_key":"24566d7829e0","_type":"block","children":[{"_key":"87091d3f13c00","_type":"span","marks":[],"text":"Here we see a handful of default tags like “Influencer” or “Product qualified.” In our case, we want to set rules for the “Ideal persona” tag."}],"markDefs":[],"style":"normal"},{"_key":"b50ba3221a86","_type":"block","children":[{"_key":"42e2de53943c0","_type":"span","marks":[],"text":"To do that, we’ll click the corresponding "},{"_key":"42e2de53943c1","_type":"span","marks":["strong"],"text":"Set up"},{"_key":"42e2de53943c2","_type":"span","marks":[],"text":" button. This takes us to a place to set filters for our ICP. 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button."}],"markDefs":[],"style":"normal"},{"_key":"6b80ea145228","_type":"block","children":[{"_key":"23ac524567f10","_type":"span","marks":[],"text":"We’ll start with role and select Marketing and Sales options (and any others that apply)."}],"markDefs":[],"style":"normal"},{"_key":"fa8104edb50b","_type":"mainImage","alt":"Filter members by role","asset":{"_ref":"image-7a3a94f097f530cb81cffc8488309e620da7546f-522x644-png","_type":"reference"},"caption":"Filter members by role"},{"_key":"d0bd17a0c0a5","_type":"block","children":[{"_key":"881d906606a90","_type":"span","marks":[],"text":"For the next filter, we’ll click the 🔽 arrow and choose a filter group."}],"markDefs":[],"style":"normal"},{"_key":"1d1ee0467e16","_type":"mainImage","alt":"Use advanced filters like a filter group","asset":{"_ref":"image-629d8dd3fa7c5f720ddd3a5b4e03e6c64e9af79d-842x312-png","_type":"reference"},"caption":"Use advanced filters like a filter 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We can click the "},{"_key":"46d18458d56d1","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"46d18458d56d2","_type":"span","marks":[],"text":" and locate the "},{"_key":"46d18458d56d3","_type":"span","marks":["strong"],"text":"Member tag"},{"_key":"46d18458d56d4","_type":"span","marks":[],"text":" option to do that. From there, we can select the option next to "},{"_key":"46d18458d56d5","_type":"span","marks":["strong"],"text":"Ideal persona"},{"_key":"46d18458d56d6","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"8a165b684f3c","_type":"mainImage","alt":"Filter by member Ideal persona tag","asset":{"_ref":"image-b58598ec2f5ce4d8964d168eaf816d00f3df268c-602x704-png","_type":"reference"},"caption":"Filter by member Ideal persona tag"},{"_key":"c6bca8810d18","_type":"block","children":[{"_key":"1dec88e51a300","_type":"span","marks":[],"text":"Applying this filter will narrow the number of members we see to just those with the Ideal persona tag."}],"markDefs":[],"style":"normal"},{"_key":"41cbe9a22d8f","_type":"block","children":[{"_key":"1c3242532a810","_type":"span","marks":[],"text":"To take action, we probably want to filter a bit more. So, let’s imagine we want to invite all active, non-paying customers in our community to an upcoming event. For that, we can apply more filters like "},{"_key":"1c3242532a811","_type":"span","marks":["strong"],"text":"Last active"},{"_key":"1c3242532a812","_type":"span","marks":[],"text":" is within "},{"_key":"1c3242532a813","_type":"span","marks":["strong"],"text":"28 days"},{"_key":"1c3242532a814","_type":"span","marks":[],"text":", and "},{"_key":"1c3242532a815","_type":"span","marks":["strong"],"text":"Deal stage"},{"_key":"1c3242532a816","_type":"span","marks":[],"text":" is none of "},{"_key":"1c3242532a817","_type":"span","marks":["strong"],"text":"Closed won"},{"_key":"1c3242532a818","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"31a984fb1a32","_type":"mainImage","alt":"Apply multiple filters to members","asset":{"_ref":"image-0e1c4e4b6230d59b3aec30acc93f7377aeeae8cd-2032x202-png","_type":"reference"},"caption":"Apply multiple filters to members"},{"_key":"9133f5276c00","_type":"block","children":[{"_key":"a3cb9ad7ca99","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"5a73b20d7e69","_type":"span","marks":[],"text":" To apply filters using customer data, you’ll likely need to connect your CRM or data warehouse to Common Room. "},{"_key":"dfe53324eeb2","_type":"span","marks":["9898851b9f21"],"text":"Check out our native integrations"},{"_key":"d57eebb81540","_type":"span","marks":[],"text":" for HubSpot, Salesforce, HighTouch, Census, and Snowflake."}],"markDefs":[{"_key":"9898851b9f21","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"callout"},{"_key":"9825d2f87ce0","_type":"block","children":[{"_key":"d45ff295445d0","_type":"span","marks":[],"text":"With our view now narrowed, we can take all sorts of actions like sending members a "},{"_key":"d45ff295445d1","_type":"span","marks":["81ff5fd8f828"],"text":"bulk Slack message"},{"_key":"d45ff295445d2","_type":"span","marks":[],"text":", "},{"_key":"d45ff295445d3","_type":"span","marks":["494a30e65e06"],"text":"syncing with our marketing tool"},{"_key":"d45ff295445d4","_type":"span","marks":[],"text":" to send them an email, or adding them to a Segment for our team to triage outreach."}],"markDefs":[{"_key":"81ff5fd8f828","_type":"link","href":"https://docs.commonroom.io/using-common-room/contacts/bulk-messaging"},{"_key":"494a30e65e06","_type":"link","href":"https://www.commonroom.io/playbooks/cqls-community-qualified-leads/"}],"style":"normal"},{"_key":"38f09df153ab","_type":"block","children":[{"_key":"13286dac0dd40","_type":"span","marks":[],"text":"Finally, we could apply similar logic to our organization view. The only difference is this view will show active organizations rather than the members at them. 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And from here, we’ll click "},{"_key":"336e42718bf21","_type":"span","marks":["strong"],"text":"+ Create team alert"},{"_key":"336e42718bf22","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"30d635448b4b","_type":"block","children":[{"_key":"dd8d333738ff0","_type":"span","marks":[],"text":"Let’s start by setting up a Slack alert when new ICP members are identified in our community. 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qualification is the difference between spending time on high-fit opportunities and wasting time on deals that fall flat."}],"markDefs":[],"style":"normal"},{"_key":"f53116627862","_type":"block","children":[{"_key":"5c68cc8673870","_type":"span","marks":[],"text":"Lots of factors go into building an ideal customer profile: industry, company size, annual revenue, capital raised. But for companies selling technology solutions—from B2B SaaS to commercial open-source software—understanding the tech stack an organization uses day to day will tell you a lot about their pain points and priorities."}],"markDefs":[],"style":"normal"},{"_key":"9438cf2017a5","_type":"block","children":[{"_key":"2930c635f2730","_type":"span","marks":[],"text":"Not only can you determine if a company is the right fit for your product based on their tooling, you can use this information to personalize your outreach, highlight your product as a complement, and potentially run a rip-and-replace sales motion."}],"markDefs":[],"style":"normal"},{"_key":"ef41327c787a","_type":"block","children":[{"_key":"a44440701fc30","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to do a deep dive into your prospects’ tech stacks, apply this information to lead qualification, and use it to zero in on ideal customers."}],"markDefs":[],"style":"normal"},{"_key":"1f24406ac8be","_type":"block","children":[{"_key":"d00955319cf20","_type":"span","marks":[],"text":"Let’s get this show on the road 🚘"}],"markDefs":[],"style":"normal"},{"_key":"650890ad092e","_type":"block","children":[{"_key":"2d47687deade0","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"0862e04f0b62","_type":"block","children":[{"_key":"4645240bc8d90","_type":"span","marks":[],"text":"Common Room (this is how we’ll find and filter opportunities—"},{"_key":"4645240bc8d91","_type":"span","marks":["d94bb6b98912"],"text":"sign up for free"},{"_key":"4645240bc8d92","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"d94bb6b98912","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"f848e5893f09","_type":"block","children":[{"_key":"b8c16e220dd20","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use GitHub, Twitter, and Discord)"}],"markDefs":[],"style":"callout"},{"_key":"e37d48a0dcb2","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"40bb4b0f5dc8","_type":"block","children":[{"_key":"2f412e0aecb3","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"3f9219a453b8","_type":"block","children":[{"_key":"18e4a3c999d30","_type":"span","marks":[],"text":"The first thing we want to do is centralize our view of digital activity in Common Room so we can surface potential customers."}],"markDefs":[],"style":"normal"},{"_key":"e8e6465bffb4","_type":"block","children":[{"_key":"0812bd8358ea0","_type":"span","marks":[],"text":"In this case we’ll focus on "},{"_key":"0812bd8358ea1","_type":"span","marks":["ded4b4f74da6"],"text":"GitHub"},{"_key":"0812bd8358ea2","_type":"span","marks":[],"text":", "},{"_key":"0812bd8358ea3","_type":"span","marks":["4136efebb2e7"],"text":"Twitter"},{"_key":"0812bd8358ea4","_type":"span","marks":[],"text":", and "},{"_key":"0812bd8358ea5","_type":"span","marks":["f63e4cbdfeba"],"text":"Discord"},{"_key":"0812bd8358ea6","_type":"span","marks":[],"text":". Keep in mind that the more data sources you connect to Common Room, the more opportunities you’ll uncover."}],"markDefs":[{"_key":"ded4b4f74da6","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/github"},{"_key":"4136efebb2e7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"f63e4cbdfeba","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/discord"}],"style":"normal"},{"_key":"80ab57503a6b","_type":"block","children":[{"_key":"f227b5e25da50","_type":"span","marks":[],"text":"💡 Common Room has dozens of natively built and fully managed "},{"_key":"f227b5e25da51","_type":"span","marks":["96aa61346d4f"],"text":"integrations"},{"_key":"f227b5e25da52","_type":"span","marks":[],"text":". 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This will take you to the "},{"_key":"968d566048833","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"968d566048834","_type":"span","marks":[],"text":" screen."}],"markDefs":[],"style":"normal"},{"_key":"f8cdd818bc73","_type":"mainImage","asset":{"_ref":"image-c9e1c61bf6a5370ad376a91acdb490e4a7a0dc96-3841x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"f55e7dead4d8","_type":"block","children":[{"_key":"1763a921c9c20","_type":"span","marks":[],"text":"Select GitHub from the list of data sources."}],"markDefs":[],"style":"normal"},{"_key":"d2acfd66601f","_type":"mainImage","asset":{"_ref":"image-b421f8e89dd036be3a25fbf9b620148043be1b63-1322x904-png","_type":"reference"},"caption":"Select GitHub"},{"_key":"5e82e9d387d3","_type":"block","children":[{"_key":"3e10f23d385e0","_type":"span","marks":[],"text":"After you authenticate your account, data from GitHub will flow into Common Room. 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You can choose from a list of the most popular technology solutions across a wide variety of use cases, such as cloud computing services, ecommerce platforms, project management softwares, tag management systems, website optimization tools, and much more."}],"markDefs":[],"style":"normal"},{"_key":"811492d65919","_type":"block","children":[{"_key":"fafbf10432170","_type":"span","marks":[],"text":"What matters most to you will depend on your company and sales strategy. For this example, let’s say we’re selling an open-source relational database management system called Pied Piper."}],"markDefs":[],"style":"normal"},{"_key":"f9761c47b2de","_type":"block","children":[{"_key":"49c107f16c2c0","_type":"span","marks":[],"text":"We know organizations that are currently using one of our competitors are a great source of high-quality leads. So we’ll select "},{"_key":"49c107f16c2c1","_type":"span","marks":["strong"],"text":"Microsoft SQL Server"},{"_key":"49c107f16c2c2","_type":"span","marks":[],"text":", "},{"_key":"49c107f16c2c3","_type":"span","marks":["strong"],"text":"MySQL"},{"_key":"49c107f16c2c4","_type":"span","marks":[],"text":", and "},{"_key":"49c107f16c2c5","_type":"span","marks":["strong"],"text":"PostgreSQL"},{"_key":"49c107f16c2c6","_type":"span","marks":[],"text":" from the list."}],"markDefs":[],"style":"normal"},{"_key":"00de0db7edef","_type":"mainImage","asset":{"_ref":"image-5706e9c5107d88ea16317a843321e142a000a49a-971x588-png","_type":"reference"},"caption":"Select technologies"},{"_key":"c89884c06109","_type":"block","children":[{"_key":"af783cb04aa10","_type":"span","marks":[],"text":"Boom—we now have a view of all organizations across our connected channels who have these technologies in their stacks 🔍"}],"markDefs":[],"style":"normal"},{"_key":"f92e1ec18d13","_type":"block","children":[{"_key":"95425809acb10","_type":"span","marks":[],"text":"Hover over any organization and click "},{"_key":"95425809acb11","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"95425809acb12","_type":"span","marks":[],"text":". This will pull up an overview of all recent activity from individuals associated with that organization."}],"markDefs":[],"style":"normal"},{"_key":"4f8321e409f9","_type":"mainImage"},{"_key":"3b98e3f5194b","_type":"block","children":[{"_key":"53e575875ec60","_type":"span","marks":[],"text":"We can click into individuals to learn more about them, such as their job title and history across our connected channels. 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Let's start by connecting the sources where we'd most expect people to ask or discuss the price of our commercial offering or a proof of concept."}],"markDefs":[],"style":"normal"},{"_key":"3834d90f0387","_type":"block","children":[{"_key":"86a32acc00b40","_type":"span","marks":[],"text":"We can start by connecting our community Slack."}],"markDefs":[],"style":"normal"},{"_key":"4dab036a3121","_type":"mainImage","asset":{"_ref":"image-2a7a95476bcc45bbef34a538302a7f32a9cd4aa6-1322x904-png","_type":"reference"}},{"_key":"b16be6dfb2ce","_type":"block","children":[{"_key":"dd4b2c03df510","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"dd4b2c03df511","_type":"span","marks":[],"text":" To connect to Slack, you'll need to be a Slack admin, or you'll need to get permission from your internal admin."}],"markDefs":[],"style":"callout"},{"_key":"dca042a125b7","_type":"block","children":[{"_key":"8bf5dba1efab0","_type":"span","marks":[],"text":"We’ll click "},{"_key":"15314b37a5d3","_type":"span","marks":["strong"],"text":"Connect Slack"},{"_key":"0b7f91635288","_type":"span","marks":[],"text":" and be presented with two check boxes confirming that we’ve got permission and understand the limits associated with Slack applications."}],"markDefs":[],"style":"normal"},{"_key":"976b8ca48656","_type":"mainImage","asset":{"_ref":"image-0b27a61d5a68b080320a30a53684c0722996d789-2932x1832-png","_type":"reference"},"caption":"Connect and authenticate with Slack"},{"_key":"bc3125ab90fa","_type":"block","children":[{"_key":"146a51e326330","_type":"span","marks":[],"text":"We’ll check the boxes and "},{"_key":"39a3e944bc85","_type":"span","marks":["strong"],"text":"Authenticate Slack"},{"_key":"0d593536f33e","_type":"span","marks":[],"text":". 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Having such visibility into the members behind the intent takes us one huge step toward creating actionable buyer intent alerts for our sales team."}],"markDefs":[],"style":"normal"},{"_key":"b8ce35d4823b","_type":"block","children":[{"_key":"5b3aaabeaeb90","_type":"span","marks":[],"text":"We can also jump over to the "},{"_key":"35a7281416ac","_type":"span","marks":["strong"],"text":"Activity"},{"_key":"630b8735439e","_type":"span","marks":[],"text":" menu item to view the specific behavioral context associated with our members."}],"markDefs":[],"style":"normal"},{"_key":"65458c52f61d","_type":"mainImage","asset":{"_ref":"image-64554b28cd6f8e0d7bf7d22b7ff5b080b90e5508-2932x1832-png","_type":"reference"},"caption":"See activity from your community like trending conversations"},{"_key":"90e943c81b95","_type":"block","children":[{"_key":"993a418f07010","_type":"span","marks":[],"text":"Every member who has taken action across any of our connected sources will have a set of activities tied to their record that we will use to expose the context behind the buyer intent."}],"markDefs":[],"style":"normal"},{"_key":"f23ea5f090ab","_type":"block","children":[{"_key":"71b8102d095d0","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"653f4d8692aa","_type":"span","marks":[],"text":" We recommend allowing sources to propagate for ~1-month for the best buying intent alerts results."}],"markDefs":[],"style":"callout"},{"_key":"68e4720964ed","_type":"block","children":[{"_key":"d5ef8ba905ac0","_type":"span","marks":[],"text":"In this example, we will identify specific buyer intent keywords and set up an automation to surface activities from members searching for those keywords."}],"markDefs":[],"style":"normal"},{"_key":"97ecf61689a3","_type":"block","children":[{"_key":"0e72ef2f5f7f0","_type":"span","marks":[],"text":"In the next step, we'll discover and validate the keywords we want to trigger our buyer intent alerts."}],"markDefs":[],"style":"normal"},{"_key":"185b0d18979a","_type":"anchor","label":"Step 3: Explore keywords"},{"_key":"96bd9fb0e5cc","_type":"block","children":[{"_key":"fb32c78a7f1c0","_type":"span","marks":[],"text":"Step 3: Explore and verify high-intent keywords"}],"markDefs":[],"style":"h3"},{"_key":"780d46135282","_type":"block","children":[{"_key":"0dcfb8085d390","_type":"span","marks":[],"text":"We'll head over to the "},{"_key":"6cb4ca83f24c","_type":"span","marks":["strong"],"text":"Activity"},{"_key":"e49166da1ca0","_type":"span","marks":[],"text":" module in the left sidebar to explore and validate buyer intent keywords. 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Conveniently, we can use the search bar within the table to search for "},{"_key":"30062c01d9b3","_type":"span","marks":["strong"],"text":"Keyword search"},{"_key":"52d5846c1d33","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"587502e56732","_type":"mainImage","asset":{"_ref":"image-c809d4e975688c858914157a68b366b8a43e04b0-2040x380-png","_type":"reference"},"caption":"Use the search function to filter for keyword search activity"},{"_key":"bc6d1b85db19","_type":"block","children":[{"_key":"c420a51c5f5f0","_type":"span","marks":[],"text":"We'll click "},{"_key":"737aac654e6a","_type":"span","marks":["strong"],"text":"Keyword search"},{"_key":"657f15d148f2","_type":"span","marks":[],"text":", returning us to the main list of all activities in our community. We can now use keyword search like we would any other search operator to help us identify which high-intent keywords will produce both the volume and signal needed for us to feel confident triggering a sales alert."}],"markDefs":[],"style":"normal"},{"_key":"9e97cc3d447d","_type":"block","children":[{"_key":"c952c2b068cf0","_type":"span","marks":[],"text":"Your experience with your business and talking with customers are our friends. We know that one of the standard terms used by prospects who want to consider the commercial offering is “proof of concept”, so let's type that into the keyword search bar to see what it returns."}],"markDefs":[],"style":"normal"},{"_key":"5e70ce20723d","_type":"mainImage","asset":{"_ref":"image-d58592396dd0ce0371a9d6bb5e5a0180f01f8c79-730x420-png","_type":"reference"},"caption":"Filter community activity by keywords"},{"_key":"3ce2112507b6","_type":"block","children":[{"_key":"9a3280c30e500","_type":"span","marks":[],"text":"That narrows the scope from an initial 600,000+ activities to a manageable 300. As we scan through the specific activities, we see a good signal for the most part. Remember, we're not looking to be perfect but to improve the likelihood that our sales team can land and progress opportunities."}],"markDefs":[],"style":"normal"},{"_key":"5957be1bc5ba","_type":"block","children":[{"_key":"c827f43cd2390","_type":"span","marks":[],"text":"We also think \"pricing\" may be a strong keyword signal for us. So, we search for that term, and what we find is encouraging — volume jumps up significantly to about 2,500 activities and we see strong-signal activity like this gem from our community Slack:"}],"markDefs":[],"style":"normal"},{"_key":"031a049ab049","_type":"mainImage","asset":{"_ref":"image-ce2dca9b1475d2c6b898b14513670bee41021c9b-1796x314-png","_type":"reference"},"caption":"Activity with “pricing” as a keyword"},{"_key":"76cfd8fb609c","_type":"block","children":[{"_key":"8dd6a5b3b5130","_type":"span","marks":[],"text":"Having identified what we believe is a pair of solid buyer intent keywords and knowing that we can always add to this list of keywords in the future, we decide it's time to move on and start building out our buyer intent alert system."}],"markDefs":[],"style":"normal"},{"_key":"81ae4f78ece8","_type":"anchor","label":"Step 4: Tag intent activities"},{"_key":"157493e8905e","_type":"block","children":[{"_key":"e7eec391167f0","_type":"span","marks":[],"text":"Step 4: Tag net-new buyer intent activities"}],"markDefs":[],"style":"h3"},{"_key":"3ba9ae8dda5f","_type":"block","children":[{"_key":"5cbbfdf950200","_type":"span","marks":[],"text":"At the outset, one of our goals was to highlight prospects for sales and sales development to target and shine a light on the activities and context surrounding those prospects. To do that, we'll need to do some tagging pre-work that will pay off. Doing this will enable our sellers and SDRs to quickly sift through to the specific buyer intent activity on any member record."}],"markDefs":[],"style":"normal"},{"_key":"9b6d4140b183","_type":"block","children":[{"_key":"00ae3e4a8d3e0","_type":"span","marks":[],"text":"Next, we will set up a "},{"_key":"d28d022e5ba3","_type":"span","marks":["strong"],"text":"Tag new activities"},{"_key":"9ed048fdcf26","_type":"span","marks":[],"text":" workflow that will tag all net-new activities that pop up in our community that contain the buyer intent keywords we've already identified in Step 3."}],"markDefs":[],"style":"normal"},{"_key":"60a824c40b0a","_type":"block","children":[{"_key":"d49d489added0","_type":"span","marks":[],"text":"To do this, we'll head to the "},{"_key":"bf505324a56b","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"a1b277a7af58","_type":"span","marks":[],"text":" view on the left-hand navigation and select the ready-to-use "},{"_key":"ab944b8e596a","_type":"span","marks":["strong"],"text":"Tag new activities template"},{"_key":"c5aef5fcb119","_type":"span","marks":[],"text":". After choosing the template, you'll be dropped into the Workflow builder. 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Now we're ready to add the tagging step to complete the workflow. Click "},{"_key":"3f8e3aadc888","_type":"span","marks":["strong"],"text":"Select tag"},{"_key":"3b56536f0cbe","_type":"span","marks":[],"text":" to the right of the green tag icon and begin typing ”Purchase search intent” into the field. We haven't created the tag, so we'll select "},{"_key":"2afcd2ae617a","_type":"span","marks":["strong"],"text":"+ New tag"},{"_key":"bf4fddba8b3a","_type":"span","marks":[],"text":": and label it “Purchase search Intent.”"}],"markDefs":[],"style":"normal"},{"_key":"8626aaf3a1c4","_type":"mainImage","asset":{"_ref":"image-f2e48bdf1755547f7f5405114f59a8ae2ae939cf-1338x448-png","_type":"reference"},"caption":"Add an activity tag"},{"_key":"0c505da0b22b","_type":"block","children":[{"_key":"4f7ca4d888910","_type":"span","marks":[],"text":"Hit "},{"_key":"3ef511bea5e7","_type":"span","marks":["strong"],"text":"Save"},{"_key":"7aec870cadff","_type":"span","marks":[],"text":" in the upper right corner of the workflow module and toggle the workflow to "},{"_key":"e98fd393d868","_type":"span","marks":["strong"],"text":"On"},{"_key":"3cce005c6739","_type":"span","marks":[],"text":". We can now view our newly created workflow on the Workflows page and rest easy, knowing that our efforts will help Sales reps take action with context around purchase intent signals."}],"markDefs":[],"style":"normal"},{"_key":"1ef233f97516","_type":"mainImage","asset":{"_ref":"image-aaf6296abdb8098851a80059123163145c5cde5a-2002x710-png","_type":"reference"},"caption":"Tag activities workflow saved and on"},{"_key":"fa3b18754e9a","_type":"block","children":[{"_key":"49da5d5e57a00","_type":"span","marks":[],"text":"Next, we’ll build out the segment of buyer intent prospects to alert our sales counterparts to take action."}],"markDefs":[],"style":"normal"},{"_key":"a940e6b4104c","_type":"anchor","label":"Step 5: Create a segment"},{"_key":"f28839a925a1","_type":"block","children":[{"_key":"19fc162c995a0","_type":"span","marks":[],"text":"Step 5: Create a segment of prospects with purchase intent"}],"markDefs":[],"style":"h3"},{"_key":"5740616c2cb2","_type":"block","children":[{"_key":"310cc71104400","_type":"span","marks":["965b8cbdfea5"],"text":"Segments"},{"_key":"310cc71104401","_type":"span","marks":[],"text":" in Common Room offer a powerful way to manage groups of members with similar attributes. In this case, we'll tightly control and trigger intent alerts for members with similar intent-keyword attributes."}],"markDefs":[{"_key":"965b8cbdfea5","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page"}],"style":"normal"},{"_key":"68d5dad7f05a","_type":"block","children":[{"_key":"43ec60e48b5b0","_type":"span","marks":[],"text":"Let's click on the "},{"_key":"0baa0dccc9a1","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"6a7853d62112","_type":"span","marks":[],"text":" icon on the left-side menu and click "},{"_key":"b6080f81b9aa","_type":"span","marks":["strong"],"text":"+ New segment"},{"_key":"1a16bd956281","_type":"span","marks":[],"text":" on the upper right corner to create anew segment."}],"markDefs":[],"style":"normal"},{"_key":"9c21cc3f4259","_type":"block","children":[{"_key":"3507f563e6660","_type":"span","marks":[],"text":"We can give our segment a name and description (you'll need to locate this again in the next step). 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"}],"markDefs":[],"style":"normal"},{"_key":"f2c8fffeb7ff","_type":"block","children":[{"_key":"a72dbf58b0e6","_type":"span","marks":[],"text":"To get there, we’ll navigate to the "},{"_key":"4ec67ddac10e","_type":"span","marks":["strong"],"text":"Member management"},{"_key":"86233f7c9b44","_type":"span","marks":[],"text":" tab and then click "},{"_key":"516a96be7b88","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"c814f8dd6f9e","_type":"span","marks":[],"text":" at the far right of the screen."}],"markDefs":[],"style":"normal"},{"_key":"25d15e72670c","_type":"block","children":[{"_key":"294aa078bbf60","_type":"span","marks":[],"text":"Our original goal was to alert sales when a member’s activity contains the buyer intent keywords we’ve defined. Let’s do that by clicking "},{"_key":"8c71491eb2c8","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"17ae3050c482","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"8dfd0ee87d85","_type":"mainImage","asset":{"_ref":"image-2ae522a287dc33272c26c60e32cb6df97c760658-2932x1832-png","_type":"reference"},"caption":"Set parameters to auto add members to our segment based on keyword searches"},{"_key":"5b31e5efa759","_type":"block","children":[{"_key":"f9ed7bef34f60","_type":"span","marks":[],"text":"We’ll then use "},{"_key":"9cdc6755f958","_type":"span","marks":["strong"],"text":"Keyword search"},{"_key":"a49ea5212ad2","_type":"span","marks":[],"text":" again to add the “proof of concept” and “pricing” keywords as the "},{"_key":"0d774aa7ae08","_type":"span","marks":["strong"],"text":"Auto-add criteria"},{"_key":"80b5909f54c0","_type":"span","marks":[],"text":". Be sure to uncheck the auto-remove checkbox that’s checked blue by default. 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Our work here is done."}],"markDefs":[],"style":"normal"},{"_key":"72cf4408af2d","_type":"block","children":[{"_key":"69c81a9a84ac0","_type":"span","marks":[],"text":"All that remains is for us to follow up with our sellers and SDRs to confirm that they’ve subscribed to the alert and then watch the intent-based prospecting bonanza begin."}],"markDefs":[],"style":"normal"},{"_key":"a00abd7d5d08","_type":"anchor","label":"Wrapping up"},{"_key":"a9d306833cd6","_type":"block","children":[{"_key":"2f534657106a0","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"12de248a7489","_type":"block","children":[{"_key":"44e5914c1c5a0","_type":"span","marks":[],"text":"🥳 Congratulations, you've made it to the end!"}],"markDefs":[],"style":"normal"},{"_key":"05db660e7e43","_type":"block","children":[{"_key":"cfbd2122ee910","_type":"span","marks":[],"text":"To recap, we used this playbook as a concrete starting point for alerting reps of high-intent accounts, prospects within those accounts, and their specific buying-intent behavior."}],"markDefs":[],"style":"normal"},{"_key":"d42404f55660","_type":"block","children":[{"_key":"554bef80ad610","_type":"span","marks":[],"text":"We want to hear about your use case and help you find the perfect playbook. 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We can quickly get an overview of leads to learn more about who they are, where they work, what they’re up to, and more."}],"markDefs":[],"style":"normal"},{"_key":"3242d5e2833a","_type":"block","children":[{"_key":"c4d867d603630","_type":"span","marks":[],"text":"💡 Common Room allows you to customize what information is displayed for segment contacts, including the organizations they’re associated with, tags, statuses, when they were last active, and more."}],"markDefs":[],"style":"callout"},{"_key":"b8dc098b2511","_type":"block","children":[{"_key":"bedcf834bab10","_type":"span","marks":[],"text":"We’d follow a very similar process to create a segment for accounts. Let’s say we want to keep track of all organizations we’re responsible for to monitor activity and spotlight potential upsell opportunities."}],"markDefs":[],"style":"normal"},{"_key":"30ba6da13b15","_type":"block","children":[{"_key":"ca9233b3a90d0","_type":"span","marks":[],"text":"We’d hit "},{"_key":"ca9233b3a90d1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"ca9233b3a90d2","_type":"span","marks":[],"text":" and click "},{"_key":"ca9233b3a90d3","_type":"span","marks":["strong"],"text":"Create new segment for organizations"},{"_key":"ca9233b3a90d4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"6dde06cf6541","_type":"mainImage","asset":{"_ref":"image-f11a72a20c32f16c28c5165ae0e44d6d8d6a558a-885x486-png","_type":"reference"},"caption":"Select Create new segment for organizations"},{"_key":"f925c1a8acf3","_type":"block","children":[{"_key":"ba7323783c050","_type":"span","marks":[],"text":"Then we’d select "},{"_key":"ba7323783c051","_type":"span","marks":["strong"],"text":"Set up management rules"},{"_key":"ba7323783c052","_type":"span","marks":[],"text":", click "},{"_key":"ba7323783c053","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"ba7323783c054","_type":"span","marks":[],"text":", and hit "},{"_key":"ba7323783c055","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"ba7323783c056","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"606ea145503a","_type":"block","children":[{"_key":"96d84e9eac380","_type":"span","marks":[],"text":"We would once again choose "},{"_key":"96d84e9eac381","_type":"span","marks":["strong"],"text":"Salesforce"},{"_key":"96d84e9eac382","_type":"span","marks":[],"text":" under the source-specific section, but now we would add "},{"_key":"96d84e9eac383","_type":"span","marks":["strong"],"text":"Account Status"},{"_key":"96d84e9eac384","_type":"span","marks":[],"text":" and "},{"_key":"96d84e9eac385","_type":"span","marks":["strong"],"text":"Account Owner Name"},{"_key":"96d84e9eac386","_type":"span","marks":[],"text":" filters and choose the appropriate options."}],"markDefs":[],"style":"normal"},{"_key":"2c9f6b6f8be5","_type":"mainImage","asset":{"_ref":"image-b7643a12ae6856aa9fae97a235d7207c7c2cca13-743x264-png","_type":"reference"},"caption":"Select Account Owner Name"},{"_key":"a58515f4fa39","_type":"block","children":[{"_key":"95e484c109880","_type":"span","marks":[],"text":"Voilà—we now have a segment to track account-based engagement and status. 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That way you can always stay up to date on the key people and activities you want to know about whether they’re part of a segment or not."}],"markDefs":[{"_key":"148bfb37f8a4","_type":"link","href":"https://docs.commonroom.io/using-common-room/team-alerts-page"}],"style":"callout"},{"_key":"40547e38ac99","_type":"block","children":[{"_key":"b22db1531c940","_type":"span","marks":[],"text":"Any segments we create will automatically be added to the "},{"_key":"b22db1531c941","_type":"span","marks":["strong"],"text":"My segments"},{"_key":"b22db1531c942","_type":"span","marks":[],"text":" section of the page, but let’s make sure they’re the first thing we see when we log into Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2f82c171403f","_type":"anchor","label":"Step 5: Add segments to Home"},{"_key":"eaea80cb22ed","_type":"block","children":[{"_key":"a0dc6e82f39c0","_type":"span","marks":[],"text":"Step 5: Add segments to Home"}],"markDefs":[],"style":"h3"},{"_key":"2606c1cc320d","_type":"block","children":[{"_key":"53a69cba4dc20","_type":"span","marks":[],"text":"Every segment can be added to our "},{"_key":"53a69cba4dc21","_type":"span","marks":["strong"],"text":"Home"},{"_key":"53a69cba4dc22","_type":"span","marks":[],"text":" screen in Common Room. 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It takes a lot of manual effort to sift through each post, click to see who reacted, and filter out your team, customers, job seekers, etc. And that’s all before even sending a single message."}],"markDefs":[],"style":"normal"},{"_key":"d42f6db7e52e","_type":"block","children":[{"_key":"e34241af0a250","_type":"span","marks":[],"text":"There’s a better, more automated way. 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This allows us to add filters like “is not a customer.”"}],"markDefs":[],"style":"normal"},{"_key":"e6f5f2203fba","_type":"mainImage","alt":"Auto-magic 🪄 profile merge","asset":{"_ref":"image-262ddf4269d59a53716de4a98cef77872c0e7f33-1346x1170-png","_type":"reference"},"caption":"Auto-magic 🪄 profile merge"},{"_key":"be9da47fdc72","_type":"block","children":[{"_key":"f69045a85c230","_type":"span","marks":[],"text":"We can head over to the "},{"_key":"f69045a85c231","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"f69045a85c232","_type":"span","marks":[],"text":" menu, where we’ll create a view for our team that filters signal from the noise on LinkedIn. And we’ll click "},{"_key":"f69045a85c233","_type":"span","marks":["strong"],"text":"+ New segment"},{"_key":"f69045a85c234","_type":"span","marks":[],"text":" and select a new “members” segment to create our view."}],"markDefs":[],"style":"normal"},{"_key":"13dc2baa61ba","_type":"mainImage","alt":"Create a new segment for members engaging on LinkedIn","asset":{"_ref":"image-df89c9ce052b33b6d2ffe3c9b24466a395946da9-784x366-png","_type":"reference"},"caption":"Create a new segment for members engaging on LinkedIn"},{"_key":"8475d8558632","_type":"block","children":[{"_key":"ca41b6ed78010","_type":"span","marks":[],"text":"We’ll name our new segment accordingly and add statuses that mirror our workflow (e.g., "},{"_key":"ca41b6ed78011","_type":"span","marks":["strong"],"text":"ICP no outreach"},{"_key":"ca41b6ed78012","_type":"span","marks":[],"text":" or "},{"_key":"ca41b6ed78013","_type":"span","marks":["strong"],"text":"Not in ICP"},{"_key":"ca41b6ed78014","_type":"span","marks":[],"text":")."}],"markDefs":[],"style":"normal"},{"_key":"17527b113a4f","_type":"mainImage","alt":"Create a new segment and add statuses","asset":{"_ref":"image-9d7b1e87052b9d880880f867379062f0cc291a58-2932x1832-png","_type":"reference"},"caption":"Create a new segment and add statuses"},{"_key":"b307a3f8e132","_type":"block","children":[{"_key":"777a9730d6540","_type":"span","marks":[],"text":"Our new segment is live, but we’ll need to add members. 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By setting "},{"_key":"6e0a40cc4fb01","_type":"span","marks":["strong"],"text":"Has organization"},{"_key":"6e0a40cc4fb02","_type":"span","marks":[],"text":" to "},{"_key":"6e0a40cc4fb03","_type":"span","marks":["strong"],"text":"Yes"},{"_key":"6e0a40cc4fb04","_type":"span","marks":[],"text":", we’ll get a good proxy to identify that firmographic information on the member has been identified (i.e., they work at a known company)."}],"markDefs":[],"style":"normal"},{"_key":"ef51cbf58838","_type":"mainImage","alt":"Set criteria to auto-add members","asset":{"_ref":"image-464f9a3becf5b8878231e52645f5d0592a7dd8d9-1822x538-png","_type":"reference"},"caption":"Set criteria to auto-add members"},{"_key":"ca2a2efdc64e","_type":"block","children":[{"_key":"f5e855c956010","_type":"span","marks":[],"text":"We’ll save this segment, and members will auto-magically begin to import."}],"markDefs":[],"style":"normal"},{"_key":"3bbf251f2bed","_type":"mainImage","alt":"Members importing to a segment","asset":{"_ref":"image-46b77166a2e2cb691462adafd78cc4b3d1802d90-1824x868-png","_type":"reference"},"caption":"Members importing to a segment"},{"_key":"8937c9aa17e1","_type":"anchor","label":"Step 3: Automate member status"},{"_key":"dacba8c46190","_type":"block","children":[{"_key":"f95635b0a207","_type":"span","marks":[],"text":"Step 3: Set member status to track outreach efforts"}],"markDefs":[],"style":"h3"},{"_key":"604afc081153","_type":"block","children":[{"_key":"92724a3e1f690","_type":"span","marks":[],"text":"For our next step, we’ll want to auto-add members to the different statuses we previously created."}],"markDefs":[],"style":"normal"},{"_key":"fc5863a0011a","_type":"block","children":[{"_key":"23f8cfa3065b0","_type":"span","marks":[],"text":"Let’s return to "},{"_key":"23f8cfa3065b1","_type":"span","marks":["strong"],"text":"Member management"},{"_key":"23f8cfa3065b2","_type":"span","marks":[],"text":" and set criteria for members who fit our ICP and have not yet been contacted. Click "},{"_key":"23f8cfa3065b3","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"23f8cfa3065b4","_type":"span","marks":[],"text":" for our no outreach status."}],"markDefs":[],"style":"normal"},{"_key":"94819ef1f49a","_type":"block","children":[{"_key":"64dbd1dfbc870","_type":"span","marks":[],"text":"We’ll click to add a filter for organization size that’s 50+ and a role in marketing or sales, as this fits our ICP in this hypothetical."}],"markDefs":[],"style":"normal"},{"_key":"f774b478a948","_type":"mainImage","alt":"Set criteria to automate member enrollment by status","asset":{"_ref":"image-4beb0913edf5f95cc471a61ba290d225fcbaf3f8-1734x472-png","_type":"reference"},"caption":"Set criteria to automate member enrollment by status"},{"_key":"47ba4d68f624","_type":"block","children":[{"_key":"200778b18d150","_type":"span","marks":[],"text":"Once we click "},{"_key":"200778b18d151","_type":"span","marks":["strong"],"text":"Save"},{"_key":"200778b18d152","_type":"span","marks":[],"text":", these members will move into our prioritized outreach status."}],"markDefs":[],"style":"normal"},{"_key":"ada0beca74e7","_type":"mainImage","alt":"Members view by status cohort","asset":{"_ref":"image-dc26927e63ddf6d3396b05d31a9a118cc40f1098-2932x1832-png","_type":"reference"},"caption":"Members view by status cohort"},{"_key":"cbd851c6943a","_type":"block","children":[{"_key":"e8f959f6cc8f0","_type":"span","marks":[],"text":"With that, we now have a list of high-fit prospects for our team to look into and reach out to with context. 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Check out our "},{"_key":"7e9eb8e680c15","_type":"span","marks":["af1ea672fd6a"],"text":"integrations docs"},{"_key":"7e9eb8e680c16","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"740db20aa078","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"b424518324ab","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"af1ea672fd6a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"9db08c3a526a","_type":"anchor","label":"Step 1: Create segment"},{"_key":"f5ef8cc6ebfa","_type":"block","children":[{"_key":"98b32f0b05950","_type":"span","marks":[],"text":"Step 1: Create segment"}],"markDefs":[],"style":"h3"},{"_key":"e10dad74613f","_type":"block","children":[{"_key":"e5765ff175150","_type":"span","marks":[],"text":"Let’s say we’re looking for a way to get a conversation started with an economic buyer at one of our owned accounts."}],"markDefs":[],"style":"normal"},{"_key":"7dc86090afad","_type":"block","children":[{"_key":"084225a6c5b10","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"084225a6c5b11","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"084225a6c5b12","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"833dcd06f8e6","_type":"mainImage","asset":{"_ref":"image-6f4a2fe9b89d049d95761da71d2ebd0f310c72c5-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"42b095d47b44","_type":"block","children":[{"_key":"01cf3839070f0","_type":"span","marks":[],"text":"🔦 "},{"_key":"01cf3839070f1","_type":"span","marks":["strong"],"text":"Product spotlight: Segments\n"},{"_key":"cf262073a5880","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cf262073a5881","_type":"span","marks":["603047ab579e"],"text":"segments"},{"_key":"cf262073a5882","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to dedicated lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"603047ab579e","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"69ec0f3a4645","_type":"block","children":[{"_key":"17b5c602e5fa0","_type":"span","marks":[],"text":"If the segment doesn’t already exist, we’d click "},{"_key":"17b5c602e5fa1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"17b5c602e5fa2","_type":"span","marks":[],"text":" and create one for accounts that are owned by us in Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"77af2b967962","_type":"mainImage","asset":{"_ref":"image-8f7153610ad9a448a206cd4cc5e3d1c6edbd3259-964x392-png","_type":"reference"},"caption":"Select Create new segment for organizations"},{"_key":"fcb96c791b12","_type":"block","children":[{"_key":"cdad4e5efbd90","_type":"span","marks":[],"text":"All we have to do is set the criteria for who gets added to this segment by filtering for the appropriate Salesforce field."}],"markDefs":[],"style":"normal"},{"_key":"eebf91d13ea8","_type":"mainImage","asset":{"_ref":"image-d9ea196bb4e4e319d746e6f78a612803f615d0c9-2576x1400-png","_type":"reference"},"caption":"Select Salesforce field"},{"_key":"48e3c005ea8d","_type":"block","children":[{"_key":"d06503a7a31e0","_type":"span","marks":[],"text":"🔦 "},{"_key":"d06503a7a31e1","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"d1a9f3de5d2e0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"d1a9f3de5d2e1","_type":"span","marks":["a924b3aea9ed"],"text":"filters"},{"_key":"d1a9f3de5d2e2","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"e27079999bcc","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/outreach"},{"_key":"46f1c7cceaf5","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"}],"style":"callout"},{"_key":"2e771d6b9512","_type":"block","children":[{"_key":"80505b5229970","_type":"span","marks":[],"text":"If we spot any information in Common Room that’s not currently included in Salesforce, we can also sync buyer records with our CRM with the click of a button 🧹"}],"markDefs":[],"style":"normal"},{"_key":"5b85379b1a88","_type":"anchor","label":"Wrapping up"},{"_key":"2c08e51941fc","_type":"block","children":[{"_key":"254dcf413a4c0","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"1405243dac4b","_type":"block","children":[{"_key":"814837c0b83a0","_type":"span","marks":[],"text":"Turning LinkedIn likes into meetings booked just got a whole lot easier 🎉"}],"markDefs":[],"style":"normal"},{"_key":"a5a7d0597ea9","_type":"block","children":[{"_key":"ad97767080920","_type":"span","marks":[],"text":"Now you can surface social content engagement from key accounts, get a bird’s eye view of them and their organizations across channels, and deliver tailored messaging—all from the same place.\n\n"},{"_key":"e930cf7b1f941","_type":"span","marks":["em"],"text":"Want to see a playbook on a different topic? 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"},{"_key":"b69555780b0e","_type":"span","marks":["2a39b1bf521c"],"text":"Sign up for free"},{"_key":"95bbe9f58bd8","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"2a39b1bf521c","_type":"link","href":"https://www.commonroom.io/signup?website_attribution=playbooks%252Fturn-former-product-users-into-new-deals-won"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"099f0d60d8a3","_type":"infoBox","body":[{"_key":"2e94b1c5a305","_type":"block","children":[{"_key":"450d04b94155","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. 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This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"592972c96cec","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"7cbe2fb22eef","_type":"block","children":[{"_key":"d74a23d6cb8a0","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"d74a23d6cb8a1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"d74a23d6cb8a2","_type":"span","marks":[],"text":", create one for contacts, and decide who gets added to it."}],"markDefs":[],"style":"normal"},{"_key":"b236693e1865","_type":"mainImage","asset":{"_ref":"image-977e9fe41a4dafffa40212bd3408032d82452458-855x390-png","_type":"reference"},"caption":"Select Create new segment for contacts"},{"_key":"baa7caa02d8c","_type":"block","children":[{"_key":"397cab2a75670","_type":"span","marks":[],"text":"First we’d filter our segment to only display the leads we own."}],"markDefs":[],"style":"normal"},{"_key":"5897dc298a94","_type":"mainImage","asset":{"_ref":"image-9d46d09bd943028dc853cab692298d3c70b93938-2499x1408-png","_type":"reference"},"caption":"Select Lead Owner Name"},{"_key":"e992c4939277","_type":"block","children":[{"_key":"79affab9d8ad0","_type":"span","marks":[],"text":"Next we’d add our "},{"_key":"79affab9d8ad1","_type":"span","marks":["strong"],"text":"Job listings"},{"_key":"79affab9d8ad2","_type":"span","marks":[],"text":" filter. 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We want to see who in our book of business works at a company that recently published a job listing mentioning these technologies."}],"markDefs":[],"style":"normal"},{"_key":"4ab25fc29bda","_type":"block","children":[{"_key":"150be29206dc0","_type":"span","marks":[],"text":"We’ll click into "},{"_key":"150be29206dc1","_type":"span","marks":["strong"],"text":"Job listing keyword search"},{"_key":"150be29206dc2","_type":"span","marks":[],"text":" and select them from the list (we can always add our own keywords if they’re not listed)."}],"markDefs":[],"style":"normal"},{"_key":"807539286e01","_type":"mainImage","asset":{"_ref":"image-0544e02ad708ad0ecba88bd55bf779a3d926c631-1805x562-png","_type":"reference"},"caption":"Configure Job listings filter"},{"_key":"6b60338075d9","_type":"block","children":[{"_key":"825f786eef860","_type":"span","marks":[],"text":"Common Room will search a database of more than 40 million companies globally that’s refreshed daily to find a match (if we have a specific company in mind, we can always upload accounts ourselves and use Common Room to enrich our list using this database)."}],"markDefs":[],"style":"normal"},{"_key":"600071f5c70f","_type":"block","children":[{"_key":"b94f1b5d46ae0","_type":"span","marks":[],"text":"Boom—now any person who works at a company that fits our criteria will automatically be added to our segment 💥"}],"markDefs":[],"style":"normal"},{"_key":"938b5af4b993","_type":"anchor","label":"Step 2: Filter segment"},{"_key":"d53d51642168","_type":"block","children":[{"_key":"19616d9f64d40","_type":"span","marks":[],"text":"Step 2: Filter segment"}],"markDefs":[],"style":"h3"},{"_key":"c3854eb03221","_type":"block","children":[{"_key":"66cf678ef4df0","_type":"span","marks":[],"text":"Let’s drill down into our list of prospects and see who might be worth getting in touch with."}],"markDefs":[],"style":"normal"},{"_key":"c5424f38616a","_type":"block","children":[{"_key":"5b506b6ec1690","_type":"span","marks":[],"text":"We want to focus on people with budget authority, so we’ll customize our segment to only list economic buyers at these organizations (keep in mind, we can quickly create and apply tags in Common Room based on any combination of attributes and actions, such as job title, industry, and activity across digital channels)."}],"markDefs":[],"style":"normal"},{"_key":"bd512ae85a18","_type":"block","children":[{"_key":"f88ea92df8720","_type":"span","marks":[],"text":"🔦 "},{"_key":"f88ea92df8721","_type":"span","marks":["strong"],"text":"Product spotlight: Tags\n"},{"_key":"1295d53c88790","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"1295d53c88791","_type":"span","marks":["96397974ac20"],"text":"tags"},{"_key":"1295d53c88792","_type":"span","marks":[],"text":" feature allows you to automatically label individuals and organizations with specific tags based on customizable criteria. This makes it easy to quickly filter for ideal personas, ideal customer profiles, and more."}],"markDefs":[{"_key":"96397974ac20","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"df69ff9d68a0","_type":"mainImage","asset":{"_ref":"image-12591cbb13559d8215c1d55b0b5c5c0ca1ed4506-1559x608-png","_type":"reference"},"caption":"Select Economic buyers tag"},{"_key":"4c47a5715254","_type":"block","children":[{"_key":"9887d30047e20","_type":"span","marks":[],"text":"We can then click the "},{"_key":"9887d30047e21","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"9887d30047e22","_type":"span","marks":[],"text":" button over their organization, get a bird’s eye view of the company at large, and quickly find the job listing in the preview tray."}],"markDefs":[],"style":"normal"},{"_key":"0ced423bbdb6","_type":"mainImage","asset":{"_ref":"image-962f65db6414508a0c89501ba58ecc2fe5688f5a-3841x2160-png","_type":"reference"},"caption":"View job listing"},{"_key":"d73f5ccd667b","_type":"block","children":[{"_key":"ae3987cca1010","_type":"span","marks":[],"text":"We can do the same for the individual. Simply click the "},{"_key":"ae3987cca1011","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"ae3987cca1012","_type":"span","marks":[],"text":" button over their name and it will pull up a preview of their Person360™ profile, where we can see contact details, work history, recent cross-channel activities, and more 🔬"}],"markDefs":[],"style":"normal"},{"_key":"6fb1f9427511","_type":"mainImage","asset":{"_ref":"image-b472531eea21fcaffd89cd392f7a11405151befe-3841x2160-png","_type":"reference"},"caption":"View Person360 preview"},{"_key":"1e039b5772df","_type":"block","children":[{"_key":"6af33a587c830","_type":"span","marks":[],"text":"🔦 "},{"_key":"6779b41b71b3","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"a0e7406d495a","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"a02a99842dde","_type":"span","marks":["8cc012c51a61"],"text":"Person360"},{"_key":"404a0286b36e2","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"9c55a9797be3","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/outreach"},{"_key":"2fbdf1c64ca2","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"},{"_key":"7333627a8880","_type":"link","href":"https://docs.commonroom.io/get-started/signals/business-integrations/salesloft"}],"style":"callout"},{"_key":"e050941aa3c7","_type":"block","children":[{"_key":"4bed7e6f67b90","_type":"span","marks":[],"text":"Our message might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"8c31e8ff1255","_type":"infoBox","body":[{"_key":"23e2ea89c17d","_type":"block","children":[{"_key":"f301fe471c9c","_type":"span","marks":[],"text":"Hi "},{"_key":"78b7808c187e","_type":"span","marks":["strong"],"text":"[first name]"},{"_key":"e9e6b9351683","_type":"span","marks":[],"text":","}],"markDefs":[],"style":"normal"},{"_key":"2718776e4f67","_type":"block","children":[{"_key":"bb5a9a5df521","_type":"span","marks":[],"text":"Hope the dust has settled after the "},{"_key":"117253f21af6","_type":"span","marks":["strong"],"text":"[name of breach]"},{"_key":"5b3a4198e188","_type":"span","marks":[],"text":" we spotted on "},{"_key":"0092fc1d1176","_type":"span","marks":["strong"],"text":"[news outlet]"},{"_key":"e0fc62f1c4e6","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"dc3e0104923f","_type":"block","children":[{"_key":"0443b4fc7e07","_type":"span","marks":[],"text":"We help companies like "},{"_key":"4b7fae674c03","_type":"span","marks":["strong"],"text":"[names of current customers in the same industry]"},{"_key":"fbf78324b588","_type":"span","marks":[],"text":" prevent this from happening by using "},{"_key":"2d545f2a887d","_type":"span","marks":["strong"],"text":"[unique features or functionalities associated with product]"},{"_key":"a0aad74ac499","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"16fee93ba33f","_type":"block","children":[{"_key":"bfaf19618470","_type":"span","marks":[],"text":"Here’s a "},{"_key":"1f93b16dc25f","_type":"span","marks":["strong"],"text":"[asset that shows differentiator]"},{"_key":"422715a4a4c9","_type":"span","marks":[],"text":". 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This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"764e946a788f","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"e1b8f900d2f6","_type":"block","children":[{"_key":"787ad157b5c00","_type":"span","marks":[],"text":"If the segment doesn’t already exist, we’d click "},{"_key":"787ad157b5c01","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"787ad157b5c02","_type":"span","marks":[],"text":" and create one for individuals."}],"markDefs":[],"style":"normal"},{"_key":"cab25f584e1e","_type":"mainImage","asset":{"_ref":"image-e970e0fb744f8721b98b4752dd2f69d56ea6cd55-861x370-png","_type":"reference"},"caption":"Select Create new segment for contacts"},{"_key":"85e2e211ba98","_type":"block","children":[{"_key":"62f01a874c2a0","_type":"span","marks":[],"text":"All we have to do is set the criteria for who gets added to this segment by adding the appropriate filters 💪"}],"markDefs":[],"style":"normal"},{"_key":"fa1f5284e163","_type":"block","children":[{"_key":"949ccc4b3fd20","_type":"span","marks":[],"text":"🔦 "},{"_key":"949ccc4b3fd21","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"9dc5da7a2b9b0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"9dc5da7a2b9b1","_type":"span","marks":["1243155c87bc"],"text":"filters"},{"_key":"9dc5da7a2b9b2","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. 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Once that’s done, data from Slack will start flowing into Common Room."}],"markDefs":[],"style":"normal"},{"_key":"d7906b127121","_type":"block","children":[{"_key":"e2a95a17d0a60","_type":"span","marks":[],"text":"We’ll then repeat this process with LinkedIn."}],"markDefs":[],"style":"normal"},{"_key":"0dde6cf8bd8d","_type":"block","children":[{"_key":"bcda2cddc12c0","_type":"span","marks":[],"text":"Okay, now that our digital channels are connected, let’s make sure we can surface our PQLs in our CRM."}],"markDefs":[],"style":"normal"},{"_key":"b8c0d1aba769","_type":"anchor","label":"Step 3: Connect Salesforce"},{"_key":"2051a58c4e25","_type":"block","children":[{"_key":"0311229dcb430","_type":"span","marks":[],"text":"Step 3: Connect Salesforce"}],"markDefs":[],"style":"h3"},{"_key":"21f961e3f70d","_type":"block","children":[{"_key":"7237aec246f10","_type":"span","marks":["adf447075a67"],"text":"Salesforce"},{"_key":"7237aec246f11","_type":"span","marks":[],"text":" is our source of truth, so we’ll choose it from the list of data sources."}],"markDefs":[{"_key":"adf447075a67","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"normal"},{"_key":"0c77b13562f6","_type":"mainImage","asset":{"_ref":"image-a5ab89ad102394e7ed1a186eb84269aa20748690-1422x792-png","_type":"reference"},"caption":"Select Salesforce"},{"_key":"cfdcfed499ca","_type":"block","children":[{"_key":"fd9ea48e77b90","_type":"span","marks":[],"text":"We’ll need to confirm that we’re an admin (otherwise, we can invite an admin to finish the integration setup). 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Once we turn it on, any individual who matches our criteria will automatically be tagged with this label."}],"markDefs":[],"style":"normal"},{"_key":"88a94a031b59","_type":"mainImage","asset":{"_ref":"image-597154ba7180defb81fd653137cbb1bf53e0114c-2137x763-png","_type":"reference"},"caption":"View tags"},{"_key":"c0c083b79349","_type":"block","children":[{"_key":"947ad0a6ddef0","_type":"span","marks":[],"text":"💡 You can create and assign both "},{"_key":"947ad0a6ddef1","_type":"span","marks":["39171dff20a9"],"text":"member tags"},{"_key":"947ad0a6ddef2","_type":"span","marks":[],"text":" and "},{"_key":"947ad0a6ddef3","_type":"span","marks":["9e586891c3b3"],"text":"organization tags"},{"_key":"947ad0a6ddef4","_type":"span","marks":[],"text":" to quickly find and track ideal personas, economic buyers, current customers, and more."}],"markDefs":[{"_key":"39171dff20a9","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/member-tags"},{"_key":"9e586891c3b3","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/organization-tags"}],"style":"callout"},{"_key":"d1bec6bc18ac","_type":"block","children":[{"_key":"3d3c6cb8b9930","_type":"span","marks":[],"text":"Let’s decide what constitutes a product-qualified lead. 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This time we’ll choose "},{"_key":"2924ee37ff511","_type":"span","marks":["strong"],"text":"# Design Files Created"},{"_key":"2924ee37ff512","_type":"span","marks":[],"text":" and put 5 in the "},{"_key":"2924ee37ff513","_type":"span","marks":["strong"],"text":"At least"},{"_key":"2924ee37ff514","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"c6a23e17131e","_type":"mainImage","asset":{"_ref":"image-dd32d5b29061b71a8543221ec1bfa5c0109018e8-507x465-png","_type":"reference"},"caption":"Add criteria"},{"_key":"5be342300537","_type":"block","children":[{"_key":"7c85b8dd7b190","_type":"span","marks":[],"text":"Finally, we’ll add a field filter for "},{"_key":"7c85b8dd7b191","_type":"span","marks":["strong"],"text":"# Invites Sent"},{"_key":"7c85b8dd7b192","_type":"span","marks":[],"text":" and put 2 in the "},{"_key":"7c85b8dd7b193","_type":"span","marks":["strong"],"text":"At least"},{"_key":"7c85b8dd7b194","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"23548375a062","_type":"mainImage","asset":{"_ref":"image-27bca8d201fc69d8a80bc3160468eff7c56cdc3d-501x461-png","_type":"reference"},"caption":"Add criteria"},{"_key":"a97936927eb5","_type":"block","children":[{"_key":"8654dbd28e710","_type":"span","marks":[],"text":"Hit "},{"_key":"8654dbd28e711","_type":"span","marks":["strong"],"text":"Save"},{"_key":"8654dbd28e712","_type":"span","marks":[],"text":" and you’re all set. 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Choose "},{"_key":"c6acf2c290dd1","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"c6acf2c290dd2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"3e0b3a8f8513","_type":"mainImage","asset":{"_ref":"image-9e0ab735fef7706002ecfdbd20e0a7b8550b2734-517x915-png","_type":"reference"},"caption":"Select Product qualified"},{"_key":"05f02b655a00","_type":"block","children":[{"_key":"853a88a481190","_type":"span","marks":[],"text":"This will give us a view of every product user who matches our tag 👀"}],"markDefs":[],"style":"normal"},{"_key":"c230a65d7095","_type":"block","children":[{"_key":"afedaa1cab580","_type":"span","marks":[],"text":"We can drill down further from here if we want to. 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"},{"_key":"9dff445d04141","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"9dff445d04142","_type":"span","marks":[],"text":" again and head over to "},{"_key":"9dff445d04143","_type":"span","marks":["strong"],"text":"Organization size"},{"_key":"9dff445d04144","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"594f94008170","_type":"mainImage","asset":{"_ref":"image-3c2ba2e03ff8f6135daabcad31d6ddea30003988-2491x1319-png","_type":"reference"},"caption":"Select Organization size"},{"_key":"29d16f2524f4","_type":"block","children":[{"_key":"e0352eeef1e80","_type":"span","marks":[],"text":"After we select this filter, we’ll add 1,000 to the "},{"_key":"e0352eeef1e81","_type":"span","marks":["strong"],"text":"At least"},{"_key":"e0352eeef1e82","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"b24d6177d9eb","_type":"mainImage","asset":{"_ref":"image-e6df7dcc456009ec9b9cc4c8344f9f61a0803ad4-481x1037-png","_type":"reference"},"caption":"Add criteria"},{"_key":"ffaa31b1b804","_type":"block","children":[{"_key":"202f3964c7790","_type":"span","marks":[],"text":"Next we’ll add a filter for "},{"_key":"202f3964c7791","_type":"span","marks":["strong"],"text":"Annual revenue"},{"_key":"202f3964c7792","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"82250151cc86","_type":"mainImage","asset":{"_ref":"image-c200c230ff8bd24a9a21ded43ee96e7dfa827194-2499x1309-png","_type":"reference"},"caption":"Select Annual revenue"},{"_key":"a9a74934f9a3","_type":"block","children":[{"_key":"3e68f38ac45f0","_type":"span","marks":[],"text":"Then we’ll add $10M to the "},{"_key":"3e68f38ac45f1","_type":"span","marks":["strong"],"text":"At least"},{"_key":"3e68f38ac45f2","_type":"span","marks":[],"text":" 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"},{"_key":"946885c689285","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"946885c689286","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"39fd6e164482","_type":"mainImage","asset":{"_ref":"image-cbeab4ee0232382a0bdad43535f430d59b5aa03e-3840x2161-png","_type":"reference"},"caption":"Select Workflows"},{"_key":"e57378a08d85","_type":"block","children":[{"_key":"2bf9304e42650","_type":"span","marks":[],"text":"This is where we’ll automate how our tag is assigned so we can easily track power accounts."}],"markDefs":[],"style":"normal"},{"_key":"c097cfb6b43a","_type":"block","children":[{"_key":"90f2e8aea3f50","_type":"span","marks":[],"text":"💡 "},{"_key":"90f2e8aea3f51","_type":"span","marks":["752f0da0c8fe"],"text":"Workflows"},{"_key":"90f2e8aea3f52","_type":"span","marks":[],"text":" in Common Room allow you to automate actions—such as assigning tags, sending messages, and more—based on customizable inputs so you can 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This makes it easy to find and follow up on the best opportunities fast using every available signal."}],"markDefs":[{"_key":"c4f2a68e2301","_type":"link","href":"https://docs.commonroom.io/set-preferences/scores"}],"style":"normal"}],"header":"Lead and account scoring","style":"info"},{"_key":"e2bd599fbf41","_type":"block","children":[{"_key":"0b33c87785280","_type":"span","marks":[],"text":"“Common Room shows all interactions that prospects had with Notion content across different channels,” said Felipe Fernandez, Enterprise BDR. “I managed to book two meetings in an hour with this strategy by simply calling the prospects and personalizing the pitch a little bit.”"}],"markDefs":[],"style":"blockquote"},{"_key":"8e309356fed4","_type":"playbookReference","playbook":{"_id":"d14860a3-c2df-4eef-962c-5d58c6155f98","_type":"playbook","_rev":"3AHjQWU8UUPPySuswtEEP4","_createdAt":"2024-05-10T18:48:10Z","_updatedAt":"2024-09-13T16:06:44Z","body":[{"_key":"3143d2bd0992","_type":"block","children":[{"_key":"8633c566c0ac0","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"ec9c2ffbe83b","_type":"anchor","label":"Getting started"},{"_key":"a0ba86660875","_type":"block","children":[{"_key":"2b74c5d08948","_type":"span","marks":[],"text":"Getting started"}],"markDefs":[],"style":"h3"},{"_key":"28d4325b5d11","_type":"block","children":[{"_key":"d242bd0ddeff0","_type":"span","marks":[],"text":"Most lead and account scores miss out on key buying signals."}],"markDefs":[],"style":"normal"},{"_key":"321b8ca18c8a","_type":"block","children":[{"_key":"15b473ca24f60","_type":"span","marks":[],"text":"Even worse, they leave sales reps in the dark about why an opportunity is “good” or “bad” in the first place 🕯️"}],"markDefs":[],"style":"normal"},{"_key":"42f40ee612dc","_type":"block","children":[{"_key":"b9b63828bbfb0","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to build a better scoring system and empower reps to reach out with full context."}],"markDefs":[],"style":"normal"},{"_key":"009fceb1a309","_type":"block","children":[{"_key":"954abca7f9a20","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"e6c4454fe19a","_type":"infoBox","body":[{"_key":"c5d114cb40f5","_type":"block","children":[{"_key":"2810218ef332","_type":"span","marks":[],"text":"This is how we’ll create lead and account scores. "},{"_key":"6030885869af","_type":"span","marks":["96cbf09da7e4"],"text":"Sign up for free"},{"_key":"d299bac8b099","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"96cbf09da7e4","_type":"link","href":"https://www.commonroom.io/signup?website_attribution=playbooks%252Fscale-proven-sales-plays-on-autopilot"}],"style":"normal"}],"header":"Common Room","style":"success"},{"_key":"a80f0f0a4b2d","_type":"infoBox","body":[{"_key":"64102c968949","_type":"block","children":[{"_key":"deac55c1c126","_type":"span","marks":[],"text":"We’ll use LinkedIn in this example. Check out our "},{"_key":"8210fe90f2bd","_type":"span","marks":["408b7e145fc7"],"text":"integrations docs"},{"_key":"f55a80b6a147","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"408b7e145fc7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"normal"}],"header":"Digital channels","style":"success"},{"_key":"8a9a2407a533","_type":"infoBox","body":[{"_key":"20d969f9d58a","_type":"block","children":[{"_key":"f4804d0f400a","_type":"span","marks":[],"text":"We’ll use Snowflake in this example. Check out our "},{"_key":"927ce56625a6","_type":"span","marks":["65fa67aba9f5"],"text":"integration docs"},{"_key":"c58f2d5e6962","_type":"span","marks":[],"text":" for step-by-step directions on how to connect Snowflake to Common Room and explore other business data source options."}],"markDefs":[{"_key":"65fa67aba9f5","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/snowflake"}],"style":"normal"}],"header":"Data warehouse","style":"success"},{"_key":"7adf6181c374","_type":"infoBox","body":[{"_key":"097b3f290fd8","_type":"block","children":[{"_key":"938f85b7a173","_type":"span","marks":[],"text":"We’ll use Salesforce in this example. 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This makes it easy to take action on buying signals fast."}],"markDefs":[{"_key":"670a3d63becd","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"dd605d93c39a","_type":"block","children":[{"_key":"65087ee1c0780","_type":"span","marks":[],"text":"We’d log in to Common Room, go to "},{"_key":"65087ee1c0781","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"65087ee1c0782","_type":"span","marks":[],"text":" (the little ⚙️ icon at the bottom of the left sidebar), and navigate to "},{"_key":"65087ee1c0783","_type":"span","marks":["strong"],"text":"Scores"},{"_key":"65087ee1c0784","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"4eb75ac80eeb","_type":"mainImage","asset":{"_ref":"image-647bf5df0c8f1dd14f5cfec62f9efc2db6642702-3840x2160-png","_type":"reference"},"caption":"Select Scores"},{"_key":"5ac9ddcad2bf","_type":"block","children":[{"_key":"45b7b371d0f00","_type":"span","marks":[],"text":"Then we’d click "},{"_key":"45b7b371d0f01","_type":"span","marks":["strong"],"text":"Create new score"},{"_key":"45b7b371d0f02","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"ece4bda989ff","_type":"mainImage","asset":{"_ref":"image-cc563df6cc3d517648f6bcd558da2546db512a1d-408x164-png","_type":"reference"},"caption":"Select Create new score"},{"_key":"07629eeb3992","_type":"block","children":[{"_key":"2601b209705e0","_type":"span","marks":[],"text":"After we give our score a title and short description, we can drill down into buyer fit and behavior."}],"markDefs":[],"style":"normal"},{"_key":"ab04b2e279d3","_type":"mainImage","asset":{"_ref":"image-5ff532024f271815208c693fea7f3f235d2d7fd3-3840x2160-png","_type":"reference"},"caption":"View score configuration options"},{"_key":"fc50e2371099","_type":"block","children":[{"_key":"6ec8c86b8a360","_type":"span","marks":[],"text":"We’ll start with fit."}],"markDefs":[],"style":"normal"},{"_key":"d8f7e55543fc","_type":"block","children":[{"_key":"c01db3f8673e0","_type":"span","marks":[],"text":"We have no shortage of attributes we can add, but for this example we want to score fit based on the industry the person works in, how much revenue their organization brings in each year, and whether or not they’re an economic buyer."}],"markDefs":[],"style":"normal"},{"_key":"b6217a3cd79b","_type":"block","children":[{"_key":"7b842e70f4dc0","_type":"span","marks":[],"text":"We can easily add those criteria by clicking "},{"_key":"7b842e70f4dc1","_type":"span","marks":["strong"],"text":"Add rule"},{"_key":"7b842e70f4dc2","_type":"span","marks":[],"text":" and choosing from our filters."}],"markDefs":[],"style":"normal"},{"_key":"4ad7731e34ce","_type":"mainImage","asset":{"_ref":"image-b2bba636bae2cba9021467bd92bd93d6a4669632-2522x1322-png","_type":"reference"},"caption":"View filters"},{"_key":"837c861e1928","_type":"block","children":[{"_key":"411da69d240e0","_type":"span","marks":[],"text":"Each time we add a new criteria, we have the option of customizing its importance to the score (as well as specifying additional parameters). Maybe industry is more important to us than annual revenue, so we’d mark it as very important."}],"markDefs":[],"style":"normal"},{"_key":"e72cfcd19ded","_type":"mainImage","asset":{"_ref":"image-e65b10b1a7174f7656e2d512d0f04b7f82c07410-3840x2160-png","_type":"reference"},"caption":"Configure importance"},{"_key":"02e7696e8bfd","_type":"block","children":[{"_key":"f713dc0320260","_type":"span","marks":[],"text":"Okay, now let’s focus on behavior."}],"markDefs":[],"style":"normal"},{"_key":"d25c228e3f2d","_type":"block","children":[{"_key":"e55bbcc5aaf90","_type":"span","marks":[],"text":"Again, we can pull in signals related to actions across numerous digital channels: product, website, social, community, open-source—you name it. 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We’d just hit "},{"_key":"e495367b737f1","_type":"span","marks":["strong"],"text":"Edit weights"},{"_key":"e495367b737f2","_type":"span","marks":[],"text":" and determine how much weight each category carries."}],"markDefs":[],"style":"normal"},{"_key":"20340322da87","_type":"mainImage","asset":{"_ref":"image-7fe9220f457c6161c4c7a8427a564a735fd444e6-2488x636-png","_type":"reference"},"caption":"Select Edit weights"},{"_key":"94bb83ebc1da","_type":"block","children":[{"_key":"cf223924881d0","_type":"span","marks":[],"text":"Last but not least, we’ll click "},{"_key":"cf223924881d1","_type":"span","marks":["strong"],"text":"Edit ranges"},{"_key":"cf223924881d2","_type":"span","marks":[],"text":" at the top of the screen so we can determine which scores are not a fit, fair, good, or excellent."}],"markDefs":[],"style":"normal"},{"_key":"666be331054a","_type":"mainImage","asset":{"_ref":"image-e8c38da0fd6831a1cd0069404be94a72da81d4f7-2516x624-png","_type":"reference"},"caption":"Select Edit ranges"},{"_key":"0bad8e6073d0","_type":"block","children":[{"_key":"a6ee768bafa80","_type":"span","marks":[],"text":"Voilà—we now have a new lead scoring system in place that can be applied to every person tracked in our digital ecosystem 💯"}],"markDefs":[],"style":"normal"},{"_key":"a484f182d298","_type":"block","children":[{"_key":"5ed0e09c30830","_type":"span","marks":[],"text":"Let’s put it to good use."}],"markDefs":[],"style":"normal"},{"_key":"dbfae35f6b0f","_type":"anchor","label":"Step 2: View scores"},{"_key":"263dc0330f6c","_type":"block","children":[{"_key":"1f4c15b51cd60","_type":"span","marks":[],"text":"Step 2: View scores"}],"markDefs":[],"style":"h3"},{"_key":"fd47c4a6857d","_type":"block","children":[{"_key":"810cac9088b40","_type":"span","marks":[],"text":"Click "},{"_key":"810cac9088b41","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"810cac9088b42","_type":"span","marks":[],"text":" to leave the "},{"_key":"810cac9088b43","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"810cac9088b44","_type":"span","marks":[],"text":" menu and head to "},{"_key":"810cac9088b45","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"810cac9088b46","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"e5cf5e6d173b","_type":"block","children":[{"_key":"3f96bd38fc850","_type":"span","marks":[],"text":"After we add our score as a column in our contacts view (just hit "},{"_key":"3f96bd38fc851","_type":"span","marks":["strong"],"text":"Edit columns"},{"_key":"3f96bd38fc852","_type":"span","marks":[],"text":" to add a new one and customize its placement), we can see the lead score for each person marked as a contact in Common Room (keep in mind we can also do this for organizations)."}],"markDefs":[],"style":"normal"},{"_key":"619c7f3e2ebf","_type":"mainImage","asset":{"_ref":"image-d4bc0979907081d060f9e4b6855ccf8b906cab64-2620x508-png","_type":"reference"},"caption":"View scores"},{"_key":"f2d247deb9cf","_type":"block","children":[{"_key":"dc0baef46acb0","_type":"span","marks":[],"text":"Even better, we can simply hover over a person’s score to see why they received that designation."}],"markDefs":[],"style":"normal"},{"_key":"7e39a8df9911","_type":"mainImage","asset":{"_ref":"image-8a9c9820338a66c959f3b7c23061899d2d53d963-1058x674-png","_type":"reference"},"caption":"View score factors"},{"_key":"88438b6512bb","_type":"block","children":[{"_key":"e6e8b57d435d0","_type":"span","marks":[],"text":"Once we find a likely candidate for outreach, we can click into their Person360™ profile to learn more about them."}],"markDefs":[],"style":"normal"},{"_key":"ccfee15e587e","_type":"mainImage","asset":{"_ref":"image-55d3d0eda34f939874d5aae3e482cbf6af6b64fd-2688x1088-png","_type":"reference"},"caption":"View profile"},{"_key":"209871bfa390","_type":"block","children":[{"_key":"f9f91bbfeaac0","_type":"span","marks":[],"text":"🔦 "},{"_key":"f9f91bbfeaac1","_type":"span","marks":["strong"],"text":"Product spotlight: Person360\n"},{"_key":"56c2996207120","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"56c2996207121","_type":"span","marks":["89c9119c3ce7"],"text":"Person360"},{"_key":"56c2996207122","_type":"span","marks":[],"text":" feature allows you to deanonymize, merge, and enrich signals from every channel connected to Common Room. 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Now it is."}],"markDefs":[],"style":"normal"},{"_key":"98dfc2d43de1","_type":"block","children":[{"_key":"f9c0eb326f850","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to operationalize successful sales plays and add them to every rep’s toolkit."}],"markDefs":[],"style":"normal"},{"_key":"6a7ef621ceda","_type":"block","children":[{"_key":"e7d39c8708790","_type":"span","marks":[],"text":"Let’s get to it 💪"}],"markDefs":[],"style":"normal"},{"_key":"5ac655413063","_type":"block","children":[{"_key":"f00a825bc8cb0","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"8a15cd61f3d9","_type":"block","children":[{"_key":"24557c49bec00","_type":"span","marks":[],"text":"Common Room (this is how we’ll create templates for different sales plays—"},{"_key":"24557c49bec01","_type":"span","marks":["40cf0446e535"],"text":"sign up for free"},{"_key":"24557c49bec02","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"40cf0446e535","_type":"link","href":"https://www.commonroom.io/signup"}],"style":"callout"},{"_key":"dd0251dca727","_type":"block","children":[{"_key":"63bfea1d9d530","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use GitHub, Twitter, and Stack Overflow)"}],"markDefs":[],"style":"callout"},{"_key":"481e9a757f5a","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"6e4eca63e44d","_type":"block","children":[{"_key":"86fcd53c99b80","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"757a1a6e2e77","_type":"block","children":[{"_key":"276dc1eacfb60","_type":"span","marks":[],"text":"The buying signals that fuel different sales plays are spread across channels."}],"markDefs":[],"style":"normal"},{"_key":"e99ce9715f3a","_type":"block","children":[{"_key":"854b6da5e0130","_type":"span","marks":[],"text":"Our first step is connecting these channels to Common Room so we can automatically surface and centralize buyer identity, intent, and context."}],"markDefs":[],"style":"normal"},{"_key":"13501826d3c8","_type":"block","children":[{"_key":"69cd2c5d81cf0","_type":"span","marks":[],"text":"💡 Common Room offers dozens of "},{"_key":"69cd2c5d81cf1","_type":"span","marks":["4fe915c4c847"],"text":"integrations"},{"_key":"69cd2c5d81cf2","_type":"span","marks":[],"text":" with popular channels so you can collect all relevant buyer activity from across channels and view it all in one place."}],"markDefs":[{"_key":"4fe915c4c847","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"5aeed0b15126","_type":"block","children":[{"_key":"acce731b60bd0","_type":"span","marks":[],"text":"Let’s say we’re an open-source software company. 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Check out our "},{"_key":"7e9eb8e680c15","_type":"span","marks":["af1ea672fd6a"],"text":"integrations docs"},{"_key":"7e9eb8e680c16","_type":"span","marks":[],"text":" for step-by-step directions on how to connect any channel to Common Room."}],"markDefs":[{"_key":"740db20aa078","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"b424518324ab","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"af1ea672fd6a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"9db08c3a526a","_type":"anchor","label":"Step 1: Create segment"},{"_key":"f5ef8cc6ebfa","_type":"block","children":[{"_key":"98b32f0b05950","_type":"span","marks":[],"text":"Step 1: Create segment"}],"markDefs":[],"style":"h3"},{"_key":"e10dad74613f","_type":"block","children":[{"_key":"e5765ff175150","_type":"span","marks":[],"text":"Let’s say we’re looking for a way to get a conversation started with an economic buyer at one of our owned accounts."}],"markDefs":[],"style":"normal"},{"_key":"7dc86090afad","_type":"block","children":[{"_key":"084225a6c5b10","_type":"span","marks":[],"text":"We’d log in to Common Room and go to "},{"_key":"084225a6c5b11","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"084225a6c5b12","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"833dcd06f8e6","_type":"mainImage","asset":{"_ref":"image-6f4a2fe9b89d049d95761da71d2ebd0f310c72c5-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"42b095d47b44","_type":"block","children":[{"_key":"01cf3839070f0","_type":"span","marks":[],"text":"🔦 "},{"_key":"01cf3839070f1","_type":"span","marks":["strong"],"text":"Product spotlight: Segments\n"},{"_key":"cf262073a5880","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"cf262073a5881","_type":"span","marks":["603047ab579e"],"text":"segments"},{"_key":"cf262073a5882","_type":"span","marks":[],"text":" feature allows you to automatically add individuals or organizations to dedicated lists based on customizable criteria. This makes it easy to quickly surface, monitor, and engage specific people and companies at scale."}],"markDefs":[{"_key":"603047ab579e","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"69ec0f3a4645","_type":"block","children":[{"_key":"17b5c602e5fa0","_type":"span","marks":[],"text":"If the segment doesn’t already exist, we’d click "},{"_key":"17b5c602e5fa1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"17b5c602e5fa2","_type":"span","marks":[],"text":" and create one for accounts that are owned by us in Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"77af2b967962","_type":"mainImage","asset":{"_ref":"image-8f7153610ad9a448a206cd4cc5e3d1c6edbd3259-964x392-png","_type":"reference"},"caption":"Select Create new segment for organizations"},{"_key":"fcb96c791b12","_type":"block","children":[{"_key":"cdad4e5efbd90","_type":"span","marks":[],"text":"All we have to do is set the criteria for who gets added to this segment by filtering for the appropriate Salesforce field."}],"markDefs":[],"style":"normal"},{"_key":"eebf91d13ea8","_type":"mainImage","asset":{"_ref":"image-d9ea196bb4e4e319d746e6f78a612803f615d0c9-2576x1400-png","_type":"reference"},"caption":"Select Salesforce field"},{"_key":"48e3c005ea8d","_type":"block","children":[{"_key":"d06503a7a31e0","_type":"span","marks":[],"text":"🔦 "},{"_key":"d06503a7a31e1","_type":"span","marks":["strong"],"text":"Product spotlight: Filters\n"},{"_key":"d1a9f3de5d2e0","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"d1a9f3de5d2e1","_type":"span","marks":["a924b3aea9ed"],"text":"filters"},{"_key":"d1a9f3de5d2e2","_type":"span","marks":[],"text":" feature allows you to highlight individuals and organizations based on any combination of factors. 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This makes it easy to engage buyers without switching tools."}],"markDefs":[{"_key":"e27079999bcc","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/outreach"},{"_key":"46f1c7cceaf5","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/apollo"}],"style":"callout"},{"_key":"2e771d6b9512","_type":"block","children":[{"_key":"80505b5229970","_type":"span","marks":[],"text":"If we spot any information in Common Room that’s not currently included in Salesforce, we can also sync buyer records with our CRM with the click of a button 🧹"}],"markDefs":[],"style":"normal"},{"_key":"5b85379b1a88","_type":"anchor","label":"Wrapping up"},{"_key":"2c08e51941fc","_type":"block","children":[{"_key":"254dcf413a4c0","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"1405243dac4b","_type":"block","children":[{"_key":"814837c0b83a0","_type":"span","marks":[],"text":"Turning LinkedIn likes into meetings booked just got a whole lot easier 🎉"}],"markDefs":[],"style":"normal"},{"_key":"a5a7d0597ea9","_type":"block","children":[{"_key":"ad97767080920","_type":"span","marks":[],"text":"Now you can surface social content engagement from key accounts, get a bird’s eye view of them and their organizations across channels, and deliver tailored messaging—all from the same place.\n\n"},{"_key":"e930cf7b1f941","_type":"span","marks":["em"],"text":"Want to see a playbook on a different topic? 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And if you haven’t already, "},{"_key":"e930cf7b1f944","_type":"span","marks":["09eef4a46ff6","em"],"text":"try Common Room for 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Well, now they do."}],"markDefs":[],"style":"normal"},{"_key":"c2705f4c47e2","_type":"block","children":[{"_key":"78c0587667b30","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to create an SDR command center that will help reps discover, research, and action on leads all from one place."}],"markDefs":[],"style":"normal"},{"_key":"39aa94fe48e7","_type":"block","children":[{"_key":"b230b649d2f40","_type":"span","marks":[],"text":"Let’s get this party started 🥳"}],"markDefs":[],"style":"normal"},{"_key":"aee00b13d433","_type":"block","children":[{"_key":"787b9a5a83a40","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"9b0b18b40295","_type":"block","children":[{"_key":"74663882b4ac0","_type":"span","marks":[],"text":"Common Room (this is how we’ll create customized workspaces for sales reps—"},{"_key":"74663882b4ac1","_type":"span","marks":["3e753f884690"],"text":"sign up for free"},{"_key":"74663882b4ac2","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"3e753f884690","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"f4f8ef959d8b","_type":"block","children":[{"_key":"be4498ebde570","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use LinkedIn, Twitter, and Slack)"}],"markDefs":[],"style":"callout"},{"_key":"417c07136967","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"d6dbac5aa3c3","_type":"block","children":[{"_key":"e41a47ea44700","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"ddc0bc7ffa1a","_type":"block","children":[{"_key":"8b2946b68dba0","_type":"span","marks":[],"text":"Common Room helps reps uncover opportunities they would otherwise miss by providing full visibility into hard-to-see buyer signals across digital channels."}],"markDefs":[],"style":"normal"},{"_key":"5dc1f0dec717","_type":"block","children":[{"_key":"f1884154d8a10","_type":"span","marks":[],"text":"In this example we’ll connect "},{"_key":"f1884154d8a11","_type":"span","marks":["2a1894546f7a"],"text":"LinkedIn"},{"_key":"f1884154d8a12","_type":"span","marks":[],"text":", "},{"_key":"f1884154d8a13","_type":"span","marks":["fd0ae326041b"],"text":"Twitter"},{"_key":"f1884154d8a14","_type":"span","marks":[],"text":", and "},{"_key":"f1884154d8a15","_type":"span","marks":["8855c02d2ea4"],"text":"Slack"},{"_key":"f1884154d8a16","_type":"span","marks":[],"text":" to Common Room, but keep in mind that the more data sources you connect, the more buyer identity, intent, and context you’ll uncover."}],"markDefs":[{"_key":"2a1894546f7a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"fd0ae326041b","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"8855c02d2ea4","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack"}],"style":"normal"},{"_key":"8c43a0f9c200","_type":"block","children":[{"_key":"63aa49f1f2b10","_type":"span","marks":[],"text":"💡 Common Room provides dozens of natively built and fully managed "},{"_key":"63aa49f1f2b11","_type":"span","marks":["4dd42c779ca2"],"text":"integrations"},{"_key":"63aa49f1f2b12","_type":"span","marks":[],"text":" with popular digital channels so you can get full visibility into your buyer ecosystem."}],"markDefs":[{"_key":"4dd42c779ca2","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"f56c8b9cf56f","_type":"block","children":[{"_key":"852042f2e1870","_type":"span","marks":[],"text":"Log in to Common Room, click on "},{"_key":"852042f2e1871","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"852042f2e1872","_type":"span","marks":[],"text":" in the left sidebar (the little ⚙️ icon at the bottom), and navigate to "},{"_key":"852042f2e1873","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"852042f2e1874","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"98066b9f13cd","_type":"mainImage","asset":{"_ref":"image-241cebab6d7b130c60a6b861fb19851aae37801e-3840x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"78a5cc32f933","_type":"block","children":[{"_key":"75db1299a67b0","_type":"span","marks":[],"text":"Select LinkedIn."}],"markDefs":[],"style":"normal"},{"_key":"72cf4360ec4c","_type":"mainImage","asset":{"_ref":"image-0d68927728149ce2160009ec1257bf232a8792ab-1322x904-png","_type":"reference"},"caption":"Select LinkedIn"},{"_key":"229a8ee8ec1e","_type":"block","children":[{"_key":"fbae9a611e460","_type":"span","marks":[],"text":"Once you hit "},{"_key":"fbae9a611e461","_type":"span","marks":["strong"],"text":"Connect LinkedIn"},{"_key":"fbae9a611e462","_type":"span","marks":[],"text":" and authenticate your account, you’re all set. Data will start flowing into Common Room 😎"}],"markDefs":[],"style":"normal"},{"_key":"292b87edecc5","_type":"block","children":[{"_key":"ea3ebdad8a990","_type":"span","marks":[],"text":"We’d follow the same general process for Twitter and Slack."}],"markDefs":[],"style":"normal"},{"_key":"3b5c9e82edc9","_type":"block","children":[{"_key":"1d8d81f2df050","_type":"span","marks":[],"text":"Okay, now let’s put this data to work."}],"markDefs":[],"style":"normal"},{"_key":"c10f7aff33e4","_type":"anchor","label":"Step 2: Create segments for plays"},{"_key":"614187e8edb8","_type":"block","children":[{"_key":"e7c97c5fd1ab0","_type":"span","marks":[],"text":"Step 2: Create segments for different sales plays"}],"markDefs":[],"style":"h3"},{"_key":"7c0f2399eaf2","_type":"block","children":[{"_key":"e1ab67a5c8f00","_type":"span","marks":[],"text":"Click "},{"_key":"e1ab67a5c8f01","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"e1ab67a5c8f02","_type":"span","marks":[],"text":" to leave the "},{"_key":"e1ab67a5c8f03","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"e1ab67a5c8f04","_type":"span","marks":[],"text":" menu, then click on "},{"_key":"e1ab67a5c8f05","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"e1ab67a5c8f06","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"23d4dfa3c65e","_type":"mainImage","asset":{"_ref":"image-687e1d622737e5843338bb0016e2ce59fb62be48-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"9dc38b666681","_type":"block","children":[{"_key":"6ed5dbbb3c480","_type":"span","marks":[],"text":"We can create automated segments for both leads and accounts, making them as broad or as granular as we want. This allows us to automatically surface and sort people and organizations for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"96e8f4c93a93","_type":"block","children":[{"_key":"538464f20eb80","_type":"span","marks":[],"text":"💡 "},{"_key":"538464f20eb81","_type":"span","marks":["ecdcd3066ab6"],"text":"Segments"},{"_key":"538464f20eb82","_type":"span","marks":[],"text":" in Common Room are fully customizable, allowing you to build tailored prospect lists you can track, report on, and engage at scale."}],"markDefs":[{"_key":"ecdcd3066ab6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"46c523a1cfb0","_type":"block","children":[{"_key":"b31a7ec515be0","_type":"span","marks":[],"text":"For instance, we could quickly create segments for product-qualified leads from enterprise organizations."}],"markDefs":[],"style":"normal"},{"_key":"f40ad20b2c9f","_type":"block","children":[{"_key":"39bfe680c2e40","_type":"span","marks":[],"text":"Or we could build segments for people with certain job titles who work in particular industries."}],"markDefs":[],"style":"normal"},{"_key":"f28549a96b4f","_type":"block","children":[{"_key":"b02c0996d1f60","_type":"span","marks":[],"text":"We could even create a segment for companies that meet a predetermined annual revenue threshold and have specific tools in their tech stacks."}],"markDefs":[],"style":"normal"},{"_key":"7caf553a0f90","_type":"block","children":[{"_key":"41ff48d23df90","_type":"span","marks":[],"text":"The possibilities are endless."}],"markDefs":[],"style":"normal"},{"_key":"b59290ba1be9","_type":"block","children":[{"_key":"460cc5bdcfae0","_type":"span","marks":[],"text":"💡 Common Room’s "},{"_key":"460cc5bdcfae1","_type":"span","marks":["af140a0fbd60"],"text":"filters"},{"_key":"460cc5bdcfae2","_type":"span","marks":[],"text":" and "},{"_key":"460cc5bdcfae3","_type":"span","marks":["821030a8ff65"],"text":"tags"},{"_key":"460cc5bdcfae4","_type":"span","marks":[],"text":" make it easy to slice and dice your data with the click of a button so you can quickly find individuals and organizations that share certain attributes, take particular actions, or match specific criteria."}],"markDefs":[{"_key":"af140a0fbd60","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"},{"_key":"821030a8ff65","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8f8373b33b81","_type":"block","children":[{"_key":"da28ac0ef4500","_type":"span","marks":[],"text":"In this case, we’ll start with a segment for economic buyers who match our ideal persona and recently changed jobs."}],"markDefs":[],"style":"normal"},{"_key":"0351e97115e0","_type":"block","children":[{"_key":"9d247b93a2ac0","_type":"span","marks":[],"text":"Hit "},{"_key":"9d247b93a2ac1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"9d247b93a2ac2","_type":"span","marks":[],"text":" and select "},{"_key":"9d247b93a2ac3","_type":"span","marks":["strong"],"text":"Create new segment for contacts"},{"_key":"9d247b93a2ac4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"009f16e2bc75","_type":"mainImage","asset":{"_ref":"image-f2c87a2a08196e89eb4c06bf017eaf4e8c17896f-858x350-png","_type":"reference"},"caption":"Select Create new segment for contacts"},{"_key":"6267511bf2bc","_type":"block","children":[{"_key":"f54f78f3cf380","_type":"span","marks":[],"text":"We’ll give our segment a name and short description, then click "},{"_key":"f54f78f3cf381","_type":"span","marks":["strong"],"text":"Set up management rules"},{"_key":"f54f78f3cf382","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"7358cadf857d","_type":"mainImage","asset":{"_ref":"image-4d6e7480ac627a295bd1fb9b95af4b5e4fc567de-2200x670-png","_type":"reference"},"caption":"Select Set up management rules"},{"_key":"5858b3ecc6bd","_type":"block","children":[{"_key":"0470fb192ab50","_type":"span","marks":[],"text":"Now we’ll hit "},{"_key":"0470fb192ab51","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"0470fb192ab52","_type":"span","marks":[],"text":" and configure our segment. Click "},{"_key":"0470fb192ab53","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"0470fb192ab54","_type":"span","marks":[],"text":" and choose "},{"_key":"0470fb192ab55","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"0470fb192ab56","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"7da65b50fadc","_type":"mainImage","asset":{"_ref":"image-210fc9a0d89090e6faa7f3fc25a05bb8864d49b9-2550x1318-png","_type":"reference"},"caption":"Select Contact tags"},{"_key":"19d6c031e7f6","_type":"block","children":[{"_key":"f24270f42cb00","_type":"span","marks":[],"text":"Select "},{"_key":"f24270f42cb01","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"f24270f42cb02","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"043788b1b582","_type":"mainImage","asset":{"_ref":"image-385d5e115ca47c1a8a16b7b297fb59f8226fa961-552x526-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"ef7ad681aad6","_type":"block","children":[{"_key":"3ca971d101df0","_type":"span","marks":[],"text":"Boom, now anyone with head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, or CEO in their job title will automatically be added to this segment 🙌"}],"markDefs":[],"style":"normal"},{"_key":"440e2a5bee72","_type":"block","children":[{"_key":"db4d875bce510","_type":"span","marks":[],"text":"But we don’t just want decision-makers—we want people who match our criteria for ideal buyers."}],"markDefs":[],"style":"normal"},{"_key":"da1df4b0a886","_type":"block","children":[{"_key":"bbc34f627ab70","_type":"span","marks":[],"text":"Let’s say we’ve already configured our ideal persona tag (you can learn more about creating and customizing tags "},{"_key":"709243d97022","_type":"span","marks":["1858fbdb054d"],"text":"here"},{"_key":"fb747443d405","_type":"span","marks":[],"text":"). We’ll hit "},{"_key":"bbc34f627ab71","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"bbc34f627ab72","_type":"span","marks":[],"text":" and choose "},{"_key":"bbc34f627ab73","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bbc34f627ab74","_type":"span","marks":[],"text":" once again. 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"},{"_key":"a4098e8416231","_type":"span","marks":["e364c15386c8"],"text":"Salesforce"},{"_key":"a4098e8416232","_type":"span","marks":[],"text":" is our source of truth for who owns which opportunities."}],"markDefs":[{"_key":"e364c15386c8","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"normal"},{"_key":"5bd30c61dce1","_type":"block","children":[{"_key":"7436a841447d0","_type":"span","marks":[],"text":"By connecting it to Common Room, we can use Salesforce fields to filter for the opportunities owned by us."}],"markDefs":[],"style":"normal"},{"_key":"51c57df1aaf9","_type":"block","children":[{"_key":"3564358bd4e20","_type":"span","marks":[],"text":"💡 You can set up a bidirectional integration with either Salesforce or "},{"_key":"3564358bd4e21","_type":"span","marks":["048dd828ecf4"],"text":"HubSpot"},{"_key":"3564358bd4e22","_type":"span","marks":[],"text":" so you can see your CRM data alongside the insights you uncover in 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For instance, forking a GitHub repo (high investment) is scored 10, whereas starring a GitHub repo (low investment) is only scored as 2 impact points."}],"markDefs":[{"_key":"bce9fa19956f","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/impact-points#impact-point-default-weights"}],"style":"normal"},{"_key":"a4c9a78e867c","_type":"block","children":[{"_key":"6ca20bcf08000","_type":"span","marks":[],"text":"To get CQLs tagged quickly, we can use impact points and set either a threshold for the top percentage of members (e.g., top 90% of members = CQL), add a minimum point value, and set a time period."}],"markDefs":[],"style":"normal"},{"_key":"abfe3f6ab0f1","_type":"mainImage","alt":"Tag members by applying an Impact points filter","asset":{"_ref":"image-270210751ebb2f3788f77ed8d04fb50da21925f6-920x810-png","_type":"reference"},"caption":"Tag members by applying an Impact points filter"},{"_key":"d3b1c82ab325","_type":"block","children":[{"_key":"4ab80496216d0","_type":"span","marks":[],"text":"After setting our criteria and clicking Save, members who match our CQL definition will automatically be tagged with a CQ pill. And from here, we can start taking action, which brings us to the next step."}],"markDefs":[],"style":"normal"},{"_key":"996f99fb1312","_type":"block","children":[{"_key":"0fbbb5ce7903","_type":"span","marks":["strong"],"text":"⚠️ Note:"},{"_key":"ac9612e2b9d1","_type":"span","marks":[],"text":" After completing this step, your team can track, filter, report on, and engage with community-qualified members—all within Common Room! 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And we’ll label this field something like "},{"_key":"81732fb060993","_type":"span","marks":["strong"],"text":"Community qualification date"},{"_key":"81732fb060994","_type":"span","marks":[],"text":" and give it an internal name of "},{"_key":"81732fb060995","_type":"span","marks":["strong"],"text":"cr_cq_date"},{"_key":"81732fb060996","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"2c21dc70c0ac","_type":"block","children":[{"_key":"16dfd78ca7460","_type":"span","marks":[],"text":"With these two fields, we’ll be able to track and report on CQLs as we’ll have both a filterable attribute for contacts and the timestamp when that field was updated."}],"markDefs":[],"style":"normal"},{"_key":"7c27cb2d0d6c","_type":"anchor","label":"Step 4: Sync CRM data"},{"_key":"e87561ff0f70","_type":"block","children":[{"_key":"f4848539875d0","_type":"span","marks":[],"text":"Step 4: Sync data from your CRM or Marketing Automation Platform"}],"markDefs":[],"style":"h3"},{"_key":"5bc6b2cc315e","_type":"block","children":[{"_key":"2c61babe67150","_type":"span","marks":[],"text":"To sync our members to HubSpot or Salesforce, we can add them as a new source."}],"markDefs":[],"style":"normal"},{"_key":"d9e57ecff123","_type":"block","children":[{"_key":"e957cc83a2790","_type":"span","marks":[],"text":"Head over to the sources menu (same place we set up Slack and GitHub above), and this time select "},{"_key":"e957cc83a2791","_type":"span","marks":["strong"],"text":"Get set up"},{"_key":"e957cc83a2792","_type":"span","marks":[],"text":" for either HubSpot or Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"62f14c820a4d","_type":"mainImage","alt":"Connect to HubSpot or Salesforce","asset":{"_ref":"image-467153c7c1da96a798d00fdbf7d72c0255e71c58-1018x526-png","_type":"reference"},"caption":"Connect to HubSpot or Salesforce"},{"_key":"a4377318f588","_type":"block","children":[{"_key":"e8821dd8c84e0","_type":"span","marks":[],"text":"This will trigger a modal to request access to HubSpot or Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"5e371d17b6c0","_type":"mainImage","alt":"HubSpot connection request prompt","asset":{"_ref":"image-8e3718de2ced564c3b2f2f5dc7337c029fa953c8-1136x752-png","_type":"reference"},"caption":"HubSpot connection request prompt"},{"_key":"758b9c5bd1c3","_type":"block","children":[{"_key":"63a8e4809a41","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"c2bf604e0a09","_type":"span","marks":[],"text":" "},{"_key":"b8e1141fbf30","_type":"span","marks":["b716cfc686b9"],"text":"HubSpot"},{"_key":"5610dce5a89a","_type":"span","marks":[],"text":" and "},{"_key":"6a6c5c7e2358","_type":"span","marks":["54db1b92aeba"],"text":"Salesforce"},{"_key":"20af952f00ef","_type":"span","marks":[],"text":" integrations require a bit more setup than other sources due to the field mapping and authentication requirements."}],"markDefs":[{"_key":"b716cfc686b9","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"},{"_key":"54db1b92aeba","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"callout"},{"_key":"1d59e276e832","_type":"block","children":[{"_key":"e02613fcf53e0","_type":"span","marks":[],"text":"When you click "},{"_key":"c241a809efa7","_type":"span","marks":["strong"],"text":"Request"},{"_key":"5fd195b01769","_type":"span","marks":[],"text":", a Common Room team member will be prompted and assist with the setup. 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Here are a few ideas…"}],"markDefs":[],"style":"normal"},{"_key":"b401b7305457","_type":"block","children":[{"_key":"0f7ef59ad1bc0","_type":"span","marks":["strong"],"text":"Change lead score:"},{"_key":"0f7ef59ad1bc1","_type":"span","marks":[],"text":" Apply more points to the lead score when Community Qualified field changes to True."}],"markDefs":[],"style":"normal"},{"_key":"209d70e6adb5","_type":"block","children":[{"_key":"89a5ac93e4ec0","_type":"span","marks":["strong"],"text":"Build a report:"},{"_key":"89a5ac93e4ec1","_type":"span","marks":[],"text":" Use our new Community Qualified fields to create a new report or a dashboard."}],"markDefs":[],"style":"normal"},{"_key":"6967bdaee2ec","_type":"mainImage","alt":"CQLs by community qualification date","asset":{"_ref":"image-fb04dcd647601069ae1bc99cd972b1e5ddbb8c0d-1540x712-png","_type":"reference"},"caption":"CQLs by community qualification 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steps should we define? What are the criteria for each stage? How do we stitch together activity across different channels? How do we measure the success of our efforts?"}],"markDefs":[],"style":"normal"},{"_key":"7579861f123d","_type":"block","children":[{"_key":"5fa0f2d8a27e0","_type":"span","marks":[],"text":"In this playbook, we’ll answer these questions and give you a starting point for defining and tracking the dark funnel."}],"markDefs":[],"style":"normal"},{"_key":"889657f6fe36","_type":"block","children":[{"_key":"0c5f7737c80b0","_type":"span","marks":[],"text":"As a result, you’ll be able to 1) measure and track the success of (previously uncrackable) parts of the dark funnel and 2) identify areas of focus to progress your core audience further down the path."}],"markDefs":[],"style":"normal"},{"_key":"3aaaf24d0fd4","_type":"block","children":[{"_key":"b0aed4544b1d0","_type":"span","marks":[],"text":"Let’s get to it!"}],"markDefs":[],"style":"normal"},{"_key":"f32eba3602d9","_type":"block","children":[{"_key":"232d8edda5640","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"5499562fff4f","_type":"block","children":[{"_key":"67321e7aa672","_type":"span","marks":[],"text":"Common Room — we’ll use Common Room to define and track our dark funnel ("},{"_key":"232d8edda5641","_type":"span","marks":["d8889c29e944"],"text":"Sign-up for free"},{"_key":"232d8edda5642","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"d8889c29e944","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"4f2997dea8b7","_type":"block","children":[{"_key":"f2f6783cbc8d","_type":"span","marks":[],"text":"Identify sources of your dark funnel. 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This often includes very top-of-funnel watering holes for our core audience — think Twitter, Reddit, YouTube, Medium, Stack Overflow, etc. For many interactions across many of these dark social channels, our product or brand is unknown."}],"markDefs":[],"style":"normal"},{"_key":"c5d6c73e21a3","_type":"block","children":[{"_key":"8ac79a0ff76d0","_type":"span","marks":[],"text":"To start, let’s connect to Twitter, as all that’s required is a Twitter account. 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To see supported integrations, "},{"_key":"ddb4b47105f31","_type":"span","marks":["c2c542d4d702"],"text":"head over to our integrations page"},{"_key":"ddb4b47105f32","_type":"span","marks":[],"text":". (We’re adding more and more all the time!)"}],"markDefs":[{"_key":"c2c542d4d702","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"95914ebaebde","_type":"block","children":[{"_key":"e9b99d5316730","_type":"span","marks":[],"text":"In addition to public sources, we’ll want to connect some of our first-party sources like LinkedIn, Slack, GitHub, and HubSpot."}],"markDefs":[],"style":"normal"},{"_key":"1a1df89cb722","_type":"block","children":[{"_key":"5e223823be2e0","_type":"span","marks":[],"text":"We can follow a similar flow, but this time we’ll want to connect to LinkedIn and confirm we have the "},{"_key":"5e223823be2e1","_type":"span","marks":["dbcad4a0f689"],"text":"required permissions"},{"_key":"5e223823be2e2","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"dbcad4a0f689","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin#required-permissions"}],"style":"normal"},{"_key":"db5235823829","_type":"mainImage","asset":{"_ref":"image-830c3acdab1574b1cc4624ad8ce6887c0d0d7817-2932x1832-png","_type":"reference"},"caption":"Authenticate LinkedIn to pull member activity into Common Room"},{"_key":"34356891485a","_type":"block","children":[{"_key":"dcc5444aa89d0","_type":"span","marks":[],"text":"That’s pretty much it. We’ll rinse and repeat to start ingesting data from other sources. Once that’s done, we can move on to the next step."}],"markDefs":[],"style":"normal"},{"_key":"b44ed0a1255d","_type":"anchor","label":"Step 2: Set criteria"},{"_key":"a1632d379819","_type":"block","children":[{"_key":"f2f128d696490","_type":"span","marks":[],"text":"Step 2: Set criteria for the stages of your dark funnel"}],"markDefs":[],"style":"h3"},{"_key":"5cfcd94e5a8f","_type":"block","children":[{"_key":"bfb2f4156ec40","_type":"span","marks":[],"text":"With data flowing into Common Room, you can head over to the "},{"_key":"c4148333dd02","_type":"span","marks":["strong"],"text":"Organization"},{"_key":"663a325a36da","_type":"span","marks":[],"text":" or "},{"_key":"60a12c0fcb2f","_type":"span","marks":["strong"],"text":"Member"},{"_key":"2e540e037193","_type":"span","marks":[],"text":" view to see a firehose of identified individuals and the companies they work for. Here’s what that looks like from the "},{"_key":"055f7b492b0e","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b2b3040053da","_type":"span","marks":[],"text":" view:"}],"markDefs":[],"style":"normal"},{"_key":"d1e979afdf09","_type":"mainImage","asset":{"_ref":"image-f91ee50ce28c9cc0dc5febb7093125958fd05949-2932x1832-png","_type":"reference"},"caption":"Organizations view in Common Room"},{"_key":"5596abe43015","_type":"block","children":[{"_key":"a11ab1188a090","_type":"span","marks":[],"text":"From here, we can start tinkering with filters to get a sense of how we want to define the stages of our funnel."}],"markDefs":[],"style":"normal"},{"_key":"7f01300115d2","_type":"block","children":[{"_key":"1ae6ce1b2cbf0","_type":"span","marks":[],"text":"Jumping into the "},{"_key":"f0fdcd0a1fc3","_type":"span","marks":["strong"],"text":"Members"},{"_key":"b3c362739a0b","_type":"span","marks":[],"text":" tab, we can see that our starting point is just under 17k members. And we can define funnel stages to group these members by stage."}],"markDefs":[],"style":"normal"},{"_key":"05e2742d214e","_type":"mainImage","asset":{"_ref":"image-8ce5dc9ba3ad9eea08aa5493f90c263564a47659-2932x1832-png","_type":"reference"},"caption":"Member view in Common Room"},{"_key":"a1cc20ab5e44","_type":"block","children":[{"_key":"f95e798698160","_type":"span","marks":[],"text":"Let’s start by defining our most active part of the dark funnel by adding a filter for at least ten impact points and activity within the last 28 days."}],"markDefs":[],"style":"normal"},{"_key":"a292c322b8b3","_type":"mainImage","asset":{"_ref":"image-f88fdb640f4e94c953d32bf60c86a4f426b3fff6-588x528-png","_type":"reference"},"caption":"Filter views by impact points"},{"_key":"ab7630267a47","_type":"block","children":[{"_key":"0ac22844aaa80","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"91550794f948","_type":"span","marks":[],"text":" Impact points are auto-generated based on a weighted scoring system defined by Common Room. "},{"_key":"0ac22844aaa81","_type":"span","marks":["ece718a561f0"],"text":"See how scores are calculated here →"}],"markDefs":[{"_key":"ece718a561f0","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/impact-points#impact-point-default-weights"}],"style":"callout"},{"_key":"98b4fde0aeb7","_type":"block","children":[{"_key":"1e5ea7f7bcf20","_type":"span","marks":[],"text":"This gets us down to about 500 members and feels like a good starting point for the bottom of the dark funnel. We’re satisfied, and we’ll define this cohort as "},{"_key":"6bb393c56ff9","_type":"span","marks":["strong"],"text":"Active"},{"_key":"6fabe00ddc3e","_type":"span","marks":[],"text":" members."}],"markDefs":[],"style":"normal"},{"_key":"96bc4e663bdb","_type":"block","children":[{"_key":"4fad2bdd124a0","_type":"span","marks":["strong"],"text":"Active"},{"_key":"797b66efdfaf","_type":"span","marks":[],"text":" = 10 or more impact points and active in the last 28 days"}],"markDefs":[],"style":"callout"},{"_key":"087b41ee5faa","_type":"block","children":[{"_key":"ed7b262a7a5f0","_type":"span","marks":[],"text":"Next, we’ll move further up the dark funnel and define a cohort of members who are not quite as active or have recently waned interest. We’ll call this group Aware members. After some tinkering, it looks like activity identified in the last 90 days with less than ten impact points gets us to a good place of about 2k members."}],"markDefs":[],"style":"normal"},{"_key":"4573acca9f6c","_type":"block","children":[{"_key":"fbb669cf5dac0","_type":"span","marks":["strong"],"text":"Aware"},{"_key":"fcf4a7fcc41b","_type":"span","marks":[],"text":" = active in the 90 days with 10 or less impact points"}],"markDefs":[],"style":"callout"},{"_key":"3c689c345f69","_type":"mainImage","asset":{"_ref":"image-f5d058910825f6758fe687617a0ccf2ccd16ef24-1088x562-png","_type":"reference"},"caption":"Add filters for the \"Aware\" stage"},{"_key":"00c58027d504","_type":"block","children":[{"_key":"7014877c0b6c0","_type":"span","marks":[],"text":"And finally, we’ll want to define a dormant cohort. Where we’ll include the rest of our members."}],"markDefs":[],"style":"normal"},{"_key":"eddf6bc41522","_type":"block","children":[{"_key":"dc8f76d28bf50","_type":"span","marks":["strong"],"text":"Dormant"},{"_key":"dc8f76d28bf51","_type":"span","marks":[],"text":" = last seen > 90 days ago"}],"markDefs":[],"style":"callout"},{"_key":"80bfd2dbdf08","_type":"mainImage","asset":{"_ref":"image-65f6091439c45e6492492662d171422bd9a8fbde-990x804-png","_type":"reference"},"caption":"Add filters for the Dormant stage"},{"_key":"2b7de90e877a","_type":"block","children":[{"_key":"3e286574a1f40","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"65a8b6e1f700","_type":"anchor","label":"Step 3: Auto-tag members"},{"_key":"1a0f0c374677","_type":"block","children":[{"_key":"8273dbdf4bb7","_type":"span","marks":[],"text":"Step 3: Tag members of your community as they move in and out of stages"}],"markDefs":[],"style":"h3"},{"_key":"140ea30179bd","_type":"block","children":[{"_key":"508babd308fd0","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"0aa0057e3e75","_type":"mainImage","asset":{"_ref":"image-a730e24b6e2cfe4c070d4d1ce487320b072713b9-2932x1832-png","_type":"reference"},"caption":"Dark-funnel stages by member status"},{"_key":"1bca44ff55fd","_type":"block","children":[{"_key":"c978795e47670","_type":"span","marks":[],"text":"We can also add statuses for each of our stages so we can track the progress of members."}],"markDefs":[],"style":"normal"},{"_key":"b0311abd74d9","_type":"block","children":[{"_key":"3a8a709105e40","_type":"span","marks":[],"text":"After creating our segment, we can locate the "},{"_key":"9ec7b0b23633","_type":"span","marks":["strong"],"text":"Member management"},{"_key":"5492002423e4","_type":"span","marks":[],"text":" section and click the "},{"_key":"74b72d7b916a","_type":"span","marks":["strong"],"text":"Configure"},{"_key":"4f2beac84406","_type":"span","marks":[],"text":" button to auto-add/remove members throughout our funnel."}],"markDefs":[],"style":"normal"},{"_key":"358f952c5de8","_type":"mainImage","asset":{"_ref":"image-6c28a2a9e851ac9a1f77ea7df3250116295658c7-1932x720-png","_type":"reference"},"caption":"Filter to update a member status"},{"_key":"f88aa2d9baf4","_type":"block","children":[{"_key":"959ba9c594fa0","_type":"span","marks":[],"text":"Select to auto-update a new status we just created. Let’s start with defining the "},{"_key":"9d7a2562825e","_type":"span","marks":["strong"],"text":"Active"},{"_key":"5caed8726e53","_type":"span","marks":[],"text":" status."}],"markDefs":[],"style":"normal"},{"_key":"b5e00cdc0885","_type":"block","children":[{"_key":"090965ed7ee60","_type":"span","marks":[],"text":"We’ll adjust the criteria to what was previously described (10 or more impact points "},{"_key":"090965ed7ee61","_type":"span","marks":["em"],"text":"and"},{"_key":"090965ed7ee62","_type":"span","marks":[],"text":" active in the last 28 days), click "},{"_key":"affd2b7ace09","_type":"span","marks":["strong"],"text":"Save"},{"_key":"bda85d1679c0","_type":"span","marks":[],"text":", and our first dark funnel cohort will start to propagate."}],"markDefs":[],"style":"normal"},{"_key":"94e3116c17df","_type":"block","children":[{"_key":"dee3abe62f170","_type":"span","marks":[],"text":"We’ll do the same for our other stages by clicking "},{"_key":"15d3455066f8","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"f84204fb3fbc","_type":"span","marks":[],"text":" and activating auto status updates."}],"markDefs":[],"style":"normal"},{"_key":"c98efcf01b14","_type":"mainImage","asset":{"_ref":"image-af5a9c6b5608d5a6e12316d00d603e5d7cfb4c84-1932x994-png","_type":"reference"},"caption":"Set criteria to auto-update all stages of the funnel"},{"_key":"041782cc6fae","_type":"anchor","label":"Wrapping Up"},{"_key":"2bfba49c6a02","_type":"block","children":[{"_key":"aa8f9287ccbb","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"6f03c9a73df2","_type":"block","children":[{"_key":"7412daf25cf40","_type":"span","marks":[],"text":"And that’s pretty much all there is to it. 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Not to mention, it’s "},{"_key":"991a89fbf2f21","_type":"span","marks":["5743802719db"],"text":"a lot more likely"},{"_key":"991a89fbf2f22","_type":"span","marks":[],"text":" that a customer at a previous company will become a repeat customer at their new company.\n\nThis playbook will show you how to keep tabs on meaningful job changes using Common Room. It’s just a few steps and should only take about 20 minutes (not a bad time-to-value tradeoff)!"}],"markDefs":[{"_key":"5743802719db","_type":"link","href":"https://www.constantcontact.com/blog/repeat-customers/"}],"style":"normal"},{"_key":"56a8d796e9a9","_type":"block","children":[{"_key":"1dfcf6c731850","_type":"span","marks":[],"text":"Here’s a preview of the job change activity you’ll be able to see "},{"_key":"46bc33fe5dc8","_type":"span","marks":["em"],"text":"across every tracked contact"},{"_key":"e8051a67e7a4","_type":"span","marks":[],"text":" when we’re done:"}],"markDefs":[],"style":"normal"},{"_key":"bdd34f4ef2b2","_type":"mainImage","alt":"Track org change history","asset":{"_ref":"image-bb1e62dbbb21cb79c5150135143739f04adbb8b1-1890x962-png","_type":"reference"},"caption":"Track org change history"},{"_key":"0b548463ee1a","_type":"block","children":[{"_key":"f7adbb399edd","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"e3461d15dbbe","_type":"block","children":[{"_key":"ebc4b6c23ff3","_type":"span","marks":["strong"],"text":"Common Room:"},{"_key":"e47a565d5c4d","_type":"span","marks":[],"text":" What we’ll use to track job changes—"},{"_key":"45fea1a19544","_type":"span","marks":["9a589a455335"],"text":"sign-up for free"},{"_key":"3f9bb15d362e","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"9a589a455335","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"b21e6f0c2e42","_type":"block","children":[{"_key":"9fb9e4ea8518","_type":"span","marks":["strong"],"text":"Google Sheets or CSV:"},{"_key":"de316159c311","_type":"span","marks":[],"text":" We’ll import a CSV to track contacts."}],"markDefs":[],"style":"callout"},{"_key":"0b12a410ea85","_type":"block","children":[{"_key":"aa19f23e4b0f","_type":"span","marks":["strong"],"text":"CRM or marketing automation access (bonus):"},{"_key":"da13ba8f7b97","_type":"span","marks":[],"text":" If you have admin access to your CRM or marketing automation platform, we can sync contacts to track job changes."}],"markDefs":[],"style":"callout"},{"_key":"c8550eecc848","_type":"anchor","label":"Step 1: Import a CSV or connect a data source"},{"_key":"5ac36040de8a","_type":"block","children":[{"_key":"aed7f9255dec0","_type":"span","marks":[],"text":"Step 1: Import a CSV of contacts (or connect a data source)"}],"markDefs":[],"style":"h3"},{"_key":"1eb61864c4e7","_type":"block","children":[{"_key":"87043cf135da","_type":"span","marks":[],"text":"We’ll first want to connect to sources where your customer data resides (e.g., Salesforce, LinkedIn, Slack) to identify cohorts of contacts we want to track."}],"markDefs":[],"style":"normal"},{"_key":"3ca9bcae7642","_type":"block","children":[{"_key":"c2b871d439790","_type":"span","marks":[],"text":"One super easy way to get customer data into Common Room is through CSV import."}],"markDefs":[],"style":"normal"},{"_key":"a59922fa37cf","_type":"block","children":[{"_key":"a550d326a35f0","_type":"span","marks":[],"text":"After "},{"_key":"a550d326a35f1","_type":"span","marks":["db7596fb35a4"],"text":"creating a free account"},{"_key":"a550d326a35f2","_type":"span","marks":[],"text":", you can click to jump into the "},{"_key":"877eef47e824","_type":"span","marks":["strong"],"text":"Contact"},{"_key":"95cb70f42dbe","_type":"span","marks":[],"text":" view."}],"markDefs":[{"_key":"db7596fb35a4","_type":"link","href":"https://commonroom.io/signup"}],"style":"normal"},{"_key":"73b9afeeccc1","_type":"mainImage","alt":"Members overview with connected sources","asset":{"_ref":"image-235efe6075191927915fccb13f12065a314d30eb-2932x1832-png","_type":"reference"},"caption":"Contact overview with connected sources"},{"_key":"64b804d7e086","_type":"block","children":[{"_key":"96ae410c0b5d0","_type":"span","marks":[],"text":"The screenshot above shows what that looks like when many sources are connected. If you’re starting from a blank slate, this will be empty. But we can quickly fix that with a quick CSV import."}],"markDefs":[],"style":"normal"},{"_key":"56caec33f1cb","_type":"block","children":[{"_key":"004eadd35f220","_type":"span","marks":[],"text":"Click on the "},{"_key":"004eadd35f221","_type":"span","marks":["strong"],"text":"+ Add new contact"},{"_key":"004eadd35f222","_type":"span","marks":[],"text":" button in the top right. Clicking triggers a menu to import new contacts. This feature allows us to import contacts of our community and customers by email, Twitter handle, LinkedIn URL, or GitHub username individually or in bulk."}],"markDefs":[],"style":"normal"},{"_key":"2ad466cf1766","_type":"mainImage","alt":"Add a new member individually or in bulk","asset":{"_ref":"image-8f57f87bd26bb115ea6d6138009ee817228e4c5d-1146x1128-png","_type":"reference"},"caption":"Add a new contact individually or in bulk"},{"_key":"02798f3c1995","_type":"block","children":[{"_key":"1596418eef960","_type":"span","marks":[],"text":"We want to import many contacts, so we’ll select the "},{"_key":"1596418eef961","_type":"span","marks":["strong"],"text":"Bulk add or update contacts"},{"_key":"1596418eef962","_type":"span","marks":[],"text":" link."}],"markDefs":[],"style":"normal"},{"_key":"9595642ecc05","_type":"block","children":[{"_key":"4d4506f8fcf60","_type":"span","marks":[],"text":"We’ll then see a menu that gives us options to add contacts to a segment and add activity. Let’s add these contacts to a new segment and name it something with context."}],"markDefs":[],"style":"normal"},{"_key":"15b683847bc8","_type":"mainImage","alt":"Bulk add contacts to a new segment","asset":{"_ref":"image-88e6fcc394b4b0a0856f7b5d5357fae2c206cbe1-1110x1114-png","_type":"reference"},"caption":"Bulk add contacts to a new segment"},{"_key":"c4b57b473c42","_type":"block","children":[{"_key":"deb9dc71907b","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"4a92780d8523","_type":"span","marks":[],"text":" When importing via CSV, you’ll need to format it using "},{"_key":"3092c4836d19","_type":"span","marks":["2bce14de5239"],"text":"this contact import template"},{"_key":"5e8e5477ccb7","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"2bce14de5239","_type":"link","href":"https://docs.google.com/spreadsheets/d/1ccy9z1RxxglUw-7V0GWKTu5-ZqffeGesMUHFkFztOMw/edit#gid=0"}],"style":"callout"},{"_key":"3382578a7f5d","_type":"block","children":[{"_key":"162a485bd1770","_type":"span","marks":[],"text":"We can click "},{"_key":"9c3014054c15","_type":"span","marks":["strong"],"text":"Continue"},{"_key":"cf28ee79f8bf","_type":"span","marks":[],"text":" to import our CSV with our new segment created."}],"markDefs":[],"style":"normal"},{"_key":"30aba27b0d3b","_type":"mainImage","alt":"Import new contacts by uploading spreadsheet","asset":{"_ref":"image-5e4e6915678c186bb9310cb32327aff01c38dd91-2480x832-png","_type":"reference"},"caption":"Import new contacts by uploading spreadsheet"},{"_key":"f1a1d85f5d35","_type":"block","children":[{"_key":"030641342a730","_type":"span","marks":[],"text":"After uploading the file, you’ll be asked to confirm field mappings, review, and complete the import."}],"markDefs":[],"style":"normal"},{"_key":"e34855012601","_type":"mainImage","alt":"Confirm mappings and import your list of customers","asset":{"_ref":"image-7797161f511926b6d2054fbf37fdff4414024c20-2932x1832-png","_type":"reference"},"caption":"Confirm mappings and import your list of customers"},{"_key":"ce43494da10f","_type":"block","children":[{"_key":"2361e4681167","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"ffd78cc11d3a","_type":"span","marks":[],"text":" While email is the only field required, the more detail you can fill in from the "},{"_key":"881282ec0846","_type":"span","marks":["9f6ad97c1b73"],"text":"import template"},{"_key":"0ff6d791292c","_type":"span","marks":[],"text":", the higher your match rate will be (i.e., you’ll be able to track more job changes)."}],"markDefs":[{"_key":"9f6ad97c1b73","_type":"link","href":"https://docs.google.com/spreadsheets/d/1ccy9z1RxxglUw-7V0GWKTu5-ZqffeGesMUHFkFztOMw/edit#gid=0"}],"style":"callout"},{"_key":"2b1864cd3bb9","_type":"block","children":[{"_key":"a8a089558e480","_type":"span","marks":[],"text":"After confirming your field mapping, your list will begin to import. This might take a few minutes, depending on the size of your list."}],"markDefs":[],"style":"normal"},{"_key":"3f826c11332e","_type":"mainImage","alt":"Segment populating from CSV import","asset":{"_ref":"image-cffc37006e475e623c6511691c577e2a579504f7-2932x1832-png","_type":"reference"},"caption":"Segment populating from CSV import"},{"_key":"0f106b5fa4c6","_type":"anchor","label":"Step 2: Add more sources (optional)"},{"_key":"b1b041fca360","_type":"block","children":[{"_key":"e03c49833f530","_type":"span","marks":[],"text":"Step 2: Connect more sources to improve match rate"}],"markDefs":[],"style":"h3"},{"_key":"383540ab01a7","_type":"block","children":[{"_key":"ab7dce250bad","_type":"span","marks":[],"text":"In addition to CSV import, we suggest connecting to additional customer data sources as it helps with match rates and future use cases. (Feel free to skip this step if you are satisfied with only importing a CSV.)"}],"markDefs":[],"style":"normal"},{"_key":"439f54bd14ec","_type":"block","children":[{"_key":"fb1d2d1f8c310","_type":"span","marks":[],"text":"Out of the box, Common Room connects with dozens of customer data sources like LinkedIn, Slack, HubSpot, Salesforce, Snowflake, Zapier, and "},{"_key":"fb1d2d1f8c311","_type":"span","marks":["ce612b9b281e"],"text":"many more"},{"_key":"fb1d2d1f8c312","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"ce612b9b281e","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"019afec6770d","_type":"block","children":[{"_key":"5925b151af240","_type":"span","marks":[],"text":"Connecting to a new source takes just a few clicks. 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Specifically, you must have the “Super admin” or “Content admin” role; the “Curator” or “Analyst” roles do not have sufficient permissions."}],"markDefs":[],"style":"callout"},{"_key":"5cca8fe0cdc3","_type":"block","children":[{"_key":"6d0d062d79c60","_type":"span","marks":[],"text":"Once LinkedIn is authenticated, data import will begin, and contacts will import into Common Room along with contact activity related to your handle."}],"markDefs":[],"style":"normal"},{"_key":"2db00579f2ab","_type":"block","children":[{"_key":"33346818298b0","_type":"span","marks":[],"text":"We can repeat a similar process to add more sources like "},{"_key":"e9a3c32f48e6","_type":"span","marks":["bc24f80face7"],"text":"Slack"},{"_key":"37406e138fa4","_type":"span","marks":[],"text":" or "},{"_key":"12351e2a7011","_type":"span","marks":["c8d745120e96"],"text":"Twitter"},{"_key":"254a3837bebc","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"bc24f80face7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack"},{"_key":"c8d745120e96","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"}],"style":"normal"},{"_key":"2d8507f6d86e","_type":"block","children":[{"_key":"7db491035d300","_type":"span","marks":[],"text":"Before jumping onto the next step, let’s review how to connect to customer data since that’s likely where your customer attributes are updated and fresh."}],"markDefs":[],"style":"normal"},{"_key":"929baf095c7a","_type":"block","children":[{"_key":"537a08e8ca590","_type":"span","marks":[],"text":"You can do this through native CRM integrations (Salesforce or HubSpot), data warehouse / ETL (Snowflake, Census, Hightouch), Zapier, or API."}],"markDefs":[],"style":"normal"},{"_key":"e0169ada8559","_type":"mainImage","alt":"Connect to business data sources","asset":{"_ref":"image-bbe6c1a0f2aaa69e693d9f503a560041d9fcc10b-2932x1832-png","_type":"reference"},"caption":"Connect to business data sources"},{"_key":"4cf452a3097b","_type":"block","children":[{"_key":"0665d8e9fcc30","_type":"span","marks":[],"text":"Our business data integrations take a touch more customization than the others. 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Can you identify customers? How about influencers?"}],"markDefs":[],"style":"normal"},{"_key":"595090d656cc","_type":"block","children":[{"_key":"dc67e2926d530","_type":"span","marks":[],"text":"Whether you’re just spinning up your Slack community or already have a thriving one, it’s helpful to understand "},{"_key":"dc67e2926d531","_type":"span","marks":["em"],"text":"who"},{"_key":"dc67e2926d532","_type":"span","marks":[],"text":" is in it."}],"markDefs":[],"style":"normal"},{"_key":"6f6564940cd1","_type":"block","children":[{"_key":"a7294f8ad9ec0","_type":"span","marks":[],"text":"With knowledge of member traits—where they work, where they’re located, if they’re a customer or not, their Twitter follower count, etc.—you can unlock all sorts of use cases to activate and grow your Slack community. For example, you could "},{"_key":"a7294f8ad9ec1","_type":"span","marks":["51f9f92929eb"],"text":"send customized messages to new members"},{"_key":"a7294f8ad9ec2","_type":"span","marks":[],"text":" based on their role or "},{"_key":"a7294f8ad9ec3","_type":"span","marks":["e1ea14fc7d95"],"text":"incentivize members"},{"_key":"a7294f8ad9ec4","_type":"span","marks":[],"text":" with a large follower count to amplify your next event."}],"markDefs":[{"_key":"51f9f92929eb","_type":"link","href":"https://www.commonroom.io/playbooks/automate-welcome-messages/"},{"_key":"e1ea14fc7d95","_type":"link","href":"https://www.commonroom.io/playbooks/find-champions-get-more/"}],"style":"normal"},{"_key":"f36bb102e37e","_type":"block","children":[{"_key":"2af7cd3bbe280","_type":"span","marks":[],"text":"The problem is that Slack doesn’t provide much helpful contextual member information by default. 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We’ll also tag and cohort members—"},{"_key":"27ed3a548fb7","_type":"span","marks":["b8fecb678a02"],"text":"sign-up for free"},{"_key":"3b7798266edb","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"b8fecb678a02","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"e8eaee514fa9","_type":"block","children":[{"_key":"ea7896ddd4e5","_type":"span","marks":["strong"],"text":"Slack"},{"_key":"fecb32117eaf","_type":"span","marks":[],"text":": You’ll need admin or editor permissions on Slack if you want to send messages to your community members via Slack."}],"markDefs":[],"style":"callout"},{"_key":"31804f5eec1e","_type":"anchor","label":"Step 1: Connect to Slack"},{"_key":"6f9b2f7e8ba3","_type":"block","children":[{"_key":"8b9b50f0ad77","_type":"span","marks":[],"text":"Step 1: Connect to Slack"}],"markDefs":[],"style":"h3"},{"_key":"84a50e30b4cb","_type":"block","children":[{"_key":"b9d8e45e0c7b0","_type":"span","marks":[],"text":"This is a Slack-specific playbook, so we’ll first connect Slack to Common Room."}],"markDefs":[],"style":"normal"},{"_key":"d2cd1ae69086","_type":"block","children":[{"_key":"b169b183686c0","_type":"span","marks":[],"text":"With Slack connected, we’ll be able to see our members, their activity, info about where they work, and a whole lot more."}],"markDefs":[],"style":"normal"},{"_key":"43fa9fe84c8b","_type":"block","children":[{"_key":"69b63205fcbb0","_type":"span","marks":[],"text":"To connect to Slack, we can head over to "},{"_key":"69b63205fcbb1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"69b63205fcbb2","_type":"span","marks":[],"text":" in Common Room and choose to connect to Slack."}],"markDefs":[],"style":"normal"},{"_key":"5c3001390fbe","_type":"mainImage","alt":"Choose to + Connect to Slack in the Sources overview","asset":{"_ref":"image-d99e73f9003636168b18d999fa7d94b0a2e59654-800x640-png","_type":"reference"},"caption":"Choose to + Connect to Slack in the Sources overview"},{"_key":"5d279b844c0d","_type":"block","children":[{"_key":"b8512a2e14090","_type":"span","marks":[],"text":"After moving through a few integration prompts, you’ll be asked to confirm that you’re an admin to authenticate."}],"markDefs":[],"style":"normal"},{"_key":"5b05386a4361","_type":"mainImage","alt":"Authenticate Slack before data import","asset":{"_ref":"image-74776e968f95bd0119d0214fcb22b14becf355ee-2006x1290-png","_type":"reference"},"caption":"Authenticate Slack before data import"},{"_key":"2f50d6e925c1","_type":"block","children":[{"_key":"e2576bede577","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"04fc7c1e814a","_type":"span","marks":[],"text":" To import data from Slack, you’ll need "},{"_key":"dcab966c1cae","_type":"span","marks":["47a6a992f79f"],"text":"permission to add applications"},{"_key":"8e02b33a1798","_type":"span","marks":[],"text":" to your Slack workspace."}],"markDefs":[{"_key":"47a6a992f79f","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack#required-permissions"}],"style":"callout"},{"_key":"3245c480ad09","_type":"block","children":[{"_key":"c8098ef752370","_type":"span","marks":[],"text":"Once authenticated, data will start importing into Common Room. 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We can type “eng” into the search box and select engineering roles that apply."}],"markDefs":[],"style":"normal"},{"_key":"9eadf4258db7","_type":"mainImage","alt":"Filter members by role","asset":{"_ref":"image-415236c5df1507f11a6dfde3754384297561bcc7-530x1002-png","_type":"reference"},"caption":"Filter members by role"},{"_key":"5860f45c3b64","_type":"block","children":[{"_key":"3b729a0327f70","_type":"span","marks":[],"text":"Adding these filters gets us down to a smaller, more manageable list. With this view alone, we can share with our go-to-market teams or export to a CSV. But we have bigger ambitions than that, like automating workflows, sending messages, and tracking the growth of this group over time."}],"markDefs":[],"style":"normal"},{"_key":"aa23cd27ab75","_type":"block","children":[{"_key":"f2e98329df4e0","_type":"span","marks":[],"text":"We’ll want to tag this group with something like "},{"_key":"f2e98329df4e1","_type":"span","marks":["strong"],"text":"ICP"},{"_key":"f2e98329df4e2","_type":"span","marks":[],"text":" to do all of the above and more. And we can simply do that by clicking the select all checkbox and then the "},{"_key":"f2e98329df4e3","_type":"span","marks":["strong"],"text":"Tag"},{"_key":"f2e98329df4e4","_type":"span","marks":[],"text":" button."}],"markDefs":[],"style":"normal"},{"_key":"468ea585d044","_type":"mainImage","alt":"Add a tag to filtered members","asset":{"_ref":"image-410d910c59b5f0c421da94a5966d5250764c1cfd-874x350-png","_type":"reference"},"caption":"Add a tag to filtered members"},{"_key":"2c87f4412acf","_type":"block","children":[{"_key":"a841acf517030","_type":"span","marks":[],"text":"And just like that, we can now see and keep track of all members in our Slack community who match our ideal customer profile."}],"markDefs":[],"style":"normal"},{"_key":"5004b869eb60","_type":"anchor","label":"Step 3: Automatically tag members"},{"_key":"3fc65c1ea9c3","_type":"block","children":[{"_key":"6d1cde443b710","_type":"span","marks":[],"text":"Step 3: Automatically tag members"}],"markDefs":[],"style":"h3"},{"_key":"8e39eed2ffe7","_type":"block","children":[{"_key":"de886cbc86460","_type":"span","marks":[],"text":"In the step above, we added an “Ideal customer” tag to members. 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"},{"_key":"a4098e8416231","_type":"span","marks":["e364c15386c8"],"text":"Salesforce"},{"_key":"a4098e8416232","_type":"span","marks":[],"text":" is our source of truth for who owns which opportunities."}],"markDefs":[{"_key":"e364c15386c8","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"normal"},{"_key":"5bd30c61dce1","_type":"block","children":[{"_key":"7436a841447d0","_type":"span","marks":[],"text":"By connecting it to Common Room, we can use Salesforce fields to filter for the opportunities owned by us."}],"markDefs":[],"style":"normal"},{"_key":"51c57df1aaf9","_type":"block","children":[{"_key":"3564358bd4e20","_type":"span","marks":[],"text":"💡 You can set up a bidirectional integration with either Salesforce or "},{"_key":"3564358bd4e21","_type":"span","marks":["048dd828ecf4"],"text":"HubSpot"},{"_key":"3564358bd4e22","_type":"span","marks":[],"text":" so you can see your CRM data alongside the insights you uncover in 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We can send them emails and Slack DMs, jump to their social profiles, sync their records with Salesforce, and more—all from the same place."}],"markDefs":[],"style":"normal"},{"_key":"b4f372c2044a","_type":"mainImage","asset":{"_ref":"image-2696f659cc6194f340c69fdba21ae355b0aabb24-437x404-png","_type":"reference"},"caption":"View task options"},{"_key":"2af910e95fe2","_type":"block","children":[{"_key":"1c3d8b3962b80","_type":"span","marks":[],"text":"Let the multithreading begin."}],"markDefs":[],"style":"normal"},{"_key":"61d8eb1b7463","_type":"anchor","label":"Step 5: Multithread accounts"},{"_key":"d8575135baa2","_type":"block","children":[{"_key":"4d1f1733d9080","_type":"span","marks":[],"text":"Step 5: Multithread accounts"}],"markDefs":[],"style":"h3"},{"_key":"9c226ad8c30c","_type":"block","children":[{"_key":"d07a6192a38e0","_type":"span","marks":[],"text":"We can preview or click into every person in our segment and work down our list organization by organization."}],"markDefs":[],"style":"normal"},{"_key":"fe794ef4bbfc","_type":"block","children":[{"_key":"44b77cf3738e0","_type":"span","marks":[],"text":"First let’s make sure we’re concentrating on opportunities that are ready for multithreading."}],"markDefs":[],"style":"normal"},{"_key":"bc5f198e67f6","_type":"block","children":[{"_key":"dbada28801c30","_type":"span","marks":[],"text":"Click "},{"_key":"dbada28801c31","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"dbada28801c32","_type":"span","marks":[],"text":", choose "},{"_key":"dbada28801c33","_type":"span","marks":["strong"],"text":"Salesforce"},{"_key":"dbada28801c34","_type":"span","marks":[],"text":", and select "},{"_key":"dbada28801c35","_type":"span","marks":["strong"],"text":"Opportunity Stage"},{"_key":"dbada28801c36","_type":"span","marks":[],"text":". Now click "},{"_key":"dbada28801c37","_type":"span","marks":["strong"],"text":"Value Proposition"},{"_key":"dbada28801c38","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"fba9be496f01","_type":"block","children":[{"_key":"84eac60447ee0","_type":"span","marks":[],"text":"Okay, now let’s make it easy to focus on one organization at a time."}],"markDefs":[],"style":"normal"},{"_key":"8041950aca61","_type":"block","children":[{"_key":"f793e135f0330","_type":"span","marks":[],"text":"Click "},{"_key":"f793e135f0331","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"f793e135f0332","_type":"span","marks":[],"text":" and choose "},{"_key":"f793e135f0333","_type":"span","marks":["strong"],"text":"Name"},{"_key":"f793e135f0334","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"fe90d7ba3ba5","_type":"mainImage","asset":{"_ref":"image-2a34c185980f1c850fcf6dbdeaee2a650f9b0f2b-2470x1308-png","_type":"reference"},"caption":"Select Name"},{"_key":"50c3fe39c2bb","_type":"block","children":[{"_key":"d8be00753c500","_type":"span","marks":[],"text":"Input the name of an organization we own and boom—we now have visibility into every person in our segment associated with that particular company."}],"markDefs":[],"style":"normal"},{"_key":"37233f58bdca","_type":"mainImage","asset":{"_ref":"image-0949213458d1e73e035690ffb49eadaf9a981287-2166x1174-png","_type":"reference"},"caption":"View segment"},{"_key":"19f4bb113503","_type":"block","children":[{"_key":"6ab225e03ce10","_type":"span","marks":[],"text":"Let’s dig deeper. 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Well, now they do."}],"markDefs":[],"style":"normal"},{"_key":"c2705f4c47e2","_type":"block","children":[{"_key":"78c0587667b30","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to create an SDR command center that will help reps discover, research, and action on leads all from one place."}],"markDefs":[],"style":"normal"},{"_key":"39aa94fe48e7","_type":"block","children":[{"_key":"b230b649d2f40","_type":"span","marks":[],"text":"Let’s get this party started 🥳"}],"markDefs":[],"style":"normal"},{"_key":"aee00b13d433","_type":"block","children":[{"_key":"787b9a5a83a40","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"9b0b18b40295","_type":"block","children":[{"_key":"74663882b4ac0","_type":"span","marks":[],"text":"Common Room (this is how we’ll create customized workspaces for sales reps—"},{"_key":"74663882b4ac1","_type":"span","marks":["3e753f884690"],"text":"sign up for free"},{"_key":"74663882b4ac2","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"3e753f884690","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"f4f8ef959d8b","_type":"block","children":[{"_key":"be4498ebde570","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use LinkedIn, Twitter, and Slack)"}],"markDefs":[],"style":"callout"},{"_key":"417c07136967","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"d6dbac5aa3c3","_type":"block","children":[{"_key":"e41a47ea44700","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"ddc0bc7ffa1a","_type":"block","children":[{"_key":"8b2946b68dba0","_type":"span","marks":[],"text":"Common Room helps reps uncover opportunities they would otherwise miss by providing full visibility into hard-to-see buyer signals across digital channels."}],"markDefs":[],"style":"normal"},{"_key":"5dc1f0dec717","_type":"block","children":[{"_key":"f1884154d8a10","_type":"span","marks":[],"text":"In this example we’ll connect "},{"_key":"f1884154d8a11","_type":"span","marks":["2a1894546f7a"],"text":"LinkedIn"},{"_key":"f1884154d8a12","_type":"span","marks":[],"text":", "},{"_key":"f1884154d8a13","_type":"span","marks":["fd0ae326041b"],"text":"Twitter"},{"_key":"f1884154d8a14","_type":"span","marks":[],"text":", and "},{"_key":"f1884154d8a15","_type":"span","marks":["8855c02d2ea4"],"text":"Slack"},{"_key":"f1884154d8a16","_type":"span","marks":[],"text":" to Common Room, but keep in mind that the more data sources you connect, the more buyer identity, intent, and context you’ll uncover."}],"markDefs":[{"_key":"2a1894546f7a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"fd0ae326041b","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"8855c02d2ea4","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack"}],"style":"normal"},{"_key":"8c43a0f9c200","_type":"block","children":[{"_key":"63aa49f1f2b10","_type":"span","marks":[],"text":"💡 Common Room provides dozens of natively built and fully managed "},{"_key":"63aa49f1f2b11","_type":"span","marks":["4dd42c779ca2"],"text":"integrations"},{"_key":"63aa49f1f2b12","_type":"span","marks":[],"text":" with popular digital channels so you can get full visibility into your buyer ecosystem."}],"markDefs":[{"_key":"4dd42c779ca2","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"f56c8b9cf56f","_type":"block","children":[{"_key":"852042f2e1870","_type":"span","marks":[],"text":"Log in to Common Room, click on "},{"_key":"852042f2e1871","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"852042f2e1872","_type":"span","marks":[],"text":" in the left sidebar (the little ⚙️ icon at the bottom), and navigate to "},{"_key":"852042f2e1873","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"852042f2e1874","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"98066b9f13cd","_type":"mainImage","asset":{"_ref":"image-241cebab6d7b130c60a6b861fb19851aae37801e-3840x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"78a5cc32f933","_type":"block","children":[{"_key":"75db1299a67b0","_type":"span","marks":[],"text":"Select LinkedIn."}],"markDefs":[],"style":"normal"},{"_key":"72cf4360ec4c","_type":"mainImage","asset":{"_ref":"image-0d68927728149ce2160009ec1257bf232a8792ab-1322x904-png","_type":"reference"},"caption":"Select LinkedIn"},{"_key":"229a8ee8ec1e","_type":"block","children":[{"_key":"fbae9a611e460","_type":"span","marks":[],"text":"Once you hit "},{"_key":"fbae9a611e461","_type":"span","marks":["strong"],"text":"Connect LinkedIn"},{"_key":"fbae9a611e462","_type":"span","marks":[],"text":" and authenticate your account, you’re all set. Data will start flowing into Common Room 😎"}],"markDefs":[],"style":"normal"},{"_key":"292b87edecc5","_type":"block","children":[{"_key":"ea3ebdad8a990","_type":"span","marks":[],"text":"We’d follow the same general process for Twitter and Slack."}],"markDefs":[],"style":"normal"},{"_key":"3b5c9e82edc9","_type":"block","children":[{"_key":"1d8d81f2df050","_type":"span","marks":[],"text":"Okay, now let’s put this data to work."}],"markDefs":[],"style":"normal"},{"_key":"c10f7aff33e4","_type":"anchor","label":"Step 2: Create segments for plays"},{"_key":"614187e8edb8","_type":"block","children":[{"_key":"e7c97c5fd1ab0","_type":"span","marks":[],"text":"Step 2: Create segments for different sales plays"}],"markDefs":[],"style":"h3"},{"_key":"7c0f2399eaf2","_type":"block","children":[{"_key":"e1ab67a5c8f00","_type":"span","marks":[],"text":"Click "},{"_key":"e1ab67a5c8f01","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"e1ab67a5c8f02","_type":"span","marks":[],"text":" to leave the "},{"_key":"e1ab67a5c8f03","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"e1ab67a5c8f04","_type":"span","marks":[],"text":" menu, then click on "},{"_key":"e1ab67a5c8f05","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"e1ab67a5c8f06","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"23d4dfa3c65e","_type":"mainImage","asset":{"_ref":"image-687e1d622737e5843338bb0016e2ce59fb62be48-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"9dc38b666681","_type":"block","children":[{"_key":"6ed5dbbb3c480","_type":"span","marks":[],"text":"We can create automated segments for both leads and accounts, making them as broad or as granular as we want. 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Click "},{"_key":"0470fb192ab53","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"0470fb192ab54","_type":"span","marks":[],"text":" and choose "},{"_key":"0470fb192ab55","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"0470fb192ab56","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"7da65b50fadc","_type":"mainImage","asset":{"_ref":"image-210fc9a0d89090e6faa7f3fc25a05bb8864d49b9-2550x1318-png","_type":"reference"},"caption":"Select Contact tags"},{"_key":"19d6c031e7f6","_type":"block","children":[{"_key":"f24270f42cb00","_type":"span","marks":[],"text":"Select "},{"_key":"f24270f42cb01","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"f24270f42cb02","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"043788b1b582","_type":"mainImage","asset":{"_ref":"image-385d5e115ca47c1a8a16b7b297fb59f8226fa961-552x526-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"ef7ad681aad6","_type":"block","children":[{"_key":"3ca971d101df0","_type":"span","marks":[],"text":"Boom, now anyone with head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, or CEO in their job title will automatically be added to this segment 🙌"}],"markDefs":[],"style":"normal"},{"_key":"440e2a5bee72","_type":"block","children":[{"_key":"db4d875bce510","_type":"span","marks":[],"text":"But we don’t just want decision-makers—we want people who match our criteria for ideal buyers."}],"markDefs":[],"style":"normal"},{"_key":"da1df4b0a886","_type":"block","children":[{"_key":"bbc34f627ab70","_type":"span","marks":[],"text":"Let’s say we’ve already configured our ideal persona tag (you can learn more about creating and customizing tags "},{"_key":"709243d97022","_type":"span","marks":["1858fbdb054d"],"text":"here"},{"_key":"fb747443d405","_type":"span","marks":[],"text":"). 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Well, now they do."}],"markDefs":[],"style":"normal"},{"_key":"c2705f4c47e2","_type":"block","children":[{"_key":"78c0587667b30","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to create an SDR command center that will help reps discover, research, and action on leads all from one place."}],"markDefs":[],"style":"normal"},{"_key":"39aa94fe48e7","_type":"block","children":[{"_key":"b230b649d2f40","_type":"span","marks":[],"text":"Let’s get this party started 🥳"}],"markDefs":[],"style":"normal"},{"_key":"aee00b13d433","_type":"block","children":[{"_key":"787b9a5a83a40","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"9b0b18b40295","_type":"block","children":[{"_key":"74663882b4ac0","_type":"span","marks":[],"text":"Common Room (this is how we’ll create customized workspaces for sales reps—"},{"_key":"74663882b4ac1","_type":"span","marks":["3e753f884690"],"text":"sign up for free"},{"_key":"74663882b4ac2","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"3e753f884690","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"f4f8ef959d8b","_type":"block","children":[{"_key":"be4498ebde570","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use LinkedIn, Twitter, and Slack)"}],"markDefs":[],"style":"callout"},{"_key":"417c07136967","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"d6dbac5aa3c3","_type":"block","children":[{"_key":"e41a47ea44700","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"ddc0bc7ffa1a","_type":"block","children":[{"_key":"8b2946b68dba0","_type":"span","marks":[],"text":"Common Room helps reps uncover opportunities they would otherwise miss by providing full visibility into hard-to-see buyer signals across digital channels."}],"markDefs":[],"style":"normal"},{"_key":"5dc1f0dec717","_type":"block","children":[{"_key":"f1884154d8a10","_type":"span","marks":[],"text":"In this example we’ll connect "},{"_key":"f1884154d8a11","_type":"span","marks":["2a1894546f7a"],"text":"LinkedIn"},{"_key":"f1884154d8a12","_type":"span","marks":[],"text":", "},{"_key":"f1884154d8a13","_type":"span","marks":["fd0ae326041b"],"text":"Twitter"},{"_key":"f1884154d8a14","_type":"span","marks":[],"text":", and "},{"_key":"f1884154d8a15","_type":"span","marks":["8855c02d2ea4"],"text":"Slack"},{"_key":"f1884154d8a16","_type":"span","marks":[],"text":" to Common Room, but keep in mind that the more data sources you connect, the more buyer identity, intent, and context you’ll uncover."}],"markDefs":[{"_key":"2a1894546f7a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"fd0ae326041b","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"8855c02d2ea4","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack"}],"style":"normal"},{"_key":"8c43a0f9c200","_type":"block","children":[{"_key":"63aa49f1f2b10","_type":"span","marks":[],"text":"💡 Common Room provides dozens of natively built and fully managed "},{"_key":"63aa49f1f2b11","_type":"span","marks":["4dd42c779ca2"],"text":"integrations"},{"_key":"63aa49f1f2b12","_type":"span","marks":[],"text":" with popular digital channels so you can get full visibility into your buyer ecosystem."}],"markDefs":[{"_key":"4dd42c779ca2","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"f56c8b9cf56f","_type":"block","children":[{"_key":"852042f2e1870","_type":"span","marks":[],"text":"Log in to Common Room, click on "},{"_key":"852042f2e1871","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"852042f2e1872","_type":"span","marks":[],"text":" in the left sidebar (the little ⚙️ icon at the bottom), and navigate to "},{"_key":"852042f2e1873","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"852042f2e1874","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"98066b9f13cd","_type":"mainImage","asset":{"_ref":"image-241cebab6d7b130c60a6b861fb19851aae37801e-3840x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"78a5cc32f933","_type":"block","children":[{"_key":"75db1299a67b0","_type":"span","marks":[],"text":"Select LinkedIn."}],"markDefs":[],"style":"normal"},{"_key":"72cf4360ec4c","_type":"mainImage","asset":{"_ref":"image-0d68927728149ce2160009ec1257bf232a8792ab-1322x904-png","_type":"reference"},"caption":"Select LinkedIn"},{"_key":"229a8ee8ec1e","_type":"block","children":[{"_key":"fbae9a611e460","_type":"span","marks":[],"text":"Once you hit "},{"_key":"fbae9a611e461","_type":"span","marks":["strong"],"text":"Connect LinkedIn"},{"_key":"fbae9a611e462","_type":"span","marks":[],"text":" and authenticate your account, you’re all set. Data will start flowing into Common Room 😎"}],"markDefs":[],"style":"normal"},{"_key":"292b87edecc5","_type":"block","children":[{"_key":"ea3ebdad8a990","_type":"span","marks":[],"text":"We’d follow the same general process for Twitter and Slack."}],"markDefs":[],"style":"normal"},{"_key":"3b5c9e82edc9","_type":"block","children":[{"_key":"1d8d81f2df050","_type":"span","marks":[],"text":"Okay, now let’s put this data to work."}],"markDefs":[],"style":"normal"},{"_key":"c10f7aff33e4","_type":"anchor","label":"Step 2: Create segments for plays"},{"_key":"614187e8edb8","_type":"block","children":[{"_key":"e7c97c5fd1ab0","_type":"span","marks":[],"text":"Step 2: Create segments for different sales plays"}],"markDefs":[],"style":"h3"},{"_key":"7c0f2399eaf2","_type":"block","children":[{"_key":"e1ab67a5c8f00","_type":"span","marks":[],"text":"Click "},{"_key":"e1ab67a5c8f01","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"e1ab67a5c8f02","_type":"span","marks":[],"text":" to leave the "},{"_key":"e1ab67a5c8f03","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"e1ab67a5c8f04","_type":"span","marks":[],"text":" menu, then click on "},{"_key":"e1ab67a5c8f05","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"e1ab67a5c8f06","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"23d4dfa3c65e","_type":"mainImage","asset":{"_ref":"image-687e1d622737e5843338bb0016e2ce59fb62be48-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"9dc38b666681","_type":"block","children":[{"_key":"6ed5dbbb3c480","_type":"span","marks":[],"text":"We can create automated segments for both leads and accounts, making them as broad or as granular as we want. This allows us to automatically surface and sort people and organizations for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"96e8f4c93a93","_type":"block","children":[{"_key":"538464f20eb80","_type":"span","marks":[],"text":"💡 "},{"_key":"538464f20eb81","_type":"span","marks":["ecdcd3066ab6"],"text":"Segments"},{"_key":"538464f20eb82","_type":"span","marks":[],"text":" in Common Room are fully customizable, allowing you to build tailored prospect lists you can track, report on, and engage at scale."}],"markDefs":[{"_key":"ecdcd3066ab6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"46c523a1cfb0","_type":"block","children":[{"_key":"b31a7ec515be0","_type":"span","marks":[],"text":"For instance, we could quickly create segments for product-qualified leads from enterprise organizations."}],"markDefs":[],"style":"normal"},{"_key":"f40ad20b2c9f","_type":"block","children":[{"_key":"39bfe680c2e40","_type":"span","marks":[],"text":"Or we could build segments for people with certain job titles who work in particular industries."}],"markDefs":[],"style":"normal"},{"_key":"f28549a96b4f","_type":"block","children":[{"_key":"b02c0996d1f60","_type":"span","marks":[],"text":"We could even create a segment for companies that meet a predetermined annual revenue threshold and have specific tools in their tech stacks."}],"markDefs":[],"style":"normal"},{"_key":"7caf553a0f90","_type":"block","children":[{"_key":"41ff48d23df90","_type":"span","marks":[],"text":"The possibilities are endless."}],"markDefs":[],"style":"normal"},{"_key":"b59290ba1be9","_type":"block","children":[{"_key":"460cc5bdcfae0","_type":"span","marks":[],"text":"💡 Common Room’s "},{"_key":"460cc5bdcfae1","_type":"span","marks":["af140a0fbd60"],"text":"filters"},{"_key":"460cc5bdcfae2","_type":"span","marks":[],"text":" and "},{"_key":"460cc5bdcfae3","_type":"span","marks":["821030a8ff65"],"text":"tags"},{"_key":"460cc5bdcfae4","_type":"span","marks":[],"text":" make it easy to slice and dice your data with the click of a button so you can quickly find individuals and organizations that share certain attributes, take particular actions, or match specific criteria."}],"markDefs":[{"_key":"af140a0fbd60","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"},{"_key":"821030a8ff65","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8f8373b33b81","_type":"block","children":[{"_key":"da28ac0ef4500","_type":"span","marks":[],"text":"In this case, we’ll start with a segment for economic buyers who match our ideal persona and recently changed jobs."}],"markDefs":[],"style":"normal"},{"_key":"0351e97115e0","_type":"block","children":[{"_key":"9d247b93a2ac0","_type":"span","marks":[],"text":"Hit "},{"_key":"9d247b93a2ac1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"9d247b93a2ac2","_type":"span","marks":[],"text":" and select "},{"_key":"9d247b93a2ac3","_type":"span","marks":["strong"],"text":"Create new segment for contacts"},{"_key":"9d247b93a2ac4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"009f16e2bc75","_type":"mainImage","asset":{"_ref":"image-f2c87a2a08196e89eb4c06bf017eaf4e8c17896f-858x350-png","_type":"reference"},"caption":"Select Create new segment for contacts"},{"_key":"6267511bf2bc","_type":"block","children":[{"_key":"f54f78f3cf380","_type":"span","marks":[],"text":"We’ll give our segment a name and short description, then click "},{"_key":"f54f78f3cf381","_type":"span","marks":["strong"],"text":"Set up management rules"},{"_key":"f54f78f3cf382","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"7358cadf857d","_type":"mainImage","asset":{"_ref":"image-4d6e7480ac627a295bd1fb9b95af4b5e4fc567de-2200x670-png","_type":"reference"},"caption":"Select Set up management rules"},{"_key":"5858b3ecc6bd","_type":"block","children":[{"_key":"0470fb192ab50","_type":"span","marks":[],"text":"Now we’ll hit "},{"_key":"0470fb192ab51","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"0470fb192ab52","_type":"span","marks":[],"text":" and configure our segment. Click "},{"_key":"0470fb192ab53","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"0470fb192ab54","_type":"span","marks":[],"text":" and choose "},{"_key":"0470fb192ab55","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"0470fb192ab56","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"7da65b50fadc","_type":"mainImage","asset":{"_ref":"image-210fc9a0d89090e6faa7f3fc25a05bb8864d49b9-2550x1318-png","_type":"reference"},"caption":"Select Contact tags"},{"_key":"19d6c031e7f6","_type":"block","children":[{"_key":"f24270f42cb00","_type":"span","marks":[],"text":"Select "},{"_key":"f24270f42cb01","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"f24270f42cb02","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"043788b1b582","_type":"mainImage","asset":{"_ref":"image-385d5e115ca47c1a8a16b7b297fb59f8226fa961-552x526-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"ef7ad681aad6","_type":"block","children":[{"_key":"3ca971d101df0","_type":"span","marks":[],"text":"Boom, now anyone with head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, or CEO in their job title will automatically be added to this segment 🙌"}],"markDefs":[],"style":"normal"},{"_key":"440e2a5bee72","_type":"block","children":[{"_key":"db4d875bce510","_type":"span","marks":[],"text":"But we don’t just want decision-makers—we want people who match our criteria for ideal buyers."}],"markDefs":[],"style":"normal"},{"_key":"da1df4b0a886","_type":"block","children":[{"_key":"bbc34f627ab70","_type":"span","marks":[],"text":"Let’s say we’ve already configured our ideal persona tag (you can learn more about creating and customizing tags "},{"_key":"709243d97022","_type":"span","marks":["1858fbdb054d"],"text":"here"},{"_key":"fb747443d405","_type":"span","marks":[],"text":"). We’ll hit "},{"_key":"bbc34f627ab71","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"bbc34f627ab72","_type":"span","marks":[],"text":" and choose "},{"_key":"bbc34f627ab73","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bbc34f627ab74","_type":"span","marks":[],"text":" once again. Then we’ll select "},{"_key":"bbc34f627ab75","_type":"span","marks":["strong"],"text":"Ideal persona"},{"_key":"bbc34f627ab76","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[{"_key":"1858fbdb054d","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/member-tags","openTab":true}],"style":"normal"},{"_key":"409810753891","_type":"mainImage","asset":{"_ref":"image-558d32af15369575439b68a97cd069669c8d64e5-552x456-png","_type":"reference"},"caption":"Select Ideal persona"},{"_key":"1d0ea96e9858","_type":"block","children":[{"_key":"c57d13cf2b5e0","_type":"span","marks":[],"text":"Finally, let’s make sure we zero in on individuals who recently changed roles. Click "},{"_key":"c57d13cf2b5e1","_type":"span","marks":["strong"],"text":"Add filter "},{"_key":"c57d13cf2b5e2","_type":"span","marks":[],"text":"one more time and choose "},{"_key":"c57d13cf2b5e3","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"c57d13cf2b5e4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"c2132b74c0af","_type":"mainImage","asset":{"_ref":"image-25ecfe554b4f455c8a155a79db757a0337e6255f-2504x1308-png","_type":"reference"},"caption":"Select Org change"},{"_key":"381808301849","_type":"block","children":[{"_key":"d13922d0b7330","_type":"span","marks":[],"text":"We can click on the filter itself to customize the date range to our liking."}],"markDefs":[],"style":"normal"},{"_key":"bc840bac4ed2","_type":"mainImage","asset":{"_ref":"image-9e80a8b1729cb9998af87b52e290bb19a8834fe6-790x662-png","_type":"reference"},"caption":"Configure Org change filter"},{"_key":"73ff7b4a1c05","_type":"block","children":[{"_key":"0207c352f12e0","_type":"span","marks":[],"text":"Once we’re done, we’ll click "},{"_key":"0207c352f12e1","_type":"span","marks":["strong"],"text":"Save"},{"_key":"0207c352f12e2","_type":"span","marks":[],"text":". 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We’ll narrow it down using filters."}],"markDefs":[],"style":"normal"},{"_key":"dfc3f308808b","_type":"block","children":[{"_key":"8074ef77c5af0","_type":"span","marks":[],"text":"💡 You can choose from a wide variety of "},{"_key":"8074ef77c5af1","_type":"span","marks":["c1ec38cb1bba"],"text":"filters"},{"_key":"8074ef77c5af2","_type":"span","marks":[],"text":" to drill down into individuals, organizations, and activities based on the criteria that matter most to you."}],"markDefs":[{"_key":"c1ec38cb1bba","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/filters-and-sorting"}],"style":"callout"},{"_key":"26b509564e4c","_type":"block","children":[{"_key":"7f353ffb52990","_type":"span","marks":[],"text":"Click "},{"_key":"7f353ffb52991","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"7f353ffb52992","_type":"span","marks":[],"text":" and choose "},{"_key":"7f353ffb52993","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"7f353ffb52994","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"b620ced8ad71","_type":"mainImage","asset":{"_ref":"image-c0f3c5fa38f6e4ee1ea63fbb5001c1b90fa2e753-2732x1386-png","_type":"reference"},"caption":"Select Member tags"},{"_key":"e9fde16f61e8","_type":"block","children":[{"_key":"026ede4611500","_type":"span","marks":[],"text":"This will open up a dropdown menu of options. Select "},{"_key":"026ede4611501","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"026ede4611502","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"a749435da092","_type":"mainImage","asset":{"_ref":"image-4d178dcf2d5a2f9894d5afa0d25dcfa0c9fe2ac3-684x914-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"a49932544296","_type":"block","children":[{"_key":"9d046c0dc0da0","_type":"span","marks":[],"text":"This is a default tag available to all Common Room users. 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If you wish, you can also "},{"_key":"f57908da0ed41","_type":"span","marks":["e702fb65dadd"],"text":"add them to an Outreach sequence"},{"_key":"f57908da0ed42","_type":"span","marks":[],"text":", send them a message, add them to a "},{"_key":"f57908da0ed43","_type":"span","marks":["36942957b0b6"],"text":"segment"},{"_key":"f57908da0ed44","_type":"span","marks":[],"text":", and more."}],"markDefs":[{"_key":"e702fb65dadd","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/add-members-to-an-outreach-sequence"},{"_key":"36942957b0b6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page/segments-page-home"}],"style":"normal"},{"_key":"8bde240e7cf4","_type":"mainImage","asset":{"_ref":"image-50b6d65fd882e228dca8c47a43cdc08a2753b04a-3840x2160-png","_type":"reference"},"caption":"View preview"},{"_key":"0c055493304d","_type":"block","children":[{"_key":"a0d87644a3310","_type":"span","marks":[],"text":"We can add more filters to drill down further. 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Now they can."}],"markDefs":[],"style":"normal"},{"_key":"9f8410ab81a0","_type":"block","children":[{"_key":"59bb40a069b90","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to automatically track economic buyers who are engaging with your company, make sure they fit your ideal customer profile, and take action at the right time."}],"markDefs":[],"style":"normal"},{"_key":"4865a4ca4f66","_type":"block","children":[{"_key":"eabe2109e1230","_type":"span","marks":[],"text":"Let’s get to it 😎"}],"markDefs":[],"style":"normal"},{"_key":"2f831970f7ca","_type":"block","children":[{"_key":"3113c87b59170","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"9fcdddaf232f","_type":"block","children":[{"_key":"792a22f24ef60","_type":"span","marks":[],"text":"Common Room (this is how we’ll find and filter digital activity—"},{"_key":"792a22f24ef61","_type":"span","marks":["ceacc07c048e"],"text":"sign up for free"},{"_key":"792a22f24ef62","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"ceacc07c048e","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"601cba8cf45e","_type":"block","children":[{"_key":"48a96bafa6250","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use LinkedIn, Discourse, and Meetup)"}],"markDefs":[],"style":"callout"},{"_key":"eaa3c1f4cdba","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"386328937567","_type":"block","children":[{"_key":"5866f185f514","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"e843f11c0867","_type":"block","children":[{"_key":"c307f78c09100","_type":"span","marks":[],"text":"First we need to see everywhere our buyers are congregating."}],"markDefs":[],"style":"normal"},{"_key":"c6c63d445f7f","_type":"block","children":[{"_key":"c8e8e64c05de0","_type":"span","marks":[],"text":"Let’s say we see a lot of activity across "},{"_key":"c8e8e64c05de1","_type":"span","marks":["c00670196e0a"],"text":"LinkedIn"},{"_key":"c8e8e64c05de2","_type":"span","marks":[],"text":", our "},{"_key":"c8e8e64c05de3","_type":"span","marks":["b770a0a9860d"],"text":"Discourse"},{"_key":"c8e8e64c05de4","_type":"span","marks":[],"text":" forum, and the events we host on "},{"_key":"c8e8e64c05de5","_type":"span","marks":["d6fb5dc48b82"],"text":"Meetup"},{"_key":"c8e8e64c05de6","_type":"span","marks":[],"text":". The first thing we’ll do is connect these data sources to Common Room."}],"markDefs":[{"_key":"c00670196e0a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"b770a0a9860d","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/discourse"},{"_key":"d6fb5dc48b82","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/meetup"}],"style":"normal"},{"_key":"efede367311a","_type":"block","children":[{"_key":"41dce4b6849f0","_type":"span","marks":[],"text":"💡 Common Room provides dozens of natively built and fully managed "},{"_key":"41dce4b6849f1","_type":"span","marks":["44e1c26d305d"],"text":"integrations"},{"_key":"41dce4b6849f2","_type":"span","marks":[],"text":", as well as various data importing options. The more data sources you connect to Common Room, the more visibility you’ll get into digital activity and user identity."}],"markDefs":[{"_key":"44e1c26d305d","_type":"link","href":"https://docs.commonroom.io/get-started/integrations"}],"style":"callout"},{"_key":"a8c78c903963","_type":"block","children":[{"_key":"85e3908fd4570","_type":"span","marks":[],"text":"Log into Common Room and go to "},{"_key":"85e3908fd4571","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"85e3908fd4572","_type":"span","marks":[],"text":" in the left sidebar (the little ⚙️ icon at the bottom) to pull up "},{"_key":"85e3908fd4573","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"85e3908fd4574","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"af9e0c98b32b","_type":"mainImage","asset":{"_ref":"image-b0c0007ba623cbe03a0a2077a4625c0165cd84c4-3840x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"507b3dd66287","_type":"block","children":[{"_key":"73eaddd885bc0","_type":"span","marks":[],"text":"Next, select LinkedIn from the list of sources."}],"markDefs":[],"style":"normal"},{"_key":"9c5db2fb3fb8","_type":"mainImage","asset":{"_ref":"image-0d68927728149ce2160009ec1257bf232a8792ab-1322x904-png","_type":"reference"},"caption":"Select LinkedIn"},{"_key":"02552a0e8d75","_type":"block","children":[{"_key":"552d9359cdf70","_type":"span","marks":[],"text":"We’ll need to authenticate our LinkedIn account (and do the same for every data source we connect). Once this is complete, posts, comments, reactions, and more will start flowing into Common Room 🌊"}],"markDefs":[],"style":"normal"},{"_key":"b73eabdc8a20","_type":"block","children":[{"_key":"84a455ad1e100","_type":"span","marks":[],"text":"We’d follow the same general process for Discourse and Meetup."}],"markDefs":[],"style":"normal"},{"_key":"6dac05b9374c","_type":"block","children":[{"_key":"b8da98f6e5c60","_type":"span","marks":[],"text":"All right, now let’s use that data to zero in on purchase decision-makers."}],"markDefs":[],"style":"normal"},{"_key":"c776e1c2fbed","_type":"anchor","label":"Step 2: Filter for Economic buyer"},{"_key":"b7f8c95022d4","_type":"block","children":[{"_key":"6c1f41475a1a0","_type":"span","marks":[],"text":"Step 2: Filter for Economic buyer"}],"markDefs":[],"style":"h3"},{"_key":"4c236f2d2205","_type":"block","children":[{"_key":"8b44c43431a70","_type":"span","marks":[],"text":"Click "},{"_key":"8b44c43431a71","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"8b44c43431a72","_type":"span","marks":[],"text":" to exit the "},{"_key":"8b44c43431a73","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"8b44c43431a74","_type":"span","marks":[],"text":" menu and then click on "},{"_key":"8b44c43431a75","_type":"span","marks":["strong"],"text":"Members"},{"_key":"8b44c43431a76","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"6504f7283eaa","_type":"mainImage"},{"_key":"3ef8b66804f2","_type":"block","children":[{"_key":"c6b3443f0e120","_type":"span","marks":[],"text":"This screen shows us every individual who interacts with us across our connected channels. We’ll narrow it down using filters."}],"markDefs":[],"style":"normal"},{"_key":"dfc3f308808b","_type":"block","children":[{"_key":"8074ef77c5af0","_type":"span","marks":[],"text":"💡 You can choose from a wide variety of "},{"_key":"8074ef77c5af1","_type":"span","marks":["c1ec38cb1bba"],"text":"filters"},{"_key":"8074ef77c5af2","_type":"span","marks":[],"text":" to drill down into individuals, organizations, and activities based on the criteria that matter most to you."}],"markDefs":[{"_key":"c1ec38cb1bba","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/filters-and-sorting"}],"style":"callout"},{"_key":"26b509564e4c","_type":"block","children":[{"_key":"7f353ffb52990","_type":"span","marks":[],"text":"Click "},{"_key":"7f353ffb52991","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"7f353ffb52992","_type":"span","marks":[],"text":" and choose "},{"_key":"7f353ffb52993","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"7f353ffb52994","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"b620ced8ad71","_type":"mainImage","asset":{"_ref":"image-c0f3c5fa38f6e4ee1ea63fbb5001c1b90fa2e753-2732x1386-png","_type":"reference"},"caption":"Select Member tags"},{"_key":"e9fde16f61e8","_type":"block","children":[{"_key":"026ede4611500","_type":"span","marks":[],"text":"This will open up a dropdown menu of options. Select "},{"_key":"026ede4611501","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"026ede4611502","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"a749435da092","_type":"mainImage","asset":{"_ref":"image-4d178dcf2d5a2f9894d5afa0d25dcfa0c9fe2ac3-684x914-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"a49932544296","_type":"block","children":[{"_key":"9d046c0dc0da0","_type":"span","marks":[],"text":"This is a default tag available to all Common Room users. It’s configured to help you spotlight the individuals most likely to have budget authority based on their job title 💵"}],"markDefs":[],"style":"normal"},{"_key":"d75457e51d0a","_type":"block","children":[{"_key":"eabcf1662d410","_type":"span","marks":[],"text":"Any individual with the following words in their title will automatically be tagged as an economic buyer: head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, CEO."}],"markDefs":[],"style":"normal"},{"_key":"d74d4af032e0","_type":"block","children":[{"_key":"c3206dceb89e0","_type":"span","marks":[],"text":"We can also edit the tag to narrow its scope, such as by customizing it for a specific type of buyer based on their role."}],"markDefs":[],"style":"normal"},{"_key":"a0be86422733","_type":"block","children":[{"_key":"2ff8815bb5000","_type":"span","marks":[],"text":"Click out of the dropdown menu and voilà—you now have a view of all economic buyers active across your digital channels."}],"markDefs":[],"style":"normal"},{"_key":"8de1f31dd184","_type":"mainImage","asset":{"_ref":"image-7f33eccc04913762e515bd33e84c800c7910b557-2252x930-png","_type":"reference"},"caption":"View economic buyers"},{"_key":"bd2dd2423d67","_type":"block","children":[{"_key":"b718fd44e0200","_type":"span","marks":[],"text":"Next time someone reacts to our content on LinkedIn, we’ll know whether they’re a junior employee or a potential decision-maker."}],"markDefs":[],"style":"normal"},{"_key":"0d5b3ae42e05","_type":"block","children":[{"_key":"3f213d49d9850","_type":"span","marks":[],"text":"Hover over an individual and click "},{"_key":"3f213d49d9851","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"3f213d49d9852","_type":"span","marks":[],"text":" to pull up their profile."}],"markDefs":[],"style":"normal"},{"_key":"a73b90e89670","_type":"mainImage","asset":{"_ref":"image-3e19cb170fccfece062540793aba70512f3357be-2260x418-png","_type":"reference"},"caption":"Select Preview"},{"_key":"9dfb25174822","_type":"block","children":[{"_key":"f57908da0ed40","_type":"span","marks":[],"text":"From here you can learn more about economic buyers and their most recent activity. If you wish, you can also "},{"_key":"f57908da0ed41","_type":"span","marks":["e702fb65dadd"],"text":"add them to an Outreach sequence"},{"_key":"f57908da0ed42","_type":"span","marks":[],"text":", send them a message, add them to a "},{"_key":"f57908da0ed43","_type":"span","marks":["36942957b0b6"],"text":"segment"},{"_key":"f57908da0ed44","_type":"span","marks":[],"text":", and more."}],"markDefs":[{"_key":"e702fb65dadd","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/add-members-to-an-outreach-sequence"},{"_key":"36942957b0b6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page/segments-page-home"}],"style":"normal"},{"_key":"8bde240e7cf4","_type":"mainImage","asset":{"_ref":"image-50b6d65fd882e228dca8c47a43cdc08a2753b04a-3840x2160-png","_type":"reference"},"caption":"View preview"},{"_key":"0c055493304d","_type":"block","children":[{"_key":"a0d87644a3310","_type":"span","marks":[],"text":"We can add more filters to drill down further. But in this case, we want to edit our "},{"_key":"a0d87644a3311","_type":"span","marks":["strong"],"text":"Economic buyer"},{"_key":"a0d87644a3312","_type":"span","marks":[],"text":" tag."}],"markDefs":[],"style":"normal"},{"_key":"ee192ca842bf","_type":"block","children":[{"_key":"cf68de5a00250","_type":"span","marks":[],"text":"Let’s update our tag to focus on decision-makers from high-fit companies."}],"markDefs":[],"style":"normal"},{"_key":"1944b9230ae9","_type":"anchor","label":"Step 3: Edit Economic buyer tag"},{"_key":"c3b27129f8ba","_type":"block","children":[{"_key":"009de3237c110","_type":"span","marks":[],"text":"Step 3: Edit Economic buyer tag"}],"markDefs":[],"style":"h3"},{"_key":"6995f402402a","_type":"block","children":[{"_key":"c619043237960","_type":"span","marks":[],"text":"Head back to the "},{"_key":"c619043237961","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"c619043237962","_type":"span","marks":[],"text":" menu and click on "},{"_key":"c619043237963","_type":"span","marks":["strong"],"text":"Tags"},{"_key":"c619043237964","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"3f631f633fb7","_type":"mainImage","asset":{"_ref":"image-443226971dca5eaecdd549a96fea8a307ad8e3c0-3840x2160-png","_type":"reference"},"caption":"Select Tags"},{"_key":"f26403e2c897","_type":"block","children":[{"_key":"a5cc252f8dba0","_type":"span","marks":[],"text":"💡 Common Room makes it easy to identify and track specific individuals and organizations with fully customizable "},{"_key":"a5cc252f8dba1","_type":"span","marks":["c40deba02cd0"],"text":"tags"},{"_key":"a5cc252f8dba2","_type":"span","marks":[],"text":". Create your own or choose from a wide variety of out-of-the-box options."}],"markDefs":[{"_key":"c40deba02cd0","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/member-tags"}],"style":"callout"},{"_key":"066c4580b790","_type":"block","children":[{"_key":"1edb8dd2b9b00","_type":"span","marks":[],"text":"Hit edit over the "},{"_key":"1edb8dd2b9b01","_type":"span","marks":["strong"],"text":"Economic buyer"},{"_key":"1edb8dd2b9b02","_type":"span","marks":[],"text":" tag."}],"markDefs":[],"style":"normal"},{"_key":"56446eb14fe9","_type":"mainImage","asset":{"_ref":"image-4324076f0009ad2624d8a61361ee5d52fa3d9d4c-2118x910-png","_type":"reference"},"caption":"Select Edit"},{"_key":"7db07bd111a5","_type":"block","children":[{"_key":"ca5e8cbcdfef0","_type":"span","marks":[],"text":"Next click "},{"_key":"ca5e8cbcdfef1","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"ca5e8cbcdfef2","_type":"span","marks":[],"text":". From here we can zero in on the attributes and actions most associated with our ideal customers, such as organization size, annual revenue, industries, tech stack, and more 🧑‍🔬"}],"markDefs":[],"style":"normal"},{"_key":"a27f6384b158","_type":"mainImage","asset":{"_ref":"image-4ec333dbf23b17c6dc27ed59d600f6876e1f9f59-2668x1338-png","_type":"reference"},"caption":"View filters"},{"_key":"7f41aefe5a6b","_type":"block","children":[{"_key":"ac12e75273300","_type":"span","marks":[],"text":"Let’s say we’re making a big push into the enterprise. We want to focus on director-level and above buyers at companies with 1,000 employees or more."}],"markDefs":[],"style":"normal"},{"_key":"1668a22f1a5a","_type":"block","children":[{"_key":"8a46d1e2a3850","_type":"span","marks":[],"text":"We’d select "},{"_key":"8a46d1e2a3851","_type":"span","marks":["strong"],"text":"Organization size"},{"_key":"8a46d1e2a3852","_type":"span","marks":[],"text":" from the list of filters."}],"markDefs":[],"style":"normal"},{"_key":"a59bb50ab633","_type":"mainImage","asset":{"_ref":"image-fda401a6ce627f780789c42e5596de2e90b77a60-2476x1302-png","_type":"reference"},"caption":"Select Organization size"},{"_key":"633bb258be9b","_type":"block","children":[{"_key":"c7c96430767d0","_type":"span","marks":[],"text":"We could choose from the list of options in the dropdown menu, but we’ll just put 1,000 in the "},{"_key":"c7c96430767d1","_type":"span","marks":["strong"],"text":"At least"},{"_key":"c7c96430767d2","_type":"span","marks":[],"text":" box. 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This whole process should take just a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"d63bace71a76","_type":"block","children":[{"_key":"0e2b8ee6459a0","_type":"span","marks":[],"text":"Next, we’ll want to connect to more sources and keep repeating the process above until we’ve connected the major channels where our ideal customers reside."}],"markDefs":[],"style":"normal"},{"_key":"3a3d70f85b00","_type":"block","children":[{"_key":"e59cb3f6a4480","_type":"span","marks":[],"text":"Let’s walk through connecting to GitHub."}],"markDefs":[],"style":"normal"},{"_key":"3f519cebe178","_type":"block","children":[{"_key":"540b2841bc6e0","_type":"span","marks":[],"text":"After selecting "},{"_key":"2391c8b5ac87","_type":"span","marks":["strong"],"text":"+ Connect"},{"_key":"a0c05ec91700","_type":"span","marks":[],"text":" to GitHub, you’ll see an authentication and repo selection step."}],"markDefs":[],"style":"normal"},{"_key":"8b3d91082479","_type":"mainImage","alt":"Authenticate your community GitHub and select repos","asset":{"_ref":"image-d161b448abb1d182c3fc7a461bc9108253750848-2006x1038-png","_type":"reference"},"caption":"Authenticate your community GitHub and select repos"},{"_key":"309713e5e8d8","_type":"block","children":[{"_key":"545479483cd4","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"8410272766b1","_type":"span","marks":[],"text":" Authentication with GitHub requires approval from one of your org admins. If you are not an admin and proceed through setup, GitHub will email your org admins requesting their permission."}],"markDefs":[],"style":"callout"},{"_key":"6da9c85c1fc5","_type":"block","children":[{"_key":"24e711e9c5790","_type":"span","marks":[],"text":"And here’s what it looks like after you’ve authenticated repos:"}],"markDefs":[],"style":"normal"},{"_key":"1f8032fe8ae3","_type":"mainImage","alt":"GitHub repos connected to Common Room","asset":{"_ref":"image-e8496dd88c2a2e40a2299e8a8d5d8f7bc467e59f-2026x814-png","_type":"reference"},"caption":"GitHub repos connected to Common Room"},{"_key":"4474810083e8","_type":"block","children":[{"_key":"40897bdd860f0","_type":"span","marks":[],"text":"Once authentication is verified, you’ll see activity data from GitHub in your Common Room instance after a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"86cbfa1a9282","_type":"block","children":[{"_key":"5671b1fd0c54","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"745851c9ba51","_type":"span","marks":[],"text":" For now, we’ll just cover walking through connecting to these two sources. But it’s important to note that the more sources you add, the more matches ideal customer profile matches you can identify in Common Room. And even better if you connect business data sources like your "},{"_key":"a01ad6e1db3f","_type":"span","marks":["5b7b5ad38d39"],"text":"data warehouse"},{"_key":"d3f8e732498f","_type":"span","marks":[],"text":" or "},{"_key":"2ebfdf96608c","_type":"span","marks":["963a49fa9b1e"],"text":"CRM"},{"_key":"6ae03d8eedac","_type":"span","marks":[],"text":" to tie together the entire customer journey in one place."}],"markDefs":[{"_key":"5b7b5ad38d39","_type":"link","href":"https://www.commonroom.io/integrations/snowflake/"},{"_key":"963a49fa9b1e","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"callout"},{"_key":"cab3729f2387","_type":"block","children":[{"_key":"eedd7f9a917b0","_type":"span","marks":[],"text":"Let’s move to the next step."}],"markDefs":[],"style":"normal"},{"_key":"e07b16bce0d5","_type":"anchor","label":"Step 2: Define your ICP"},{"_key":"59fb8c263840","_type":"block","children":[{"_key":"07008d3698240","_type":"span","marks":[],"text":"Step 2: Define your ideal customer criteria"}],"markDefs":[],"style":"h3"},{"_key":"cb4a00060822","_type":"block","children":[{"_key":"6cfd2a8a540d0","_type":"span","marks":[],"text":"After hooking up your community and product sources in Common Room, you’ll see all the matched members along with firmographics, like where they work and their roles."}],"markDefs":[],"style":"normal"},{"_key":"42695ab8e53c","_type":"mainImage","alt":"View of all members in Common Room","asset":{"_ref":"image-90da26eb3bb0c55fa7257dd39b96528949d1d7b0-2932x1832-png","_type":"reference"},"caption":"View of all members in Common Room"},{"_key":"5c391faf745f","_type":"block","children":[{"_key":"545d6f7d4bd50","_type":"span","marks":[],"text":"With these details on matched members and the organizations where they work, we can start to apply tags for those who meet our ICP criteria. For that, we can return to Settings and locate the Tags item in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"b4b8cb313bbb","_type":"mainImage","alt":"Common Room tag set up","asset":{"_ref":"image-368da87f7f5d5d4cfe07a49537da11a95a7adeae-2932x1832-png","_type":"reference"},"caption":"Common Room tag set up"},{"_key":"24566d7829e0","_type":"block","children":[{"_key":"87091d3f13c00","_type":"span","marks":[],"text":"Here we see a handful of default tags like “Influencer” or “Product qualified.” In our case, we want to set rules for the “Ideal persona” tag."}],"markDefs":[],"style":"normal"},{"_key":"b50ba3221a86","_type":"block","children":[{"_key":"42e2de53943c0","_type":"span","marks":[],"text":"To do that, we’ll click the corresponding "},{"_key":"42e2de53943c1","_type":"span","marks":["strong"],"text":"Set up"},{"_key":"42e2de53943c2","_type":"span","marks":[],"text":" button. This takes us to a place to set filters for our ICP. 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button."}],"markDefs":[],"style":"normal"},{"_key":"6b80ea145228","_type":"block","children":[{"_key":"23ac524567f10","_type":"span","marks":[],"text":"We’ll start with role and select Marketing and Sales options (and any others that apply)."}],"markDefs":[],"style":"normal"},{"_key":"fa8104edb50b","_type":"mainImage","alt":"Filter members by role","asset":{"_ref":"image-7a3a94f097f530cb81cffc8488309e620da7546f-522x644-png","_type":"reference"},"caption":"Filter members by role"},{"_key":"d0bd17a0c0a5","_type":"block","children":[{"_key":"881d906606a90","_type":"span","marks":[],"text":"For the next filter, we’ll click the 🔽 arrow and choose a filter group."}],"markDefs":[],"style":"normal"},{"_key":"1d1ee0467e16","_type":"mainImage","alt":"Use advanced filters like a filter group","asset":{"_ref":"image-629d8dd3fa7c5f720ddd3a5b4e03e6c64e9af79d-842x312-png","_type":"reference"},"caption":"Use advanced filters like a filter 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We can click the "},{"_key":"46d18458d56d1","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"46d18458d56d2","_type":"span","marks":[],"text":" and locate the "},{"_key":"46d18458d56d3","_type":"span","marks":["strong"],"text":"Member tag"},{"_key":"46d18458d56d4","_type":"span","marks":[],"text":" option to do that. From there, we can select the option next to "},{"_key":"46d18458d56d5","_type":"span","marks":["strong"],"text":"Ideal persona"},{"_key":"46d18458d56d6","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"8a165b684f3c","_type":"mainImage","alt":"Filter by member Ideal persona tag","asset":{"_ref":"image-b58598ec2f5ce4d8964d168eaf816d00f3df268c-602x704-png","_type":"reference"},"caption":"Filter by member Ideal persona tag"},{"_key":"c6bca8810d18","_type":"block","children":[{"_key":"1dec88e51a300","_type":"span","marks":[],"text":"Applying this filter will narrow the number of members we see to just those with the Ideal persona tag."}],"markDefs":[],"style":"normal"},{"_key":"41cbe9a22d8f","_type":"block","children":[{"_key":"1c3242532a810","_type":"span","marks":[],"text":"To take action, we probably want to filter a bit more. So, let’s imagine we want to invite all active, non-paying customers in our community to an upcoming event. For that, we can apply more filters like "},{"_key":"1c3242532a811","_type":"span","marks":["strong"],"text":"Last active"},{"_key":"1c3242532a812","_type":"span","marks":[],"text":" is within "},{"_key":"1c3242532a813","_type":"span","marks":["strong"],"text":"28 days"},{"_key":"1c3242532a814","_type":"span","marks":[],"text":", and "},{"_key":"1c3242532a815","_type":"span","marks":["strong"],"text":"Deal stage"},{"_key":"1c3242532a816","_type":"span","marks":[],"text":" is none of "},{"_key":"1c3242532a817","_type":"span","marks":["strong"],"text":"Closed won"},{"_key":"1c3242532a818","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"31a984fb1a32","_type":"mainImage","alt":"Apply multiple filters to members","asset":{"_ref":"image-0e1c4e4b6230d59b3aec30acc93f7377aeeae8cd-2032x202-png","_type":"reference"},"caption":"Apply multiple filters to members"},{"_key":"9133f5276c00","_type":"block","children":[{"_key":"a3cb9ad7ca99","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"5a73b20d7e69","_type":"span","marks":[],"text":" To apply filters using customer data, you’ll likely need to connect your CRM or data warehouse to Common Room. "},{"_key":"dfe53324eeb2","_type":"span","marks":["9898851b9f21"],"text":"Check out our native integrations"},{"_key":"d57eebb81540","_type":"span","marks":[],"text":" for HubSpot, Salesforce, HighTouch, Census, and Snowflake."}],"markDefs":[{"_key":"9898851b9f21","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"callout"},{"_key":"9825d2f87ce0","_type":"block","children":[{"_key":"d45ff295445d0","_type":"span","marks":[],"text":"With our view now narrowed, we can take all sorts of actions like sending members a "},{"_key":"d45ff295445d1","_type":"span","marks":["81ff5fd8f828"],"text":"bulk Slack message"},{"_key":"d45ff295445d2","_type":"span","marks":[],"text":", "},{"_key":"d45ff295445d3","_type":"span","marks":["494a30e65e06"],"text":"syncing with our marketing tool"},{"_key":"d45ff295445d4","_type":"span","marks":[],"text":" to send them an email, or adding them to a Segment for our team to triage outreach."}],"markDefs":[{"_key":"81ff5fd8f828","_type":"link","href":"https://docs.commonroom.io/using-common-room/contacts/bulk-messaging"},{"_key":"494a30e65e06","_type":"link","href":"https://www.commonroom.io/playbooks/cqls-community-qualified-leads/"}],"style":"normal"},{"_key":"38f09df153ab","_type":"block","children":[{"_key":"13286dac0dd40","_type":"span","marks":[],"text":"Finally, we could apply similar logic to our organization view. The only difference is this view will show active organizations rather than the members at them. 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And from here, we’ll click "},{"_key":"336e42718bf21","_type":"span","marks":["strong"],"text":"+ Create team alert"},{"_key":"336e42718bf22","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"30d635448b4b","_type":"block","children":[{"_key":"dd8d333738ff0","_type":"span","marks":[],"text":"Let’s start by setting up a Slack alert when new ICP members are identified in our community. 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qualification is the difference between spending time on high-fit opportunities and wasting time on deals that fall flat."}],"markDefs":[],"style":"normal"},{"_key":"f53116627862","_type":"block","children":[{"_key":"5c68cc8673870","_type":"span","marks":[],"text":"Lots of factors go into building an ideal customer profile: industry, company size, annual revenue, capital raised. But for companies selling technology solutions—from B2B SaaS to commercial open-source software—understanding the tech stack an organization uses day to day will tell you a lot about their pain points and priorities."}],"markDefs":[],"style":"normal"},{"_key":"9438cf2017a5","_type":"block","children":[{"_key":"2930c635f2730","_type":"span","marks":[],"text":"Not only can you determine if a company is the right fit for your product based on their tooling, you can use this information to personalize your outreach, highlight your product as a complement, and potentially run a rip-and-replace sales motion."}],"markDefs":[],"style":"normal"},{"_key":"ef41327c787a","_type":"block","children":[{"_key":"a44440701fc30","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to do a deep dive into your prospects’ tech stacks, apply this information to lead qualification, and use it to zero in on ideal customers."}],"markDefs":[],"style":"normal"},{"_key":"1f24406ac8be","_type":"block","children":[{"_key":"d00955319cf20","_type":"span","marks":[],"text":"Let’s get this show on the road 🚘"}],"markDefs":[],"style":"normal"},{"_key":"650890ad092e","_type":"block","children":[{"_key":"2d47687deade0","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"0862e04f0b62","_type":"block","children":[{"_key":"4645240bc8d90","_type":"span","marks":[],"text":"Common Room (this is how we’ll find and filter opportunities—"},{"_key":"4645240bc8d91","_type":"span","marks":["d94bb6b98912"],"text":"sign up for free"},{"_key":"4645240bc8d92","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"d94bb6b98912","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"f848e5893f09","_type":"block","children":[{"_key":"b8c16e220dd20","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use GitHub, Twitter, and Discord)"}],"markDefs":[],"style":"callout"},{"_key":"e37d48a0dcb2","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"40bb4b0f5dc8","_type":"block","children":[{"_key":"2f412e0aecb3","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"3f9219a453b8","_type":"block","children":[{"_key":"18e4a3c999d30","_type":"span","marks":[],"text":"The first thing we want to do is centralize our view of digital activity in Common Room so we can surface potential customers."}],"markDefs":[],"style":"normal"},{"_key":"e8e6465bffb4","_type":"block","children":[{"_key":"0812bd8358ea0","_type":"span","marks":[],"text":"In this case we’ll focus on "},{"_key":"0812bd8358ea1","_type":"span","marks":["ded4b4f74da6"],"text":"GitHub"},{"_key":"0812bd8358ea2","_type":"span","marks":[],"text":", "},{"_key":"0812bd8358ea3","_type":"span","marks":["4136efebb2e7"],"text":"Twitter"},{"_key":"0812bd8358ea4","_type":"span","marks":[],"text":", and "},{"_key":"0812bd8358ea5","_type":"span","marks":["f63e4cbdfeba"],"text":"Discord"},{"_key":"0812bd8358ea6","_type":"span","marks":[],"text":". Keep in mind that the more data sources you connect to Common Room, the more opportunities you’ll uncover."}],"markDefs":[{"_key":"ded4b4f74da6","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/github"},{"_key":"4136efebb2e7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"f63e4cbdfeba","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/discord"}],"style":"normal"},{"_key":"80ab57503a6b","_type":"block","children":[{"_key":"f227b5e25da50","_type":"span","marks":[],"text":"💡 Common Room has dozens of natively built and fully managed "},{"_key":"f227b5e25da51","_type":"span","marks":["96aa61346d4f"],"text":"integrations"},{"_key":"f227b5e25da52","_type":"span","marks":[],"text":". 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This will take you to the "},{"_key":"968d566048833","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"968d566048834","_type":"span","marks":[],"text":" screen."}],"markDefs":[],"style":"normal"},{"_key":"f8cdd818bc73","_type":"mainImage","asset":{"_ref":"image-c9e1c61bf6a5370ad376a91acdb490e4a7a0dc96-3841x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"f55e7dead4d8","_type":"block","children":[{"_key":"1763a921c9c20","_type":"span","marks":[],"text":"Select GitHub from the list of data sources."}],"markDefs":[],"style":"normal"},{"_key":"d2acfd66601f","_type":"mainImage","asset":{"_ref":"image-b421f8e89dd036be3a25fbf9b620148043be1b63-1322x904-png","_type":"reference"},"caption":"Select GitHub"},{"_key":"5e82e9d387d3","_type":"block","children":[{"_key":"3e10f23d385e0","_type":"span","marks":[],"text":"After you authenticate your account, data from GitHub will flow into Common Room. 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You can choose from a list of the most popular technology solutions across a wide variety of use cases, such as cloud computing services, ecommerce platforms, project management softwares, tag management systems, website optimization tools, and much more."}],"markDefs":[],"style":"normal"},{"_key":"811492d65919","_type":"block","children":[{"_key":"fafbf10432170","_type":"span","marks":[],"text":"What matters most to you will depend on your company and sales strategy. For this example, let’s say we’re selling an open-source relational database management system called Pied Piper."}],"markDefs":[],"style":"normal"},{"_key":"f9761c47b2de","_type":"block","children":[{"_key":"49c107f16c2c0","_type":"span","marks":[],"text":"We know organizations that are currently using one of our competitors are a great source of high-quality leads. So we’ll select "},{"_key":"49c107f16c2c1","_type":"span","marks":["strong"],"text":"Microsoft SQL Server"},{"_key":"49c107f16c2c2","_type":"span","marks":[],"text":", "},{"_key":"49c107f16c2c3","_type":"span","marks":["strong"],"text":"MySQL"},{"_key":"49c107f16c2c4","_type":"span","marks":[],"text":", and "},{"_key":"49c107f16c2c5","_type":"span","marks":["strong"],"text":"PostgreSQL"},{"_key":"49c107f16c2c6","_type":"span","marks":[],"text":" from the list."}],"markDefs":[],"style":"normal"},{"_key":"00de0db7edef","_type":"mainImage","asset":{"_ref":"image-5706e9c5107d88ea16317a843321e142a000a49a-971x588-png","_type":"reference"},"caption":"Select technologies"},{"_key":"c89884c06109","_type":"block","children":[{"_key":"af783cb04aa10","_type":"span","marks":[],"text":"Boom—we now have a view of all organizations across our connected channels who have these technologies in their stacks 🔍"}],"markDefs":[],"style":"normal"},{"_key":"f92e1ec18d13","_type":"block","children":[{"_key":"95425809acb10","_type":"span","marks":[],"text":"Hover over any organization and click "},{"_key":"95425809acb11","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"95425809acb12","_type":"span","marks":[],"text":". This will pull up an overview of all recent activity from individuals associated with that organization."}],"markDefs":[],"style":"normal"},{"_key":"4f8321e409f9","_type":"mainImage"},{"_key":"3b98e3f5194b","_type":"block","children":[{"_key":"53e575875ec60","_type":"span","marks":[],"text":"We can click into individuals to learn more about them, such as their job title and history across our connected channels. 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Yes, it's interesting to know that “Fortune X” company “ABC Corp.” is showing buying intent. But how should your sales reps and SDRs take action based on that information alone? Who should they reach out to? On which platforms? 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Let's start by connecting the sources where we'd most expect people to ask or discuss the price of our commercial offering or a proof of concept."}],"markDefs":[],"style":"normal"},{"_key":"3834d90f0387","_type":"block","children":[{"_key":"86a32acc00b40","_type":"span","marks":[],"text":"We can start by connecting our community Slack."}],"markDefs":[],"style":"normal"},{"_key":"4dab036a3121","_type":"mainImage","asset":{"_ref":"image-2a7a95476bcc45bbef34a538302a7f32a9cd4aa6-1322x904-png","_type":"reference"}},{"_key":"b16be6dfb2ce","_type":"block","children":[{"_key":"dd4b2c03df510","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"dd4b2c03df511","_type":"span","marks":[],"text":" To connect to Slack, you'll need to be a Slack admin, or you'll need to get permission from your internal admin."}],"markDefs":[],"style":"callout"},{"_key":"dca042a125b7","_type":"block","children":[{"_key":"8bf5dba1efab0","_type":"span","marks":[],"text":"We’ll click "},{"_key":"15314b37a5d3","_type":"span","marks":["strong"],"text":"Connect Slack"},{"_key":"0b7f91635288","_type":"span","marks":[],"text":" and be presented with two check boxes confirming that we’ve got permission and understand the limits associated with Slack applications."}],"markDefs":[],"style":"normal"},{"_key":"976b8ca48656","_type":"mainImage","asset":{"_ref":"image-0b27a61d5a68b080320a30a53684c0722996d789-2932x1832-png","_type":"reference"},"caption":"Connect and authenticate with Slack"},{"_key":"bc3125ab90fa","_type":"block","children":[{"_key":"146a51e326330","_type":"span","marks":[],"text":"We’ll check the boxes and "},{"_key":"39a3e944bc85","_type":"span","marks":["strong"],"text":"Authenticate Slack"},{"_key":"0d593536f33e","_type":"span","marks":[],"text":". After a few minutes, activity from Slack will begin to populate in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"d05ad8819c11","_type":"block","children":[{"_key":"a1d5623cd1780","_type":"span","marks":[],"text":"Congrats! You’ve just connected your first source 🎉"}],"markDefs":[],"style":"normal"},{"_key":"ee681fb4132a","_type":"block","children":[{"_key":"23ae243e830b0","_type":"span","marks":[],"text":"Now, we’ll follow a similar pattern to connect our other sources. Let’s give GitHub a try."}],"markDefs":[],"style":"normal"},{"_key":"6dfe502042d7","_type":"block","children":[{"_key":"875e7610e0d90","_type":"span","marks":[],"text":"To connect to GitHub, we’ll follow the same process as before and select to connect GitHub."}],"markDefs":[],"style":"normal"},{"_key":"c35cd71438ec","_type":"block","children":[{"_key":"0588e031b1c40","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"0588e031b1c41","_type":"span","marks":[],"text":" some sources like GitHub and Twitter require additional permissions to authenticate and pull data into Common Room. For example, to connect to a public GitHub repo, you’ll need approval from one of the org admins. "},{"_key":"0588e031b1c42","_type":"span","marks":["4048979e1bfb"],"text":"See GitHub permissions here for more"},{"_key":"0588e031b1c43","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"4048979e1bfb","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/github#required-permissions"}],"style":"callout"},{"_key":"3df4a60d08f0","_type":"block","children":[{"_key":"c0686f6830bc0","_type":"span","marks":[],"text":"We’ll head over to the settings in your Common Room workspace and select to connect to GitHub. From here you can authenticate your GitHub identity and select any repos where admin approval is granted."}],"markDefs":[],"style":"normal"},{"_key":"ae202f6dec09","_type":"mainImage","asset":{"_ref":"image-d161b448abb1d182c3fc7a461bc9108253750848-2006x1038-png","_type":"reference"},"caption":"Authenticate your community GitHub and select repos"},{"_key":"6ceb95ed42d1","_type":"block","children":[{"_key":"75c7e9e1a75f0","_type":"span","marks":[],"text":"That’s pretty much it. Once the GitHub integration is configured, Common Room will begin importing activity history from the repositories you’ve chosen."}],"markDefs":[],"style":"normal"},{"_key":"21a8e949976b","_type":"anchor","label":"Step 2: Let the data flow"},{"_key":"e9df601da6c4","_type":"block","children":[{"_key":"bcbf4760b31d0","_type":"span","marks":[],"text":"Step 2: Let the data flow"}],"markDefs":[],"style":"h3"},{"_key":"55ca41183a5a","_type":"block","children":[{"_key":"075de60a62bb0","_type":"span","marks":[],"text":"After connecting our other relevant sources (Discourse, LinkedIn, Twitter, etc.), Common Room will import data into your workspace following the docs "},{"_key":"d0d9ccea05ec","_type":"span","marks":["538121eb0b6b"],"text":"outlined here"},{"_key":"9b85e171be95","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"538121eb0b6b","_type":"link","href":"https://docs.commonroom.io/get-started/integrations"}],"style":"normal"},{"_key":"3cc5d3541c91","_type":"block","children":[{"_key":"db7f4c579d0a0","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"db7f4c579d0a1","_type":"span","marks":[],"text":" Importing data may take some time, depending on the source and volume of activity you're bringing into Common Room)."}],"markDefs":[],"style":"callout"},{"_key":"b3d3cfec4645","_type":"block","children":[{"_key":"8598500b7e170","_type":"span","marks":[],"text":"We can now head over to the "},{"_key":"fe54afd6be34","_type":"span","marks":["strong"],"text":"Members"},{"_key":"af22e9643422","_type":"span","marks":[],"text":" menu item, and you’ll see members from across your various connected sources begin to roll in."}],"markDefs":[],"style":"normal"},{"_key":"def6897dcf8e","_type":"mainImage","asset":{"_ref":"image-3695229250dff5023fd8b70c7886901c60a3d24f-2932x1832-png","_type":"reference"},"caption":"View active members in Common Room"},{"_key":"13f670d309f8","_type":"block","children":[{"_key":"be0dbfc4ec770","_type":"span","marks":[],"text":"By default, you’ll notice that Common Room will surface rich data points like "},{"_key":"2196e7b078bc","_type":"span","marks":["strong"],"text":"Impact Points"},{"_key":"b4fe6c9f6cc1","_type":"span","marks":[],"text":", "},{"_key":"c8bc2e93c886","_type":"span","marks":["strong"],"text":"Activity Count"},{"_key":"02873c89b2e2","_type":"span","marks":[],"text":", "},{"_key":"2ef008eba22d","_type":"span","marks":["strong"],"text":"Profiles"},{"_key":"b1f7d253ab25","_type":"span","marks":[],"text":", and other useful tidbits. Having such visibility into the members behind the intent takes us one huge step toward creating actionable buyer intent alerts for our sales team."}],"markDefs":[],"style":"normal"},{"_key":"b8ce35d4823b","_type":"block","children":[{"_key":"5b3aaabeaeb90","_type":"span","marks":[],"text":"We can also jump over to the "},{"_key":"35a7281416ac","_type":"span","marks":["strong"],"text":"Activity"},{"_key":"630b8735439e","_type":"span","marks":[],"text":" menu item to view the specific behavioral context associated with our members."}],"markDefs":[],"style":"normal"},{"_key":"65458c52f61d","_type":"mainImage","asset":{"_ref":"image-64554b28cd6f8e0d7bf7d22b7ff5b080b90e5508-2932x1832-png","_type":"reference"},"caption":"See activity from your community like trending conversations"},{"_key":"90e943c81b95","_type":"block","children":[{"_key":"993a418f07010","_type":"span","marks":[],"text":"Every member who has taken action across any of our connected sources will have a set of activities tied to their record that we will use to expose the context behind the buyer intent."}],"markDefs":[],"style":"normal"},{"_key":"f23ea5f090ab","_type":"block","children":[{"_key":"71b8102d095d0","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"653f4d8692aa","_type":"span","marks":[],"text":" We recommend allowing sources to propagate for ~1-month for the best buying intent alerts results."}],"markDefs":[],"style":"callout"},{"_key":"68e4720964ed","_type":"block","children":[{"_key":"d5ef8ba905ac0","_type":"span","marks":[],"text":"In this example, we will identify specific buyer intent keywords and set up an automation to surface activities from members searching for those keywords."}],"markDefs":[],"style":"normal"},{"_key":"97ecf61689a3","_type":"block","children":[{"_key":"0e72ef2f5f7f0","_type":"span","marks":[],"text":"In the next step, we'll discover and validate the keywords we want to trigger our buyer intent alerts."}],"markDefs":[],"style":"normal"},{"_key":"185b0d18979a","_type":"anchor","label":"Step 3: Explore keywords"},{"_key":"96bd9fb0e5cc","_type":"block","children":[{"_key":"fb32c78a7f1c0","_type":"span","marks":[],"text":"Step 3: Explore and verify high-intent keywords"}],"markDefs":[],"style":"h3"},{"_key":"780d46135282","_type":"block","children":[{"_key":"0dcfb8085d390","_type":"span","marks":[],"text":"We'll head over to the "},{"_key":"6cb4ca83f24c","_type":"span","marks":["strong"],"text":"Activity"},{"_key":"e49166da1ca0","_type":"span","marks":[],"text":" module in the left sidebar to explore and validate buyer intent keywords. Once we've clicked into the module, we'll want to find keywords that return a balance of volume and signal."}],"markDefs":[],"style":"normal"},{"_key":"33c67d593ed6","_type":"block","children":[{"_key":"fcbeba9209e70","_type":"span","marks":[],"text":"To do this, we’ll use Common Room’s feature functionality by clicking the "},{"_key":"75f16d79219c","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"f2c1dbb9b1e0","_type":"span","marks":[],"text":" button on the within the "},{"_key":"b821b080a4dc","_type":"span","marks":["strong"],"text":"Activty"},{"_key":"3043a43c5c37","_type":"span","marks":[],"text":" module."}],"markDefs":[],"style":"normal"},{"_key":"5386af333fdd","_type":"mainImage","asset":{"_ref":"image-bc9429be9aef4539ae466887e8af3f7da2569ab3-2214x1366-png","_type":"reference"},"caption":"Add an activity filter for keywords"},{"_key":"69a806025a8c","_type":"block","children":[{"_key":"42e00fad0c7f0","_type":"span","marks":[],"text":"A modal will show that includes a table with several columns. Conveniently, we can use the search bar within the table to search for "},{"_key":"30062c01d9b3","_type":"span","marks":["strong"],"text":"Keyword search"},{"_key":"52d5846c1d33","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"587502e56732","_type":"mainImage","asset":{"_ref":"image-c809d4e975688c858914157a68b366b8a43e04b0-2040x380-png","_type":"reference"},"caption":"Use the search function to filter for keyword search activity"},{"_key":"bc6d1b85db19","_type":"block","children":[{"_key":"c420a51c5f5f0","_type":"span","marks":[],"text":"We'll click "},{"_key":"737aac654e6a","_type":"span","marks":["strong"],"text":"Keyword search"},{"_key":"657f15d148f2","_type":"span","marks":[],"text":", returning us to the main list of all activities in our community. We can now use keyword search like we would any other search operator to help us identify which high-intent keywords will produce both the volume and signal needed for us to feel confident triggering a sales alert."}],"markDefs":[],"style":"normal"},{"_key":"9e97cc3d447d","_type":"block","children":[{"_key":"c952c2b068cf0","_type":"span","marks":[],"text":"Your experience with your business and talking with customers are our friends. We know that one of the standard terms used by prospects who want to consider the commercial offering is “proof of concept”, so let's type that into the keyword search bar to see what it returns."}],"markDefs":[],"style":"normal"},{"_key":"5e70ce20723d","_type":"mainImage","asset":{"_ref":"image-d58592396dd0ce0371a9d6bb5e5a0180f01f8c79-730x420-png","_type":"reference"},"caption":"Filter community activity by keywords"},{"_key":"3ce2112507b6","_type":"block","children":[{"_key":"9a3280c30e500","_type":"span","marks":[],"text":"That narrows the scope from an initial 600,000+ activities to a manageable 300. As we scan through the specific activities, we see a good signal for the most part. Remember, we're not looking to be perfect but to improve the likelihood that our sales team can land and progress opportunities."}],"markDefs":[],"style":"normal"},{"_key":"5957be1bc5ba","_type":"block","children":[{"_key":"c827f43cd2390","_type":"span","marks":[],"text":"We also think \"pricing\" may be a strong keyword signal for us. So, we search for that term, and what we find is encouraging — volume jumps up significantly to about 2,500 activities and we see strong-signal activity like this gem from our community Slack:"}],"markDefs":[],"style":"normal"},{"_key":"031a049ab049","_type":"mainImage","asset":{"_ref":"image-ce2dca9b1475d2c6b898b14513670bee41021c9b-1796x314-png","_type":"reference"},"caption":"Activity with “pricing” as a keyword"},{"_key":"76cfd8fb609c","_type":"block","children":[{"_key":"8dd6a5b3b5130","_type":"span","marks":[],"text":"Having identified what we believe is a pair of solid buyer intent keywords and knowing that we can always add to this list of keywords in the future, we decide it's time to move on and start building out our buyer intent alert system."}],"markDefs":[],"style":"normal"},{"_key":"81ae4f78ece8","_type":"anchor","label":"Step 4: Tag intent activities"},{"_key":"157493e8905e","_type":"block","children":[{"_key":"e7eec391167f0","_type":"span","marks":[],"text":"Step 4: Tag net-new buyer intent activities"}],"markDefs":[],"style":"h3"},{"_key":"3ba9ae8dda5f","_type":"block","children":[{"_key":"5cbbfdf950200","_type":"span","marks":[],"text":"At the outset, one of our goals was to highlight prospects for sales and sales development to target and shine a light on the activities and context surrounding those prospects. To do that, we'll need to do some tagging pre-work that will pay off. Doing this will enable our sellers and SDRs to quickly sift through to the specific buyer intent activity on any member record."}],"markDefs":[],"style":"normal"},{"_key":"9b6d4140b183","_type":"block","children":[{"_key":"00ae3e4a8d3e0","_type":"span","marks":[],"text":"Next, we will set up a "},{"_key":"d28d022e5ba3","_type":"span","marks":["strong"],"text":"Tag new activities"},{"_key":"9ed048fdcf26","_type":"span","marks":[],"text":" workflow that will tag all net-new activities that pop up in our community that contain the buyer intent keywords we've already identified in Step 3."}],"markDefs":[],"style":"normal"},{"_key":"60a824c40b0a","_type":"block","children":[{"_key":"d49d489added0","_type":"span","marks":[],"text":"To do this, we'll head to the "},{"_key":"bf505324a56b","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"a1b277a7af58","_type":"span","marks":[],"text":" view on the left-hand navigation and select the ready-to-use "},{"_key":"ab944b8e596a","_type":"span","marks":["strong"],"text":"Tag new activities template"},{"_key":"c5aef5fcb119","_type":"span","marks":[],"text":". After choosing the template, you'll be dropped into the Workflow builder. Here we can give our workflow a name, define the parameters, and select the tag we want to add to the activities that fit within the parameters."}],"markDefs":[],"style":"normal"},{"_key":"16e2aec958b3","_type":"mainImage","asset":{"_ref":"image-2aa538ad3d1ffb2688bf40bf4743005a7e759a26-2932x1832-png","_type":"reference"},"caption":"Tag an activity workflow canvas"},{"_key":"ded20839d469","_type":"block","children":[{"_key":"2c31ce5ca87a0","_type":"span","marks":[],"text":"From here, we want to add a "},{"_key":"63836576dc44","_type":"span","marks":["strong"],"text":"Buyer Intent"},{"_key":"bb9bcd7c1daf","_type":"span","marks":[],"text":" tag to any new activity that contains the buyer intent keywords “proof of concept” or “pricing.” Let’s go ahead and add those criteria by clicking the "},{"_key":"9e3ef798b737","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"f23989341f62","_type":"span","marks":[],"text":" button and selecting "},{"_key":"c119f437b239","_type":"span","marks":["strong"],"text":"Keyword search"},{"_key":"1cd0fe571b77","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"34f44e5375c4","_type":"mainImage","asset":{"_ref":"image-d58592396dd0ce0371a9d6bb5e5a0180f01f8c79-730x420-png","_type":"reference"},"caption":"Filter workflow steps by keyword"},{"_key":"bde63278641e","_type":"block","children":[{"_key":"c94d4b004bbc0","_type":"span","marks":[],"text":"Add \"proof of concept\" and \"pricing\" to the filter. Now we're ready to add the tagging step to complete the workflow. Click "},{"_key":"3f8e3aadc888","_type":"span","marks":["strong"],"text":"Select tag"},{"_key":"3b56536f0cbe","_type":"span","marks":[],"text":" to the right of the green tag icon and begin typing ”Purchase search intent” into the field. We haven't created the tag, so we'll select "},{"_key":"2afcd2ae617a","_type":"span","marks":["strong"],"text":"+ New tag"},{"_key":"bf4fddba8b3a","_type":"span","marks":[],"text":": and label it “Purchase search Intent.”"}],"markDefs":[],"style":"normal"},{"_key":"8626aaf3a1c4","_type":"mainImage","asset":{"_ref":"image-f2e48bdf1755547f7f5405114f59a8ae2ae939cf-1338x448-png","_type":"reference"},"caption":"Add an activity tag"},{"_key":"0c505da0b22b","_type":"block","children":[{"_key":"4f7ca4d888910","_type":"span","marks":[],"text":"Hit "},{"_key":"3ef511bea5e7","_type":"span","marks":["strong"],"text":"Save"},{"_key":"7aec870cadff","_type":"span","marks":[],"text":" in the upper right corner of the workflow module and toggle the workflow to "},{"_key":"e98fd393d868","_type":"span","marks":["strong"],"text":"On"},{"_key":"3cce005c6739","_type":"span","marks":[],"text":". We can now view our newly created workflow on the Workflows page and rest easy, knowing that our efforts will help Sales reps take action with context around purchase intent signals."}],"markDefs":[],"style":"normal"},{"_key":"1ef233f97516","_type":"mainImage","asset":{"_ref":"image-aaf6296abdb8098851a80059123163145c5cde5a-2002x710-png","_type":"reference"},"caption":"Tag activities workflow saved and on"},{"_key":"fa3b18754e9a","_type":"block","children":[{"_key":"49da5d5e57a00","_type":"span","marks":[],"text":"Next, we’ll build out the segment of buyer intent prospects to alert our sales counterparts to take action."}],"markDefs":[],"style":"normal"},{"_key":"a940e6b4104c","_type":"anchor","label":"Step 5: Create a segment"},{"_key":"f28839a925a1","_type":"block","children":[{"_key":"19fc162c995a0","_type":"span","marks":[],"text":"Step 5: Create a segment of prospects with purchase intent"}],"markDefs":[],"style":"h3"},{"_key":"5740616c2cb2","_type":"block","children":[{"_key":"310cc71104400","_type":"span","marks":["965b8cbdfea5"],"text":"Segments"},{"_key":"310cc71104401","_type":"span","marks":[],"text":" in Common Room offer a powerful way to manage groups of members with similar attributes. In this case, we'll tightly control and trigger intent alerts for members with similar intent-keyword attributes."}],"markDefs":[{"_key":"965b8cbdfea5","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page"}],"style":"normal"},{"_key":"68d5dad7f05a","_type":"block","children":[{"_key":"43ec60e48b5b0","_type":"span","marks":[],"text":"Let's click on the "},{"_key":"0baa0dccc9a1","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"6a7853d62112","_type":"span","marks":[],"text":" icon on the left-side menu and click "},{"_key":"b6080f81b9aa","_type":"span","marks":["strong"],"text":"+ New segment"},{"_key":"1a16bd956281","_type":"span","marks":[],"text":" on the upper right corner to create anew segment."}],"markDefs":[],"style":"normal"},{"_key":"9c21cc3f4259","_type":"block","children":[{"_key":"3507f563e6660","_type":"span","marks":[],"text":"We can give our segment a name and description (you'll need to locate this again in the next step). We won't be using the status functionality for this specific segment, so we can now click "},{"_key":"33a0832b7435","_type":"span","marks":["strong"],"text":"Create segment"},{"_key":"7e7ab7f90354","_type":"span","marks":[],"text":" at the bottom-right corner of the screen."}],"markDefs":[],"style":"normal"},{"_key":"e1b46d849a94","_type":"mainImage","asset":{"_ref":"image-55da9d405f88aa539406bf38b78023b2def63cc6-2004x784-png","_type":"reference"},"caption":"Create and name a new segment"},{"_key":"fe8faf99e54a","_type":"block","children":[{"_key":"9b75b3e9c3580","_type":"span","marks":[],"text":"Now that we've created our Segment, we can define parameters for adding / removing members. "}],"markDefs":[],"style":"normal"},{"_key":"f2c8fffeb7ff","_type":"block","children":[{"_key":"a72dbf58b0e6","_type":"span","marks":[],"text":"To get there, we’ll navigate to the "},{"_key":"4ec67ddac10e","_type":"span","marks":["strong"],"text":"Member management"},{"_key":"86233f7c9b44","_type":"span","marks":[],"text":" tab and then click "},{"_key":"516a96be7b88","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"c814f8dd6f9e","_type":"span","marks":[],"text":" at the far right of the screen."}],"markDefs":[],"style":"normal"},{"_key":"25d15e72670c","_type":"block","children":[{"_key":"294aa078bbf60","_type":"span","marks":[],"text":"Our original goal was to alert sales when a member’s activity contains the buyer intent keywords we’ve defined. Let’s do that by clicking "},{"_key":"8c71491eb2c8","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"17ae3050c482","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"8dfd0ee87d85","_type":"mainImage","asset":{"_ref":"image-2ae522a287dc33272c26c60e32cb6df97c760658-2932x1832-png","_type":"reference"},"caption":"Set parameters to auto add members to our segment based on keyword searches"},{"_key":"5b31e5efa759","_type":"block","children":[{"_key":"f9ed7bef34f60","_type":"span","marks":[],"text":"We’ll then use "},{"_key":"9cdc6755f958","_type":"span","marks":["strong"],"text":"Keyword search"},{"_key":"a49ea5212ad2","_type":"span","marks":[],"text":" again to add the “proof of concept” and “pricing” keywords as the "},{"_key":"0d774aa7ae08","_type":"span","marks":["strong"],"text":"Auto-add criteria"},{"_key":"80b5909f54c0","_type":"span","marks":[],"text":". Be sure to uncheck the auto-remove checkbox that’s checked blue by default. In this case, we don’t suspect our core criteria to change over time, so there’s no use in using the auto-remove capabilities."}],"markDefs":[],"style":"normal"},{"_key":"7c3c1887e238","_type":"block","children":[{"_key":"2b1c92dfdd070","_type":"span","marks":[],"text":"We want be notified when new activity occurs, so let's click "},{"_key":"79aad941117c","_type":"span","marks":["strong"],"text":"Get notified"},{"_key":"95fdfb83ec51","_type":"span","marks":[],"text":" in the upper-right menu and then toggle "},{"_key":"3b943f0963c0","_type":"span","marks":["strong"],"text":"Members additions/removals"},{"_key":"ea59fcd03271","_type":"span","marks":[],"text":" to the "},{"_key":"2b1c92dfdd071","_type":"span","marks":["em","strong"],"text":"On"},{"_key":"2b1c92dfdd072","_type":"span","marks":[],"text":" position."}],"markDefs":[],"style":"normal"},{"_key":"7b1eb357b079","_type":"mainImage","asset":{"_ref":"image-109dd50e82686938c75c77e5a33f7dc7ab6d88fe-606x802-png","_type":"reference"},"caption":"Turn on notifications when members are added or removed"},{"_key":"622836f71a20","_type":"block","children":[{"_key":"9102ed77cad60","_type":"span","marks":[],"text":"We'll now be notified via email or Slack when a member meets the buyer intent criteria established."}],"markDefs":[],"style":"normal"},{"_key":"f87d11fc5480","_type":"block","children":[{"_key":"217604cc4cb20","_type":"span","marks":[],"text":"And we have one last step — loop in sales as the final piece to this alert."}],"markDefs":[],"style":"normal"},{"_key":"6110b5295900","_type":"anchor","label":"Step 6: Subscribe sales reps"},{"_key":"bda2a4fd547c","_type":"block","children":[{"_key":"a07e9b856f790","_type":"span","marks":[],"text":"Step 6: Subscribe your sales reps purchase intent alerts"}],"markDefs":[],"style":"h3"},{"_key":"7130ba6f6c9d","_type":"block","children":[{"_key":"e9f868c338d00","_type":"span","marks":[],"text":"Clicking into the segment we just created, click the "},{"_key":"f63eff6bb8e2","_type":"span","marks":["strong"],"text":"…"},{"_key":"9dad4681eb7d","_type":"span","marks":[],"text":" icon in the far right corner, and then click "},{"_key":"89eeed58c230","_type":"span","marks":["strong"],"text":"Send to others"},{"_key":"9d834c6e64d3","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"6f625c7303b9","_type":"block","children":[{"_key":"3bd08a4ff5ea0","_type":"span","marks":[],"text":"We want to share this alert with a pilot group of reps. And we can do that by typing in their names in the search bar and then hitting "},{"_key":"55c29ada0c27","_type":"span","marks":["strong"],"text":"Share"},{"_key":"c30c4a511083","_type":"span","marks":[],"text":" at the bottom right."}],"markDefs":[],"style":"normal"},{"_key":"4ecc0eee0d14","_type":"mainImage","asset":{"_ref":"image-442e5bbdceec08f1d66fe856ec7b5634566697ce-2932x1832-png","_type":"reference"}},{"_key":"d9840a09fce0","_type":"block","children":[{"_key":"d033f94163910","_type":"span","marks":[],"text":"Boom! That's it. 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Well, now they do."}],"markDefs":[],"style":"normal"},{"_key":"c2705f4c47e2","_type":"block","children":[{"_key":"78c0587667b30","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to create an SDR command center that will help reps discover, research, and action on leads all from one place."}],"markDefs":[],"style":"normal"},{"_key":"39aa94fe48e7","_type":"block","children":[{"_key":"b230b649d2f40","_type":"span","marks":[],"text":"Let’s get this party started 🥳"}],"markDefs":[],"style":"normal"},{"_key":"aee00b13d433","_type":"block","children":[{"_key":"787b9a5a83a40","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"9b0b18b40295","_type":"block","children":[{"_key":"74663882b4ac0","_type":"span","marks":[],"text":"Common Room (this is how we’ll create customized workspaces for sales reps—"},{"_key":"74663882b4ac1","_type":"span","marks":["3e753f884690"],"text":"sign up for free"},{"_key":"74663882b4ac2","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"3e753f884690","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"f4f8ef959d8b","_type":"block","children":[{"_key":"be4498ebde570","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use LinkedIn, Twitter, and Slack)"}],"markDefs":[],"style":"callout"},{"_key":"417c07136967","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"d6dbac5aa3c3","_type":"block","children":[{"_key":"e41a47ea44700","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"ddc0bc7ffa1a","_type":"block","children":[{"_key":"8b2946b68dba0","_type":"span","marks":[],"text":"Common Room helps reps uncover opportunities they would otherwise miss by providing full visibility into hard-to-see buyer signals across digital channels."}],"markDefs":[],"style":"normal"},{"_key":"5dc1f0dec717","_type":"block","children":[{"_key":"f1884154d8a10","_type":"span","marks":[],"text":"In this example we’ll connect "},{"_key":"f1884154d8a11","_type":"span","marks":["2a1894546f7a"],"text":"LinkedIn"},{"_key":"f1884154d8a12","_type":"span","marks":[],"text":", "},{"_key":"f1884154d8a13","_type":"span","marks":["fd0ae326041b"],"text":"Twitter"},{"_key":"f1884154d8a14","_type":"span","marks":[],"text":", and "},{"_key":"f1884154d8a15","_type":"span","marks":["8855c02d2ea4"],"text":"Slack"},{"_key":"f1884154d8a16","_type":"span","marks":[],"text":" to Common Room, but keep in mind that the more data sources you connect, the more buyer identity, intent, and context you’ll uncover."}],"markDefs":[{"_key":"2a1894546f7a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"fd0ae326041b","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"8855c02d2ea4","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack"}],"style":"normal"},{"_key":"8c43a0f9c200","_type":"block","children":[{"_key":"63aa49f1f2b10","_type":"span","marks":[],"text":"💡 Common Room provides dozens of natively built and fully managed "},{"_key":"63aa49f1f2b11","_type":"span","marks":["4dd42c779ca2"],"text":"integrations"},{"_key":"63aa49f1f2b12","_type":"span","marks":[],"text":" with popular digital channels so you can get full visibility into your buyer ecosystem."}],"markDefs":[{"_key":"4dd42c779ca2","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"}],"style":"callout"},{"_key":"f56c8b9cf56f","_type":"block","children":[{"_key":"852042f2e1870","_type":"span","marks":[],"text":"Log in to Common Room, click on "},{"_key":"852042f2e1871","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"852042f2e1872","_type":"span","marks":[],"text":" in the left sidebar (the little ⚙️ icon at the bottom), and navigate to "},{"_key":"852042f2e1873","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"852042f2e1874","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"98066b9f13cd","_type":"mainImage","asset":{"_ref":"image-241cebab6d7b130c60a6b861fb19851aae37801e-3840x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"78a5cc32f933","_type":"block","children":[{"_key":"75db1299a67b0","_type":"span","marks":[],"text":"Select LinkedIn."}],"markDefs":[],"style":"normal"},{"_key":"72cf4360ec4c","_type":"mainImage","asset":{"_ref":"image-0d68927728149ce2160009ec1257bf232a8792ab-1322x904-png","_type":"reference"},"caption":"Select LinkedIn"},{"_key":"229a8ee8ec1e","_type":"block","children":[{"_key":"fbae9a611e460","_type":"span","marks":[],"text":"Once you hit "},{"_key":"fbae9a611e461","_type":"span","marks":["strong"],"text":"Connect LinkedIn"},{"_key":"fbae9a611e462","_type":"span","marks":[],"text":" and authenticate your account, you’re all set. Data will start flowing into Common Room 😎"}],"markDefs":[],"style":"normal"},{"_key":"292b87edecc5","_type":"block","children":[{"_key":"ea3ebdad8a990","_type":"span","marks":[],"text":"We’d follow the same general process for Twitter and Slack."}],"markDefs":[],"style":"normal"},{"_key":"3b5c9e82edc9","_type":"block","children":[{"_key":"1d8d81f2df050","_type":"span","marks":[],"text":"Okay, now let’s put this data to work."}],"markDefs":[],"style":"normal"},{"_key":"c10f7aff33e4","_type":"anchor","label":"Step 2: Create segments for plays"},{"_key":"614187e8edb8","_type":"block","children":[{"_key":"e7c97c5fd1ab0","_type":"span","marks":[],"text":"Step 2: Create segments for different sales plays"}],"markDefs":[],"style":"h3"},{"_key":"7c0f2399eaf2","_type":"block","children":[{"_key":"e1ab67a5c8f00","_type":"span","marks":[],"text":"Click "},{"_key":"e1ab67a5c8f01","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"e1ab67a5c8f02","_type":"span","marks":[],"text":" to leave the "},{"_key":"e1ab67a5c8f03","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"e1ab67a5c8f04","_type":"span","marks":[],"text":" menu, then click on "},{"_key":"e1ab67a5c8f05","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"e1ab67a5c8f06","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"23d4dfa3c65e","_type":"mainImage","asset":{"_ref":"image-687e1d622737e5843338bb0016e2ce59fb62be48-3840x2160-png","_type":"reference"},"caption":"Select Segments"},{"_key":"9dc38b666681","_type":"block","children":[{"_key":"6ed5dbbb3c480","_type":"span","marks":[],"text":"We can create automated segments for both leads and accounts, making them as broad or as granular as we want. This allows us to automatically surface and sort people and organizations for different sales plays."}],"markDefs":[],"style":"normal"},{"_key":"96e8f4c93a93","_type":"block","children":[{"_key":"538464f20eb80","_type":"span","marks":[],"text":"💡 "},{"_key":"538464f20eb81","_type":"span","marks":["ecdcd3066ab6"],"text":"Segments"},{"_key":"538464f20eb82","_type":"span","marks":[],"text":" in Common Room are fully customizable, allowing you to build tailored prospect lists you can track, report on, and engage at scale."}],"markDefs":[{"_key":"ecdcd3066ab6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments/segments-page-home"}],"style":"callout"},{"_key":"46c523a1cfb0","_type":"block","children":[{"_key":"b31a7ec515be0","_type":"span","marks":[],"text":"For instance, we could quickly create segments for product-qualified leads from enterprise organizations."}],"markDefs":[],"style":"normal"},{"_key":"f40ad20b2c9f","_type":"block","children":[{"_key":"39bfe680c2e40","_type":"span","marks":[],"text":"Or we could build segments for people with certain job titles who work in particular industries."}],"markDefs":[],"style":"normal"},{"_key":"f28549a96b4f","_type":"block","children":[{"_key":"b02c0996d1f60","_type":"span","marks":[],"text":"We could even create a segment for companies that meet a predetermined annual revenue threshold and have specific tools in their tech stacks."}],"markDefs":[],"style":"normal"},{"_key":"7caf553a0f90","_type":"block","children":[{"_key":"41ff48d23df90","_type":"span","marks":[],"text":"The possibilities are endless."}],"markDefs":[],"style":"normal"},{"_key":"b59290ba1be9","_type":"block","children":[{"_key":"460cc5bdcfae0","_type":"span","marks":[],"text":"💡 Common Room’s "},{"_key":"460cc5bdcfae1","_type":"span","marks":["af140a0fbd60"],"text":"filters"},{"_key":"460cc5bdcfae2","_type":"span","marks":[],"text":" and "},{"_key":"460cc5bdcfae3","_type":"span","marks":["821030a8ff65"],"text":"tags"},{"_key":"460cc5bdcfae4","_type":"span","marks":[],"text":" make it easy to slice and dice your data with the click of a button so you can quickly find individuals and organizations that share certain attributes, take particular actions, or match specific criteria."}],"markDefs":[{"_key":"af140a0fbd60","_type":"link","href":"https://docs.commonroom.io/get-started/core-concepts-home/filters"},{"_key":"821030a8ff65","_type":"link","href":"https://docs.commonroom.io/set-preferences/tags"}],"style":"callout"},{"_key":"8f8373b33b81","_type":"block","children":[{"_key":"da28ac0ef4500","_type":"span","marks":[],"text":"In this case, we’ll start with a segment for economic buyers who match our ideal persona and recently changed jobs."}],"markDefs":[],"style":"normal"},{"_key":"0351e97115e0","_type":"block","children":[{"_key":"9d247b93a2ac0","_type":"span","marks":[],"text":"Hit "},{"_key":"9d247b93a2ac1","_type":"span","marks":["strong"],"text":"New segment"},{"_key":"9d247b93a2ac2","_type":"span","marks":[],"text":" and select "},{"_key":"9d247b93a2ac3","_type":"span","marks":["strong"],"text":"Create new segment for contacts"},{"_key":"9d247b93a2ac4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"009f16e2bc75","_type":"mainImage","asset":{"_ref":"image-f2c87a2a08196e89eb4c06bf017eaf4e8c17896f-858x350-png","_type":"reference"},"caption":"Select Create new segment for contacts"},{"_key":"6267511bf2bc","_type":"block","children":[{"_key":"f54f78f3cf380","_type":"span","marks":[],"text":"We’ll give our segment a name and short description, then click "},{"_key":"f54f78f3cf381","_type":"span","marks":["strong"],"text":"Set up management rules"},{"_key":"f54f78f3cf382","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"7358cadf857d","_type":"mainImage","asset":{"_ref":"image-4d6e7480ac627a295bd1fb9b95af4b5e4fc567de-2200x670-png","_type":"reference"},"caption":"Select Set up management rules"},{"_key":"5858b3ecc6bd","_type":"block","children":[{"_key":"0470fb192ab50","_type":"span","marks":[],"text":"Now we’ll hit "},{"_key":"0470fb192ab51","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"0470fb192ab52","_type":"span","marks":[],"text":" and configure our segment. Click "},{"_key":"0470fb192ab53","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"0470fb192ab54","_type":"span","marks":[],"text":" and choose "},{"_key":"0470fb192ab55","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"0470fb192ab56","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"7da65b50fadc","_type":"mainImage","asset":{"_ref":"image-210fc9a0d89090e6faa7f3fc25a05bb8864d49b9-2550x1318-png","_type":"reference"},"caption":"Select Contact tags"},{"_key":"19d6c031e7f6","_type":"block","children":[{"_key":"f24270f42cb00","_type":"span","marks":[],"text":"Select "},{"_key":"f24270f42cb01","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"f24270f42cb02","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"043788b1b582","_type":"mainImage","asset":{"_ref":"image-385d5e115ca47c1a8a16b7b297fb59f8226fa961-552x526-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"ef7ad681aad6","_type":"block","children":[{"_key":"3ca971d101df0","_type":"span","marks":[],"text":"Boom, now anyone with head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, or CEO in their job title will automatically be added to this segment 🙌"}],"markDefs":[],"style":"normal"},{"_key":"440e2a5bee72","_type":"block","children":[{"_key":"db4d875bce510","_type":"span","marks":[],"text":"But we don’t just want decision-makers—we want people who match our criteria for ideal buyers."}],"markDefs":[],"style":"normal"},{"_key":"da1df4b0a886","_type":"block","children":[{"_key":"bbc34f627ab70","_type":"span","marks":[],"text":"Let’s say we’ve already configured our ideal persona tag (you can learn more about creating and customizing tags "},{"_key":"709243d97022","_type":"span","marks":["1858fbdb054d"],"text":"here"},{"_key":"fb747443d405","_type":"span","marks":[],"text":"). We’ll hit "},{"_key":"bbc34f627ab71","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"bbc34f627ab72","_type":"span","marks":[],"text":" and choose "},{"_key":"bbc34f627ab73","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"bbc34f627ab74","_type":"span","marks":[],"text":" once again. Then we’ll select "},{"_key":"bbc34f627ab75","_type":"span","marks":["strong"],"text":"Ideal persona"},{"_key":"bbc34f627ab76","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[{"_key":"1858fbdb054d","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/member-tags","openTab":true}],"style":"normal"},{"_key":"409810753891","_type":"mainImage","asset":{"_ref":"image-558d32af15369575439b68a97cd069669c8d64e5-552x456-png","_type":"reference"},"caption":"Select Ideal persona"},{"_key":"1d0ea96e9858","_type":"block","children":[{"_key":"c57d13cf2b5e0","_type":"span","marks":[],"text":"Finally, let’s make sure we zero in on individuals who recently changed roles. Click "},{"_key":"c57d13cf2b5e1","_type":"span","marks":["strong"],"text":"Add filter "},{"_key":"c57d13cf2b5e2","_type":"span","marks":[],"text":"one more time and choose "},{"_key":"c57d13cf2b5e3","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"c57d13cf2b5e4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"c2132b74c0af","_type":"mainImage","asset":{"_ref":"image-25ecfe554b4f455c8a155a79db757a0337e6255f-2504x1308-png","_type":"reference"},"caption":"Select Org change"},{"_key":"381808301849","_type":"block","children":[{"_key":"d13922d0b7330","_type":"span","marks":[],"text":"We can click on the filter itself to customize the date range to our liking."}],"markDefs":[],"style":"normal"},{"_key":"bc840bac4ed2","_type":"mainImage","asset":{"_ref":"image-9e80a8b1729cb9998af87b52e290bb19a8834fe6-790x662-png","_type":"reference"},"caption":"Configure Org change filter"},{"_key":"73ff7b4a1c05","_type":"block","children":[{"_key":"0207c352f12e0","_type":"span","marks":[],"text":"Once we’re done, we’ll click "},{"_key":"0207c352f12e1","_type":"span","marks":["strong"],"text":"Save"},{"_key":"0207c352f12e2","_type":"span","marks":[],"text":". Now every person who matches these filters will be added to this segment automatically."}],"markDefs":[],"style":"normal"},{"_key":"5617672676e3","_type":"block","children":[{"_key":"5e47b7e9796a0","_type":"span","marks":[],"text":"This makes discovering and researching new leads for different sales plays a breeze."}],"markDefs":[],"style":"normal"},{"_key":"80b36a4fb577","_type":"block","children":[{"_key":"43f0804bdb750","_type":"span","marks":[],"text":"We can preview or click into any individual to learn more about them, see their recent activities across our connected channels, and monitor their next moves."}],"markDefs":[],"style":"normal"},{"_key":"14f57a3c6421","_type":"mainImage","asset":{"_ref":"image-de86ab3fcd32267d62a1dd3428f28da3c2dce9e8-1474x1150-png","_type":"reference"},"caption":"View profile"},{"_key":"fb654645c95a","_type":"block","children":[{"_key":"62e0b0bdfbd70","_type":"span","marks":[],"text":"If we have lead scoring set up, we can quickly hone in on the people who are most primed to buy and get a peek at the key factors that make them solid opportunities."}],"markDefs":[],"style":"normal"},{"_key":"c8cebcde9783","_type":"block","children":[{"_key":"411257c053550","_type":"span","marks":[],"text":"💡 "},{"_key":"411257c053551","_type":"span","marks":["e377b395a9b8"],"text":"Lead and account scoring"},{"_key":"411257c053552","_type":"span","marks":[],"text":" in Common Room is based on proprietary machine learning models that are trained using your historical data so you can highlight the best opportunities based on product usage, social activity, firmographic information, and more."}],"markDefs":[{"_key":"e377b395a9b8","_type":"link","href":"https://www.commonroom.io/playbooks/serve-actionable-lead-and-account-scores-to-sales-reps/"}],"style":"callout"},{"_key":"845f1caa5fa0","_type":"mainImage","asset":{"_ref":"image-e56499435ff329301dd35fd7a1e19968707a419c-3841x2160-png","_type":"reference"},"caption":"View lead scores"},{"_key":"cf77fe40b148","_type":"block","children":[{"_key":"69fef0b144b30","_type":"span","marks":[],"text":"But we want to convert prospects, not just research them."}],"markDefs":[],"style":"normal"},{"_key":"3d3bebaa2d44","_type":"block","children":[{"_key":"70cf4d85972e0","_type":"span","marks":[],"text":"Let’s make our segments truly actionable."}],"markDefs":[],"style":"normal"},{"_key":"d00e58fd6186","_type":"anchor","label":"Step 3: Custom views and notifications"},{"_key":"05a92ea2f3b5","_type":"block","children":[{"_key":"bc4d8022f62f0","_type":"span","marks":[],"text":"Step 3: Customize segment views and notifications"}],"markDefs":[],"style":"h3"},{"_key":"4baa9117a928","_type":"block","children":[{"_key":"d1bb7533de820","_type":"span","marks":[],"text":"First let’s add our segments to the "},{"_key":"d1bb7533de821","_type":"span","marks":["strong"],"text":"Home"},{"_key":"d1bb7533de822","_type":"span","marks":[],"text":" screen so they’re always the first thing we see when we log in."}],"markDefs":[],"style":"normal"},{"_key":"8c01c5f9f4c1","_type":"block","children":[{"_key":"c5be6fcdc2c00","_type":"span","marks":[],"text":"Click the three-dot ("},{"_key":"c5be6fcdc2c01","_type":"span","marks":["strong"],"text":"…"},{"_key":"c5be6fcdc2c02","_type":"span","marks":[],"text":") icon for any segment and choose "},{"_key":"c5be6fcdc2c03","_type":"span","marks":["strong"],"text":"Add to Home"},{"_key":"c5be6fcdc2c04","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"22cf5dba1cf5","_type":"mainImage","asset":{"_ref":"image-6547248c18f4d2d6280de42b35d0435b953c6dde-718x758-png","_type":"reference"},"caption":"Select Add to Home"},{"_key":"e5d24d5dbbf7","_type":"block","children":[{"_key":"00aed0d7618f0","_type":"span","marks":[],"text":"Once we’ve added all our segments, we’ll click "},{"_key":"00aed0d7618f1","_type":"span","marks":["strong"],"text":"Home"},{"_key":"00aed0d7618f2","_type":"span","marks":[],"text":" in the left sidebar. 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We’ll narrow it down using filters."}],"markDefs":[],"style":"normal"},{"_key":"dfc3f308808b","_type":"block","children":[{"_key":"8074ef77c5af0","_type":"span","marks":[],"text":"💡 You can choose from a wide variety of "},{"_key":"8074ef77c5af1","_type":"span","marks":["c1ec38cb1bba"],"text":"filters"},{"_key":"8074ef77c5af2","_type":"span","marks":[],"text":" to drill down into individuals, organizations, and activities based on the criteria that matter most to you."}],"markDefs":[{"_key":"c1ec38cb1bba","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/filters-and-sorting"}],"style":"callout"},{"_key":"26b509564e4c","_type":"block","children":[{"_key":"7f353ffb52990","_type":"span","marks":[],"text":"Click "},{"_key":"7f353ffb52991","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"7f353ffb52992","_type":"span","marks":[],"text":" and choose "},{"_key":"7f353ffb52993","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"7f353ffb52994","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"b620ced8ad71","_type":"mainImage","asset":{"_ref":"image-c0f3c5fa38f6e4ee1ea63fbb5001c1b90fa2e753-2732x1386-png","_type":"reference"},"caption":"Select Member tags"},{"_key":"e9fde16f61e8","_type":"block","children":[{"_key":"026ede4611500","_type":"span","marks":[],"text":"This will open up a dropdown menu of options. Select "},{"_key":"026ede4611501","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"026ede4611502","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"a749435da092","_type":"mainImage","asset":{"_ref":"image-4d178dcf2d5a2f9894d5afa0d25dcfa0c9fe2ac3-684x914-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"a49932544296","_type":"block","children":[{"_key":"9d046c0dc0da0","_type":"span","marks":[],"text":"This is a default tag available to all Common Room users. 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If you wish, you can also "},{"_key":"f57908da0ed41","_type":"span","marks":["e702fb65dadd"],"text":"add them to an Outreach sequence"},{"_key":"f57908da0ed42","_type":"span","marks":[],"text":", send them a message, add them to a "},{"_key":"f57908da0ed43","_type":"span","marks":["36942957b0b6"],"text":"segment"},{"_key":"f57908da0ed44","_type":"span","marks":[],"text":", and more."}],"markDefs":[{"_key":"e702fb65dadd","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/add-members-to-an-outreach-sequence"},{"_key":"36942957b0b6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page/segments-page-home"}],"style":"normal"},{"_key":"8bde240e7cf4","_type":"mainImage","asset":{"_ref":"image-50b6d65fd882e228dca8c47a43cdc08a2753b04a-3840x2160-png","_type":"reference"},"caption":"View preview"},{"_key":"0c055493304d","_type":"block","children":[{"_key":"a0d87644a3310","_type":"span","marks":[],"text":"We can add more filters to drill down further. 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Or we can combine job-change signals from non-customers with other signals—like website interactions, social engagement, and open-source activity—so reps can craft a personalized message with full context and break through the noise.\""}],"markDefs":[],"style":"blockquote"},{"_key":"ef4092fc7619","_type":"block","children":[{"_key":"a85d32ec2285","_type":"span","marks":[],"text":"Meanwhile, automated alerts ensure reps are instantly notified of new additions to—and activity within—their segments."}],"markDefs":[],"style":"normal"},{"_key":"989ee25ac555","_type":"block","children":[{"_key":"931c051637f1","_type":"span","marks":[],"text":"🔦 "},{"_key":"87c2d602326f","_type":"span","marks":["strong"],"text":"Product spotlight: Team alerts\n"},{"_key":"ed3cb5b24cd4","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"5c8ffdf68361","_type":"span","marks":["ba9986fee161"],"text":"team alerts"},{"_key":"f28a14fdf380","_type":"span","marks":[],"text":" feature allows you to automate alerts based on any combination of triggers and filters so you can see real-time activity from the people and accounts you care about. 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Not every new sign-up counts as a PQL."}],"markDefs":[],"style":"normal"},{"_key":"578e71325f80","_type":"block","children":[{"_key":"6d23eace65350","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to connect the dots between product usage and intent, spotlight PQLs, and follow up with them fast."}],"markDefs":[],"style":"normal"},{"_key":"b3d060203fdd","_type":"block","children":[{"_key":"7ac20f29fd030","_type":"span","marks":[],"text":"Let’s rock and roll 🤘"}],"markDefs":[],"style":"normal"},{"_key":"3e57f2b4fe68","_type":"block","children":[{"_key":"84c78ea49b840","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"729e358d20da","_type":"block","children":[{"_key":"8127046ae7180","_type":"span","marks":[],"text":"Common Room (this is how we’ll identify and monitor product usage—"},{"_key":"8127046ae7181","_type":"span","marks":["9a67707fdc2b"],"text":"sign up for free"},{"_key":"8127046ae7182","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"9a67707fdc2b","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"aa555cf77e63","_type":"block","children":[{"_key":"6d4a22ce568b0","_type":"span","marks":[],"text":"Access to product data (in this example we’ll use Snowflake)"}],"markDefs":[],"style":"callout"},{"_key":"44d98a3bed19","_type":"block","children":[{"_key":"5625f6f355890","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use Slack and LinkedIn)"}],"markDefs":[],"style":"callout"},{"_key":"aead27e08dc6","_type":"block","children":[{"_key":"9625e0236e650","_type":"span","marks":[],"text":"Access to a CRM (in this example we’ll use Salesforce)"}],"markDefs":[],"style":"callout"},{"_key":"2ffd95794e3e","_type":"anchor","label":"Step 1: Connect Snowflake"},{"_key":"b080531087f9","_type":"block","children":[{"_key":"a191d0f292fe0","_type":"span","marks":[],"text":"Step 1: Connect Snowflake"}],"markDefs":[],"style":"h3"},{"_key":"c23c524df7b7","_type":"block","children":[{"_key":"7d20376417360","_type":"span","marks":[],"text":"First we need to get our hands on our product data. 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With dozens of natively built and fully managed integrations—as well as a powerful API for added extensibility—it’s easy to get your product data into Common Room."}],"markDefs":[{"_key":"534fad92f067","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/integrations-home"},{"_key":"2e85e6df610e","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hightouch"},{"_key":"9a83b87c0115","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/census"}],"style":"callout"},{"_key":"0dc612fb5c16","_type":"block","children":[{"_key":"7ee5517be25f0","_type":"span","marks":[],"text":"Sign in to Common Room, click on "},{"_key":"7ee5517be25f1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"7ee5517be25f2","_type":"span","marks":[],"text":" in the left sidebar (the little ⚙️ icon at the bottom), and navigate to "},{"_key":"7ee5517be25f3","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"7ee5517be25f4","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"54e949ea4370","_type":"mainImage","asset":{"_ref":"image-35a0ed88259d13b4f09ea481f5e6266a4b96524f-3841x2161-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"c542b75cbf48","_type":"block","children":[{"_key":"2f12cb98d1e60","_type":"span","marks":[],"text":"Find Snowflake in the list of data sources and click "},{"_key":"2f12cb98d1e61","_type":"span","marks":["strong"],"text":"Get set up"},{"_key":"2f12cb98d1e62","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"625f9c066b05","_type":"mainImage","asset":{"_ref":"image-e251be422429d0f48114a8443f7084b4a21ccaff-1153x831-png","_type":"reference"},"caption":"Select Snowflake"},{"_key":"ed81a1a405c5","_type":"block","children":[{"_key":"2af93fb496dd0","_type":"span","marks":[],"text":"The team from Common Room will work with you to quickly set up your integration."}],"markDefs":[],"style":"normal"},{"_key":"86487258efbc","_type":"block","children":[{"_key":"408dbe312cf00","_type":"span","marks":[],"text":"You can customize how the data that’s pulled in from Snowflake is mapped to different fields in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"d7f95aed89de","_type":"block","children":[{"_key":"0cce8f347f530","_type":"span","marks":[],"text":"Let’s say we’re a software company that sells collaborative design software. We offer a free four-week trial of our starter plan."}],"markDefs":[],"style":"normal"},{"_key":"971c2cd8178e","_type":"block","children":[{"_key":"5c8ada5bfe760","_type":"span","marks":[],"text":"We want to ingest data from Snowflake that tells us when someone signed up for a free trial, how many design files they’ve created, and how many other people they’ve invited to join them."}],"markDefs":[],"style":"normal"},{"_key":"bdabe0e5035e","_type":"block","children":[{"_key":"07265977a0d70","_type":"span","marks":[],"text":"But product data is only one piece of the puzzle. To understand which leads are worth our time, we also want to get a look at user activity across digital channels."}],"markDefs":[],"style":"normal"},{"_key":"27a1f9b6f2c3","_type":"anchor","label":"Step 2: Connect digital channels"},{"_key":"e858738fcb9c","_type":"block","children":[{"_key":"ce668546a0230","_type":"span","marks":[],"text":"Step 2: Connect digital channels"}],"markDefs":[],"style":"h3"},{"_key":"231feb4fccab","_type":"block","children":[{"_key":"d7fa74f208c90","_type":"span","marks":[],"text":"We have a lively user base on "},{"_key":"d7fa74f208c91","_type":"span","marks":["7345c6d7c8ce"],"text":"Slack"},{"_key":"d7fa74f208c92","_type":"span","marks":[],"text":" and see lots of activity on "},{"_key":"d7fa74f208c93","_type":"span","marks":["28cb8e4d83d3"],"text":"LinkedIn"},{"_key":"d7fa74f208c94","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"7345c6d7c8ce","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack/slack-community-integration-guide"},{"_key":"28cb8e4d83d3","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"}],"style":"normal"},{"_key":"9708c239b447","_type":"block","children":[{"_key":"c482e88114940","_type":"span","marks":[],"text":"Not only will connecting these channels to Common Room give us visibility into intent signals outside of our product, it will help us deanonymize users and connect product usage to specific individuals and organizations 🕵️"}],"markDefs":[],"style":"normal"},{"_key":"b4d5f6634321","_type":"block","children":[{"_key":"30ddf521c2b30","_type":"span","marks":[],"text":"💡 You can quickly and easily connect multiple digital channels to Common Room, from messaging platforms and social media channels to community forums and online repositories. The more data sources you connect, the easier it will be to resolve user identities and enrich their profiles based on digital activity."}],"markDefs":[],"style":"callout"},{"_key":"1b86fe76ab9f","_type":"block","children":[{"_key":"f4250d1089460","_type":"span","marks":[],"text":"We’ll start by choosing Slack from the list of sources."}],"markDefs":[],"style":"normal"},{"_key":"0afca2e60696","_type":"mainImage","asset":{"_ref":"image-314c79a0ac1ac264edfb4276a2a7bccdbc8f20b2-1456x932-png","_type":"reference"},"caption":"Select Slack"},{"_key":"eec78d2ec1c2","_type":"block","children":[{"_key":"c32ded5addf10","_type":"span","marks":[],"text":"We’ll be asked to connect and authenticate our account. Once that’s done, data from Slack will start flowing into Common Room."}],"markDefs":[],"style":"normal"},{"_key":"d7906b127121","_type":"block","children":[{"_key":"e2a95a17d0a60","_type":"span","marks":[],"text":"We’ll then repeat this process with LinkedIn."}],"markDefs":[],"style":"normal"},{"_key":"0dde6cf8bd8d","_type":"block","children":[{"_key":"bcda2cddc12c0","_type":"span","marks":[],"text":"Okay, now that our digital channels are connected, let’s make sure we can surface our PQLs in our CRM."}],"markDefs":[],"style":"normal"},{"_key":"b8c0d1aba769","_type":"anchor","label":"Step 3: Connect Salesforce"},{"_key":"2051a58c4e25","_type":"block","children":[{"_key":"0311229dcb430","_type":"span","marks":[],"text":"Step 3: Connect Salesforce"}],"markDefs":[],"style":"h3"},{"_key":"21f961e3f70d","_type":"block","children":[{"_key":"7237aec246f10","_type":"span","marks":["adf447075a67"],"text":"Salesforce"},{"_key":"7237aec246f11","_type":"span","marks":[],"text":" is our source of truth, so we’ll choose it from the list of data sources."}],"markDefs":[{"_key":"adf447075a67","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"normal"},{"_key":"0c77b13562f6","_type":"mainImage","asset":{"_ref":"image-a5ab89ad102394e7ed1a186eb84269aa20748690-1422x792-png","_type":"reference"},"caption":"Select Salesforce"},{"_key":"cfdcfed499ca","_type":"block","children":[{"_key":"fd9ea48e77b90","_type":"span","marks":[],"text":"We’ll need to confirm that we’re an admin (otherwise, we can invite an admin to finish the integration setup). Then we’ll authenticate our account and bam—we’re ready to configure how data from Salesforce flows into Common Room and vice versa."}],"markDefs":[],"style":"normal"},{"_key":"084c461f7912","_type":"block","children":[{"_key":"565b4cd060090","_type":"span","marks":[],"text":"💡 "},{"_key":"565b4cd060091","_type":"span","marks":["e470dd74b52b","gradient"],"text":"Check out our full interactive guides"},{"_key":"565b4cd060092","_type":"span","marks":[],"text":" for step-by-step directions on inbound and outbound data setup."}],"markDefs":[{"_key":"e470dd74b52b","_type":"link","href":"https://app.arcade.software/share/lY7OWgwVNn5oLydRjICI"}],"style":"callout"},{"_key":"374e3c75f5ec","_type":"block","children":[{"_key":"a70b29f2c9420","_type":"span","marks":[],"text":"Once we’ve completed our outbound data setup, we can send the names, email addresses, company names, and more of our PQLs directly to our CRM."}],"markDefs":[],"style":"normal"},{"_key":"3e4b8fdf2d5b","_type":"block","children":[{"_key":"a61ecf25d51c0","_type":"span","marks":[],"text":"💡 Common Room has bidirectional integrations with popular CRMs, such as Salesforce and "},{"_key":"a61ecf25d51c1","_type":"span","marks":["99276b170aff"],"text":"HubSpot"},{"_key":"a61ecf25d51c2","_type":"span","marks":[],"text":". This makes it easy to view data recorded in your CRM within Common Room, as well as pass data from Common Room to your CRM."}],"markDefs":[{"_key":"99276b170aff","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"}],"style":"callout"},{"_key":"1d94a0a07ede","_type":"block","children":[{"_key":"ce28356c27690","_type":"span","marks":[],"text":"Now that we know we can sync Common Room data with Salesforce, let’s get to finding our PQLs 💸"}],"markDefs":[],"style":"normal"},{"_key":"884ecf350a0a","_type":"anchor","label":"Step 4: Create product-qualified tag"},{"_key":"c1cd7b32f320","_type":"block","children":[{"_key":"32c2cc467f8d0","_type":"span","marks":[],"text":"Step 4: Create product-qualified tag"}],"markDefs":[],"style":"h3"},{"_key":"767bd7762e00","_type":"block","children":[{"_key":"68c1ad5c400c0","_type":"span","marks":[],"text":"Click "},{"_key":"68c1ad5c400c1","_type":"span","marks":["strong"],"text":"Tags"},{"_key":"68c1ad5c400c2","_type":"span","marks":[],"text":" in the left sidebar of the "},{"_key":"68c1ad5c400c3","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"68c1ad5c400c4","_type":"span","marks":[],"text":" menu."}],"markDefs":[],"style":"normal"},{"_key":"d0acf3392866","_type":"mainImage","asset":{"_ref":"image-86637bf43477c512fd4b530f58408679d9400e64-3841x2161-png","_type":"reference"},"caption":"Select Tags"},{"_key":"a89160f481c7","_type":"block","children":[{"_key":"1fbed4b2a5040","_type":"span","marks":[],"text":"As you’ll see, the "},{"_key":"1fbed4b2a5041","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"1fbed4b2a5042","_type":"span","marks":[],"text":" tag is one of many default tags in Common Room. Once we turn it on, any individual who matches our criteria will automatically be tagged with this label."}],"markDefs":[],"style":"normal"},{"_key":"88a94a031b59","_type":"mainImage","asset":{"_ref":"image-597154ba7180defb81fd653137cbb1bf53e0114c-2137x763-png","_type":"reference"},"caption":"View tags"},{"_key":"c0c083b79349","_type":"block","children":[{"_key":"947ad0a6ddef0","_type":"span","marks":[],"text":"💡 You can create and assign both "},{"_key":"947ad0a6ddef1","_type":"span","marks":["39171dff20a9"],"text":"member tags"},{"_key":"947ad0a6ddef2","_type":"span","marks":[],"text":" and "},{"_key":"947ad0a6ddef3","_type":"span","marks":["9e586891c3b3"],"text":"organization tags"},{"_key":"947ad0a6ddef4","_type":"span","marks":[],"text":" to quickly find and track ideal personas, economic buyers, current customers, and more."}],"markDefs":[{"_key":"39171dff20a9","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/member-tags"},{"_key":"9e586891c3b3","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/organization-tags"}],"style":"callout"},{"_key":"d1bec6bc18ac","_type":"block","children":[{"_key":"3d3c6cb8b9930","_type":"span","marks":[],"text":"Let’s decide what constitutes a product-qualified lead. We can customize our tag to include fields from Common Room, our data warehouse, and our CRM."}],"markDefs":[],"style":"normal"},{"_key":"bd25c42820e4","_type":"block","children":[{"_key":"cabbf0e4c5b40","_type":"span","marks":[],"text":"In this case, we want to focus on people who signed up for our product in the last 28 days, have created five or more design files, and have invited two or more people to join them."}],"markDefs":[],"style":"normal"},{"_key":"cf781f210c4b","_type":"block","children":[{"_key":"0bc100f8a0910","_type":"span","marks":[],"text":"Click "},{"_key":"0bc100f8a0911","_type":"span","marks":["strong"],"text":"Edit"},{"_key":"0bc100f8a0912","_type":"span","marks":[],"text":" over the product qualified tag, then select "},{"_key":"0bc100f8a0913","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"0bc100f8a0914","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"bb18208ee703","_type":"mainImage","asset":{"_ref":"image-5ad6ee3a84f2387d39d1813c8da8c3836d4e5396-2197x297-png","_type":"reference"},"caption":"Select Add filter"},{"_key":"afa517322bbf","_type":"block","children":[{"_key":"4807b45023440","_type":"span","marks":[],"text":"Choose "},{"_key":"4807b45023441","_type":"span","marks":["strong"],"text":"Fields"},{"_key":"4807b45023442","_type":"span","marks":[],"text":" from the list of filters under Members."}],"markDefs":[],"style":"normal"},{"_key":"7511ce460dbc","_type":"mainImage","asset":{"_ref":"image-b602affbcafd614a598fa83477ba8dfa68ebbc1f-2469x1311-png","_type":"reference"},"caption":"Select Fields"},{"_key":"da347375d901","_type":"block","children":[{"_key":"dc649453b0d80","_type":"span","marks":[],"text":"This will open up a dropdown list of all the fields we’ve mapped into Common Room from Snowflake."}],"markDefs":[],"style":"normal"},{"_key":"0178bc05cfff","_type":"block","children":[{"_key":"ac3d37fc7d610","_type":"span","marks":[],"text":"First we’ll choose "},{"_key":"ac3d37fc7d611","_type":"span","marks":["strong"],"text":"Signup Date"},{"_key":"ac3d37fc7d612","_type":"span","marks":[],"text":". This will bring up a dropdown menu where we can choose from a list of options or customize our own date range."}],"markDefs":[],"style":"normal"},{"_key":"f3b5f03745b0","_type":"block","children":[{"_key":"a1d257f4ce940","_type":"span","marks":[],"text":"We’ll select "},{"_key":"a1d257f4ce941","_type":"span","marks":["strong"],"text":"Last 28 days"},{"_key":"a1d257f4ce942","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"e0afdc3793b0","_type":"mainImage","asset":{"_ref":"image-3140c870d0deafed88198e35515c53adefd8f825-487x721-png","_type":"reference"},"caption":"Select Last 28 days"},{"_key":"4bf68b0611e5","_type":"block","children":[{"_key":"2924ee37ff510","_type":"span","marks":[],"text":"Next we’ll add another field filter. This time we’ll choose "},{"_key":"2924ee37ff511","_type":"span","marks":["strong"],"text":"# Design Files Created"},{"_key":"2924ee37ff512","_type":"span","marks":[],"text":" and put 5 in the "},{"_key":"2924ee37ff513","_type":"span","marks":["strong"],"text":"At least"},{"_key":"2924ee37ff514","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"c6a23e17131e","_type":"mainImage","asset":{"_ref":"image-dd32d5b29061b71a8543221ec1bfa5c0109018e8-507x465-png","_type":"reference"},"caption":"Add criteria"},{"_key":"5be342300537","_type":"block","children":[{"_key":"7c85b8dd7b190","_type":"span","marks":[],"text":"Finally, we’ll add a field filter for "},{"_key":"7c85b8dd7b191","_type":"span","marks":["strong"],"text":"# Invites Sent"},{"_key":"7c85b8dd7b192","_type":"span","marks":[],"text":" and put 2 in the "},{"_key":"7c85b8dd7b193","_type":"span","marks":["strong"],"text":"At least"},{"_key":"7c85b8dd7b194","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"23548375a062","_type":"mainImage","asset":{"_ref":"image-27bca8d201fc69d8a80bc3160468eff7c56cdc3d-501x461-png","_type":"reference"},"caption":"Add criteria"},{"_key":"a97936927eb5","_type":"block","children":[{"_key":"8654dbd28e710","_type":"span","marks":[],"text":"Hit "},{"_key":"8654dbd28e711","_type":"span","marks":["strong"],"text":"Save"},{"_key":"8654dbd28e712","_type":"span","marks":[],"text":" and you’re all set. Any individual who matches our criteria will be tagged as a product-qualified lead 🥂"}],"markDefs":[],"style":"normal"},{"_key":"cadf9b75b2b8","_type":"block","children":[{"_key":"b4e01ecd2fc80","_type":"span","marks":[],"text":"Let’s take a look at what we’ve found."}],"markDefs":[],"style":"normal"},{"_key":"725764b52fb3","_type":"anchor","label":"Step 5: Identify PQLs"},{"_key":"f2f8d057774b","_type":"block","children":[{"_key":"622ddb3faaf20","_type":"span","marks":[],"text":"Step 5: Identify PQLs"}],"markDefs":[],"style":"h3"},{"_key":"3294b858bb4e","_type":"block","children":[{"_key":"2ebf13ea19e80","_type":"span","marks":[],"text":"Click "},{"_key":"2ebf13ea19e81","_type":"span","marks":["strong"],"text":"Back to app"},{"_key":"2ebf13ea19e82","_type":"span","marks":[],"text":" to exit the "},{"_key":"2ebf13ea19e83","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"2ebf13ea19e84","_type":"span","marks":[],"text":" menu, then click "},{"_key":"2ebf13ea19e85","_type":"span","marks":["strong"],"text":"Members"},{"_key":"2ebf13ea19e86","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"92d29813e806","_type":"mainImage","asset":{"_ref":"image-465c487129184466948f52d96dcf18fcc831187b-3841x2161-png","_type":"reference"},"caption":"Select Members"},{"_key":"cfd82ce5cb14","_type":"block","children":[{"_key":"02358fca73660","_type":"span","marks":[],"text":"Select "},{"_key":"02358fca73661","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"02358fca73662","_type":"span","marks":[],"text":", then navigate to "},{"_key":"02358fca73663","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"02358fca73664","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"bf89fb9575fd","_type":"mainImage","asset":{"_ref":"image-902e9e59f3931da2a4a154d308588a9872e58494-2071x1321-png","_type":"reference"},"caption":"Select Member tags"},{"_key":"2a201116db2e","_type":"block","children":[{"_key":"c6acf2c290dd0","_type":"span","marks":[],"text":"This will open up a dropdown menu. Choose "},{"_key":"c6acf2c290dd1","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"c6acf2c290dd2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"3e0b3a8f8513","_type":"mainImage","asset":{"_ref":"image-9e0ab735fef7706002ecfdbd20e0a7b8550b2734-517x915-png","_type":"reference"},"caption":"Select Product qualified"},{"_key":"05f02b655a00","_type":"block","children":[{"_key":"853a88a481190","_type":"span","marks":[],"text":"This will give us a view of every product user who matches our tag 👀"}],"markDefs":[],"style":"normal"},{"_key":"c230a65d7095","_type":"block","children":[{"_key":"afedaa1cab580","_type":"span","marks":[],"text":"We can drill down further from here if we want to. Let’s say we'd like to prioritize the biggest and best opportunities—people who work at large organizations that bring in a certain amount of revenue each year."}],"markDefs":[],"style":"normal"},{"_key":"da56eeb57a08","_type":"block","children":[{"_key":"4547023f3d890","_type":"span","marks":[],"text":"💡 Common Room’s "},{"_key":"4547023f3d891","_type":"span","marks":["2bfbd7ce5a5a"],"text":"filters"},{"_key":"4547023f3d892","_type":"span","marks":[],"text":" make it easy to narrow your scope by sifting through individuals and organizations based on specific attributes and actions, such as job title, tech stack, keywords, sentiment, and more."}],"markDefs":[{"_key":"2bfbd7ce5a5a","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/filters-and-sorting"}],"style":"callout"},{"_key":"c37c69d35240","_type":"block","children":[{"_key":"9dff445d04140","_type":"span","marks":[],"text":"We’ll click "},{"_key":"9dff445d04141","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"9dff445d04142","_type":"span","marks":[],"text":" again and head over to "},{"_key":"9dff445d04143","_type":"span","marks":["strong"],"text":"Organization size"},{"_key":"9dff445d04144","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"594f94008170","_type":"mainImage","asset":{"_ref":"image-3c2ba2e03ff8f6135daabcad31d6ddea30003988-2491x1319-png","_type":"reference"},"caption":"Select Organization size"},{"_key":"29d16f2524f4","_type":"block","children":[{"_key":"e0352eeef1e80","_type":"span","marks":[],"text":"After we select this filter, we’ll add 1,000 to the "},{"_key":"e0352eeef1e81","_type":"span","marks":["strong"],"text":"At least"},{"_key":"e0352eeef1e82","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"b24d6177d9eb","_type":"mainImage","asset":{"_ref":"image-e6df7dcc456009ec9b9cc4c8344f9f61a0803ad4-481x1037-png","_type":"reference"},"caption":"Add criteria"},{"_key":"ffaa31b1b804","_type":"block","children":[{"_key":"202f3964c7790","_type":"span","marks":[],"text":"Next we’ll add a filter for "},{"_key":"202f3964c7791","_type":"span","marks":["strong"],"text":"Annual revenue"},{"_key":"202f3964c7792","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"82250151cc86","_type":"mainImage","asset":{"_ref":"image-c200c230ff8bd24a9a21ded43ee96e7dfa827194-2499x1309-png","_type":"reference"},"caption":"Select Annual revenue"},{"_key":"a9a74934f9a3","_type":"block","children":[{"_key":"3e68f38ac45f0","_type":"span","marks":[],"text":"Then we’ll add $10M to the "},{"_key":"3e68f38ac45f1","_type":"span","marks":["strong"],"text":"At least"},{"_key":"3e68f38ac45f2","_type":"span","marks":[],"text":" box."}],"markDefs":[],"style":"normal"},{"_key":"403111d45765","_type":"mainImage","asset":{"_ref":"image-f43a0853cffa9026b14bb307639155cc4551248c-475x967-png","_type":"reference"},"caption":"Add criteria"},{"_key":"158a2b3a7abb","_type":"block","children":[{"_key":"aef3685628150","_type":"span","marks":[],"text":"Now we have a view of all product-qualified leads that work at organizations with at least 1,000 employees and generate $10 million or more in annual revenue."}],"markDefs":[],"style":"normal"},{"_key":"b0d10000b621","_type":"block","children":[{"_key":"b717817ddfc00","_type":"span","marks":[],"text":"Let’s make sure we’re always kept up to date on our leads."}],"markDefs":[],"style":"normal"},{"_key":"dab0931e8b2a","_type":"anchor","label":"Step 6: Create real-time alerts"},{"_key":"f82ef43d0624","_type":"block","children":[{"_key":"52fcb476f7950","_type":"span","marks":[],"text":"Step 6: Create real-time alerts"}],"markDefs":[],"style":"h3"},{"_key":"e9c537e7a7c5","_type":"block","children":[{"_key":"68e281c5d6560","_type":"span","marks":[],"text":"Navigate to "},{"_key":"68e281c5d6561","_type":"span","marks":["strong"],"text":"Team alerts"},{"_key":"68e281c5d6562","_type":"span","marks":[],"text":" in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"1a39d6bfb756","_type":"mainImage","asset":{"_ref":"image-cf7c9bbb9515fd059e4752bdce900901cb933bc0-3841x2161-png","_type":"reference"},"caption":"Select Team alerts"},{"_key":"84391d46d684","_type":"block","children":[{"_key":"9f30cab2b9110","_type":"span","marks":[],"text":"We’ll click "},{"_key":"9f30cab2b9111","_type":"span","marks":["strong"],"text":"Create team alert"},{"_key":"9f30cab2b9112","_type":"span","marks":[],"text":" to set up what will trigger our alert and where it will be sent."}],"markDefs":[],"style":"normal"},{"_key":"aa0881c67549","_type":"mainImage","asset":{"_ref":"image-14f7c072ce466f674a621790fd1fadc6396e9d91-2303x881-png","_type":"reference"},"caption":"Select Create team alert"},{"_key":"612f467fcb5c","_type":"block","children":[{"_key":"8102dec00a7b0","_type":"span","marks":[],"text":"We want to get notified any time a user becomes a PQL 📟"}],"markDefs":[],"style":"normal"},{"_key":"39dec4f01f22","_type":"block","children":[{"_key":"6c738b3193580","_type":"span","marks":[],"text":"First we’ll select "},{"_key":"6c738b3193581","_type":"span","marks":["strong"],"text":"New member"},{"_key":"6c738b3193582","_type":"span","marks":[],"text":" under the trigger section."}],"markDefs":[],"style":"normal"},{"_key":"687f16ff88a6","_type":"mainImage","asset":{"_ref":"image-34385c5aef6459a69de0861b6e2a9edeb2f80865-733x935-png","_type":"reference"},"caption":"Select New member"},{"_key":"86d2497a1e94","_type":"block","children":[{"_key":"b66e9ee976ef0","_type":"span","marks":[],"text":"Then we’ll click "},{"_key":"b66e9ee976ef1","_type":"span","marks":["strong"],"text":"Add member filter"},{"_key":"b66e9ee976ef2","_type":"span","marks":[],"text":" under the filters section and choose "},{"_key":"b66e9ee976ef3","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"b66e9ee976ef4","_type":"span","marks":[],"text":". Select "},{"_key":"b66e9ee976ef5","_type":"span","marks":["strong"],"text":"Product qualified"},{"_key":"b66e9ee976ef6","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"8327d5e0bde2","_type":"mainImage","asset":{"_ref":"image-9cdbfb69a55af6ca99a01324d4f33ad22b1bf244-477x255-png","_type":"reference"},"caption":"Select Product qualified"},{"_key":"47485ea4834e","_type":"block","children":[{"_key":"3b534aa460770","_type":"span","marks":[],"text":"Finally, let’s make sure we get alerted where we work. We’ll choose an internal Slack channel under the Action section."}],"markDefs":[],"style":"normal"},{"_key":"e5d1493771c8","_type":"mainImage","asset":{"_ref":"image-725e8c21fc2b3323b9fbdeb59890ad00ce51b494-715x623-png","_type":"reference"},"caption":"Select Slack channel"},{"_key":"50ab33b4259f","_type":"block","children":[{"_key":"6cbdb14f2b920","_type":"span","marks":[],"text":"Click "},{"_key":"6cbdb14f2b921","_type":"span","marks":["strong"],"text":"Create alert"},{"_key":"6cbdb14f2b922","_type":"span","marks":[],"text":" and now we’ll be the first to know about new PQLs."}],"markDefs":[],"style":"normal"},{"_key":"82f00ea0ca8e","_type":"block","children":[{"_key":"f07be49080450","_type":"span","marks":[],"text":"But we don’t just want to know about product-qualified leads—we want to follow up with them. 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Choose "},{"_key":"f6ad75cd007e5","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"f6ad75cd007e6","_type":"span","marks":[],"text":" and select "},{"_key":"f6ad75cd007e7","_type":"span","marks":["strong"],"text":"Product qualified "},{"_key":"f6ad75cd007e8","_type":"span","marks":[],"text":"from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"6b18eaba2f56","_type":"mainImage","asset":{"_ref":"image-646eb84c8d3aea21282bc58cdf1ebb1e708f65c4-531x431-png","_type":"reference"},"caption":"Select Product qualified"},{"_key":"2e441d74075b","_type":"block","children":[{"_key":"3329f63d44a00","_type":"span","marks":[],"text":"Segments are reactive. Any time a person matches our criteria, they’ll automatically be added to our segment. Likewise, any time a person stops matching our criteria, they’ll be removed. 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That way you can always stay up to date on the key people and activities you want to know about whether they’re part of a segment or not."}],"markDefs":[{"_key":"148bfb37f8a4","_type":"link","href":"https://docs.commonroom.io/using-common-room/team-alerts-page"}],"style":"callout"},{"_key":"40547e38ac99","_type":"block","children":[{"_key":"b22db1531c940","_type":"span","marks":[],"text":"Any segments we create will automatically be added to the "},{"_key":"b22db1531c941","_type":"span","marks":["strong"],"text":"My segments"},{"_key":"b22db1531c942","_type":"span","marks":[],"text":" section of the page, but let’s make sure they’re the first thing we see when we log into Common Room."}],"markDefs":[],"style":"normal"},{"_key":"2f82c171403f","_type":"anchor","label":"Step 5: Add segments to Home"},{"_key":"eaea80cb22ed","_type":"block","children":[{"_key":"a0dc6e82f39c0","_type":"span","marks":[],"text":"Step 5: Add segments to Home"}],"markDefs":[],"style":"h3"},{"_key":"2606c1cc320d","_type":"block","children":[{"_key":"53a69cba4dc20","_type":"span","marks":[],"text":"Every segment can be added to our "},{"_key":"53a69cba4dc21","_type":"span","marks":["strong"],"text":"Home"},{"_key":"53a69cba4dc22","_type":"span","marks":[],"text":" screen in Common Room. 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We’ll narrow it down using filters."}],"markDefs":[],"style":"normal"},{"_key":"dfc3f308808b","_type":"block","children":[{"_key":"8074ef77c5af0","_type":"span","marks":[],"text":"💡 You can choose from a wide variety of "},{"_key":"8074ef77c5af1","_type":"span","marks":["c1ec38cb1bba"],"text":"filters"},{"_key":"8074ef77c5af2","_type":"span","marks":[],"text":" to drill down into individuals, organizations, and activities based on the criteria that matter most to you."}],"markDefs":[{"_key":"c1ec38cb1bba","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/filters-and-sorting"}],"style":"callout"},{"_key":"26b509564e4c","_type":"block","children":[{"_key":"7f353ffb52990","_type":"span","marks":[],"text":"Click "},{"_key":"7f353ffb52991","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"7f353ffb52992","_type":"span","marks":[],"text":" and choose "},{"_key":"7f353ffb52993","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"7f353ffb52994","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"b620ced8ad71","_type":"mainImage","asset":{"_ref":"image-c0f3c5fa38f6e4ee1ea63fbb5001c1b90fa2e753-2732x1386-png","_type":"reference"},"caption":"Select Member tags"},{"_key":"e9fde16f61e8","_type":"block","children":[{"_key":"026ede4611500","_type":"span","marks":[],"text":"This will open up a dropdown menu of options. Select "},{"_key":"026ede4611501","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"026ede4611502","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"a749435da092","_type":"mainImage","asset":{"_ref":"image-4d178dcf2d5a2f9894d5afa0d25dcfa0c9fe2ac3-684x914-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"a49932544296","_type":"block","children":[{"_key":"9d046c0dc0da0","_type":"span","marks":[],"text":"This is a default tag available to all Common Room users. It’s configured to help you spotlight the individuals most likely to have budget authority based on their job title 💵"}],"markDefs":[],"style":"normal"},{"_key":"d75457e51d0a","_type":"block","children":[{"_key":"eabcf1662d410","_type":"span","marks":[],"text":"Any individual with the following words in their title will automatically be tagged as an economic buyer: head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, CEO."}],"markDefs":[],"style":"normal"},{"_key":"d74d4af032e0","_type":"block","children":[{"_key":"c3206dceb89e0","_type":"span","marks":[],"text":"We can also edit the tag to narrow its scope, such as by customizing it for a specific type of buyer based on their role."}],"markDefs":[],"style":"normal"},{"_key":"a0be86422733","_type":"block","children":[{"_key":"2ff8815bb5000","_type":"span","marks":[],"text":"Click out of the dropdown menu and voilà—you now have a view of all economic buyers active across your digital channels."}],"markDefs":[],"style":"normal"},{"_key":"8de1f31dd184","_type":"mainImage","asset":{"_ref":"image-7f33eccc04913762e515bd33e84c800c7910b557-2252x930-png","_type":"reference"},"caption":"View economic buyers"},{"_key":"bd2dd2423d67","_type":"block","children":[{"_key":"b718fd44e0200","_type":"span","marks":[],"text":"Next time someone reacts to our content on LinkedIn, we’ll know whether they’re a junior employee or a potential decision-maker."}],"markDefs":[],"style":"normal"},{"_key":"0d5b3ae42e05","_type":"block","children":[{"_key":"3f213d49d9850","_type":"span","marks":[],"text":"Hover over an individual and click "},{"_key":"3f213d49d9851","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"3f213d49d9852","_type":"span","marks":[],"text":" to pull up their profile."}],"markDefs":[],"style":"normal"},{"_key":"a73b90e89670","_type":"mainImage","asset":{"_ref":"image-3e19cb170fccfece062540793aba70512f3357be-2260x418-png","_type":"reference"},"caption":"Select Preview"},{"_key":"9dfb25174822","_type":"block","children":[{"_key":"f57908da0ed40","_type":"span","marks":[],"text":"From here you can learn more about economic buyers and their most recent activity. If you wish, you can also "},{"_key":"f57908da0ed41","_type":"span","marks":["e702fb65dadd"],"text":"add them to an Outreach sequence"},{"_key":"f57908da0ed42","_type":"span","marks":[],"text":", send them a message, add them to a "},{"_key":"f57908da0ed43","_type":"span","marks":["36942957b0b6"],"text":"segment"},{"_key":"f57908da0ed44","_type":"span","marks":[],"text":", and more."}],"markDefs":[{"_key":"e702fb65dadd","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/add-members-to-an-outreach-sequence"},{"_key":"36942957b0b6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page/segments-page-home"}],"style":"normal"},{"_key":"8bde240e7cf4","_type":"mainImage","asset":{"_ref":"image-50b6d65fd882e228dca8c47a43cdc08a2753b04a-3840x2160-png","_type":"reference"},"caption":"View preview"},{"_key":"0c055493304d","_type":"block","children":[{"_key":"a0d87644a3310","_type":"span","marks":[],"text":"We can add more filters to drill down further. But in this case, we want to edit our "},{"_key":"a0d87644a3311","_type":"span","marks":["strong"],"text":"Economic buyer"},{"_key":"a0d87644a3312","_type":"span","marks":[],"text":" tag."}],"markDefs":[],"style":"normal"},{"_key":"ee192ca842bf","_type":"block","children":[{"_key":"cf68de5a00250","_type":"span","marks":[],"text":"Let’s update our tag to focus on decision-makers from high-fit companies."}],"markDefs":[],"style":"normal"},{"_key":"1944b9230ae9","_type":"anchor","label":"Step 3: Edit Economic buyer tag"},{"_key":"c3b27129f8ba","_type":"block","children":[{"_key":"009de3237c110","_type":"span","marks":[],"text":"Step 3: Edit Economic buyer tag"}],"markDefs":[],"style":"h3"},{"_key":"6995f402402a","_type":"block","children":[{"_key":"c619043237960","_type":"span","marks":[],"text":"Head back to the "},{"_key":"c619043237961","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"c619043237962","_type":"span","marks":[],"text":" menu and click on "},{"_key":"c619043237963","_type":"span","marks":["strong"],"text":"Tags"},{"_key":"c619043237964","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"3f631f633fb7","_type":"mainImage","asset":{"_ref":"image-443226971dca5eaecdd549a96fea8a307ad8e3c0-3840x2160-png","_type":"reference"},"caption":"Select Tags"},{"_key":"f26403e2c897","_type":"block","children":[{"_key":"a5cc252f8dba0","_type":"span","marks":[],"text":"💡 Common Room makes it easy to identify and track specific individuals and organizations with fully customizable "},{"_key":"a5cc252f8dba1","_type":"span","marks":["c40deba02cd0"],"text":"tags"},{"_key":"a5cc252f8dba2","_type":"span","marks":[],"text":". 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"},{"_key":"bd11b6c3ae0f","_type":"span","marks":["5d29982e37db"],"text":"See all of our source integrations here"},{"_key":"da8d67cb790e","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"5d29982e37db","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"callout"},{"_key":"235e7b1c12c3","_type":"anchor","label":"Step 1: Connect sources"},{"_key":"0320e682b604","_type":"block","children":[{"_key":"8c20d6dc00660","_type":"span","marks":[],"text":"Step 1: Connect to your community sources"}],"markDefs":[],"style":"h3"},{"_key":"45b2b90f7cf2","_type":"block","children":[{"_key":"c430d8817eb80","_type":"span","marks":[],"text":"The first thing we’ll want to do is connect to the sources where your community resides. 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Head over to "},{"_key":"a206434c2e6b1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"a206434c2e6b2","_type":"span","marks":[],"text":" in Common Room and choose to add Slack."}],"markDefs":[],"style":"normal"},{"_key":"70ab48121c2d","_type":"mainImage","alt":"Choose to + Connect to Slack in the Sources overview","asset":{"_ref":"image-d99e73f9003636168b18d999fa7d94b0a2e59654-800x640-png","_type":"reference"},"caption":"Choose to + Connect to Slack in the Sources overview"},{"_key":"46e62fdddbda","_type":"block","children":[{"_key":"7475286134960","_type":"span","marks":[],"text":"You’ll be asked a few prompts to authenticate. All of this should take less than a minute."}],"markDefs":[],"style":"normal"},{"_key":"e06b053cd04e","_type":"mainImage","alt":"Authenticate Slack before data import","asset":{"_ref":"image-74776e968f95bd0119d0214fcb22b14becf355ee-2006x1290-png","_type":"reference"},"caption":"Authenticate Slack before data import"},{"_key":"87f807cf8213","_type":"block","children":[{"_key":"243c40f0a5c4","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"b06ee3ee34ea","_type":"span","marks":[],"text":" To import data from Slack, you’ll need "},{"_key":"5dbb1cde6bbc","_type":"span","marks":["bb845de31bf6"],"text":"permission to add applications"},{"_key":"9ae873deb484","_type":"span","marks":[],"text":" to your Slack workspace."}],"markDefs":[{"_key":"bb845de31bf6","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack#required-permissions"}],"style":"callout"},{"_key":"e148a67d1296","_type":"block","children":[{"_key":"69bac691bc270","_type":"span","marks":[],"text":"After authenticating, data from Slack will start importing into Common Room. 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And from here, we can start taking action, which brings us to the next step."}],"markDefs":[],"style":"normal"},{"_key":"996f99fb1312","_type":"block","children":[{"_key":"0fbbb5ce7903","_type":"span","marks":["strong"],"text":"⚠️ Note:"},{"_key":"ac9612e2b9d1","_type":"span","marks":[],"text":" After completing this step, your team can track, filter, report on, and engage with community-qualified members—all within Common Room! 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Are they customers of your SaaS offering?"}],"markDefs":[],"style":"normal"},{"_key":"ae5890940e79","_type":"block","children":[{"_key":"7e65c25327220","_type":"span","marks":[],"text":"While GitHub gives you a pulse on activity within your repo — top contributors, merge and pull requests activity, new and closed issues — it doesn’t provide specifics like company data from members or connect the dots on who is or isn’t a customer."}],"markDefs":[],"style":"normal"},{"_key":"6771a9c969d9","_type":"block","children":[{"_key":"5e07373796460","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to use Common Room to pull back the veil on your GitHub community beyond the basic info that GitHub provides. 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We can head over to the "},{"_key":"23cf506d7373","_type":"span","marks":["strong"],"text":"Members"},{"_key":"56ed1c7b710d","_type":"span","marks":[],"text":" view in Common Room to do that."}],"markDefs":[],"style":"normal"},{"_key":"f60c0d4573a1","_type":"block","children":[{"_key":"19d5f3a6a6860","_type":"span","marks":[],"text":"From here, we’ll add a filter to limit this view to just the GitHub source."}],"markDefs":[],"style":"normal"},{"_key":"4e9b7c8481e2","_type":"mainImage","asset":{"_ref":"image-65f6b64e0f3b6daa5ddca6fd033d1018195047d8-2932x1832-png","_type":"reference"},"caption":"Unfiltered Members view"},{"_key":"8e9811980795","_type":"block","children":[{"_key":"9b3658bbcf8b0","_type":"span","marks":[],"text":"And we can see that gets us to about 18k members. Which is far too much noise for the signal we’re looking for. So we can start narrowing that down by adding more filters."}],"markDefs":[],"style":"normal"},{"_key":"ac926295bb7a","_type":"block","children":[{"_key":"d2bc30d772320","_type":"span","marks":[],"text":"Let’s start by building our top contributor cohort."}],"markDefs":[],"style":"normal"},{"_key":"38236af8e37f","_type":"block","children":[{"_key":"d05166c0309d0","_type":"span","marks":[],"text":"We can click the "},{"_key":"d13b2881913a","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"7b3a29a724c4","_type":"span","marks":[],"text":" button and select GitHub-specific activity to filter on, like commits, pull requests, comments, issues, stars, etc."}],"markDefs":[],"style":"normal"},{"_key":"c7de68b8e94c","_type":"mainImage","asset":{"_ref":"image-bc9429be9aef4539ae466887e8af3f7da2569ab3-2214x1366-png","_type":"reference"},"caption":"Mega menu filter for members view"},{"_key":"a70a3b20050c","_type":"block","children":[{"_key":"ec074ff1de080","_type":"span","marks":[],"text":"Adding a filter for > 1 commit in the last 28 days narrows our list to a few dozen. This is what we were looking for — our top recently active contributors. We can select all members from here and add them to a new segment."}],"markDefs":[],"style":"normal"},{"_key":"eff8c1781c5d","_type":"mainImage","asset":{"_ref":"image-fc067fd748d27afe938ebe94bc9b20aab3171638-742x464-png","_type":"reference"},"caption":"Add selected members to a new segment"},{"_key":"babd402a2549","_type":"block","children":[{"_key":"527ffe3b2ba20","_type":"span","marks":[],"text":"Let’s follow a similar pattern to create a different segment for high-profile GitHub active members in our repo. 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Here are a few things to consider."}],"markDefs":[],"style":"normal"},{"_key":"423686b40566","_type":"block","children":[{"_key":"4ca34ed887920","_type":"span","marks":["strong"],"text":"Get internal buy-in"},{"_key":"4ca34ed887921","_type":"span","marks":[],"text":". Meet with key internal stakeholders and employees actively moderating and participating in your Discord server, such as Developer Advocates. Share with them your reasoning and plan for verification."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"76fea2944c4a","_type":"block","children":[{"_key":"ab54175885370","_type":"span","marks":["strong"],"text":"Brief key community members"},{"_key":"ab54175885371","_type":"span","marks":[],"text":". Align with key community members, such as moderators and champions, on your reasoning and plan for verification. Partner together with them in spreading the message, where possible."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"95f4557debe9","_type":"block","children":[{"_key":"df54e929dea00","_type":"span","marks":["strong"],"text":"Create messaging assets"},{"_key":"df54e929dea01","_type":"span","marks":[],"text":". Start building assets, including the pre-launch announcement for the whole community, the messaging for the verification prompt, and the copy for the bot. We have some examples available at the bottom of this playbook in the appendix."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"c0ed3e4a9a9b","_type":"block","children":[{"_key":"983943a79fdb0","_type":"span","marks":["strong"],"text":"Tell your community"},{"_key":"983943a79fdb1","_type":"span","marks":[],"text":". Communicate what community should expect to happen and when, what they’ll need to do to verify, and why. Address any questions or concerns from the community about the verification process."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"2c9c99926db5","_type":"block","children":[{"_key":"451825e29c230","_type":"span","marks":["strong"],"text":"Launch community verification"},{"_key":"451825e29c231","_type":"span","marks":[],"text":" by following this playbook."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"9b2af1779db2","_type":"block","children":[{"_key":"1f5da4aaed23","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"d6b969aebe37","_type":"anchor","label":"Step 1: Connect to Discord"},{"_key":"5d4aa5924206","_type":"block","children":[{"_key":"52c084e18445","_type":"span","marks":["strong"],"text":"Step 1: Connect Common Room to Discord"}],"markDefs":[],"style":"h3"},{"_key":"88272d46dea9","_type":"block","children":[{"_key":"07a36b39a4ea0","_type":"span","marks":[],"text":"Before setting up your Discord verification workflow, connect Common Room to your Discord server by following the interactive guide below ("},{"_key":"07a36b39a4ea1","_type":"span","marks":["d16976d01705"],"text":"see the full setup guide here"},{"_key":"07a36b39a4ea2","_type":"span","marks":[],"text":"). 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"}],"markDefs":[],"style":"normal"},{"_key":"ca70c10ff890","_type":"arcadeEmbed","url":"https://app.arcade.software/share/VW69wB6ej0uFoAsOJRCa"},{"_key":"face609f835a","_type":"block","children":[{"_key":"896c88d9c1f00","_type":"span","marks":["strong"],"text":"Click your server name"},{"_key":"896c88d9c1f01","_type":"span","marks":[],"text":" in the top-left corner, then select Server Settings."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"8827ac032897","_type":"block","children":[{"_key":"4553069c33210","_type":"span","marks":["strong"],"text":"Open the Roles page"},{"_key":"4553069c33211","_type":"span","marks":[],"text":" from within Server Settings. 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The Roomie role handles all messages in Discord that are created from Common Room."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"6b1fc4611158","_type":"block","children":[{"_key":"de29df25d6c60","_type":"span","marks":["strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong"],"text":"Select a channel"},{"_key":"de29df25d6c61","_type":"span","marks":[],"text":" you want to use to post the initial onboarding welcome message."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"73baae6d4ea7","_type":"block","children":[{"_key":"cfd3a75b4cf40","_type":"span","marks":["strong"],"text":"Open Discord → Server Settings → Roles,"},{"_key":"cfd3a75b4cf41","_type":"span","marks":[],"text":" and drag the newly created Roomie role above Community Verification and Verified. 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This should match the role you have already created in Discord."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"239ffaf95849","_type":"block","children":[{"_key":"7ef26a8554b30","_type":"span","marks":["strong"],"text":"Optionally, add a survey question"},{"_key":"7ef26a8554b31","_type":"span","marks":[],"text":" to send to verified members. 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In this step you’ll restrict access to most or all channels in your Discord server "},{"_key":"56f632b4f86e1","_type":"span","marks":["strong","strong"],"text":"except"},{"_key":"56f632b4f86e2","_type":"span","marks":[],"text":" for members who have verified their identity and have been assigned the Verified role."}],"markDefs":[],"style":"normal"},{"_key":"55505887ce18","_type":"block","children":[{"_key":"3223dada9fe10","_type":"span","marks":[],"text":"❗It’s vital that this isn’t a surprise to your community. Please refer to our "},{"_key":"8649ff567100","_type":"span","marks":["906a30bf54e5"],"text":"preparation guidance"},{"_key":"2c0ac3898c53","_type":"span","marks":[],"text":" for details on how to announce the verification process to your community prior to launch."}],"markDefs":[{"_key":"906a30bf54e5","_type":"link","href":"https://www.commonroom.io/playbooks/enrich-discord-member-profiles/#anchors--9084a8ac76a6"}],"style":"callout"},{"_key":"98ed240085ac","_type":"block","children":[{"_key":"5891891e21570","_type":"span","marks":["strong"],"text":"Click your server name"},{"_key":"5891891e21571","_type":"span","marks":[],"text":" in the top-left corner, then select Server Settings → Roles."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"a22bffc06b9a","_type":"block","children":[{"_key":"3900ba1358c00","_type":"span","marks":["strong","strong","strong","strong","strong","strong","strong","strong","strong"],"text":"Click Default Permissions"},{"_key":"3900ba1358c01","_type":"span","marks":[],"text":" at the top of the Roles page."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"126255e1e683","_type":"block","children":[{"_key":"8362cc1ae8810","_type":"span","marks":["strong"],"text":"Click “Clear permissions”"},{"_key":"8362cc1ae8811","_type":"span","marks":[],"text":" to remove all permissions and access to channels for the @everyone role, then click Save Changes."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"38730971b253","_type":"block","children":[{"_key":"9cb79104cba00","_type":"span","marks":["strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong"],"text":"Open the channel settings for"},{"_key":"9cb79104cba01","_type":"span","marks":[],"text":" #start-here and open the Permissions page."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"f3233e9da090","_type":"block","children":[{"_key":"237cf604e06a0","_type":"span","marks":["strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong"],"text":"Under Roles/Members, select"},{"_key":"237cf604e06a1","_type":"span","marks":[],"text":" @everyone and toggle on the option permission to View Channel. Click Save Changes when you’re done."}],"level":1,"listItem":"number","markDefs":[],"style":"normal"},{"_key":"1cdeef294d06","_type":"block","children":[{"_key":"7d95c1ea9c5b","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"c6628481d378","_type":"anchor","label":"Step 6: Monitor your community"},{"_key":"92419eb5fa49","_type":"block","children":[{"_key":"9a05c758cddf","_type":"span","marks":[],"text":"Step 6: Monitor the verification process in your community"}],"markDefs":[],"style":"h3"},{"_key":"479438960c31","_type":"block","children":[{"_key":"ecea440bf2eb","_type":"span","marks":[],"text":"We recommend paying close attention to your community after launching the verification process, and responding to any community member questions that arise during this time."}],"markDefs":[],"style":"normal"},{"_key":"d235f0d5ef51","_type":"block","children":[{"_key":"057373c0b3890","_type":"span","marks":[],"text":"By completing this playbook, you’ll know "},{"_key":"057373c0b3891","_type":"span","marks":["em"],"text":"exactly"},{"_key":"057373c0b3892","_type":"span","marks":[],"text":" who your community members are, enabling you to prioritize the activities and insights in your community."}],"markDefs":[],"style":"normal"},{"_key":"3ef394190711","_type":"block","children":[{"_key":"c121a29b7cb00","_type":"span","marks":[],"text":"Starting one week after launch, Common Room can share verification stats like verification rate, the number of profiles auto-merged with existing Common Room members, and growth in community membership."}],"markDefs":[],"style":"callout"},{"_key":"5aa79bf10c3f","_type":"block","children":[{"_key":"f82d6a2db868","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"276741ca0cde","_type":"block","children":[{"_key":"f3481aaac6d0","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"48518f26197c","_type":"anchor","label":"FAQs"},{"_key":"1af9259a3446","_type":"block","children":[{"_key":"88bf9a3442eb0","_type":"span","marks":[],"text":"FAQs"}],"markDefs":[],"style":"h3"},{"_key":"e3287543cce8","_type":"block","children":[{"_key":"e6e5822095ce0","_type":"span","marks":[],"text":"What’s the difference between the Roomie and Community Verification roles?"}],"markDefs":[],"style":"h4"},{"_key":"3bfa36f84053","_type":"block","children":[{"_key":"9889a25805e10","_type":"span","marks":[],"text":"The "},{"_key":"9889a25805e11","_type":"span","marks":["strong"],"text":"Community Verification"},{"_key":"9889a25805e12","_type":"span","marks":[],"text":" role can assign roles to members, and read posts from channels it has been authorized to access. This role is created automatically when you first connect Discord to Common Room."}],"markDefs":[],"style":"normal"},{"_key":"9b738fdc5e29","_type":"block","children":[{"_key":"f39088eedea70","_type":"span","marks":[],"text":"The "},{"_key":"f39088eedea71","_type":"span","marks":["strong","strong","strong","strong","strong","strong","strong"],"text":"Roomie"},{"_key":"f39088eedea72","_type":"span","marks":[],"text":" role handles all messages in Discord that are created from Common Room workflows. This role is automatically created when you create and save a Common Room workflow that sends messages to Discord."}],"markDefs":[],"style":"normal"},{"_key":"022be1b98e6e","_type":"block","children":[{"_key":"c7cdc1db8e460","_type":"span","marks":[],"text":"Can I edit my workflow after it’s saved?"}],"markDefs":[],"style":"h4"},{"_key":"f82bb202cdf6","_type":"block","children":[{"_key":"e25cf06210e70","_type":"span","marks":[],"text":"Yes, you can edit a workflow anytime. With the Discord onboarding and verification workflow, we’ll post your updated message after it’s edited and saved, so we suggest deleting any old Discord posts after that occurs."}],"markDefs":[],"style":"normal"},{"_key":"18078a670a09","_type":"block","children":[{"_key":"eb0c26146dd90","_type":"span","marks":[],"text":"I received an error message when creating a Common Room workflow."}],"markDefs":[],"style":"h4"},{"_key":"89292635e8fb","_type":"block","children":[{"_key":"23aa71e336690","_type":"span","marks":[],"text":"If you see the error message, “Roomie bot does not have permissions to the selected channels. Please make sure Roomie bot is invited to the channel if it is a private channel.”, the Roomie role may have not been given permission to access your #start-here channel. Go to the channel settings → Permissions → Roles/Members, click the "},{"_key":"23aa71e336691","_type":"span","marks":["strong","strong","strong","strong","strong","strong"],"text":"+ icon,"},{"_key":"23aa71e336692","_type":"span","marks":[],"text":" and add the Roomie"}],"markDefs":[],"style":"normal"},{"_key":"91d325c1a18c","_type":"block","children":[{"_key":"e9c9d4ed6d310","_type":"span","marks":[],"text":"Can I customize the verification success landing page?"}],"markDefs":[],"style":"h4"},{"_key":"1a5ca4d70d0b","_type":"block","children":[{"_key":"0923ebe3063e0","_type":"span","marks":[],"text":"Yes. The default option will only show the message, “Thank you for verifying your identity!”, but you can customize the lading page to include different text. Here’s an example."}],"markDefs":[],"style":"normal"},{"_key":"4e56d653ce06","_type":"mainImage","alt":"Customize your verification landing page","asset":{"_ref":"image-3fbb73bee4ee7a9f8dfaca01d51ea3a6c6c3114a-1738x1102-png","_type":"reference"},"caption":"Customize your verification landing page"},{"_key":"32e8b4b61e44","_type":"block","children":[{"_key":"1d5d3c8962f30","_type":"span","marks":["strong"],"text":"Should I expect 100% verification success?"}],"markDefs":[],"style":"h4"},{"_key":"342c907c0ebf","_type":"block","children":[{"_key":"993448573cf10","_type":"span","marks":[],"text":"It is unlikely that 100% of your current members will end up verifying. This is due to a couple of reasons:"}],"markDefs":[],"style":"normal"},{"_key":"949ca7da1bf4","_type":"block","children":[{"_key":"97f105df33db0","_type":"span","marks":[],"text":"If a member is no longer active, they may not be engaged enough to be aware of the verification process & complete the steps"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"27b99b5681be","_type":"block","children":[{"_key":"8e6df5c9a3060","_type":"span","marks":[],"text":"Some members may prefer to simply read and explore the server without going through this process"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"115cc748d399","_type":"block","children":[{"_key":"8f45686876360","_type":"span","marks":[],"text":"With those reasons in mind, the verification process "},{"_key":"8f45686876361","_type":"span","marks":["strong"],"text":"will"},{"_key":"8f45686876362","_type":"span","marks":[],"text":" enable you to easily spot those members who are likely to be active participants in your community."}],"markDefs":[],"style":"normal"},{"_key":"7803b616fc1e","_type":"block","children":[{"_key":"79a3d9b43e360","_type":"span","marks":[],"text":"What if some members can’t see the Community Verification bot?"}],"markDefs":[],"style":"h4"},{"_key":"10d702b24314","_type":"block","children":[{"_key":"ee95cf1714c50","_type":"span","marks":[],"text":"If members mention "},{"_key":"ee95cf1714c51","_type":"span","marks":["strong"],"text":"not"},{"_key":"ee95cf1714c52","_type":"span","marks":[],"text":" being able to properly see the Community Verification bot, ensure they have enabled the “Show embeds and preview website links pasted into chat” option. To check, go to Discord User Settings → Text & Images → Embed and link previews"}],"markDefs":[],"style":"normal"},{"_key":"9920d90584e7","_type":"block","children":[{"_key":"9803dbdf77f90","_type":"span","marks":[],"text":"What should I do if I have other Discord bots in my server?"}],"markDefs":[],"style":"h4"},{"_key":"4fdd9cc08e72","_type":"block","children":[{"_key":"26584d8dd01e0","_type":"span","marks":[],"text":"If your Discord server has other existing bots you should confirm that they still have the right permissions to function in any channels that may have become restricted during the verification setup above. In some instances you may need to manually give those bots the Verified role so they can continue working correctly."}],"markDefs":[],"style":"normal"},{"_key":"7b5d97ab74ee","_type":"block","children":[{"_key":"c219aa7b4ebe0","_type":"span","marks":[],"text":"What should I do if I have other channels that I want new members to see before verifying?"}],"markDefs":[],"style":"h4"},{"_key":"ba2ccb277584","_type":"block","children":[{"_key":"f79d2903b69b0","_type":"span","marks":[],"text":"Some communities might want to include a few other channels that everyone can view right off the bat, like #community-rules. If you’d like to do something similar, open the channel settings and make sure that the everyone role has permission to view those channels. And, make sure that #start-here is the top-most channel in the list so it’s the first thing new members see."}],"markDefs":[],"style":"normal"},{"_key":"97a22dee91e6","_type":"block","children":[{"_key":"ce89011a1d950","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"e652ffb11715","_type":"anchor","label":"Appendix"},{"_key":"d92f99b27563","_type":"block","children":[{"_key":"41607712786e","_type":"span","marks":[],"text":"Appendix"}],"markDefs":[],"style":"h3"},{"_key":"41a969fee756","_type":"block","children":[{"_key":"f214de314df50","_type":"span","marks":[],"text":"Example of a pre-launch announcement post"}],"markDefs":[],"style":"h4"},{"_key":"e5a1f80aace9","_type":"block","children":[{"_key":"10b98687d72b0","_type":"span","marks":[],"text":"The purpose of the pre-launch announcement is to share your reasoning for the process and set expectations for the whole community. Typically, this is posted by a company employee so the community knows to trust the information being shared with them. It should cover the following:"}],"markDefs":[],"style":"normal"},{"_key":"67bc0288aea7","_type":"block","children":[{"_key":"b3ce909a6a0f0","_type":"span","marks":["strong"],"text":"Why"},{"_key":"b3ce909a6a0f1","_type":"span","marks":[],"text":" you’re launching a verification bot for the community"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"b557b2bbbbe0","_type":"block","children":[{"_key":"c4386c926da10","_type":"span","marks":["strong"],"text":"When"},{"_key":"c4386c926da11","_type":"span","marks":[],"text":" the verification process will launch"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"7f16ee85785d","_type":"block","children":[{"_key":"b5e3707916ba0","_type":"span","marks":["strong"],"text":"What"},{"_key":"b5e3707916ba1","_type":"span","marks":[],"text":" you want the members to do"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9aceba22af84","_type":"block","children":[{"_key":"98b58bde77c20","_type":"span","marks":[],"text":"Here’s an example:"}],"markDefs":[],"style":"normal"},{"_key":"6a93d486cb1c","_type":"block","children":[{"_key":"f513790d9fb40","_type":"span","marks":[],"text":"Hi all! Name here from team.\n\nWe believe that to build a safe and inclusive community—one that fosters an environment where we can better support and collaborate together—requires knowing who is participating and engaging in this great community of ours.\n\nWith that in mind, we’ll soon be asking you all to verify your identities in order to unlock channels, roles, and permissions.\n\nOn launch date we’ll be launching the Community Verification bot and you’ll all be moved to the #start-here channel. Click the link posted by the bot and in a few easy steps, you’ll have verified your identity and unlocked full access."}],"markDefs":[],"style":"blockquote"},{"_key":"28fcf1f934e4","_type":"block","children":[{"_key":"44ab427618f8","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"3417c5985508","_type":"block","children":[{"_key":"d8f524ae5867","_type":"span","marks":[],"text":"Verification announcement"}],"markDefs":[],"style":"h4"},{"_key":"0c9a6420c383","_type":"block","children":[{"_key":"61cee59b7fea0","_type":"span","marks":[],"text":"The purpose of the verification announcement is to "},{"_key":"61cee59b7fea1","_type":"span","marks":["strong"],"text":"provide instructions on how a community member can verify their identity"},{"_key":"61cee59b7fea2","_type":"span","marks":[],"text":" to unlock additional channels, roles, permissions, etc."}],"markDefs":[],"style":"normal"},{"_key":"37de3eb4005e","_type":"block","children":[{"_key":"72a4c7e045a90","_type":"span","marks":[],"text":"While it can be a simple text post, a short video walking through the process can help make the content more engaging and authentic. This prompt is typically posted in a #start-here channel."}],"markDefs":[],"style":"normal"},{"_key":"2958fe170c16","_type":"block","children":[{"_key":"a31ceaa0080a0","_type":"span","marks":[],"text":"Here’s an example:"}],"markDefs":[],"style":"normal"},{"_key":"00e45d070fc3","_type":"block","children":[{"_key":"3b7b2b33bb700","_type":"span","marks":[],"text":"Welcome to Community Name!\n\nWe believe in building a safe and supportive community, and we need your help. In just a few easy steps, you can verify your identity to unlock more channels.\n\nClick the “Verify me!” link below posted by Community Verification bot to get started!"}],"markDefs":[],"style":"blockquote"},{"_key":"eefc51b839d1","_type":"block","children":[{"_key":"02f9d9929b8c0","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"h3"},{"_key":"ce77f86e2e47","_type":"block","children":[{"_key":"74d2a3f7805f","_type":"span","marks":[],"text":"Verification prompt"}],"markDefs":[],"style":"h4"},{"_key":"112af8a42281","_type":"block","children":[{"_key":"bdc5e55a7a850","_type":"span","marks":[],"text":"This is the message posted by the Community Verification bot asking members to click the link to verify."}],"markDefs":[],"style":"normal"},{"_key":"838b3006df02","_type":"block","children":[{"_key":"01026b17abc10","_type":"span","marks":[],"text":"Here's an example:"}],"markDefs":[],"style":"normal"},{"_key":"66194dec0e13","_type":"block","children":[{"_key":"513e8c11f9690","_type":"span","marks":[],"text":"Please verify your identity to unlock more channels. 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For this, we suggest setting up a role that clarifies ID verification (something like “verified,” for example)."}],"markDefs":[],"style":"normal"},{"_key":"171b11a7d3bc","_type":"block","children":[{"_key":"21365c25559e","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"496821cc4e07","_type":"span","marks":[],"text":" We won’t cover how to set up Discord member roles in this playbook. There are far better resources on "},{"_key":"88326d273514","_type":"span","marks":["4f02072027cd"],"text":"role configuration on Discord’s support forum"},{"_key":"6eb8611af524","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"4f02072027cd","_type":"link","href":"https://support.discord.com/hc/en-us/articles/214836687-Role-Management-101"}],"style":"callout"},{"_key":"a790b5b4a6e7","_type":"mainImage","alt":"Assign a Discord role","asset":{"_ref":"image-fc26a0c6ba1f0f9d63d1bcc58308911ee30e147a-1334x434-png","_type":"reference"},"caption":"Assign a Discord role"},{"_key":"15583c3a501e","_type":"block","children":[{"_key":"fbf9d109db8a0","_type":"span","marks":[],"text":"That’s all we’ll need to set up the verification portion of onboarding."}],"markDefs":[],"style":"normal"},{"_key":"d74f63a91214","_type":"block","children":[{"_key":"63c663e0b1bc0","_type":"span","marks":[],"text":"From a user experience, new members will see a verification message like this:"}],"markDefs":[],"style":"normal"},{"_key":"840400fb21c1","_type":"mainImage","alt":"Automated verification message sent to new members","asset":{"_ref":"image-b92b1721e7ce820bd20f9e328c9230fab15ed6e4-1662x294-png","_type":"reference"},"caption":"Automated verification message sent to new members"},{"_key":"a372b52d3e11","_type":"block","children":[{"_key":"eff5157af4bc0","_type":"span","marks":[],"text":"When members click the "},{"_key":"eff5157af4bc1","_type":"span","marks":["strong"],"text":"Verify"},{"_key":"eff5157af4bc2","_type":"span","marks":[],"text":" button, they’ll be taken to a confirmation page and able to close the tab to return to onboarding."}],"markDefs":[],"style":"normal"},{"_key":"9fb27e71ac33","_type":"mainImage","alt":"Identity verification screen confirmation","asset":{"_ref":"image-e5c0ea6470d4d2655bf3f3a4831712c561b5db84-1348x808-png","_type":"reference"},"caption":"Identity verification screen confirmation"},{"_key":"b80d69465f2b","_type":"anchor","label":"Step 3: Survey members and assign roles"},{"_key":"3bd3cc1c40aa","_type":"block","children":[{"_key":"6b4c59dbd6db0","_type":"span","marks":[],"text":"Step 3: Survey new members and assign roles"}],"markDefs":[],"style":"h3"},{"_key":"d466c7233edc","_type":"block","children":[{"_key":"76f35f11b5120","_type":"span","marks":[],"text":"With members verified, we’ll want also to ask them a few questions to route them to relevant channels across our server."}],"markDefs":[],"style":"normal"},{"_key":"9da52581d280","_type":"block","children":[{"_key":"97b39d47fd2b0","_type":"span","marks":[],"text":"For example, imagine that our server offers resources based on a member's job role. To add them to relevant channels, we can simply ask what role they’re in during onboarding."}],"markDefs":[],"style":"normal"},{"_key":"fbb769ad8278","_type":"block","children":[{"_key":"537423a2ce100","_type":"span","marks":[],"text":"Clicking into the next step ("},{"_key":"537423a2ce101","_type":"span","marks":["strong"],"text":"Send a survey question to the member"},{"_key":"537423a2ce102","_type":"span","marks":[],"text":"), we can add a message and ask a single or multi-select question."}],"markDefs":[],"style":"normal"},{"_key":"d7dc99711272","_type":"mainImage","alt":"Build an onboarding questionnaire","asset":{"_ref":"image-a27fa047d59072c00d4b8f90976e1bf957da89ff-2106x1368-png","_type":"reference"},"caption":"Build an onboarding questionnaire"},{"_key":"8b6675c916d2","_type":"block","children":[{"_key":"5039e7249ee60","_type":"span","marks":[],"text":"After clicking save, we’ll see a decision tree to change user roles and segments based on their selected answers."}],"markDefs":[],"style":"normal"},{"_key":"288ac6078ad3","_type":"mainImage","alt":"Route members based on survey answers","asset":{"_ref":"image-e5d6ebcdeb5289db1918c72ccf8b4845f70e480c-1106x1252-png","_type":"reference"},"caption":"Route members based on survey answers"},{"_key":"cd47adab7edb","_type":"block","children":[{"_key":"8bca44e1c3950","_type":"span","marks":[],"text":"Let’s walk through the member workflow if "},{"_key":"8bca44e1c3951","_type":"span","marks":["strong"],"text":"Engineering"},{"_key":"8bca44e1c3952","_type":"span","marks":[],"text":" is selected."}],"markDefs":[],"style":"normal"},{"_key":"a9c373636d21","_type":"block","children":[{"_key":"6a2d77f6dac20","_type":"span","marks":[],"text":"We’ll assign engineering responders to the “engineer” Discord role."}],"markDefs":[],"style":"normal"},{"_key":"d824dcd43fb8","_type":"block","children":[{"_key":"ade6143f2fe4","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"122f5866dde2","_type":"span","marks":[],"text":" Before this step, you’ll want to configure your Discord roles and what channels those roles can access."}],"markDefs":[],"style":"callout"},{"_key":"58e3ead2f515","_type":"mainImage","alt":"Assign a Discord role and add to a Segment","asset":{"_ref":"image-00929779de5ff619a339b8e7e0ff5d3b43f4ef51-1156x1174-png","_type":"reference"},"caption":"Assign a Discord role and add to a Segment"},{"_key":"c082a9af2a82","_type":"block","children":[{"_key":"a6b556ed65850","_type":"span","marks":[],"text":"And we can also add these responders to a "},{"_key":"8d19ada75f91","_type":"span","marks":["e96a1e23a867"],"text":"Common Room segment"},{"_key":"cbda82f554c2","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"e96a1e23a867","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page"}],"style":"normal"},{"_key":"070e16884245","_type":"block","children":[{"_key":"2d92e164c69c","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"81d2f7c6d7cc","_type":"span","marks":[],"text":" "},{"_key":"44e00f004bd3","_type":"span","marks":["b3c0e3f62372"],"text":"Segments"},{"_key":"c2aeaa4642f8","_type":"span","marks":[],"text":" is a Common Room feature that allows you to create member cohorts to manage programs and track status updates across your community. You can use segments to manage, organize, and take action across different member cohorts, such as "},{"_key":"4f646381f4d3","_type":"span","marks":["5d35d981b782"],"text":"building a champions program"},{"_key":"2cc3d86a458b","_type":"span","marks":[],"text":" or "},{"_key":"3a68a1b66dcb","_type":"span","marks":["fce5f3b7f35d"],"text":"tracking job changes"},{"_key":"38ff98729c12","_type":"span","marks":[],"text":" of community members."}],"markDefs":[{"_key":"b3c0e3f62372","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page"},{"_key":"5d35d981b782","_type":"link","href":"https://docs.commonroom.io/discover-popular-use-cases/build-a-champions-program"},{"_key":"fce5f3b7f35d","_type":"link","href":"https://www.commonroom.io/playbooks/track-job-changes/"}],"style":"callout"},{"_key":"fd1395e6da80","_type":"block","children":[{"_key":"751eb31861dc0","_type":"span","marks":[],"text":"With all our responses accounted for, we can then click Save or repeat the same process by adding a new survey question."}],"markDefs":[],"style":"normal"},{"_key":"f808ccef4b35","_type":"mainImage","alt":"Add a survey question to your onboarding workflow","asset":{"_ref":"image-f88e1837fa4277003485c7e6092927a4584a80d3-1198x264-png","_type":"reference"},"caption":"Add a survey question to your onboarding workflow"},{"_key":"6665f679224b","_type":"block","children":[{"_key":"b2c7e9060a700","_type":"span","marks":[],"text":"For the sake of brevity, we’ll just keep it to one question and click "},{"_key":"b2c7e9060a701","_type":"span","marks":["strong"],"text":"Save"},{"_key":"b2c7e9060a702","_type":"span","marks":[],"text":". This will prompt a confirmation message which we can also click "},{"_key":"b2c7e9060a703","_type":"span","marks":["strong"],"text":"Save"},{"_key":"b2c7e9060a704","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"9acec431a8ca","_type":"block","children":[{"_key":"d4969b3a72f1","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"030728b38dae","_type":"span","marks":[],"text":" You can also add more survey questions from here if you’d like."}],"markDefs":[],"style":"callout"},{"_key":"0a5109738cca","_type":"mainImage","alt":"Post survey and save workflow confirmation","asset":{"_ref":"image-0e8c85a0987146be72cee20590d975d8fa20b80f-1102x476-png","_type":"reference"},"caption":"Post survey and save workflow confirmation"},{"_key":"59ed70d5d505","_type":"anchor","label":"Step 4: Try it out"},{"_key":"18880ac0e5ca","_type":"block","children":[{"_key":"1ffef7d13f5e0","_type":"span","marks":[],"text":"Step 4: Test out the user experience for yourself"}],"markDefs":[],"style":"h3"},{"_key":"8d6409fc95a0","_type":"block","children":[{"_key":"40bbd778dafc0","_type":"span","marks":[],"text":"Now that our onboarding verification and survey are set up, we can test the user experience."}],"markDefs":[],"style":"normal"},{"_key":"b2da7fb77a8b","_type":"block","children":[{"_key":"226c94c54f040","_type":"span","marks":[],"text":"With an invite to the server (and a separate Discord account), we can log into the server and see the welcome message:"}],"markDefs":[],"style":"normal"},{"_key":"f96725ecb815","_type":"mainImage","alt":"Roomie bot welcome message","asset":{"_ref":"image-d5638d2cfcba1db49556523387b90e308b0b604d-1590x236-png","_type":"reference"},"caption":"Roomie bot welcome message"},{"_key":"28b55bbacf6c","_type":"block","children":[{"_key":"6369ee8912cf0","_type":"span","marks":[],"text":"When we click "},{"_key":"6369ee8912cf1","_type":"span","marks":["strong"],"text":"Get started"},{"_key":"6369ee8912cf2","_type":"span","marks":[],"text":", we’re first asked to verify our identity:"}],"markDefs":[],"style":"normal"},{"_key":"8e508cf0a22b","_type":"mainImage","alt":"Clicking on the verification button, we’re taken to an authentication confirmation:","asset":{"_ref":"image-b92b1721e7ce820bd20f9e328c9230fab15ed6e4-1662x294-png","_type":"reference"},"caption":"Clicking on the verification button, we’re taken to an authentication confirmation:"},{"_key":"17ea97953a28","_type":"block","children":[{"_key":"1b34bf41ec4a0","_type":"span","marks":[],"text":"Clicking on the verification button, we’re taken to an authentication confirmation:"}],"markDefs":[],"style":"normal"},{"_key":"82d24f32a197","_type":"mainImage","alt":"Identity verification screen confirmation","asset":{"_ref":"image-e5c0ea6470d4d2655bf3f3a4831712c561b5db84-1348x808-png","_type":"reference"},"caption":"Identity verification screen confirmation"},{"_key":"713ea18088e1","_type":"block","children":[{"_key":"cfcde0bc1b520","_type":"span","marks":[],"text":"Then, when we come back to Discord to complete onboarding, we see our first survey question:"}],"markDefs":[],"style":"normal"},{"_key":"518bd24a51a7","_type":"mainImage","alt":"Discord survey question","asset":{"_ref":"image-2a5fb168c197a9839637d3df308dd600c31210ad-1672x520-png","_type":"reference"},"caption":"Discord survey question"},{"_key":"b09a0c6a75df","_type":"block","children":[{"_key":"b0047139ce8a0","_type":"span","marks":[],"text":"We can select and access more channels based on the role we assigned in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"cb1783360c87","_type":"block","children":[{"_key":"def57cbe50240","_type":"span","marks":[],"text":"And that’s pretty much it!"}],"markDefs":[],"style":"normal"},{"_key":"e57271513f42","_type":"anchor","label":"De-anonymized Discord members"},{"_key":"de9d0b94ff35","_type":"block","children":[{"_key":"1c72e8733df10","_type":"span","marks":[],"text":"Wrappign up: De-anonymized Discord members"}],"markDefs":[],"style":"h3"},{"_key":"6abaca58e5b3","_type":"block","children":[{"_key":"b7305e82584c0","_type":"span","marks":[],"text":"Discord member de-anonymization is not really a step, but it’s a powerful feature of Common Room. 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But over the last half-decade, it has grown into a premier destination for communities of all types, allowing members to engage in discussions around a practice (like stock trading) or product (like a particular piece of software). In March 2020, the company even changed its motto from “Chat for Gamers” to “Chat for Communities and Friends.”"}],"markDefs":[],"style":"normal"},{"_key":"facde2ba4232","_type":"block","children":[{"_key":"b63595ab2950","_type":"span","marks":[],"text":"If you’re a community leader or DevRel pro new to Discord and seeking to get better informed, you’ve come to the right place. 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Using a Discord server, a company can provide a virtual meeting space where their community members can have free-flowing discussions to cheer, jeer, or ask questions about a particular product or topic."}],"markDefs":[{"_key":"bdad63d15b64","_type":"link","href":"https://www.commonroom.io/blog/discord-community-management-features/"}],"style":"normal"},{"_key":"ce8bdbc2e762","_type":"block","children":[{"_key":"ff860a41829b","_type":"span","marks":[],"text":"Given Discord’s origins, it should come as no surprise that games such as Fortnite, Minecraft, and Animal Crossing all have Discord servers with huge memberships. 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Discord’s premium tier, “Nitro,” costs $99 per year and provides access to larger servers, HD video capabilities, and other perks."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"47439578a717","_type":"block","children":[{"_key":"7ad1d82c8a930","_type":"span","marks":["strong"],"text":"Growing integration set:"},{"_key":"80468d1220a8","_type":"span","marks":[],"text":" Discord offers a "},{"_key":"7ad1d82c8a932","_type":"span","marks":["ec934d1571b5"],"text":"variety of ways to integrate tools"},{"_key":"7ad1d82c8a933","_type":"span","marks":[],"text":", including webhooks and a new "},{"_key":"7ad1d82c8a934","_type":"span","marks":["3dd6e366e298"],"text":"App Directory"},{"_key":"7ad1d82c8a935","_type":"span","marks":[],"text":", to customize and enrich your server."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"ec934d1571b5","_type":"link","href":"https://support.discord.com/hc/en-us/articles/360045093012-Server-Integrations-Page"},{"_key":"3dd6e366e298","_type":"link","href":"https://support.discord.com/hc/en-us/articles/9360431966359-Welcome-to-the-App-Directory-"}],"style":"normal"},{"_key":"1520344a0d01","_type":"block","children":[{"_key":"13ce914e1ef0","_type":"span","marks":["strong"],"text":"Bots"},{"_key":"0fca1bf8bfe1","_type":"span","marks":[],"text":": Community managers can leverage programmable bots to automate tasks like providing welcome messages, removing unwanted content, reminding you of member birthdays or other notable dates, and even adding special content like music, polls, and giveaways."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"e319e7b5d4b5","_type":"block","children":[{"_key":"862f3a60ac950","_type":"span","marks":["strong"],"text":"Analytics"},{"_key":"862f3a60ac951","_type":"span","marks":[],"text":": While not particularly robust, servers with over 500 members can access Discord’s built-in analytics system, which delivers insights on activity and engagement."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"717ede13c059","_type":"block","children":[{"_key":"01cf319bad9c0","_type":"span","marks":[],"text":"Cons"}],"markDefs":[],"style":"h4"},{"_key":"a6a5ee4fb083","_type":"block","children":[{"_key":"66e7c17f86260","_type":"span","marks":["strong"],"text":"Limited organization features"},{"_key":"66e7c17f86261","_type":"span","marks":[],"text":": A lack of discussion threads means conversations can get lost and swerve off topic, so community managers might miss an important question, concern, or data point."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"6f1bb4c1a605","_type":"block","children":[{"_key":"71ff323d9d3f0","_type":"span","marks":["strong"],"text":"Anonymity"},{"_key":"71ff323d9d3f1","_type":"span","marks":[],"text":": Anonymous user profiles can make it difficult to know who your members are, and can pose challenges to building a safe and inclusive community."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"281ca46d8274","_type":"block","children":[{"_key":"d0272dca06570","_type":"span","marks":["strong"],"text":"Restricted uploads"},{"_key":"d0272dca06571","_type":"span","marks":[],"text":": File size uploads are capped at 8MB for free users. 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The user interface, made for gamers, can come off as too casual for some B2B companies."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"743fce9a181f","_type":"block","children":[{"_key":"4ff25c168a09","_type":"span","marks":["strong"],"text":"Limited analytics"},{"_key":"0d7a0a5dd7ca","_type":"span","marks":[],"text":": Discord provides "},{"_key":"f9eb52211a69","_type":"span","marks":["dde7c5c76275"],"text":"Servers Insights"},{"_key":"2abf421b836d","_type":"span","marks":[],"text":" to communities with over 500 members, including stats like total members, lurkers, chatters, and engagement ratio, but these limited analytics can leave something to be desired. Integrate Discord with community management tool, more advanced analytics and community management features."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"dde7c5c76275","_type":"link","href":"https://support.discord.com/hc/en-us/articles/360032807371-Server-Insights-FAQ"}],"style":"normal"},{"_key":"28a05f57cc26","_type":"block","children":[{"_key":"15c8664a8ce00","_type":"span","marks":[],"text":"Which communities are the best fit for Discord?"}],"markDefs":[],"style":"h3"},{"_key":"3e078a5b841d","_type":"block","children":[{"_key":"7765ac1b4b220","_type":"span","marks":[],"text":"Discord is great for communities looking for real-time communication through text, audio, or video. However, the platform allows anonymous user profiles which can prove challenging to creating a safe space where all members feel welcome. 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These include features related to:"}],"markDefs":[],"style":"normal"},{"_key":"ea91a7f90944","_type":"block","children":[{"_key":"8983cc76cbe40","_type":"span","marks":[],"text":"Setting up Discord"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"683d370f0eb8","_type":"block","children":[{"_key":"5c2b1be15e820","_type":"span","marks":[],"text":"Servers"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"873fd6557041","_type":"block","children":[{"_key":"e9ce2be62c420","_type":"span","marks":[],"text":"Chat channels"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ac9fb42a4d49","_type":"block","children":[{"_key":"8f13a827a9e50","_type":"span","marks":[],"text":"Roles and permissions"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9fe52cc0691e","_type":"block","children":[{"_key":"619e2c40be440","_type":"span","marks":[],"text":"Community insights and analytics"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9ee0653f0dcf","_type":"block","children":[{"_key":"4c81405b81cd0","_type":"span","marks":[],"text":"Integrations"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"453f4aaa7ea6","_type":"block","children":[{"_key":"a7814f2cfff00","_type":"span","marks":[],"text":"Here’s what you need to know:"}],"markDefs":[],"style":"normal"},{"_key":"79949e95cf6f","_type":"block","children":[{"_key":"942032a761010","_type":"span","marks":[],"text":"Setting up Discord"}],"markDefs":[],"style":"h3"},{"_key":"3becdce426e8","_type":"block","children":[{"_key":"0547805007040","_type":"span","marks":[],"text":"Launching your community on Discord is free and easy. To get started, you need only to:"}],"markDefs":[],"style":"normal"},{"_key":"7996211118ad","_type":"block","children":[{"_key":"6bcd77435dfb0","_type":"span","marks":[],"text":"Download the Discord app for desktop or smartphone/tablet"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"389aa99be7e2","_type":"block","children":[{"_key":"d899b0b9da690","_type":"span","marks":[],"text":"Create your Discord account"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"7e5d053ad7f5","_type":"block","children":[{"_key":"ef0d465974bd0","_type":"span","marks":[],"text":"Click the plus symbol on the left-hand side of the page"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"c8ae82900961","_type":"block","children":[{"_key":"0b33fc6a586f0","_type":"span","marks":[],"text":"Select “Create a server”"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"b95cf97f6b54","_type":"block","children":[{"_key":"e4a7e537146d0","_type":"span","marks":[],"text":"Enter the name of your new Discord server"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"cabb667eadc8","_type":"block","children":[{"_key":"6cfbccc249770","_type":"span","marks":[],"text":"Click “Create”"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"329302fda896","_type":"block","children":[{"_key":"ddc6a2688cf30","_type":"span","marks":[],"text":"Servers"}],"markDefs":[],"style":"h3"},{"_key":"3741a5fd248d","_type":"block","children":[{"_key":"718c84b706850","_type":"span","marks":[],"text":"Servers are the meeting spaces on Discord where people interact with one another. They can be large or small, open to anyone or invite-only. Just as starting a server is easy, so too is joining one. Members need only perform a few keystrokes and they’re in."}],"markDefs":[],"style":"normal"},{"_key":"ce1e5d2c873d","_type":"block","children":[{"_key":"2c732c4c73710","_type":"span","marks":[],"text":"Chat channels"}],"markDefs":[],"style":"h3"},{"_key":"b90c216c1bb0","_type":"block","children":[{"_key":"63951b8abd240","_type":"span","marks":[],"text":"If the server is the building where a community meets, then chat channels are the specific rooms. Channels can be devoted to a specific topic (e.g., support, feature requests, bugs) to focus conversations. 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It’s one thing to invite users to contribute to your open-source software; it’s another for them to take you up on it."}],"markDefs":[],"style":"normal"},{"_key":"edaad7754e66","_type":"block","children":[{"_key":"7a411cd7994c0","_type":"span","marks":[],"text":"To encourage and reinforce this behavior, it’s helpful to know it’s happening immediately, follow up, and lend a helping hand with haste."}],"markDefs":[],"style":"normal"},{"_key":"2200f8de46b5","_type":"block","children":[{"_key":"99496594bf560","_type":"span","marks":[],"text":"This playbook will show you how to tag meaningful source-specific activity (like when a PR is submitted on GitHub). Even better, we’ll also walk through how to notify your team members on Slack when a PR is submitted."}],"markDefs":[],"style":"normal"},{"_key":"03ab09ab0136","_type":"block","children":[{"_key":"6b921dd1b990","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"c1c3e192a14f","_type":"block","children":[{"_key":"ea34691398b9","_type":"span","marks":["strong"],"text":"Common Room:"},{"_key":"af96e2523ea2","_type":"span","marks":[],"text":" this is what we’ll use to ingest activity from GitHub ("},{"_key":"63a9522e7912","_type":"span","marks":["afe897858c04"],"text":"Sign-up for free"},{"_key":"c9730a7b9a26","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"afe897858c04","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"b02f070a6780","_type":"block","children":[{"_key":"87d897f474d2","_type":"span","marks":["strong"],"text":"GitHub:"},{"_key":"c039263a1f5e","_type":"span","marks":[],"text":" Admin access or approval from your repository admin."}],"markDefs":[],"style":"callout"},{"_key":"03fc0306c15a","_type":"block","children":[{"_key":"6303397e3397","_type":"span","marks":["strong"],"text":"Slack:"},{"_key":"2d3e974cd600","_type":"span","marks":[],"text":" Permission to add applications to your community or company Slack instance."}],"markDefs":[],"style":"callout"},{"_key":"a3b11e02abbe","_type":"anchor","label":"Step 1: Pull GitHub data into Common Room"},{"_key":"aada3c5b8682","_type":"block","children":[{"_key":"255a2aad4b110","_type":"span","marks":[],"text":"Step 1: Pull GitHub data into Common Room"}],"markDefs":[],"style":"h3"},{"_key":"fb921604dbbc","_type":"block","children":[{"_key":"05a847a462640","_type":"span","marks":[],"text":"Our first step is to connect your repo to Common Room so we can pull in activity and create filters for our alerts. To do that, head to the "},{"_key":"05a847a462641","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"05a847a462642","_type":"span","marks":[],"text":" menu in Common Room and select "},{"_key":"05a847a462643","_type":"span","marks":["strong"],"text":"Connect GitHub"},{"_key":"05a847a462644","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"13b26f2d3a2b","_type":"mainImage","alt":"Connect GitHub to Common Room","asset":{"_ref":"image-b421f8e89dd036be3a25fbf9b620148043be1b63-1322x904-png","_type":"reference"},"caption":"Connect GitHub to Common Room"},{"_key":"5ff5761d53a4","_type":"block","children":[{"_key":"96274ae107710","_type":"span","marks":[],"text":"After clicking to connect, you’ll be asked to authenticate your GitHub identity and select any repos where admin approval is granted."}],"markDefs":[],"style":"normal"},{"_key":"1ea16ad680ae","_type":"mainImage","asset":{"_ref":"image-837234b9b927d1380846125efa163104ed6f952b-1440x1026-png","_type":"reference"},"caption":"Authenticate GitHub account and select relevant repos","crop":{"_type":"sanity.imageCrop","bottom":0.061278114398886196,"left":0,"right":0,"top":0.022060121183599037},"hotspot":{"_type":"sanity.imageHotspot","height":0.9166617644175148,"width":1,"x":0.5,"y":0.4803910033923564}},{"_key":"df815119e3e1","_type":"block","children":[{"_key":"9b32e539afd7","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"67335366f1ce","_type":"span","marks":[],"text":" Connecting to "},{"_key":"72dd0cebed94","_type":"span","marks":["ab23dc3bb4d3"],"text":"GitHub requires approval"},{"_key":"c282bb134dfd","_type":"span","marks":[],"text":" from one of your org admins. If you are not an org admin and proceed through the integration setup, GitHub will email your org admins requesting their approval. Common Room will begin importing activity from your repo once an admin approves the request."}],"markDefs":[{"_key":"ab23dc3bb4d3","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/github#required-permissions"}],"style":"callout"},{"_key":"57f22545cf51","_type":"block","children":[{"_key":"b2eb4a781c570","_type":"span","marks":[],"text":"And once authenticated is verified, you’ll see activity data from GitHub in your Common Room instance after a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"ff83fa3e62fa","_type":"anchor","label":"Step 2: Filter GitHub activity"},{"_key":"f1a2d15765a2","_type":"block","children":[{"_key":"a4b74715f2d60","_type":"span","marks":[],"text":"Step 2: Filter activity from GitHub"}],"markDefs":[],"style":"h3"},{"_key":"5c879569513e","_type":"block","children":[{"_key":"e6000b93405f0","_type":"span","marks":[],"text":"With your GitHub repos connected, we can head to the 💬 "},{"_key":"e6000b93405f1","_type":"span","marks":["strong"],"text":"Activity"},{"_key":"e6000b93405f2","_type":"span","marks":[],"text":" pane in Common Room to get a sense of volume, activity type, etc."}],"markDefs":[],"style":"normal"},{"_key":"4d19a058c03a","_type":"block","children":[{"_key":"757a0b2ca1560","_type":"span","marks":[],"text":"Because Common Room is a single platform for operationalizing activity across many digital channels, many “rooms” (what we call a customer instance) have multiple sources connected."}],"markDefs":[],"style":"normal"},{"_key":"ade4f35fce8d","_type":"block","children":[{"_key":"6e379094f1930","_type":"span","marks":[],"text":"For our Uncommon community, we have more than 186k activities tracked! That’s way too many for this use case, so we’ll want to add filters to extract developer signals from the noise on channels like LinkedIn or Twitter."}],"markDefs":[],"style":"normal"},{"_key":"84c59d5d2f50","_type":"mainImage","alt":"Activity overview","asset":{"_ref":"image-d17c7300052f871b091af8b1e3ad0610a8968a74-2932x1832-png","_type":"reference"},"caption":"Activity overview"},{"_key":"03b7077fdf0c","_type":"block","children":[{"_key":"498043aa7a150","_type":"span","marks":[],"text":"From this view, we can click on "},{"_key":"498043aa7a151","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"498043aa7a152","_type":"span","marks":[],"text":" and select "},{"_key":"498043aa7a153","_type":"span","marks":["strong"],"text":"Source activity type"},{"_key":"498043aa7a154","_type":"span","marks":[],"text":" from the menu. This will allow us to pinpoint GitHub pull requests."}],"markDefs":[],"style":"normal"},{"_key":"7d907f275aff","_type":"block","children":[{"_key":"43e97a763df60","_type":"span","marks":[],"text":"With the source filter selected, we can hover over GitHub and check the button for "},{"_key":"43e97a763df61","_type":"span","marks":["strong"],"text":"Pull requests submitted"},{"_key":"43e97a763df62","_type":"span","marks":[],"text":". This brings our activity down to a couple thousand. Better, but still too much volume for our use case."}],"markDefs":[],"style":"normal"},{"_key":"1676bf6b1028","_type":"mainImage","alt":"Filter by GitHub source activity type","asset":{"_ref":"image-fc7a9cec0eff5aaf4cacf07c9792a6255bade302-1010x848-png","_type":"reference"},"caption":"Filter by GitHub source activity type"},{"_key":"8a342d8adac3","_type":"block","children":[{"_key":"37cdbf4503360","_type":"span","marks":[],"text":"To filter further, we can click on the calendar icon on the right side of the activity panel and choose "},{"_key":"d248011963de","_type":"span","marks":["strong"],"text":"Last 7 days"},{"_key":"582cdc6fbe54","_type":"span","marks":[],"text":". This narrows our results to a couple dozen pull requests from the last seven days. Much more manageable."}],"markDefs":[],"style":"normal"},{"_key":"0bd50173bf03","_type":"mainImage","alt":"Add time constraints to activity filters","asset":{"_ref":"image-b1b5b7332c1377f0f9f264fa2eba9c76ad9cd760-524x620-png","_type":"reference"},"caption":"Add time constraints to activity filters"},{"_key":"a58fcce0c813","_type":"block","children":[{"_key":"8eeeeffa52910","_type":"span","marks":[],"text":"Now, let's create an alert to send real-time notifications to Slack."}],"markDefs":[],"style":"normal"},{"_key":"163909ba629e","_type":"anchor","label":"Step 3: Automate team alerts"},{"_key":"404cadf9d813","_type":"block","children":[{"_key":"b4c04ac5f6100","_type":"span","marks":[],"text":"Step 3: Automate team alerts"}],"markDefs":[],"style":"h3"},{"_key":"fa6fe8b73edf","_type":"block","children":[{"_key":"3a89d85a44190","_type":"span","marks":[],"text":"Head over to the "},{"_key":"678c83395900","_type":"span","marks":["strong"],"text":"team alerts"},{"_key":"902eb118cc3d","_type":"span","marks":[],"text":" menu on the left nav and click the "},{"_key":"9b764e10498d","_type":"span","marks":["strong"],"text":"+ Create team alert"},{"_key":"ad7f39b61bfb","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"76530640ff04","_type":"mainImage","alt":"Team alerts overview","asset":{"_ref":"image-da9a9a3a80229119e5c8e3f2e43e24d5d9d365b8-2932x1832-png","_type":"reference"},"caption":"Create alerts for your team"},{"_key":"623ed51e3b8a","_type":"block","children":[{"_key":"f83ff04d60c40","_type":"span","marks":[],"text":"This will take us to the alert workflow, where we can set up a trigger from an event (PR submitted, in this case), a filter to narrow alerts if needed, and an action to send the alert to a destination."}],"markDefs":[],"style":"normal"},{"_key":"ab1ca9879a73","_type":"mainImage","alt":"Workflow for team alerts","asset":{"_ref":"image-39e542d7855fa4217e105854b4976e27d354ead3-2932x1832-png","_type":"reference"},"caption":"Send team alerts from a Common Room source to your alerting destination"},{"_key":"6992547c4f8b","_type":"block","children":[{"_key":"5ebb5e9b0f9e0","_type":"span","marks":[],"text":"First, we’ll select a trigger to initiate our alert. We’ll select Community Wide from the trigger dropdown and select "},{"_key":"a976f9322add","_type":"span","marks":["strong"],"text":"💬 New activity"},{"_key":"5cd6584d1d6e","_type":"span","marks":[],"text":" as our event."}],"markDefs":[],"style":"normal"},{"_key":"c63a54784ee2","_type":"mainImage","alt":"Trigger on new activity","asset":{"_ref":"image-15441b0369568b32e61982b6381442fd0c25a2b3-694x740-png","_type":"reference"},"caption":"Trigger a team alert from member activity"},{"_key":"b251ab1b9156","_type":"block","children":[{"_key":"8adc1aff39440","_type":"span","marks":[],"text":"We’re then taken to a filter step. And from here, we can select "},{"_key":"b1fabac20f82","_type":"span","marks":["strong"],"text":"Activity filters"},{"_key":"215c8833b69e","_type":"span","marks":[],"text":" and add the same criteria we used above: source activity type = GitHub and activity = pull requests submitted."}],"markDefs":[],"style":"normal"},{"_key":"e3373a8fcf3e","_type":"mainImage","alt":"Filter team alerts by activity","asset":{"_ref":"image-cc417d0e1a14b9233e2b22f0bb48e88f9a3f4821-1032x744-png","_type":"reference"},"caption":"Filter alerts by activity on GitHub"},{"_key":"1ec034cde0d6","_type":"block","children":[{"_key":"56af6b146a340","_type":"span","marks":[],"text":"We also don’t want alerts when our own team members submit pull requests, so we’ll add an additional "},{"_key":"7c5f47485b87","_type":"span","marks":["strong"],"text":"member filter"},{"_key":"376815251222","_type":"span","marks":[],"text":" to exclude our team."}],"markDefs":[],"style":"normal"},{"_key":"3fbf08646a67","_type":"mainImage","alt":"Add member filters to alerts","asset":{"_ref":"image-7d6e8839a30ced68f943f0578f56b94f31e9da31-862x824-png","_type":"reference"},"caption":"Add filters to your alerts to exclude members"},{"_key":"d22bd693f431","_type":"block","children":[{"_key":"39011c6d6f220","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"9e9ff977532b","_type":"span","marks":[],"text":" If we wanted to refine our team alerts, we could add additional filters here for firmographics (e.g., company size > 10 or industry excludes health care)."}],"markDefs":[],"style":"callout"},{"_key":"7843a831f868","_type":"block","children":[{"_key":"69860b3f51160","_type":"span","marks":[],"text":"And for our final step in our team alert workflow, we’ll select to send alerts to Slack and choose the channel we want alerts to go to."}],"markDefs":[],"style":"normal"},{"_key":"8567a644b1fc","_type":"mainImage","alt":"Send alerts to Slack destination","asset":{"_ref":"image-c70b6dac2aefa59f3aaf9e3db7d7e422c40e525f-764x784-png","_type":"reference"},"caption":"Send PR notifications to a Slack channel"},{"_key":"1fca7ae5d824","_type":"block","children":[{"_key":"2e19cce494930","_type":"span","marks":[],"text":"When you click \"Create alert,\" you’ll see a confirmation modal to send a test message. We want to test what this looks like, so we’ll send it."}],"markDefs":[],"style":"normal"},{"_key":"02d1daef250a","_type":"mainImage","alt":"Send a test message to Slack","asset":{"_ref":"image-557fecc0bf3577d577d4918d43aa696e97048eb3-1210x932-png","_type":"reference"},"caption":"Send a test alert message to Slack"},{"_key":"a89011845367","_type":"block","children":[{"_key":"33d6809018d10","_type":"span","marks":[],"text":"Everything looks good and our channel was updated, so we’ll click \"Create and turn on.\" And with that, our alert is live!"}],"markDefs":[],"style":"normal"},{"_key":"0427c5bcbf37","_type":"anchor","label":"Wrapping up"},{"_key":"a51d98df5bbc","_type":"block","children":[{"_key":"86c7ff07e687","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"9bcf87fc3e3e","_type":"block","children":[{"_key":"2a7260535172","_type":"span","marks":[],"text":"With this playbook, we isolated meaningful activity from GitHub and alerted our team to take action. However, this is just scratching the surface of what’s possible by combining activity tracking, filters, tagging, and automated workflows in Common Room."}],"markDefs":[],"style":"normal"},{"_key":"0ebf76c3699c","_type":"block","children":[{"_key":"ff576b4e9532","_type":"span","marks":[],"text":"You could continue down this path and run the same play for GitHub issues, comments, and more. And that’s just for the GitHub source. 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"},{"_key":"bd11b6c3ae0f","_type":"span","marks":["5d29982e37db"],"text":"See all of our source integrations here"},{"_key":"da8d67cb790e","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"5d29982e37db","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"callout"},{"_key":"235e7b1c12c3","_type":"anchor","label":"Step 1: Connect sources"},{"_key":"0320e682b604","_type":"block","children":[{"_key":"8c20d6dc00660","_type":"span","marks":[],"text":"Step 1: Connect to your community sources"}],"markDefs":[],"style":"h3"},{"_key":"45b2b90f7cf2","_type":"block","children":[{"_key":"c430d8817eb80","_type":"span","marks":[],"text":"The first thing we’ll want to do is connect to the sources where your community resides. 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Head over to "},{"_key":"a206434c2e6b1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"a206434c2e6b2","_type":"span","marks":[],"text":" in Common Room and choose to add Slack."}],"markDefs":[],"style":"normal"},{"_key":"70ab48121c2d","_type":"mainImage","alt":"Choose to + Connect to Slack in the Sources overview","asset":{"_ref":"image-d99e73f9003636168b18d999fa7d94b0a2e59654-800x640-png","_type":"reference"},"caption":"Choose to + Connect to Slack in the Sources overview"},{"_key":"46e62fdddbda","_type":"block","children":[{"_key":"7475286134960","_type":"span","marks":[],"text":"You’ll be asked a few prompts to authenticate. 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You’ll begin to see members and activities populate immediately, and the entire sync should just take a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"16eb55fb6bbb","_type":"block","children":[{"_key":"0298d01b8d7a0","_type":"span","marks":[],"text":"Next, we’ll follow a similar process for GitHub. Head back over to "},{"_key":"0298d01b8d7a1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"0298d01b8d7a2","_type":"span","marks":[],"text":" and choose to connect GitHub."}],"markDefs":[],"style":"normal"},{"_key":"9637ed170008","_type":"mainImage","alt":"Connect to GitHub to import repo data","asset":{"_ref":"image-e0a4875c509e0936516878e3ae6ba60883713bcd-560x468-png","_type":"reference"},"caption":"Connect to GitHub to import repo data"},{"_key":"bece29d2ab0c","_type":"block","children":[{"_key":"d18199e4c8040","_type":"span","marks":[],"text":"And we’ll also need to authenticate or request access to the repository to import data from our GitHub community."}],"markDefs":[],"style":"normal"},{"_key":"7997c4510c20","_type":"mainImage","alt":"Authenticate GitHub to select repos for data import","asset":{"_ref":"image-7399d0ebac58f538ea30de03b9e747721179521e-1422x822-png","_type":"reference"},"caption":"Authenticate GitHub to select repos for data import"},{"_key":"d66d1fb9f8eb","_type":"block","children":[{"_key":"3d329ceea57d","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"c8e0684ebae7","_type":"span","marks":[],"text":" "},{"_key":"85cd40389da7","_type":"span","marks":["7a1bb16bb732"],"text":"GitHub requires admin access or approval"},{"_key":"60cc4c47fa6d","_type":"span","marks":[],"text":". If you don't have admin access to your community's GitHub account, a request will be sent to your admin."}],"markDefs":[{"_key":"7a1bb16bb732","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/github"}],"style":"callout"},{"_key":"c2d26e118530","_type":"block","children":[{"_key":"5322462452c40","_type":"span","marks":[],"text":"Once GitHub is connected, we can follow the exact same process with Twitter or any other source you’d like to connect."}],"markDefs":[],"style":"normal"},{"_key":"ebf7e3c03963","_type":"block","children":[{"_key":"a74bd84c61860","_type":"span","marks":[],"text":"Let’s spare the redundancy connecting another source and move on to the next step."}],"markDefs":[],"style":"normal"},{"_key":"f1849d9d8854","_type":"anchor","label":"Step 2: Set CQL criteria"},{"_key":"c5ad459505ef","_type":"block","children":[{"_key":"8b7a4acfd5b10","_type":"span","marks":[],"text":"Step 2: Set qualification criteria for CQLs"}],"markDefs":[],"style":"h3"},{"_key":"1ac72af4dad4","_type":"block","children":[{"_key":"ffc53f8959720","_type":"span","marks":[],"text":"In this step, we’ll set the firmographic and activity criteria required for a member to become a community-qualified lead (CQL)."}],"markDefs":[],"style":"normal"},{"_key":"af1323171b2e","_type":"block","children":[{"_key":"96c1dfa428d7","_type":"span","marks":[],"text":"For that, we can use the "},{"_key":"13d5989b43d8","_type":"span","marks":["26835048ad94"],"text":"Tag"},{"_key":"dc49ac84c7f4","_type":"span","marks":[],"text":" functionality of Common Room. 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For instance, forking a GitHub repo (high investment) is scored 10, whereas starring a GitHub repo (low investment) is only scored as 2 impact points."}],"markDefs":[{"_key":"bce9fa19956f","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/impact-points#impact-point-default-weights"}],"style":"normal"},{"_key":"a4c9a78e867c","_type":"block","children":[{"_key":"6ca20bcf08000","_type":"span","marks":[],"text":"To get CQLs tagged quickly, we can use impact points and set either a threshold for the top percentage of members (e.g., top 90% of members = CQL), add a minimum point value, and set a time period."}],"markDefs":[],"style":"normal"},{"_key":"abfe3f6ab0f1","_type":"mainImage","alt":"Tag members by applying an Impact points filter","asset":{"_ref":"image-270210751ebb2f3788f77ed8d04fb50da21925f6-920x810-png","_type":"reference"},"caption":"Tag members by applying an Impact points filter"},{"_key":"d3b1c82ab325","_type":"block","children":[{"_key":"4ab80496216d0","_type":"span","marks":[],"text":"After setting our criteria and clicking Save, members who match our CQL definition will automatically be tagged with a CQ pill. And from here, we can start taking action, which brings us to the next step."}],"markDefs":[],"style":"normal"},{"_key":"996f99fb1312","_type":"block","children":[{"_key":"0fbbb5ce7903","_type":"span","marks":["strong"],"text":"⚠️ Note:"},{"_key":"ac9612e2b9d1","_type":"span","marks":[],"text":" After completing this step, your team can track, filter, report on, and engage with community-qualified members—all within Common Room! In the following steps, we’ll walk through how to sync with a CRM to pull those members into customer data source of record."}],"markDefs":[],"style":"callout"},{"_key":"b1176e9b0062","_type":"anchor","label":"Step 3: Configure your CRM"},{"_key":"003587877ce0","_type":"block","children":[{"_key":"587982e6737d0","_type":"span","marks":[],"text":"Step 3: Add new CQL fields to your CRM or Marketing Automation Platform"}],"markDefs":[],"style":"h3"},{"_key":"2880724bfc14","_type":"block","children":[{"_key":"36e1530c64f30","_type":"span","marks":[],"text":"Before connecting to our CRM or marketing automation platform, we’ll want to add a few custom fields that we can map to."}],"markDefs":[],"style":"normal"},{"_key":"2fc9340cf026","_type":"block","children":[{"_key":"a4492d70fb480","_type":"span","marks":[],"text":"We’ll create a couple of new fields on the HubSpot contact record."}],"markDefs":[],"style":"normal"},{"_key":"8dbd3719bf7d","_type":"block","children":[{"_key":"25fb8ffa05d5","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"cf6f43c74c1d","_type":"span","marks":[],"text":" Steps for creating new fields can be found in this "},{"_key":"6b8634f0a110","_type":"span","marks":["2c498f8f8f60"],"text":"HubSpot docs article →"}],"markDefs":[{"_key":"2c498f8f8f60","_type":"link","href":"https://knowledge.hubspot.com/crm-setup/manage-your-properties"}],"style":"callout"},{"_key":"958fe9fada97","_type":"block","children":[{"_key":"8baa43ad9d970","_type":"span","marks":[],"text":"In the HubSpot workspace, we’ll click the ⚙️ gear icon and then click the "},{"_key":"fcb782174fe4","_type":"span","marks":["strong"],"text":"Properties"},{"_key":"baca3dcfc6c1","_type":"span","marks":[],"text":" item in the left sidebar menu. 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And we’ll label this field something like "},{"_key":"81732fb060993","_type":"span","marks":["strong"],"text":"Community qualification date"},{"_key":"81732fb060994","_type":"span","marks":[],"text":" and give it an internal name of "},{"_key":"81732fb060995","_type":"span","marks":["strong"],"text":"cr_cq_date"},{"_key":"81732fb060996","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"2c21dc70c0ac","_type":"block","children":[{"_key":"16dfd78ca7460","_type":"span","marks":[],"text":"With these two fields, we’ll be able to track and report on CQLs as we’ll have both a filterable attribute for contacts and the timestamp when that field was updated."}],"markDefs":[],"style":"normal"},{"_key":"7c27cb2d0d6c","_type":"anchor","label":"Step 4: Sync CRM data"},{"_key":"e87561ff0f70","_type":"block","children":[{"_key":"f4848539875d0","_type":"span","marks":[],"text":"Step 4: Sync data from your CRM or Marketing Automation Platform"}],"markDefs":[],"style":"h3"},{"_key":"5bc6b2cc315e","_type":"block","children":[{"_key":"2c61babe67150","_type":"span","marks":[],"text":"To sync our members to HubSpot or Salesforce, we can add them as a new source."}],"markDefs":[],"style":"normal"},{"_key":"d9e57ecff123","_type":"block","children":[{"_key":"e957cc83a2790","_type":"span","marks":[],"text":"Head over to the sources menu (same place we set up Slack and GitHub above), and this time select "},{"_key":"e957cc83a2791","_type":"span","marks":["strong"],"text":"Get set up"},{"_key":"e957cc83a2792","_type":"span","marks":[],"text":" for either HubSpot or Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"62f14c820a4d","_type":"mainImage","alt":"Connect to HubSpot or Salesforce","asset":{"_ref":"image-467153c7c1da96a798d00fdbf7d72c0255e71c58-1018x526-png","_type":"reference"},"caption":"Connect to HubSpot or Salesforce"},{"_key":"a4377318f588","_type":"block","children":[{"_key":"e8821dd8c84e0","_type":"span","marks":[],"text":"This will trigger a modal to request access to HubSpot or Salesforce."}],"markDefs":[],"style":"normal"},{"_key":"5e371d17b6c0","_type":"mainImage","alt":"HubSpot connection request prompt","asset":{"_ref":"image-8e3718de2ced564c3b2f2f5dc7337c029fa953c8-1136x752-png","_type":"reference"},"caption":"HubSpot connection request prompt"},{"_key":"758b9c5bd1c3","_type":"block","children":[{"_key":"63a8e4809a41","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"c2bf604e0a09","_type":"span","marks":[],"text":" "},{"_key":"b8e1141fbf30","_type":"span","marks":["b716cfc686b9"],"text":"HubSpot"},{"_key":"5610dce5a89a","_type":"span","marks":[],"text":" and "},{"_key":"6a6c5c7e2358","_type":"span","marks":["54db1b92aeba"],"text":"Salesforce"},{"_key":"20af952f00ef","_type":"span","marks":[],"text":" integrations require a bit more setup than other sources due to the field mapping and authentication requirements."}],"markDefs":[{"_key":"b716cfc686b9","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"},{"_key":"54db1b92aeba","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"callout"},{"_key":"1d59e276e832","_type":"block","children":[{"_key":"e02613fcf53e0","_type":"span","marks":[],"text":"When you click "},{"_key":"c241a809efa7","_type":"span","marks":["strong"],"text":"Request"},{"_key":"5fd195b01769","_type":"span","marks":[],"text":", a Common Room team member will be prompted and assist with the setup. 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Here’s what that looks like from the "},{"_key":"055f7b492b0e","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b2b3040053da","_type":"span","marks":[],"text":" view:"}],"markDefs":[],"style":"normal"},{"_key":"d1e979afdf09","_type":"mainImage","asset":{"_ref":"image-f91ee50ce28c9cc0dc5febb7093125958fd05949-2932x1832-png","_type":"reference"},"caption":"Organizations view in Common Room"},{"_key":"5596abe43015","_type":"block","children":[{"_key":"a11ab1188a090","_type":"span","marks":[],"text":"From here, we can start tinkering with filters to get a sense of how we want to define the stages of our funnel."}],"markDefs":[],"style":"normal"},{"_key":"7f01300115d2","_type":"block","children":[{"_key":"1ae6ce1b2cbf0","_type":"span","marks":[],"text":"Jumping into the "},{"_key":"f0fdcd0a1fc3","_type":"span","marks":["strong"],"text":"Members"},{"_key":"b3c362739a0b","_type":"span","marks":[],"text":" tab, we can see that our starting point is just under 17k members. And we can define funnel stages to group these members by stage."}],"markDefs":[],"style":"normal"},{"_key":"05e2742d214e","_type":"mainImage","asset":{"_ref":"image-8ce5dc9ba3ad9eea08aa5493f90c263564a47659-2932x1832-png","_type":"reference"},"caption":"Member view in Common Room"},{"_key":"a1cc20ab5e44","_type":"block","children":[{"_key":"f95e798698160","_type":"span","marks":[],"text":"Let’s start by defining our most active part of the dark funnel by adding a filter for at least ten impact points and activity within the last 28 days."}],"markDefs":[],"style":"normal"},{"_key":"a292c322b8b3","_type":"mainImage","asset":{"_ref":"image-f88fdb640f4e94c953d32bf60c86a4f426b3fff6-588x528-png","_type":"reference"},"caption":"Filter views by impact points"},{"_key":"ab7630267a47","_type":"block","children":[{"_key":"0ac22844aaa80","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"91550794f948","_type":"span","marks":[],"text":" Impact points are auto-generated based on a weighted scoring system defined by Common Room. "},{"_key":"0ac22844aaa81","_type":"span","marks":["ece718a561f0"],"text":"See how scores are calculated here →"}],"markDefs":[{"_key":"ece718a561f0","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/impact-points#impact-point-default-weights"}],"style":"callout"},{"_key":"98b4fde0aeb7","_type":"block","children":[{"_key":"1e5ea7f7bcf20","_type":"span","marks":[],"text":"This gets us down to about 500 members and feels like a good starting point for the bottom of the dark funnel. We’re satisfied, and we’ll define this cohort as "},{"_key":"6bb393c56ff9","_type":"span","marks":["strong"],"text":"Active"},{"_key":"6fabe00ddc3e","_type":"span","marks":[],"text":" members."}],"markDefs":[],"style":"normal"},{"_key":"96bc4e663bdb","_type":"block","children":[{"_key":"4fad2bdd124a0","_type":"span","marks":["strong"],"text":"Active"},{"_key":"797b66efdfaf","_type":"span","marks":[],"text":" = 10 or more impact points and active in the last 28 days"}],"markDefs":[],"style":"callout"},{"_key":"087b41ee5faa","_type":"block","children":[{"_key":"ed7b262a7a5f0","_type":"span","marks":[],"text":"Next, we’ll move further up the dark funnel and define a cohort of members who are not quite as active or have recently waned interest. We’ll call this group Aware members. After some tinkering, it looks like activity identified in the last 90 days with less than ten impact points gets us to a good place of about 2k members."}],"markDefs":[],"style":"normal"},{"_key":"4573acca9f6c","_type":"block","children":[{"_key":"fbb669cf5dac0","_type":"span","marks":["strong"],"text":"Aware"},{"_key":"fcf4a7fcc41b","_type":"span","marks":[],"text":" = active in the 90 days with 10 or less impact points"}],"markDefs":[],"style":"callout"},{"_key":"3c689c345f69","_type":"mainImage","asset":{"_ref":"image-f5d058910825f6758fe687617a0ccf2ccd16ef24-1088x562-png","_type":"reference"},"caption":"Add filters for the \"Aware\" stage"},{"_key":"00c58027d504","_type":"block","children":[{"_key":"7014877c0b6c0","_type":"span","marks":[],"text":"And finally, we’ll want to define a dormant cohort. Where we’ll include the rest of our members."}],"markDefs":[],"style":"normal"},{"_key":"eddf6bc41522","_type":"block","children":[{"_key":"dc8f76d28bf50","_type":"span","marks":["strong"],"text":"Dormant"},{"_key":"dc8f76d28bf51","_type":"span","marks":[],"text":" = last seen > 90 days ago"}],"markDefs":[],"style":"callout"},{"_key":"80bfd2dbdf08","_type":"mainImage","asset":{"_ref":"image-65f6091439c45e6492492662d171422bd9a8fbde-990x804-png","_type":"reference"},"caption":"Add filters for the Dormant stage"},{"_key":"2b7de90e877a","_type":"block","children":[{"_key":"3e286574a1f40","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"65a8b6e1f700","_type":"anchor","label":"Step 3: Auto-tag members"},{"_key":"1a0f0c374677","_type":"block","children":[{"_key":"8273dbdf4bb7","_type":"span","marks":[],"text":"Step 3: Tag members of your community as they move in and out of stages"}],"markDefs":[],"style":"h3"},{"_key":"140ea30179bd","_type":"block","children":[{"_key":"508babd308fd0","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"0aa0057e3e75","_type":"mainImage","asset":{"_ref":"image-a730e24b6e2cfe4c070d4d1ce487320b072713b9-2932x1832-png","_type":"reference"},"caption":"Dark-funnel stages by member status"},{"_key":"1bca44ff55fd","_type":"block","children":[{"_key":"c978795e47670","_type":"span","marks":[],"text":"We can also add statuses for each of our stages so we can track the progress of members."}],"markDefs":[],"style":"normal"},{"_key":"b0311abd74d9","_type":"block","children":[{"_key":"3a8a709105e40","_type":"span","marks":[],"text":"After creating our segment, we can locate the "},{"_key":"9ec7b0b23633","_type":"span","marks":["strong"],"text":"Member management"},{"_key":"5492002423e4","_type":"span","marks":[],"text":" section and click the "},{"_key":"74b72d7b916a","_type":"span","marks":["strong"],"text":"Configure"},{"_key":"4f2beac84406","_type":"span","marks":[],"text":" button to auto-add/remove members throughout our funnel."}],"markDefs":[],"style":"normal"},{"_key":"358f952c5de8","_type":"mainImage","asset":{"_ref":"image-6c28a2a9e851ac9a1f77ea7df3250116295658c7-1932x720-png","_type":"reference"},"caption":"Filter to update a member status"},{"_key":"f88aa2d9baf4","_type":"block","children":[{"_key":"959ba9c594fa0","_type":"span","marks":[],"text":"Select to auto-update a new status we just created. Let’s start with defining the "},{"_key":"9d7a2562825e","_type":"span","marks":["strong"],"text":"Active"},{"_key":"5caed8726e53","_type":"span","marks":[],"text":" status."}],"markDefs":[],"style":"normal"},{"_key":"b5e00cdc0885","_type":"block","children":[{"_key":"090965ed7ee60","_type":"span","marks":[],"text":"We’ll adjust the criteria to what was previously described (10 or more impact points "},{"_key":"090965ed7ee61","_type":"span","marks":["em"],"text":"and"},{"_key":"090965ed7ee62","_type":"span","marks":[],"text":" active in the last 28 days), click "},{"_key":"affd2b7ace09","_type":"span","marks":["strong"],"text":"Save"},{"_key":"bda85d1679c0","_type":"span","marks":[],"text":", and our first dark funnel cohort will start to propagate."}],"markDefs":[],"style":"normal"},{"_key":"94e3116c17df","_type":"block","children":[{"_key":"dee3abe62f170","_type":"span","marks":[],"text":"We’ll do the same for our other stages by clicking "},{"_key":"15d3455066f8","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"f84204fb3fbc","_type":"span","marks":[],"text":" and activating auto status updates."}],"markDefs":[],"style":"normal"},{"_key":"c98efcf01b14","_type":"mainImage","asset":{"_ref":"image-af5a9c6b5608d5a6e12316d00d603e5d7cfb4c84-1932x994-png","_type":"reference"},"caption":"Set criteria to auto-update all stages of the funnel"},{"_key":"041782cc6fae","_type":"anchor","label":"Wrapping Up"},{"_key":"2bfba49c6a02","_type":"block","children":[{"_key":"aa8f9287ccbb","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"6f03c9a73df2","_type":"block","children":[{"_key":"7412daf25cf40","_type":"span","marks":[],"text":"And that’s pretty much all there is to it. We can now track members moving through the dark funnel and take action accordingly."}],"markDefs":[],"style":"normal"},{"_key":"a2771a2e31ff","_type":"block","children":[{"_key":"4d841ce644990","_type":"span","marks":[],"text":"One last thing… you can also opt-in to get notifications as members progress through the dark funnel."}],"markDefs":[],"style":"normal"},{"_key":"5219bf2edeb7","_type":"mainImage","asset":{"_ref":"image-d9264409b4a2e2fa06e2b29fb74892137bec97b5-742x844-png","_type":"reference"},"caption":"Subscribe to notifications on funnel activity "}],"cardImage":{"_type":"image","asset":{"_ref":"image-0566c20d3741dd6e2777a482e1768281b9e2d2ec-2400x1260-png","_type":"reference"}},"categories":[{"_key":"a1ef57cb9701","_ref":"df0bb227-e656-4be1-af6a-5b8410d9a26e","_type":"reference"},{"_key":"78525abd769e","_ref":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4","_type":"reference"},{"_key":"a23ab375e239","_ref":"ad197e85-9187-444e-b96d-727169fb27d4","_type":"reference"}],"excerpt":[{"_key":"8708ea97827f","_type":"block","children":[{"_key":"55dc909d5ced0","_type":"span","marks":[],"text":"Shed light on the dark funnel."}],"markDefs":[],"style":"normal"}],"integrations":[{"_key":"27842afae117","_ref":"67148278-8a4f-4c09-a71b-5f0907950868","_type":"reference"},{"_key":"5d8e3e907d5d","_ref":"f61d0133-e072-439b-b8fb-d275fd7013ba","_type":"reference"},{"_key":"774320609a26","_ref":"94ff18e3-422c-4145-b03b-3dc30efb39b4","_type":"reference"},{"_key":"5b1eb6587eaa","_ref":"406b5182-5fb2-4fef-a2e5-d12e2ba0aa83","_type":"reference"},{"_key":"ae9da4437076","_ref":"7c39b3c7-c1f5-4093-afb9-1b6517cc4547","_type":"reference"},{"_key":"61415684640a","_ref":"ef2bd5a8-198b-46c9-96fb-0bda8d27b49c","_type":"reference"}],"mainImage":{"_type":"mainImage","asset":{"_ref":"image-820e444aec2e51ff7e58d60b6d1c592fd9502eaf-2400x1260-png","_type":"reference"}},"skill":"Medium","slug":{"_type":"slug","current":"map-stages-dark-funnel"},"status":"published","teams":["Marketing","Sales"],"title":"Map the stages of your dark funnel from problem-aware to engaged","useCases":[{"_key":"919c780db46e","_ref":"abc349f5-c976-4a7e-9046-b8093a4ee3bc","_type":"reference"}],"id":"-4516a610-2d09-54e5-b27a-7e4c4a3a906b","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"map-stages-dark-funnel"},"status":"published","_createdAt":"2023-03-30T22:16:56Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e"},{"_id":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4"},{"_id":"ad197e85-9187-444e-b96d-727169fb27d4"}],"_rawExcerpt":[{"_key":"8708ea97827f","_type":"block","children":[{"_key":"55dc909d5ced0","_type":"span","marks":[],"text":"Shed light on the dark funnel."}],"markDefs":[],"style":"normal"}],"isPublished":true,"integrations":[{"_id":"67148278-8a4f-4c09-a71b-5f0907950868"},{"_id":"f61d0133-e072-439b-b8fb-d275fd7013ba"},{"_id":"94ff18e3-422c-4145-b03b-3dc30efb39b4"},{"_id":"406b5182-5fb2-4fef-a2e5-d12e2ba0aa83"},{"_id":"7c39b3c7-c1f5-4093-afb9-1b6517cc4547"},{"_id":"ef2bd5a8-198b-46c9-96fb-0bda8d27b49c"}],"_id":"aa238e9a-5842-49e9-a64e-c2fae55c3412"}},{"_id":"dbd9c289-7792-4220-a79a-3dec4c883e4a","_type":"playbook","_rev":"e3oVLVDSwSbD64ipzL6OZ5","_createdAt":"2023-05-31T21:52:06Z","_updatedAt":"2024-09-11T17:45:18Z","body":[{"_key":"c769255e7f51","_type":"anchor","label":"Overview"},{"_key":"e1af4a2fb00e","_type":"block","children":[{"_key":"8c9b26cd4e1d","_type":"span","marks":[],"text":"Overview"}],"markDefs":[],"style":"h3"},{"_key":"8f45ac6a7363","_type":"block","children":[{"_key":"023615496df8","_type":"span","marks":[],"text":"Tracking job changes of VIP contacts helps go-to-market teams feed three birds with one scone."}],"markDefs":[],"style":"normal"},{"_key":"afeff0d7f6d7","_type":"block","children":[{"_key":"991a89fbf2f20","_type":"span","marks":[],"text":"When a customer joins a new company, it gives your team an opportunity to celebrate milestones, it gives your sales team an opportunity to reach out and and see how your solution serves your customer's new context, and it helps success teams by enabling them to track when a customer moves jobs so they can better identify and avoid potential churn. \n\nInstead of being surprised at the time of renewal, your teams can work hand-in-hand with the new points of contact on deck to ensure a smooth transition. Not to mention, it’s "},{"_key":"991a89fbf2f21","_type":"span","marks":["5743802719db"],"text":"a lot more likely"},{"_key":"991a89fbf2f22","_type":"span","marks":[],"text":" that a customer at a previous company will become a repeat customer at their new company.\n\nThis playbook will show you how to keep tabs on meaningful job changes using Common Room. It’s just a few steps and should only take about 20 minutes (not a bad time-to-value tradeoff)!"}],"markDefs":[{"_key":"5743802719db","_type":"link","href":"https://www.constantcontact.com/blog/repeat-customers/"}],"style":"normal"},{"_key":"56a8d796e9a9","_type":"block","children":[{"_key":"1dfcf6c731850","_type":"span","marks":[],"text":"Here’s a preview of the job change activity you’ll be able to see "},{"_key":"46bc33fe5dc8","_type":"span","marks":["em"],"text":"across every tracked contact"},{"_key":"e8051a67e7a4","_type":"span","marks":[],"text":" when we’re done:"}],"markDefs":[],"style":"normal"},{"_key":"bdd34f4ef2b2","_type":"mainImage","alt":"Track org change history","asset":{"_ref":"image-bb1e62dbbb21cb79c5150135143739f04adbb8b1-1890x962-png","_type":"reference"},"caption":"Track org change history"},{"_key":"0b548463ee1a","_type":"block","children":[{"_key":"f7adbb399edd","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"e3461d15dbbe","_type":"block","children":[{"_key":"ebc4b6c23ff3","_type":"span","marks":["strong"],"text":"Common Room:"},{"_key":"e47a565d5c4d","_type":"span","marks":[],"text":" What we’ll use to track job changes—"},{"_key":"45fea1a19544","_type":"span","marks":["9a589a455335"],"text":"sign-up for free"},{"_key":"3f9bb15d362e","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"9a589a455335","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"b21e6f0c2e42","_type":"block","children":[{"_key":"9fb9e4ea8518","_type":"span","marks":["strong"],"text":"Google Sheets or CSV:"},{"_key":"de316159c311","_type":"span","marks":[],"text":" We’ll import a CSV to track contacts."}],"markDefs":[],"style":"callout"},{"_key":"0b12a410ea85","_type":"block","children":[{"_key":"aa19f23e4b0f","_type":"span","marks":["strong"],"text":"CRM or marketing automation access (bonus):"},{"_key":"da13ba8f7b97","_type":"span","marks":[],"text":" If you have admin access to your CRM or marketing automation platform, we can sync contacts to track job changes."}],"markDefs":[],"style":"callout"},{"_key":"c8550eecc848","_type":"anchor","label":"Step 1: Import a CSV or connect a data source"},{"_key":"5ac36040de8a","_type":"block","children":[{"_key":"aed7f9255dec0","_type":"span","marks":[],"text":"Step 1: Import a CSV of contacts (or connect a data source)"}],"markDefs":[],"style":"h3"},{"_key":"1eb61864c4e7","_type":"block","children":[{"_key":"87043cf135da","_type":"span","marks":[],"text":"We’ll first want to connect to sources where your customer data resides (e.g., Salesforce, LinkedIn, Slack) to identify cohorts of contacts we want to track."}],"markDefs":[],"style":"normal"},{"_key":"3ca9bcae7642","_type":"block","children":[{"_key":"c2b871d439790","_type":"span","marks":[],"text":"One super easy way to get customer data into Common Room is through CSV import."}],"markDefs":[],"style":"normal"},{"_key":"a59922fa37cf","_type":"block","children":[{"_key":"a550d326a35f0","_type":"span","marks":[],"text":"After "},{"_key":"a550d326a35f1","_type":"span","marks":["db7596fb35a4"],"text":"creating a free account"},{"_key":"a550d326a35f2","_type":"span","marks":[],"text":", you can click to jump into the "},{"_key":"877eef47e824","_type":"span","marks":["strong"],"text":"Contact"},{"_key":"95cb70f42dbe","_type":"span","marks":[],"text":" view."}],"markDefs":[{"_key":"db7596fb35a4","_type":"link","href":"https://commonroom.io/signup"}],"style":"normal"},{"_key":"73b9afeeccc1","_type":"mainImage","alt":"Members overview with connected sources","asset":{"_ref":"image-235efe6075191927915fccb13f12065a314d30eb-2932x1832-png","_type":"reference"},"caption":"Contact overview with connected sources"},{"_key":"64b804d7e086","_type":"block","children":[{"_key":"96ae410c0b5d0","_type":"span","marks":[],"text":"The screenshot above shows what that looks like when many sources are connected. If you’re starting from a blank slate, this will be empty. But we can quickly fix that with a quick CSV import."}],"markDefs":[],"style":"normal"},{"_key":"56caec33f1cb","_type":"block","children":[{"_key":"004eadd35f220","_type":"span","marks":[],"text":"Click on the "},{"_key":"004eadd35f221","_type":"span","marks":["strong"],"text":"+ Add new contact"},{"_key":"004eadd35f222","_type":"span","marks":[],"text":" button in the top right. Clicking triggers a menu to import new contacts. This feature allows us to import contacts of our community and customers by email, Twitter handle, LinkedIn URL, or GitHub username individually or in bulk."}],"markDefs":[],"style":"normal"},{"_key":"2ad466cf1766","_type":"mainImage","alt":"Add a new member individually or in bulk","asset":{"_ref":"image-8f57f87bd26bb115ea6d6138009ee817228e4c5d-1146x1128-png","_type":"reference"},"caption":"Add a new contact individually or in bulk"},{"_key":"02798f3c1995","_type":"block","children":[{"_key":"1596418eef960","_type":"span","marks":[],"text":"We want to import many contacts, so we’ll select the "},{"_key":"1596418eef961","_type":"span","marks":["strong"],"text":"Bulk add or update contacts"},{"_key":"1596418eef962","_type":"span","marks":[],"text":" link."}],"markDefs":[],"style":"normal"},{"_key":"9595642ecc05","_type":"block","children":[{"_key":"4d4506f8fcf60","_type":"span","marks":[],"text":"We’ll then see a menu that gives us options to add contacts to a segment and add activity. Let’s add these contacts to a new segment and name it something with context."}],"markDefs":[],"style":"normal"},{"_key":"15b683847bc8","_type":"mainImage","alt":"Bulk add contacts to a new segment","asset":{"_ref":"image-88e6fcc394b4b0a0856f7b5d5357fae2c206cbe1-1110x1114-png","_type":"reference"},"caption":"Bulk add contacts to a new segment"},{"_key":"c4b57b473c42","_type":"block","children":[{"_key":"deb9dc71907b","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"4a92780d8523","_type":"span","marks":[],"text":" When importing via CSV, you’ll need to format it using "},{"_key":"3092c4836d19","_type":"span","marks":["2bce14de5239"],"text":"this contact import template"},{"_key":"5e8e5477ccb7","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"2bce14de5239","_type":"link","href":"https://docs.google.com/spreadsheets/d/1ccy9z1RxxglUw-7V0GWKTu5-ZqffeGesMUHFkFztOMw/edit#gid=0"}],"style":"callout"},{"_key":"3382578a7f5d","_type":"block","children":[{"_key":"162a485bd1770","_type":"span","marks":[],"text":"We can click "},{"_key":"9c3014054c15","_type":"span","marks":["strong"],"text":"Continue"},{"_key":"cf28ee79f8bf","_type":"span","marks":[],"text":" to import our CSV with our new segment created."}],"markDefs":[],"style":"normal"},{"_key":"30aba27b0d3b","_type":"mainImage","alt":"Import new contacts by uploading spreadsheet","asset":{"_ref":"image-5e4e6915678c186bb9310cb32327aff01c38dd91-2480x832-png","_type":"reference"},"caption":"Import new contacts by uploading spreadsheet"},{"_key":"f1a1d85f5d35","_type":"block","children":[{"_key":"030641342a730","_type":"span","marks":[],"text":"After uploading the file, you’ll be asked to confirm field mappings, review, and complete the import."}],"markDefs":[],"style":"normal"},{"_key":"e34855012601","_type":"mainImage","alt":"Confirm mappings and import your list of customers","asset":{"_ref":"image-7797161f511926b6d2054fbf37fdff4414024c20-2932x1832-png","_type":"reference"},"caption":"Confirm mappings and import your list of customers"},{"_key":"ce43494da10f","_type":"block","children":[{"_key":"2361e4681167","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"ffd78cc11d3a","_type":"span","marks":[],"text":" While email is the only field required, the more detail you can fill in from the "},{"_key":"881282ec0846","_type":"span","marks":["9f6ad97c1b73"],"text":"import template"},{"_key":"0ff6d791292c","_type":"span","marks":[],"text":", the higher your match rate will be (i.e., you’ll be able to track more job changes)."}],"markDefs":[{"_key":"9f6ad97c1b73","_type":"link","href":"https://docs.google.com/spreadsheets/d/1ccy9z1RxxglUw-7V0GWKTu5-ZqffeGesMUHFkFztOMw/edit#gid=0"}],"style":"callout"},{"_key":"2b1864cd3bb9","_type":"block","children":[{"_key":"a8a089558e480","_type":"span","marks":[],"text":"After confirming your field mapping, your list will begin to import. This might take a few minutes, depending on the size of your list."}],"markDefs":[],"style":"normal"},{"_key":"3f826c11332e","_type":"mainImage","alt":"Segment populating from CSV import","asset":{"_ref":"image-cffc37006e475e623c6511691c577e2a579504f7-2932x1832-png","_type":"reference"},"caption":"Segment populating from CSV import"},{"_key":"0f106b5fa4c6","_type":"anchor","label":"Step 2: Add more sources (optional)"},{"_key":"b1b041fca360","_type":"block","children":[{"_key":"e03c49833f530","_type":"span","marks":[],"text":"Step 2: Connect more sources to improve match rate"}],"markDefs":[],"style":"h3"},{"_key":"383540ab01a7","_type":"block","children":[{"_key":"ab7dce250bad","_type":"span","marks":[],"text":"In addition to CSV import, we suggest connecting to additional customer data sources as it helps with match rates and future use cases. (Feel free to skip this step if you are satisfied with only importing a CSV.)"}],"markDefs":[],"style":"normal"},{"_key":"439f54bd14ec","_type":"block","children":[{"_key":"fb1d2d1f8c310","_type":"span","marks":[],"text":"Out of the box, Common Room connects with dozens of customer data sources like LinkedIn, Slack, HubSpot, Salesforce, Snowflake, Zapier, and "},{"_key":"fb1d2d1f8c311","_type":"span","marks":["ce612b9b281e"],"text":"many more"},{"_key":"fb1d2d1f8c312","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"ce612b9b281e","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"019afec6770d","_type":"block","children":[{"_key":"5925b151af240","_type":"span","marks":[],"text":"Connecting to a new source takes just a few clicks. For example, to connect LinkedIn, we can jump to the "},{"_key":"5925b151af241","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"5925b151af242","_type":"span","marks":[],"text":" menu and choose "},{"_key":"5925b151af243","_type":"span","marks":["strong"],"text":"Connect LinkedIn"},{"_key":"5925b151af244","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"9a89ca33a458","_type":"mainImage","alt":"Connect to Linked in and more sources for higher accuracy","asset":{"_ref":"image-31134150f976480a38567cd94e46d4f2e3f20c15-2932x1832-png","_type":"reference"},"caption":"Connect to Linked in and more sources for higher accuracy"},{"_key":"f7ba01752b00","_type":"block","children":[{"_key":"12f89f918074","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"949331c11712","_type":"span","marks":[],"text":" To configure this integration, you must be an admin of your LinkedIn page. Specifically, you must have the “Super admin” or “Content admin” role; the “Curator” or “Analyst” roles do not have sufficient permissions."}],"markDefs":[],"style":"callout"},{"_key":"5cca8fe0cdc3","_type":"block","children":[{"_key":"6d0d062d79c60","_type":"span","marks":[],"text":"Once LinkedIn is authenticated, data import will begin, and contacts will import into Common Room along with contact activity related to your handle."}],"markDefs":[],"style":"normal"},{"_key":"2db00579f2ab","_type":"block","children":[{"_key":"33346818298b0","_type":"span","marks":[],"text":"We can repeat a similar process to add more sources like "},{"_key":"e9a3c32f48e6","_type":"span","marks":["bc24f80face7"],"text":"Slack"},{"_key":"37406e138fa4","_type":"span","marks":[],"text":" or "},{"_key":"12351e2a7011","_type":"span","marks":["c8d745120e96"],"text":"Twitter"},{"_key":"254a3837bebc","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"bc24f80face7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack"},{"_key":"c8d745120e96","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"}],"style":"normal"},{"_key":"2d8507f6d86e","_type":"block","children":[{"_key":"7db491035d300","_type":"span","marks":[],"text":"Before jumping onto the next step, let’s review how to connect to customer data since that’s likely where your customer attributes are updated and fresh."}],"markDefs":[],"style":"normal"},{"_key":"929baf095c7a","_type":"block","children":[{"_key":"537a08e8ca590","_type":"span","marks":[],"text":"You can do this through native CRM integrations (Salesforce or HubSpot), data warehouse / ETL (Snowflake, Census, Hightouch), Zapier, or API."}],"markDefs":[],"style":"normal"},{"_key":"e0169ada8559","_type":"mainImage","alt":"Connect to business data sources","asset":{"_ref":"image-bbe6c1a0f2aaa69e693d9f503a560041d9fcc10b-2932x1832-png","_type":"reference"},"caption":"Connect to business data sources"},{"_key":"4cf452a3097b","_type":"block","children":[{"_key":"0665d8e9fcc30","_type":"span","marks":[],"text":"Our business data integrations take a touch more customization than the others. You’ll have to "},{"_key":"add02302fa10","_type":"span","marks":["1d092151d742"],"text":"get the help of a Common Room pro"},{"_key":"7965d0db64b9","_type":"span","marks":[],"text":" to get one of these sources enabled."}],"markDefs":[{"_key":"1d092151d742","_type":"link","href":"https://www.commonroom.io/contact/"}],"style":"normal"},{"_key":"8b5edeaa2933","_type":"anchor","label":"Step 3: Apply a filter to track job changes"},{"_key":"00f0d8567c14","_type":"block","children":[{"_key":"ae52ba9126f80","_type":"span","marks":[],"text":"Step 3: Apply a filter to track job changes"}],"markDefs":[],"style":"h3"},{"_key":"535dae12889c","_type":"block","children":[{"_key":"3f3249c008a60","_type":"span","marks":[],"text":"With our high-priority contacts and customers now added to Common Room, we can start tracking (and sending alerts to our team) when they change jobs."}],"markDefs":[],"style":"normal"},{"_key":"d1633dcf642c","_type":"block","children":[{"_key":"8065ee826fc20","_type":"span","marks":[],"text":"Let’s click over to the "},{"_key":"8065ee826fc21","_type":"span","marks":["strong"],"text":"Contact"},{"_key":"8065ee826fc22","_type":"span","marks":[],"text":" menu and apply a filter by clicking the "},{"_key":"8065ee826fc23","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"8065ee826fc24","_type":"span","marks":[],"text":" button."}],"markDefs":[],"style":"normal"},{"_key":"23062f80a7ab","_type":"block","children":[{"_key":"9d174c22de130","_type":"span","marks":["strong"],"text":"Now this is where the magic happens! 🪄"}],"markDefs":[],"style":"normal"},{"_key":"f0edd5cd64ad","_type":"block","children":[{"_key":"0746499a60bd0","_type":"span","marks":[],"text":"We can locate and select the "},{"_key":"0746499a60bd1","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"0746499a60bd2","_type":"span","marks":[],"text":" filter."}],"markDefs":[],"style":"normal"},{"_key":"2557cac27877","_type":"mainImage","alt":"Filter by matched org changes","asset":{"_ref":"image-d0fc3bcebd12e9e21f2269a16e2c632b6f0f9b5f-2028x1208-png","_type":"reference"},"caption":"Filter by matched org changes"},{"_key":"5ffd4762ad1a","_type":"block","children":[{"_key":"c9a7e6679cc60","_type":"span","marks":[],"text":"This gives us a view of every contact who has changed their job in the last 365 days by default. Let’s narrow that down a bit to the previous six months."}],"markDefs":[],"style":"normal"},{"_key":"9401d4a26e99","_type":"mainImage","alt":"Set a date range for org change tracking","asset":{"_ref":"image-d43fbbaec4f160f56dea97bfd4e7bead86d40b96-788x514-png","_type":"reference"},"caption":"Set a date range for org change tracking"},{"_key":"24aee9828eab","_type":"block","children":[{"_key":"edaa2e81a6af0","_type":"span","marks":[],"text":"Just like that, we now have a view of any contact who has recently changed jobs! And when we click into each contact, we can hover over their previous org to see the history of job changes over time."}],"markDefs":[],"style":"normal"},{"_key":"693aaaa72485","_type":"mainImage","alt":"See a history of org changes for each contact","asset":{"_ref":"image-7053025bd1ce5983fde49ba2d5592c644b97f49c-1962x1128-png","_type":"reference"},"caption":"See a history of org changes for each contact"},{"_key":"9d84ab0aa81c","_type":"block","children":[{"_key":"7cb544533c870","_type":"span","marks":[],"text":"That’s all for this step. In the next few steps, we’ll show you how to take action!"}],"markDefs":[],"style":"normal"},{"_key":"6654f207f10f","_type":"anchor","label":"Step 4: Create a segment to track contacts"},{"_key":"c4592165cdcb","_type":"block","children":[{"_key":"6e4ca7a1a6420","_type":"span","marks":[],"text":"Step 4: Create a segment to track new and existing contacts who qualify"}],"markDefs":[],"style":"h3"},{"_key":"b8b7c78165a3","_type":"block","children":[{"_key":"ea417071ddc00","_type":"span","marks":[],"text":"Now that we can track when our key contacts change jobs, we’ll want to add those contacts to what we call "},{"_key":"0a4c1fdbce50","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"bfb02e40b26a","_type":"span","marks":[],"text":" so our go-to-market teams can take action."}],"markDefs":[],"style":"normal"},{"_key":"cc932f3b7113","_type":"block","children":[{"_key":"3c1cce0921590","_type":"span","marks":[],"text":"To do that, head over to our "},{"_key":"3c1cce0921591","_type":"span","marks":["strong"],"text":"Segment"},{"_key":"3c1cce0921592","_type":"span","marks":[],"text":" menu in the left sidebar and create a view to add contacts when a job change is detected. Once there, click "},{"_key":"3c1cce0921593","_type":"span","marks":["strong"],"text":"+ New segment"},{"_key":"3c1cce0921594","_type":"span","marks":[],"text":" to create a new segment."}],"markDefs":[],"style":"normal"},{"_key":"2c270fd5c426","_type":"mainImage","alt":"Create a new contact segment","asset":{"_ref":"image-9a7344ee4cd62d200f99c8fd9f6d5f6d34c3f8f3-1148x732-png","_type":"reference"},"caption":"Create a new contact segment"},{"_key":"20d3afd9f800","_type":"block","children":[{"_key":"0eb61381c1650","_type":"span","marks":[],"text":"And we can automatically add contacts by clicking the "},{"_key":"0eb61381c1651","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"0eb61381c1652","_type":"span","marks":[],"text":" tab, locating the "},{"_key":"0eb61381c1653","_type":"span","marks":["strong"],"text":"Contact management"},{"_key":"0eb61381c1654","_type":"span","marks":[],"text":" area, and selecting "},{"_key":"0eb61381c1655","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"0eb61381c1656","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"2fe0c8291939","_type":"mainImage","alt":"Auto-add/remove members to your segment","asset":{"_ref":"image-d9500f625aca103e158182841b5e958d0acffe8d-2932x1832-png","_type":"reference"},"caption":"Auto-add/remove contact to your segment"},{"_key":"b99e05022a61","_type":"block","children":[{"_key":"8e76819070240","_type":"span","marks":[],"text":"We can click the "},{"_key":"8e76819070241","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"8e76819070242","_type":"span","marks":[],"text":" button and select the "},{"_key":"8e76819070243","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"8e76819070244","_type":"span","marks":[],"text":" option. A year is longer than we want, so we’ll want to narrow the date range to the last six months."}],"markDefs":[],"style":"normal"},{"_key":"0d895635be02","_type":"mainImage","alt":"Add a filter to auto-add contacts","asset":{"_ref":"image-d4fc03007ace0a0358ce6eb826f83d054a121e87-882x596-png","_type":"reference"},"caption":"Add a filter to auto-add contacts"},{"_key":"d16382cf80fd","_type":"block","children":[{"_key":"9cffb451aa000","_type":"span","marks":[],"text":"And we could further refine this by adding more filters for company size or region if we wanted."}],"markDefs":[],"style":"normal"},{"_key":"e3979ce611ad","_type":"block","children":[{"_key":"96e5b4df0fc30","_type":"span","marks":[],"text":"All looks good, so we can click "},{"_key":"96e5b4df0fc31","_type":"span","marks":["strong"],"text":"Save"},{"_key":"96e5b4df0fc32","_type":"span","marks":[],"text":", and now qualifying contacts will start populating."}],"markDefs":[],"style":"normal"},{"_key":"7b193589ce92","_type":"block","children":[{"_key":"d60a6084829f0","_type":"span","marks":[],"text":"If we click on the "},{"_key":"d60a6084829f1","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"d60a6084829f2","_type":"span","marks":[],"text":" tab within our segment, we can see customers and target prospects who have changed jobs in the six months."}],"markDefs":[],"style":"normal"},{"_key":"ccc987c72aa6","_type":"mainImage","alt":"Preview of Contacts who have changed jobs","asset":{"_ref":"image-ecd3fd081fd55cec12082857c6f1619ef6570364-2932x1832-png","_type":"reference"},"caption":"Preview of Contacts who have changed jobs"},{"_key":"beac5b5030ce","_type":"block","children":[{"_key":"d2c33efc1c530","_type":"span","marks":[],"text":"This list alone is powerful. From here, we could have our team members sift through to identify owned accounts and reach out. But we should add more automation to save time for our go-to-market teams. Let’s do that in the following steps."}],"markDefs":[],"style":"normal"},{"_key":"3106c76606b9","_type":"anchor","label":"Step 5: Set automated alerts"},{"_key":"df801c4aa71b","_type":"block","children":[{"_key":"87d7dc27defd0","_type":"span","marks":[],"text":"Step 5: Set automated alerts"}],"markDefs":[],"style":"h3"},{"_key":"f2425c2d4d71","_type":"block","children":[{"_key":"41650af7ff310","_type":"span","marks":[],"text":"Now that we have our segment of key contacts who have recently changed jobs automatically populating, we can set up alerts to get notified when new contacts are added."}],"markDefs":[],"style":"normal"},{"_key":"977ae712d101","_type":"block","children":[{"_key":"25f26ff237e10","_type":"span","marks":[],"text":"It’s super easy to set up notifications. 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Can you identify customers? How about influencers?"}],"markDefs":[],"style":"normal"},{"_key":"595090d656cc","_type":"block","children":[{"_key":"dc67e2926d530","_type":"span","marks":[],"text":"Whether you’re just spinning up your Slack community or already have a thriving one, it’s helpful to understand "},{"_key":"dc67e2926d531","_type":"span","marks":["em"],"text":"who"},{"_key":"dc67e2926d532","_type":"span","marks":[],"text":" is in it."}],"markDefs":[],"style":"normal"},{"_key":"6f6564940cd1","_type":"block","children":[{"_key":"a7294f8ad9ec0","_type":"span","marks":[],"text":"With knowledge of member traits—where they work, where they’re located, if they’re a customer or not, their Twitter follower count, etc.—you can unlock all sorts of use cases to activate and grow your Slack community. For example, you could "},{"_key":"a7294f8ad9ec1","_type":"span","marks":["51f9f92929eb"],"text":"send customized messages to new members"},{"_key":"a7294f8ad9ec2","_type":"span","marks":[],"text":" based on their role or "},{"_key":"a7294f8ad9ec3","_type":"span","marks":["e1ea14fc7d95"],"text":"incentivize members"},{"_key":"a7294f8ad9ec4","_type":"span","marks":[],"text":" with a large follower count to amplify your next event."}],"markDefs":[{"_key":"51f9f92929eb","_type":"link","href":"https://www.commonroom.io/playbooks/automate-welcome-messages/"},{"_key":"e1ea14fc7d95","_type":"link","href":"https://www.commonroom.io/playbooks/find-champions-get-more/"}],"style":"normal"},{"_key":"f36bb102e37e","_type":"block","children":[{"_key":"2af7cd3bbe280","_type":"span","marks":[],"text":"The problem is that Slack doesn’t provide much helpful contextual member information by default. And even if a member joins your Slack community using their work email, it’s not so easy to group them without manual work (i.e., updating spreadsheets by hand)."}],"markDefs":[],"style":"normal"},{"_key":"da857af745f2","_type":"block","children":[{"_key":"c9604d47fc8a0","_type":"span","marks":["strong"],"text":"Let’s fix that for you"},{"_key":"c9604d47fc8a1","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"b10779d3c6ee","_type":"block","children":[{"_key":"c81f021a76bc0","_type":"span","marks":[],"text":"This playbook will show you how to use Common Room to identify VIPs (think champions, customers, influencers, advocates, etc.) in your Slack community. 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We’ll also tag and cohort members—"},{"_key":"27ed3a548fb7","_type":"span","marks":["b8fecb678a02"],"text":"sign-up for free"},{"_key":"3b7798266edb","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"b8fecb678a02","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"e8eaee514fa9","_type":"block","children":[{"_key":"ea7896ddd4e5","_type":"span","marks":["strong"],"text":"Slack"},{"_key":"fecb32117eaf","_type":"span","marks":[],"text":": You’ll need admin or editor permissions on Slack if you want to send messages to your community members via Slack."}],"markDefs":[],"style":"callout"},{"_key":"31804f5eec1e","_type":"anchor","label":"Step 1: Connect to Slack"},{"_key":"6f9b2f7e8ba3","_type":"block","children":[{"_key":"8b9b50f0ad77","_type":"span","marks":[],"text":"Step 1: Connect to Slack"}],"markDefs":[],"style":"h3"},{"_key":"84a50e30b4cb","_type":"block","children":[{"_key":"b9d8e45e0c7b0","_type":"span","marks":[],"text":"This is a Slack-specific playbook, so we’ll first connect Slack to Common Room."}],"markDefs":[],"style":"normal"},{"_key":"d2cd1ae69086","_type":"block","children":[{"_key":"b169b183686c0","_type":"span","marks":[],"text":"With Slack connected, we’ll be able to see our members, their activity, info about where they work, and a whole lot more."}],"markDefs":[],"style":"normal"},{"_key":"43fa9fe84c8b","_type":"block","children":[{"_key":"69b63205fcbb0","_type":"span","marks":[],"text":"To connect to Slack, we can head over to "},{"_key":"69b63205fcbb1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"69b63205fcbb2","_type":"span","marks":[],"text":" in Common Room and choose to connect to Slack."}],"markDefs":[],"style":"normal"},{"_key":"5c3001390fbe","_type":"mainImage","alt":"Choose to + Connect to Slack in the Sources overview","asset":{"_ref":"image-d99e73f9003636168b18d999fa7d94b0a2e59654-800x640-png","_type":"reference"},"caption":"Choose to + Connect to Slack in the Sources overview"},{"_key":"5d279b844c0d","_type":"block","children":[{"_key":"b8512a2e14090","_type":"span","marks":[],"text":"After moving through a few integration prompts, you’ll be asked to confirm that you’re an admin to authenticate."}],"markDefs":[],"style":"normal"},{"_key":"5b05386a4361","_type":"mainImage","alt":"Authenticate Slack before data import","asset":{"_ref":"image-74776e968f95bd0119d0214fcb22b14becf355ee-2006x1290-png","_type":"reference"},"caption":"Authenticate Slack before data import"},{"_key":"2f50d6e925c1","_type":"block","children":[{"_key":"e2576bede577","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"04fc7c1e814a","_type":"span","marks":[],"text":" To import data from Slack, you’ll need "},{"_key":"dcab966c1cae","_type":"span","marks":["47a6a992f79f"],"text":"permission to add applications"},{"_key":"8e02b33a1798","_type":"span","marks":[],"text":" to your Slack workspace."}],"markDefs":[{"_key":"47a6a992f79f","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack#required-permissions"}],"style":"callout"},{"_key":"3245c480ad09","_type":"block","children":[{"_key":"c8098ef752370","_type":"span","marks":[],"text":"Once authenticated, data will start importing into Common Room. 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And we’ll select to include only organizations with more than 50 employees."}],"markDefs":[],"style":"normal"},{"_key":"6a74de2afcf5","_type":"mainImage","alt":"Filter by organization size","asset":{"_ref":"image-da57e4a000700e3e40c6124af18f9f54754bb183-534x902-png","_type":"reference"},"caption":"Filter by organization size"},{"_key":"c1b3cc026705","_type":"block","children":[{"_key":"4013cfce59ea0","_type":"span","marks":[],"text":"After that, we’ll click the "},{"_key":"21590d1174a6","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"1e1ad1bcf0e3","_type":"span","marks":[],"text":" button again, this time selecting Role. 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And we can name that channel "},{"_key":"dc9aa9e82bf45","_type":"span","marks":["strong"],"text":"#verify-here"},{"_key":"dc9aa9e82bf46","_type":"span","marks":[],"text":" (or whatever you like)."}],"markDefs":[],"style":"normal"},{"_key":"523ecf054937","_type":"mainImage","alt":"Create a new channel in Discord","asset":{"_ref":"image-232dbfc026911dcbbb2c4606acaa55bd170906b6-1268x1162-png","_type":"reference"},"caption":"Create a new channel in Discord"},{"_key":"37bebcdde843","_type":"block","children":[{"_key":"32d8e4ad11c40","_type":"span","marks":[],"text":"And now, we want to hide our existing channels from new members who have yet to be verified. So we’ll right-click on the channel category ("},{"_key":"32d8e4ad11c41","_type":"span","marks":["strong"],"text":"TEXT CHANNELS"},{"_key":"32d8e4ad11c42","_type":"span","marks":[],"text":", in this case) and click to edit the category. 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That was a bit tedious, but we now have all of the settings we need to automate Discord verification via Common Room."}],"markDefs":[],"style":"normal"},{"_key":"92de2850da02","_type":"anchor","label":"Step 3: Automate member verification"},{"_key":"f1a3780c414f","_type":"block","children":[{"_key":"f3cd17f369e10","_type":"span","marks":[],"text":"Step 3: Automate member verification with workflows"}],"markDefs":[],"style":"h3"},{"_key":"de7a328ec256","_type":"block","children":[{"_key":"06e4a899a14c0","_type":"span","marks":[],"text":"In this step, we’ll create a new workflow for Discord member verification."}],"markDefs":[],"style":"normal"},{"_key":"b8135834fb0a","_type":"block","children":[{"_key":"46e8161a6cd30","_type":"span","marks":[],"text":"Head to the "},{"_key":"46e8161a6cd31","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"46e8161a6cd32","_type":"span","marks":[],"text":" menu in Common Room and click the "},{"_key":"46e8161a6cd33","_type":"span","marks":["strong"],"text":"+ New workflow"},{"_key":"46e8161a6cd34","_type":"span","marks":[],"text":" button. This will bring up a menu of workflows, and we’ll select the "},{"_key":"46e8161a6cd35","_type":"span","marks":["strong"],"text":"Discord member verification"},{"_key":"46e8161a6cd36","_type":"span","marks":[],"text":" option."}],"markDefs":[],"style":"normal"},{"_key":"5f030b3423db","_type":"mainImage","alt":"Discord member verification workflow","asset":{"_ref":"image-1a985af6e95542bccf90db39b90d22cec3a1e909-2932x1832-png","_type":"reference"},"caption":"Discord member verification workflow"},{"_key":"acc5dc8a9c7c","_type":"block","children":[{"_key":"d0cd8e2fadb1","_type":"span","marks":[],"text":"After we click "},{"_key":"000c626bbbca1","_type":"span","marks":["strong"],"text":"Create"},{"_key":"000c626bbbca2","_type":"span","marks":[],"text":", we’ll see a canvas to build our verification workflow."}],"markDefs":[],"style":"normal"},{"_key":"c99ac9857e1a","_type":"block","children":[{"_key":"904fa9f539950","_type":"span","marks":[],"text":"We’ll first select our server (which we just authenticated) and the channel we want to use for verification."}],"markDefs":[],"style":"normal"},{"_key":"87d4c394a9ac","_type":"mainImage","alt":"Select a server and channel to post a message","asset":{"_ref":"image-8276ec732d5b9b424e227e5c106965bb6cf5e1b0-928x230-png","_type":"reference"},"caption":"Select a server and channel to post a message"},{"_key":"e624a9413bb1","_type":"block","children":[{"_key":"5b6c10609f3e0","_type":"span","marks":[],"text":"This will likely prompt a new authentication window to allow access add a bot, and create commends in your server."}],"markDefs":[],"style":"normal"},{"_key":"a9d5b815f47a","_type":"mainImage","alt":"Give Common Room access to post to a channel in Discord","asset":{"_ref":"image-87a39f068cd478aad5f848cbb06619fd9ea1a3da-1574x1520-png","_type":"reference"},"caption":"Give Common Room access to post to a channel in Discord"},{"_key":"6ae0f69b359a","_type":"block","children":[{"_key":"9458d4495bf40","_type":"span","marks":[],"text":"After walking through the prompts and authentication, we’ll now be able to post to a channel using Common Room."}],"markDefs":[],"style":"normal"},{"_key":"0d394cdf76fc","_type":"block","children":[{"_key":"9d988da67a430","_type":"span","marks":[],"text":"If you haven’t already, we suggest creating a verification channel and naming it something like "},{"_key":"c5fa7abb8a2a","_type":"span","marks":["em"],"text":"#verify-here"},{"_key":"6ae9948ce789","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"63f455481d9b","_type":"block","children":[{"_key":"8c561e5ac6120","_type":"span","marks":[],"text":"Next, we’ll want to add an automated message and button text to send new members as they join your Discord server."}],"markDefs":[],"style":"normal"},{"_key":"a2280f80edb9","_type":"mainImage","alt":"Set Discord verification message and button text","asset":{"_ref":"image-7b2d6405c057590aa3dc7f313a981d9fb987e17d-1420x1072-png","_type":"reference"},"caption":"Set Discord verification message and button text"},{"_key":"0b429f8903e8","_type":"block","children":[{"_key":"3d317d846b810","_type":"span","marks":[],"text":"And we’ll set the role to "},{"_key":"de67c433f151","_type":"span","marks":["strong"],"text":"Verified Member"},{"_key":"1ce58432ac18","_type":"span","marks":[],"text":", which we did in the previous step."}],"markDefs":[],"style":"normal"},{"_key":"28ea820ec152","_type":"mainImage","alt":"Select the member role once identity is verified","asset":{"_ref":"image-396943733633d399f714ed9239ee2347b928ebf3-1412x674-png","_type":"reference"},"caption":"Select the member role once identity is verified"},{"_key":"6f493f3bf9c9","_type":"block","children":[{"_key":"de653061d36c0","_type":"span","marks":[],"text":"We can click to save our workflow, triggering a prompt notifying you that a button will be posted to the selected channel."}],"markDefs":[],"style":"normal"},{"_key":"9aa87f769c35","_type":"mainImage","alt":"Notification to post a verification button in Discord and save the workflow","asset":{"_ref":"image-e874ddaa2798ff7cea0bf83283f701aa6ae69974-1096x506-png","_type":"reference"},"caption":"Notification to post a verification button in Discord and save the workflow"},{"_key":"75db80367707","_type":"block","children":[{"_key":"87a50734f6c50","_type":"span","marks":[],"text":"After clicking "},{"_key":"7ad6cc48f60a","_type":"span","marks":["strong"],"text":"Save"},{"_key":"c34f9da7216d","_type":"span","marks":[],"text":", you’ll see a notification in your Discord server. This is also the same message that new members will see:"}],"markDefs":[],"style":"normal"},{"_key":"0cd44bac0765","_type":"mainImage","alt":"Automated verification message sent to new members","asset":{"_ref":"image-35ec4ce45ef72fed40ff78d1c8fb69cc79b95d23-1472x232-png","_type":"reference"},"caption":"Automated verification message sent to new members"},{"_key":"a7f8c5ecbad5","_type":"block","children":[{"_key":"0768268762470","_type":"span","marks":[],"text":"Now we can click the "},{"_key":"4cafcc008410","_type":"span","marks":["strong"],"text":"Verify me"},{"_key":"4ab4f26e5bbe","_type":"span","marks":[],"text":" button, which we also set in the workflow. If we set everything up correctly, we’ll see a confirmation screen."}],"markDefs":[],"style":"normal"},{"_key":"6728917e198c","_type":"mainImage","alt":"Identity verification screen confirmation","asset":{"_ref":"image-05150953981ec46961580dd273e5eb809b508b2d-1344x918-png","_type":"reference"},"caption":"Identity verification screen confirmation"},{"_key":"dbdb12db8df6","_type":"block","children":[{"_key":"0eaf625309c30","_type":"span","marks":[],"text":"Then we can click to "},{"_key":"0eaf625309c31","_type":"span","marks":["strong"],"text":"Return to Discord"},{"_key":"0eaf625309c32","_type":"span","marks":[],"text":", and our work here is done!"}],"markDefs":[],"style":"normal"},{"_key":"a0b17dbbf663","_type":"block","children":[{"_key":"3d02fd6f8f380","_type":"span","marks":[],"text":"When new members join your Discord server, they’ll now automatically be sent a verification message. And they will only get access to more channels once verified."}],"markDefs":[],"style":"normal"},{"_key":"b510a4ef0d6b","_type":"anchor","label":"Wrapping up"},{"_key":"9a39fe4134e3","_type":"block","children":[{"_key":"7f8fbdecbe680","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"0364ce6c0a33","_type":"block","children":[{"_key":"73bc272df6f00","_type":"span","marks":[],"text":"This tutorial showed you how to verify Discord members and add protective measures to your Discord server."}],"markDefs":[],"style":"normal"},{"_key":"05254c9f4803","_type":"block","children":[{"_key":"f2a7bbf2d7230","_type":"span","marks":[],"text":"But we’re just scratching the surface of what’s possible. 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For Slack, these messages will be sent directly to each new member who fits your filter criteria."}],"markDefs":[],"style":"normal"},{"_key":"a766aed71297","_type":"block","children":[{"_key":"ff1743c213ee0","_type":"span","marks":[],"text":"Congrats! We've set up our automated Slack welcome and saved ourselves a ton of time."}],"markDefs":[],"style":"normal"},{"_key":"d15097f56508","_type":"anchor","label":"Bonus: Automating onboarding messages"},{"_key":"994a733beab8","_type":"block","children":[{"_key":"fe31d91e98440","_type":"span","marks":[],"text":"Bonus: Automating Discord onboarding messages"}],"markDefs":[],"style":"h2"},{"_key":"a90edfa37ca7","_type":"block","children":[{"_key":"3ad036375d340","_type":"span","marks":[],"text":"We used Slack as our community platform in this example, but the process for doing so in Discord is almost the same."}],"markDefs":[],"style":"normal"},{"_key":"a68638eefbaf","_type":"block","children":[{"_key":"11f8539e2f520","_type":"span","marks":[],"text":"Just, instead of directly messaging the new member, you can post a message on a channel!"}],"markDefs":[],"style":"normal"},{"_key":"3bdaff36da1a","_type":"block","children":[{"_key":"7b9193a2afa60","_type":"span","marks":[],"text":"If you're using Discord, take a look at this handy video that explains the process:"}],"markDefs":[],"style":"normal"},{"_key":"b8dd3bef9562","_type":"externalVideo","url":"https://www.youtube.com/watch?v=yddEcmUz_UQ"},{"_key":"3a94cdf25014","_type":"anchor","label":"Wrapping up"},{"_key":"279af89ed2da","_type":"block","children":[{"_key":"f7eb64fcadc8","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"2c9a2a2fb284","_type":"block","children":[{"_key":"c1e1d4194b750","_type":"span","marks":[],"text":"After you've set up your welcome message, you can do many other things with workflows. 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What are the criteria for each stage? How do we stitch together activity across different channels? How do we measure the success of our efforts?"}],"markDefs":[],"style":"normal"},{"_key":"7579861f123d","_type":"block","children":[{"_key":"5fa0f2d8a27e0","_type":"span","marks":[],"text":"In this playbook, we’ll answer these questions and give you a starting point for defining and tracking the dark funnel."}],"markDefs":[],"style":"normal"},{"_key":"889657f6fe36","_type":"block","children":[{"_key":"0c5f7737c80b0","_type":"span","marks":[],"text":"As a result, you’ll be able to 1) measure and track the success of (previously uncrackable) parts of the dark funnel and 2) identify areas of focus to progress your core audience further down the path."}],"markDefs":[],"style":"normal"},{"_key":"3aaaf24d0fd4","_type":"block","children":[{"_key":"b0aed4544b1d0","_type":"span","marks":[],"text":"Let’s get to it!"}],"markDefs":[],"style":"normal"},{"_key":"f32eba3602d9","_type":"block","children":[{"_key":"232d8edda5640","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"5499562fff4f","_type":"block","children":[{"_key":"67321e7aa672","_type":"span","marks":[],"text":"Common Room — we’ll use Common Room to define and track our dark funnel ("},{"_key":"232d8edda5641","_type":"span","marks":["d8889c29e944"],"text":"Sign-up for free"},{"_key":"232d8edda5642","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"d8889c29e944","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"4f2997dea8b7","_type":"block","children":[{"_key":"f2f6783cbc8d","_type":"span","marks":[],"text":"Identify sources of your dark funnel. In this example, we’ll use Twitter, YouTube, LinkedIn, GitHub, Reddit, and Medium."}],"markDefs":[],"style":"callout"},{"_key":"2d46fccb2d0b","_type":"anchor","label":"Step 1: Connect to sources"},{"_key":"71ed37a0962b","_type":"block","children":[{"_key":"fcccd47280680","_type":"span","marks":[],"text":"Step 1: Connect to dark funnel sources to track member activity"}],"markDefs":[],"style":"h3"},{"_key":"b13c90ac9738","_type":"block","children":[{"_key":"05e353fa52570","_type":"span","marks":[],"text":"Our first step is to connect to the sources that comprise our dark funnel. This often includes very top-of-funnel watering holes for our core audience — think Twitter, Reddit, YouTube, Medium, Stack Overflow, etc. For many interactions across many of these dark social channels, our product or brand is unknown."}],"markDefs":[],"style":"normal"},{"_key":"c5d6c73e21a3","_type":"block","children":[{"_key":"8ac79a0ff76d0","_type":"span","marks":[],"text":"To start, let’s connect to Twitter, as all that’s required is a Twitter account. First, we’ll select to connect to Twitter in the admin settings and authenticate."}],"markDefs":[],"style":"normal"},{"_key":"60f63e4c50f3","_type":"mainImage","asset":{"_ref":"image-593cdb8ff672279a31d8b2de78f68e7f8a257325-1322x904-png","_type":"reference"},"caption":"Connect Twitter to Common Room"},{"_key":"8d764e3e8708","_type":"block","children":[{"_key":"68553ba009620","_type":"span","marks":[],"text":"And from here, we can start pulling in data from relevant handles, hashtags, and keywords."}],"markDefs":[],"style":"normal"},{"_key":"44a84bee513b","_type":"mainImage","asset":{"_ref":"image-89a5446a9436e787d6a78b69fdf80af15ad19c4b-2230x1360-png","_type":"reference"},"caption":"Add relevant hashtags and keywords to track"},{"_key":"b29d963f5cde","_type":"block","children":[{"_key":"fe358c273e130","_type":"span","marks":[],"text":"We’ll save changes, and, in a few minutes, we’ll go from a blank slate to data from Twitter flowing into Common Room."}],"markDefs":[],"style":"normal"},{"_key":"43ce4978c686","_type":"block","children":[{"_key":"ddb4b47105f30","_type":"span","marks":[],"text":"Our community is not just on Twitter, so we’ll want to run through the same process to connect Reddit, YouTube, Medium, Stack Overflow, and pulling in relevant context. To see supported integrations, "},{"_key":"ddb4b47105f31","_type":"span","marks":["c2c542d4d702"],"text":"head over to our integrations page"},{"_key":"ddb4b47105f32","_type":"span","marks":[],"text":". (We’re adding more and more all the time!)"}],"markDefs":[{"_key":"c2c542d4d702","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"95914ebaebde","_type":"block","children":[{"_key":"e9b99d5316730","_type":"span","marks":[],"text":"In addition to public sources, we’ll want to connect some of our first-party sources like LinkedIn, Slack, GitHub, and HubSpot."}],"markDefs":[],"style":"normal"},{"_key":"1a1df89cb722","_type":"block","children":[{"_key":"5e223823be2e0","_type":"span","marks":[],"text":"We can follow a similar flow, but this time we’ll want to connect to LinkedIn and confirm we have the "},{"_key":"5e223823be2e1","_type":"span","marks":["dbcad4a0f689"],"text":"required permissions"},{"_key":"5e223823be2e2","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"dbcad4a0f689","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin#required-permissions"}],"style":"normal"},{"_key":"db5235823829","_type":"mainImage","asset":{"_ref":"image-830c3acdab1574b1cc4624ad8ce6887c0d0d7817-2932x1832-png","_type":"reference"},"caption":"Authenticate LinkedIn to pull member activity into Common Room"},{"_key":"34356891485a","_type":"block","children":[{"_key":"dcc5444aa89d0","_type":"span","marks":[],"text":"That’s pretty much it. We’ll rinse and repeat to start ingesting data from other sources. Once that’s done, we can move on to the next step."}],"markDefs":[],"style":"normal"},{"_key":"b44ed0a1255d","_type":"anchor","label":"Step 2: Set criteria"},{"_key":"a1632d379819","_type":"block","children":[{"_key":"f2f128d696490","_type":"span","marks":[],"text":"Step 2: Set criteria for the stages of your dark funnel"}],"markDefs":[],"style":"h3"},{"_key":"5cfcd94e5a8f","_type":"block","children":[{"_key":"bfb2f4156ec40","_type":"span","marks":[],"text":"With data flowing into Common Room, you can head over to the "},{"_key":"c4148333dd02","_type":"span","marks":["strong"],"text":"Organization"},{"_key":"663a325a36da","_type":"span","marks":[],"text":" or "},{"_key":"60a12c0fcb2f","_type":"span","marks":["strong"],"text":"Member"},{"_key":"2e540e037193","_type":"span","marks":[],"text":" view to see a firehose of identified individuals and the companies they work for. Here’s what that looks like from the "},{"_key":"055f7b492b0e","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b2b3040053da","_type":"span","marks":[],"text":" view:"}],"markDefs":[],"style":"normal"},{"_key":"d1e979afdf09","_type":"mainImage","asset":{"_ref":"image-f91ee50ce28c9cc0dc5febb7093125958fd05949-2932x1832-png","_type":"reference"},"caption":"Organizations view in Common Room"},{"_key":"5596abe43015","_type":"block","children":[{"_key":"a11ab1188a090","_type":"span","marks":[],"text":"From here, we can start tinkering with filters to get a sense of how we want to define the stages of our funnel."}],"markDefs":[],"style":"normal"},{"_key":"7f01300115d2","_type":"block","children":[{"_key":"1ae6ce1b2cbf0","_type":"span","marks":[],"text":"Jumping into the "},{"_key":"f0fdcd0a1fc3","_type":"span","marks":["strong"],"text":"Members"},{"_key":"b3c362739a0b","_type":"span","marks":[],"text":" tab, we can see that our starting point is just under 17k members. And we can define funnel stages to group these members by stage."}],"markDefs":[],"style":"normal"},{"_key":"05e2742d214e","_type":"mainImage","asset":{"_ref":"image-8ce5dc9ba3ad9eea08aa5493f90c263564a47659-2932x1832-png","_type":"reference"},"caption":"Member view in Common Room"},{"_key":"a1cc20ab5e44","_type":"block","children":[{"_key":"f95e798698160","_type":"span","marks":[],"text":"Let’s start by defining our most active part of the dark funnel by adding a filter for at least ten impact points and activity within the last 28 days."}],"markDefs":[],"style":"normal"},{"_key":"a292c322b8b3","_type":"mainImage","asset":{"_ref":"image-f88fdb640f4e94c953d32bf60c86a4f426b3fff6-588x528-png","_type":"reference"},"caption":"Filter views by impact points"},{"_key":"ab7630267a47","_type":"block","children":[{"_key":"0ac22844aaa80","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"91550794f948","_type":"span","marks":[],"text":" Impact points are auto-generated based on a weighted scoring system defined by Common Room. "},{"_key":"0ac22844aaa81","_type":"span","marks":["ece718a561f0"],"text":"See how scores are calculated here →"}],"markDefs":[{"_key":"ece718a561f0","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/impact-points#impact-point-default-weights"}],"style":"callout"},{"_key":"98b4fde0aeb7","_type":"block","children":[{"_key":"1e5ea7f7bcf20","_type":"span","marks":[],"text":"This gets us down to about 500 members and feels like a good starting point for the bottom of the dark funnel. We’re satisfied, and we’ll define this cohort as "},{"_key":"6bb393c56ff9","_type":"span","marks":["strong"],"text":"Active"},{"_key":"6fabe00ddc3e","_type":"span","marks":[],"text":" members."}],"markDefs":[],"style":"normal"},{"_key":"96bc4e663bdb","_type":"block","children":[{"_key":"4fad2bdd124a0","_type":"span","marks":["strong"],"text":"Active"},{"_key":"797b66efdfaf","_type":"span","marks":[],"text":" = 10 or more impact points and active in the last 28 days"}],"markDefs":[],"style":"callout"},{"_key":"087b41ee5faa","_type":"block","children":[{"_key":"ed7b262a7a5f0","_type":"span","marks":[],"text":"Next, we’ll move further up the dark funnel and define a cohort of members who are not quite as active or have recently waned interest. We’ll call this group Aware members. After some tinkering, it looks like activity identified in the last 90 days with less than ten impact points gets us to a good place of about 2k members."}],"markDefs":[],"style":"normal"},{"_key":"4573acca9f6c","_type":"block","children":[{"_key":"fbb669cf5dac0","_type":"span","marks":["strong"],"text":"Aware"},{"_key":"fcf4a7fcc41b","_type":"span","marks":[],"text":" = active in the 90 days with 10 or less impact points"}],"markDefs":[],"style":"callout"},{"_key":"3c689c345f69","_type":"mainImage","asset":{"_ref":"image-f5d058910825f6758fe687617a0ccf2ccd16ef24-1088x562-png","_type":"reference"},"caption":"Add filters for the \"Aware\" stage"},{"_key":"00c58027d504","_type":"block","children":[{"_key":"7014877c0b6c0","_type":"span","marks":[],"text":"And finally, we’ll want to define a dormant cohort. Where we’ll include the rest of our members."}],"markDefs":[],"style":"normal"},{"_key":"eddf6bc41522","_type":"block","children":[{"_key":"dc8f76d28bf50","_type":"span","marks":["strong"],"text":"Dormant"},{"_key":"dc8f76d28bf51","_type":"span","marks":[],"text":" = last seen > 90 days ago"}],"markDefs":[],"style":"callout"},{"_key":"80bfd2dbdf08","_type":"mainImage","asset":{"_ref":"image-65f6091439c45e6492492662d171422bd9a8fbde-990x804-png","_type":"reference"},"caption":"Add filters for the Dormant stage"},{"_key":"2b7de90e877a","_type":"block","children":[{"_key":"3e286574a1f40","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"65a8b6e1f700","_type":"anchor","label":"Step 3: Auto-tag members"},{"_key":"1a0f0c374677","_type":"block","children":[{"_key":"8273dbdf4bb7","_type":"span","marks":[],"text":"Step 3: Tag members of your community as they move in and out of stages"}],"markDefs":[],"style":"h3"},{"_key":"140ea30179bd","_type":"block","children":[{"_key":"508babd308fd0","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"0aa0057e3e75","_type":"mainImage","asset":{"_ref":"image-a730e24b6e2cfe4c070d4d1ce487320b072713b9-2932x1832-png","_type":"reference"},"caption":"Dark-funnel stages by member status"},{"_key":"1bca44ff55fd","_type":"block","children":[{"_key":"c978795e47670","_type":"span","marks":[],"text":"We can also add statuses for each of our stages so we can track the progress of members."}],"markDefs":[],"style":"normal"},{"_key":"b0311abd74d9","_type":"block","children":[{"_key":"3a8a709105e40","_type":"span","marks":[],"text":"After creating our segment, we can locate the "},{"_key":"9ec7b0b23633","_type":"span","marks":["strong"],"text":"Member management"},{"_key":"5492002423e4","_type":"span","marks":[],"text":" section and click the "},{"_key":"74b72d7b916a","_type":"span","marks":["strong"],"text":"Configure"},{"_key":"4f2beac84406","_type":"span","marks":[],"text":" button to auto-add/remove members throughout our funnel."}],"markDefs":[],"style":"normal"},{"_key":"358f952c5de8","_type":"mainImage","asset":{"_ref":"image-6c28a2a9e851ac9a1f77ea7df3250116295658c7-1932x720-png","_type":"reference"},"caption":"Filter to update a member status"},{"_key":"f88aa2d9baf4","_type":"block","children":[{"_key":"959ba9c594fa0","_type":"span","marks":[],"text":"Select to auto-update a new status we just created. Let’s start with defining the "},{"_key":"9d7a2562825e","_type":"span","marks":["strong"],"text":"Active"},{"_key":"5caed8726e53","_type":"span","marks":[],"text":" status."}],"markDefs":[],"style":"normal"},{"_key":"b5e00cdc0885","_type":"block","children":[{"_key":"090965ed7ee60","_type":"span","marks":[],"text":"We’ll adjust the criteria to what was previously described (10 or more impact points "},{"_key":"090965ed7ee61","_type":"span","marks":["em"],"text":"and"},{"_key":"090965ed7ee62","_type":"span","marks":[],"text":" active in the last 28 days), click "},{"_key":"affd2b7ace09","_type":"span","marks":["strong"],"text":"Save"},{"_key":"bda85d1679c0","_type":"span","marks":[],"text":", and our first dark funnel cohort will start to propagate."}],"markDefs":[],"style":"normal"},{"_key":"94e3116c17df","_type":"block","children":[{"_key":"dee3abe62f170","_type":"span","marks":[],"text":"We’ll do the same for our other stages by clicking "},{"_key":"15d3455066f8","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"f84204fb3fbc","_type":"span","marks":[],"text":" and activating auto status updates."}],"markDefs":[],"style":"normal"},{"_key":"c98efcf01b14","_type":"mainImage","asset":{"_ref":"image-af5a9c6b5608d5a6e12316d00d603e5d7cfb4c84-1932x994-png","_type":"reference"},"caption":"Set criteria to auto-update all stages of the funnel"},{"_key":"041782cc6fae","_type":"anchor","label":"Wrapping Up"},{"_key":"2bfba49c6a02","_type":"block","children":[{"_key":"aa8f9287ccbb","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"6f03c9a73df2","_type":"block","children":[{"_key":"7412daf25cf40","_type":"span","marks":[],"text":"And that’s pretty much all there is to it. 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Just a quick glance at our "},{"_key":"bb6aea8e3baf","_type":"span","marks":["5b97cf52068e"],"text":"customer page"},{"_key":"be52266c7f4b","_type":"span","marks":[],"text":", and it’s safe to infer that our ideal customers look something like technology companies (industry) with enough traction (employee size/revenue) to invest in developer relations and community building."}],"markDefs":[{"_key":"5b97cf52068e","_type":"link","href":"https://www.commonroom.io/customers/"}],"style":"normal"},{"_key":"6508563e1fba","_type":"block","children":[{"_key":"ac92c9dbb9d30","_type":"span","marks":[],"text":"Put those parameters into an account selection tool (we’re fans of "},{"_key":"ac92c9dbb9d31","_type":"span","marks":["d67a80ef7949"],"text":"Keyplay"},{"_key":"ac92c9dbb9d32","_type":"span","marks":[],"text":"), and you’ll get a decent list of accounts."}],"markDefs":[{"_key":"d67a80ef7949","_type":"link","href":"https://keyplay.io/"}],"style":"normal"},{"_key":"95981a79b530","_type":"block","children":[{"_key":"9da350bd3a0a0","_type":"span","marks":["strong"],"text":"What to do with that list?"},{"_key":"9da350bd3a0a1","_type":"span","marks":[],"text":" That’s the hard part."}],"markDefs":[],"style":"normal"},{"_key":"8e01ccd615ab","_type":"block","children":[{"_key":"c7416e65e83c0","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to surface meaningful activity from target accounts (and people at those accounts!) across every part of the customer journey."}],"markDefs":[],"style":"normal"},{"_key":"fa25771704d4","_type":"block","children":[{"_key":"656dec0dd65e","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"b706b832166d","_type":"block","children":[{"_key":"d94c838afa72","_type":"span","marks":[],"text":"Common Room — to bring together digital engagement, CRM, and firmographic data ("},{"_key":"50ffaf669cb5","_type":"span","marks":["6782b0f39afe"],"text":"Sign-up for free"},{"_key":"ab43d8f7b6f1","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"6782b0f39afe","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"3ec1ec835505","_type":"block","children":[{"_key":"ce51d368ce5e","_type":"span","marks":[],"text":"Access to digital channels. In this example, we’ll use GitHub, Slack, Twitter, and LinkedIn. 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We can repeat the same steps from before, and this time select GitHub. And from here, we can choose the GitHub repositories we’d like to connect to."}],"markDefs":[],"style":"normal"},{"_key":"8f04b2e22718","_type":"mainImage","asset":{"_ref":"image-837234b9b927d1380846125efa163104ed6f952b-1440x1026-png","_type":"reference"},"caption":"Authenticate GitHub account and select relevant repos","crop":{"_type":"sanity.imageCrop","bottom":0.061278114398886196,"left":0,"right":0,"top":0.022060121183599037},"hotspot":{"_type":"sanity.imageHotspot","height":0.9166617644175148,"width":1,"x":0.5,"y":0.4803910033923564}},{"_key":"bfbf3a133673","_type":"block","children":[{"_key":"4b10dcc57cde0","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"c13c23a40216","_type":"span","marks":[],"text":" Connecting to "},{"_key":"0c9671d542ed","_type":"span","marks":["6c82c69dc532"],"text":"GitHub requires approval"},{"_key":"003bff041790","_type":"span","marks":[],"text":" from one of your org admins. If you are not an org admin and proceed through the integration setup, GitHub will email your org admins requesting their approval. Common Room will begin importing activity from your repo once an admin approves the request."}],"markDefs":[{"_key":"6c82c69dc532","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/github#required-permissions"}],"style":"callout"},{"_key":"56665d3f3210","_type":"block","children":[{"_key":"bc7d9bbfcc390","_type":"span","marks":[],"text":"Now we have two sources passing data into Common Room. 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Not all accounts fit our ideal customer requirements, so we can select "},{"_key":"eace4d2bb0f83","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"eace4d2bb0f84","_type":"span","marks":[],"text":" to narrow our list to only organizations that meet our criteria."}],"markDefs":[],"style":"normal"},{"_key":"4c800f918e4a","_type":"block","children":[{"_key":"9c7c3417fd240","_type":"span","marks":[],"text":"We’ll add filters to only companies with more than ten employees."}],"markDefs":[],"style":"normal"},{"_key":"a4814b6a46b4","_type":"mainImage","alt":"Filter views by employee count and more","asset":{"_ref":"image-31c9d19dfbf7a90805c2bb9b4d266803ff51e609-516x918-png","_type":"reference"},"caption":"Add a filter for employee count"},{"_key":"01e29500ab43","_type":"block","children":[{"_key":"746c127a804d0","_type":"span","marks":[],"text":"And we'll also want to exclude healthcare companies because we don't yet have HIPAA compliance. 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And we’ll scroll to select "},{"_key":"791fe5dd52745","_type":"span","marks":["strong"],"text":"Tag an organization"},{"_key":"791fe5dd52746","_type":"span","marks":[],"text":" workflow."}],"markDefs":[],"style":"normal"},{"_key":"11b9bbed57b2","_type":"mainImage","alt":"Use a workflow template to tag organizations","asset":{"_ref":"image-9770107ac057a5c84bfa2b0dccddc33af6de2d3b-740x528-png","_type":"reference"},"caption":"Tag an organization workflow template"},{"_key":"a28fd405364e","_type":"block","children":[{"_key":"ade6e117cfb70","_type":"span","marks":[],"text":"We can simply add the filters from our previous exploration (org > 10 and not in healthcare), click "},{"_key":"e63ca0c80696","_type":"span","marks":["strong"],"text":"Save"},{"_key":"26791340688b","_type":"span","marks":[],"text":", and turn the workflow."}],"markDefs":[],"style":"normal"},{"_key":"9f11e42cac5b","_type":"mainImage","alt":"Build custom workflows to auto-tag organizations","asset":{"_ref":"image-0562d6a71444f2f9e073950fbdeb7e39d0cf975c-2412x1068-png","_type":"reference"},"caption":"Modify workflows with filters to specify tags for organizations"},{"_key":"33a861c1d581","_type":"workflowReference","workflow":{"_ref":"d4498aed-2f7e-429a-b470-7a04d7058055","_type":"reference"}},{"_key":"a81429a667b0","_type":"block","children":[{"_key":"eb8926ea4607","_type":"span","marks":[],"text":"After turning the workflow on, we’ll see enrollment populate in the Workflows overview. 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Now that we’ve tagged organizations within our ideal customer profile with an firmographic fit tag, we can create segments based on member and account activity to take action."}],"markDefs":[],"style":"normal"},{"_key":"f8f8c32243d2","_type":"anchor","label":"Step 3: Create a segment to track activity"},{"_key":"eda1189c79ed","_type":"block","children":[{"_key":"e9636cb479770","_type":"span","marks":[],"text":"Step 3: Create a segment to track target account activity"}],"markDefs":[],"style":"h3"},{"_key":"b1f22646d462","_type":"block","children":[{"_key":"ea7652f1922b0","_type":"span","marks":[],"text":"In this step, we’ll combine firmographic account fit with relevant activity from members. 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You’re in rarified OSS air. Your repo has thousands of stars, contributors, commits, branches, and so on."}],"markDefs":[],"style":"normal"},{"_key":"f20b74f313c8","_type":"block","children":[{"_key":"1b6a7fb5334d0","_type":"span","marks":[],"text":"With all this traction, you want to understand basics like: "},{"_key":"1b6a7fb5334d1","_type":"span","marks":["em"],"text":"who are your top external contributors?"},{"_key":"1b6a7fb5334d2","_type":"span","marks":[],"text":" "},{"_key":"1b6a7fb5334d3","_type":"span","marks":["em"],"text":"Where do they work? What are their motives? Are they customers of your SaaS offering?"}],"markDefs":[],"style":"normal"},{"_key":"ae5890940e79","_type":"block","children":[{"_key":"7e65c25327220","_type":"span","marks":[],"text":"While GitHub gives you a pulse on activity within your repo — top contributors, merge and pull requests activity, new and closed issues — it doesn’t provide specifics like company data from members or connect the dots on who is or isn’t a customer."}],"markDefs":[],"style":"normal"},{"_key":"6771a9c969d9","_type":"block","children":[{"_key":"5e07373796460","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to use Common Room to pull back the veil on your GitHub community beyond the basic info that GitHub provides. We’ll show you how to identify contributions from high-profile accounts, who is behind those accounts, and how to create views to triage issues or prioritize responses."}],"markDefs":[],"style":"normal"},{"_key":"c1ec77292a5b","_type":"block","children":[{"_key":"47832cfa837b0","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"40fde0ccf149","_type":"block","children":[{"_key":"764a8bcb5a11","_type":"span","marks":[],"text":"Common Room — this is what we’ll use to ingest activity from GitHub ("},{"_key":"47832cfa837b1","_type":"span","marks":["5f76e4466da0"],"text":"Sign-up for free"},{"_key":"47832cfa837b2","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"5f76e4466da0","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"e2b0821d3cfd","_type":"block","children":[{"_key":"2b0f24e9e862","_type":"span","marks":[],"text":"Admin access to your GitHub repo "}],"markDefs":[],"style":"callout"},{"_key":"1ccd583e5bb5","_type":"anchor","label":"Step 1: Connect GitHub repo"},{"_key":"44c999b4aea2","_type":"block","children":[{"_key":"9731d203c39d0","_type":"span","marks":[],"text":"Step 1: Connect to your GitHub repo"}],"markDefs":[],"style":"h3"},{"_key":"1c3a6c2dd402","_type":"block","children":[{"_key":"a9b9da63b9d50","_type":"span","marks":[],"text":"Our first step is to connect your repo to Common Room. To do that, head over to settings and select to connect GitHub."}],"markDefs":[],"style":"normal"},{"_key":"9c79159ce1c7","_type":"mainImage","asset":{"_ref":"image-b421f8e89dd036be3a25fbf9b620148043be1b63-1322x904-png","_type":"reference"},"caption":"Connect GitHub to Common Room"},{"_key":"3f082cce552c","_type":"block","children":[{"_key":"b83c0d8e49aa0","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"b83c0d8e49aa1","_type":"span","marks":[],"text":" connecting to GitHub requires approval from one of your org admins. If you are not an org admin and proceed through the integration setup, GitHub will email your org admins requesting their approval. Common Room will begin importing activity from your repo once an admin approves the request."}],"markDefs":[],"style":"callout"},{"_key":"8d498553125f","_type":"block","children":[{"_key":"22e749bda62a0","_type":"span","marks":[],"text":"Once approved by an admin (or you if you’re an admin), you’ll see activity data from GitHub in your Common Room instance after a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"f102505fe9e1","_type":"anchor","label":"Step 2: Filter for top contributors"},{"_key":"0db21ff855fc","_type":"block","children":[{"_key":"7920112d39d3","_type":"span","marks":[],"text":"Step 2: Add filters to identify your top contributors"}],"markDefs":[],"style":"h3"},{"_key":"fa39f7deabfe","_type":"block","children":[{"_key":"44598e74dc1d0","_type":"span","marks":[],"text":"For the next step, we’ll want to filter down our list of GitHub contributors into different cohorts."}],"markDefs":[],"style":"normal"},{"_key":"2b76739c9b21","_type":"block","children":[{"_key":"d04c04d9422c0","_type":"span","marks":[],"text":"In this tutorial, we’ll create a cohort for top contributors and one for recent contributions by high-profile accounts. We can head over to the "},{"_key":"23cf506d7373","_type":"span","marks":["strong"],"text":"Members"},{"_key":"56ed1c7b710d","_type":"span","marks":[],"text":" view in Common Room to do that."}],"markDefs":[],"style":"normal"},{"_key":"f60c0d4573a1","_type":"block","children":[{"_key":"19d5f3a6a6860","_type":"span","marks":[],"text":"From here, we’ll add a filter to limit this view to just the GitHub source."}],"markDefs":[],"style":"normal"},{"_key":"4e9b7c8481e2","_type":"mainImage","asset":{"_ref":"image-65f6b64e0f3b6daa5ddca6fd033d1018195047d8-2932x1832-png","_type":"reference"},"caption":"Unfiltered Members view"},{"_key":"8e9811980795","_type":"block","children":[{"_key":"9b3658bbcf8b0","_type":"span","marks":[],"text":"And we can see that gets us to about 18k members. Which is far too much noise for the signal we’re looking for. So we can start narrowing that down by adding more filters."}],"markDefs":[],"style":"normal"},{"_key":"ac926295bb7a","_type":"block","children":[{"_key":"d2bc30d772320","_type":"span","marks":[],"text":"Let’s start by building our top contributor cohort."}],"markDefs":[],"style":"normal"},{"_key":"38236af8e37f","_type":"block","children":[{"_key":"d05166c0309d0","_type":"span","marks":[],"text":"We can click the "},{"_key":"d13b2881913a","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"7b3a29a724c4","_type":"span","marks":[],"text":" button and select GitHub-specific activity to filter on, like commits, pull requests, comments, issues, stars, etc."}],"markDefs":[],"style":"normal"},{"_key":"c7de68b8e94c","_type":"mainImage","asset":{"_ref":"image-bc9429be9aef4539ae466887e8af3f7da2569ab3-2214x1366-png","_type":"reference"},"caption":"Mega menu filter for members view"},{"_key":"a70a3b20050c","_type":"block","children":[{"_key":"ec074ff1de080","_type":"span","marks":[],"text":"Adding a filter for > 1 commit in the last 28 days narrows our list to a few dozen. This is what we were looking for — our top recently active contributors. We can select all members from here and add them to a new segment."}],"markDefs":[],"style":"normal"},{"_key":"eff8c1781c5d","_type":"mainImage","asset":{"_ref":"image-fc067fd748d27afe938ebe94bc9b20aab3171638-742x464-png","_type":"reference"},"caption":"Add selected members to a new segment"},{"_key":"babd402a2549","_type":"block","children":[{"_key":"527ffe3b2ba20","_type":"span","marks":[],"text":"Let’s follow a similar pattern to create a different segment for high-profile GitHub active members in our repo. To do that, we can clear the previous filter and add a new one for organization size > 50, located in North America or Europe, and active in the last 12 weeks."}],"markDefs":[],"style":"normal"},{"_key":"39cdbd720e98","_type":"mainImage","asset":{"_ref":"image-2ff7a5a0f697146c4b676b738c4d4419bcad486d-1466x915-png","_type":"reference"},"caption":"Filter GitHub contributors by ICP"},{"_key":"8104b954c27b","_type":"block","children":[{"_key":"6e7ef6a14bad0","_type":"span","marks":[],"text":"Then we can repeat the step above to add this cohort to a new segment. We’ll select all and name our segment."}],"markDefs":[],"style":"normal"},{"_key":"9391e1d5ec07","_type":"block","children":[{"_key":"8d94140e8b5e0","_type":"span","marks":[],"text":"We can also add tags (e.g., "},{"_key":"82e0c2d6d109","_type":"span","marks":["strong"],"text":"VIP"},{"_key":"84c01ce059f5","_type":"span","marks":[],"text":") from this view to append to a member’s profile. 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More on "},{"_key":"8d94140e8b5e1","_type":"span","marks":["04d19f792ea5"],"text":"how tags work in Common Room here →"}],"markDefs":[{"_key":"04d19f792ea5","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/member-tags"}],"style":"normal"},{"_key":"19fdf9fe3352","_type":"anchor","label":"Step 3: Create alerts"},{"_key":"2dffa417b2ad","_type":"block","children":[{"_key":"3a14f2df92e20","_type":"span","marks":[],"text":"Step 3: Create alerts to take action"}],"markDefs":[],"style":"h3"},{"_key":"dcc5f084bce0","_type":"block","children":[{"_key":"79e30adf71750","_type":"span","marks":[],"text":"Now that we’ve created a couple of segments, we’ll want to take actions like reaching out to a new contributor or helping out a VIP when an issue arises."}],"markDefs":[],"style":"normal"},{"_key":"cb5129b1f1af","_type":"block","children":[{"_key":"2dea361ae9820","_type":"span","marks":[],"text":"We can do all that by adding some automation to our segment and building a workflow."}],"markDefs":[],"style":"normal"},{"_key":"24a73039f82d","_type":"block","children":[{"_key":"622b8632b6710","_type":"span","marks":[],"text":"Let’s jump into the segment we just created for top active contributors. From here, we can click on the "},{"_key":"4d92f2f98c6a","_type":"span","marks":["strong"],"text":"Member management"},{"_key":"8ac78d33e580","_type":"span","marks":[],"text":" tab and set criteria to auto-add/remove members to/from our segment."}],"markDefs":[],"style":"normal"},{"_key":"f35e496f512a","_type":"block","children":[{"_key":"ac59c63484080","_type":"span","marks":[],"text":"We can match the same criteria for the view we used above — 1 commit merged in the last 28 days — and click "},{"_key":"c31e13e7fcff","_type":"span","marks":["strong"],"text":"Save"},{"_key":"39e6e8648639","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"323087a59db5","_type":"mainImage","asset":{"_ref":"image-583834f037a085ac73db797528a6e3fe595be7fd-2932x1832-png","_type":"reference"},"caption":"Auto-add/remove members from the \"Member management\" tab"},{"_key":"4ac6b0f5c2f7","_type":"block","children":[{"_key":"437fb0ffecdc0","_type":"span","marks":[],"text":"From here, check this segment regularly to take action when new members are added. 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There are far better resources on "},{"_key":"88326d273514","_type":"span","marks":["4f02072027cd"],"text":"role configuration on Discord’s support forum"},{"_key":"6eb8611af524","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"4f02072027cd","_type":"link","href":"https://support.discord.com/hc/en-us/articles/214836687-Role-Management-101"}],"style":"callout"},{"_key":"a790b5b4a6e7","_type":"mainImage","alt":"Assign a Discord role","asset":{"_ref":"image-fc26a0c6ba1f0f9d63d1bcc58308911ee30e147a-1334x434-png","_type":"reference"},"caption":"Assign a Discord role"},{"_key":"15583c3a501e","_type":"block","children":[{"_key":"fbf9d109db8a0","_type":"span","marks":[],"text":"That’s all we’ll need to set up the verification portion of onboarding."}],"markDefs":[],"style":"normal"},{"_key":"d74f63a91214","_type":"block","children":[{"_key":"63c663e0b1bc0","_type":"span","marks":[],"text":"From a user experience, new members will see a verification message like this:"}],"markDefs":[],"style":"normal"},{"_key":"840400fb21c1","_type":"mainImage","alt":"Automated verification message sent to new members","asset":{"_ref":"image-b92b1721e7ce820bd20f9e328c9230fab15ed6e4-1662x294-png","_type":"reference"},"caption":"Automated verification message sent to new members"},{"_key":"a372b52d3e11","_type":"block","children":[{"_key":"eff5157af4bc0","_type":"span","marks":[],"text":"When members click the "},{"_key":"eff5157af4bc1","_type":"span","marks":["strong"],"text":"Verify"},{"_key":"eff5157af4bc2","_type":"span","marks":[],"text":" button, they’ll be taken to a confirmation page and able to close the tab to return to onboarding."}],"markDefs":[],"style":"normal"},{"_key":"9fb27e71ac33","_type":"mainImage","alt":"Identity verification screen confirmation","asset":{"_ref":"image-e5c0ea6470d4d2655bf3f3a4831712c561b5db84-1348x808-png","_type":"reference"},"caption":"Identity verification screen confirmation"},{"_key":"b80d69465f2b","_type":"anchor","label":"Step 3: Survey members and assign roles"},{"_key":"3bd3cc1c40aa","_type":"block","children":[{"_key":"6b4c59dbd6db0","_type":"span","marks":[],"text":"Step 3: Survey new members and assign roles"}],"markDefs":[],"style":"h3"},{"_key":"d466c7233edc","_type":"block","children":[{"_key":"76f35f11b5120","_type":"span","marks":[],"text":"With members verified, we’ll want also to ask them a few questions to route them to relevant channels across our server."}],"markDefs":[],"style":"normal"},{"_key":"9da52581d280","_type":"block","children":[{"_key":"97b39d47fd2b0","_type":"span","marks":[],"text":"For example, imagine that our server offers resources based on a member's job role. 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"},{"_key":"785469e360022","_type":"span","marks":["6c7683412490"],"text":"See permissions →"}],"markDefs":[{"_key":"6c7683412490","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack#required-permissions"}],"style":"callout"},{"_key":"854d2b398051","_type":"block","children":[{"_key":"4df9ee67226d0","_type":"span","marks":[],"text":"Authenticate and continue through the remaining steps to connect Slack. Once connected, after a few minutes, you should see data from your Slack channel flowing into Common Room."}],"markDefs":[],"style":"normal"},{"_key":"7cfad14a90a5","_type":"block","children":[{"_key":"1aa2143130420","_type":"span","marks":[],"text":"We can repeat this step to connect additional sources. ("},{"_key":"1aa2143130421","_type":"span","marks":["588bc73bcaac"],"text":"See our catalog of integrations"},{"_key":"4a571d8d60e3","_type":"span","marks":[],"text":")"}],"markDefs":[{"_key":"588bc73bcaac","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"9bd4f78176e5","_type":"anchor","label":"Step 2: Set the bar"},{"_key":"6111539feeba","_type":"block","children":[{"_key":"9c05c4f251f8","_type":"span","marks":[],"text":"Step 2: Set the bar for a champion"}],"markDefs":[],"style":"h3"},{"_key":"540bd9d1111d","_type":"block","children":[{"_key":"34748a2c32620","_type":"span","marks":[],"text":"Next, we’ll want to align on the criteria for identifying a champion."}],"markDefs":[],"style":"normal"},{"_key":"9039c7b66dd8","_type":"block","children":[{"_key":"daa0fd8442750","_type":"span","marks":[],"text":"Now, there are many considerations for what to include depending on your product and community traction — product activity, community contributions,  outspoken posts about your brand, etc."}],"markDefs":[],"style":"normal"},{"_key":"62d7415d90d6","_type":"block","children":[{"_key":"3c17b99a84430","_type":"span","marks":[],"text":"For this tutorial, we’ll use the actual criteria for identifying champions in our own "},{"_key":"3c17b99a84431","_type":"span","marks":["efeceef04965"],"text":"Uncommon Community"},{"_key":"3c17b99a84432","_type":"span","marks":[],"text":" — "},{"_key":"3c17b99a84433","_type":"span","marks":["strong"],"text":"top community contributors (specifically in Slack) + active product user + impact points > 100"},{"_key":"3c17b99a84434","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"efeceef04965","_type":"link","href":"https://www.commonroom.io/uncommon/"}],"style":"normal"},{"_key":"a0969f82b2f3","_type":"block","children":[{"_key":"0e6a9309a04b0","_type":"span","marks":[],"text":"To add a bit more context, Slack is the core platform we use for daily community interactions. 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If you need any guidance, you can always "},{"_key":"2f8a6dccb70c1","_type":"span","marks":["aa7312a51685"],"text":"book a working session with us here →"}],"markDefs":[{"_key":"aa7312a51685","_type":"link","href":"https://www.commonroom.io/contact/"}],"style":"normal"},{"_key":"0dd31b59187d","_type":"mainImage","asset":{"_ref":"image-14169495138a4fa70f175b5a438ca7c6610892a2-2932x1832-png","_type":"reference"},"caption":"Filter and view for active Slack members"},{"_key":"e5c0827a4f23","_type":"block","children":[{"_key":"cfa9ec521f430","_type":"span","marks":[],"text":"Using the criteria above, we match about 150 members, which feels like a good start. 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Simply put, without welcome messages, you run the risk of new community members bouncing and never coming back."}],"markDefs":[],"style":"normal"},{"_key":"811045704e1c","_type":"block","children":[{"_key":"3cc28680f96b0","_type":"span","marks":[],"text":"A good onboarding flow starts early, and it helps shape their understanding of your community. However, as a community manager, saying hello to everyone as they join and helping them navigate your community is a huge task that can take up a lot of time."}],"markDefs":[],"style":"normal"},{"_key":"fdc8b62cba93","_type":"block","children":[{"_key":"1256221b0c5a0","_type":"span","marks":[],"text":"We can tackle this cold start problem through automated welcome messages. And this playbook will show you how to do just that."}],"markDefs":[],"style":"normal"},{"_key":"6fee2e4d79c0","_type":"block","children":[{"_key":"0115aa3e108c0","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"632321d95549","_type":"block","children":[{"_key":"3f7daa1ab3c70","_type":"span","marks":[],"text":"- Common Room — We’ll use Common Room to automate sending welcome messages! ("},{"_key":"3f7daa1ab3c71","_type":"span","marks":["9cde2e879c36"],"text":"Sign-up for free"},{"_key":"3f7daa1ab3c72","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"9cde2e879c36","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"4fccf71436d9","_type":"block","children":[{"_key":"87dd78b93fae","_type":"span","marks":[],"text":"- A Slack or Discord workspace"}],"markDefs":[],"style":"callout"},{"_key":"7162205cc86f","_type":"anchor","label":"Step 1: Connect to sources"},{"_key":"26a2fce76d90","_type":"block","children":[{"_key":"1b32cfdcd73d","_type":"span","marks":[],"text":"Step 1: Connect to Slack or Discord"}],"markDefs":[],"style":"h3"},{"_key":"c8e27d65ef47","_type":"block","children":[{"_key":"b30d727675000","_type":"span","marks":[],"text":"For this exercise, imagine you have a growing global Slack community and are falling behind at sending prompt welcome messages."}],"markDefs":[],"style":"normal"},{"_key":"c03ea3023848","_type":"block","children":[{"_key":"de20b02468f40","_type":"span","marks":[],"text":"We’ll need to connect Slack to Common Room to set up automated welcome messages. To do that, we can head over to "},{"_key":"919b8956cd7f","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"79d08c81c0c5","_type":"span","marks":[],"text":" in Common Room and choose to connect to Slack."}],"markDefs":[],"style":"normal"},{"_key":"7b6fd9c85cca","_type":"mainImage","asset":{"_ref":"image-314c79a0ac1ac264edfb4276a2a7bccdbc8f20b2-1456x932-png","_type":"reference"},"caption":"Connect to Slack"},{"_key":"b465fb9bdcac","_type":"block","children":[{"_key":"b7b1d1b17cb70","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"b7b1d1b17cb71","_type":"span","marks":[],"text":" You’ll need permission to add applications to your Slack workspace."}],"markDefs":[],"style":"callout"},{"_key":"0d07a9410b1d","_type":"block","children":[{"_key":"eb8402ece1e80","_type":"span","marks":[],"text":"Follow the connection prompts, authenticate, and you’ll see Slack activity in Common Room after a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"4efdfc211a55","_type":"block","children":[{"_key":"d513fe02f1e80","_type":"span","marks":[],"text":"Once connected, we can start to build our welcome message workflow."}],"markDefs":[],"style":"normal"},{"_key":"661eb938945e","_type":"anchor","label":"Step 2: Create message workflow"},{"_key":"edef8d949661","_type":"block","children":[{"_key":"a4e080eb15370","_type":"span","marks":[],"text":"Step 2: Create a welcome message workflow"}],"markDefs":[],"style":"h3"},{"_key":"7cc129589092","_type":"block","children":[{"_key":"d189a63666050","_type":"span","marks":["e5f5219a1338"],"text":"Once in your room"},{"_key":"d189a63666051","_type":"span","marks":[],"text":" (what we call your instance of Common Room), let’s navigate to the "},{"_key":"ffb533a4fe61","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"f7b535e17e36","_type":"span","marks":[],"text":" view from the left-side menu, and click on "},{"_key":"686f0c6f003a","_type":"span","marks":["strong"],"text":"+ New Workflow"},{"_key":"10365a2e9c81","_type":"span","marks":[],"text":". And we’ll choose the onboarding journey workflow."}],"markDefs":[{"_key":"e5f5219a1338","_type":"link","href":"https://app.commonroom.io/"}],"style":"normal"},{"_key":"386dd96751f3","_type":"mainImage","asset":{"_ref":"image-3b1a1d0255c63973092930d3923b9d55ec121900-1526x828-png","_type":"reference"}},{"_key":"a98c96bef2d7","_type":"block","children":[{"_key":"3c8faf8acea20","_type":"span","marks":[],"text":"Choose the Slack Onboarding Journey and click "},{"_key":"681f5235c768","_type":"span","marks":["strong"],"text":"Create"},{"_key":"baf67b8eaa0e","_type":"span","marks":[],"text":". And now we’ll find ourselves creating our first workflow!"}],"markDefs":[],"style":"normal"},{"_key":"d5e85c57512f","_type":"mainImage","asset":{"_ref":"image-ea7088b8365315d7e18a6f27c3357802b4e911a9-1526x828-png","_type":"reference"}},{"_key":"c5ebaf32ba6c","_type":"block","children":[{"_key":"ff6660c66cd30","_type":"span","marks":[],"text":"You’ll be taken to a workflow canvas with a pre-built onboarding journey workflow."}],"markDefs":[],"style":"normal"},{"_key":"0ad4fefad848","_type":"block","children":[{"_key":"a413e20385210","_type":"span","marks":[],"text":"The first thing we’ll do is confirm we’re connected to the right Slack workspace and choose the duration of our wait step before sending our welcome message."}],"markDefs":[],"style":"normal"},{"_key":"5d72c5d198a1","_type":"block","children":[{"_key":"233889a398930","_type":"span","marks":[],"text":"In our Uncommon community, we wait 30 minutes (this is the default) before we send a message to our new members. You can choose what the right number is for you. In minutes, days, or months (maybe don’t wait months to welcome your new members, though 😜)."}],"markDefs":[],"style":"normal"},{"_key":"e0f715f32c06","_type":"mainImage","asset":{"_ref":"image-b96757d21b41b2a31daf5c7b9d7c4e25add12094-744x488-png","_type":"reference"},"caption":"Select a wait duration to send a welcome message"},{"_key":"6997e1b58144","_type":"workflowReference","workflow":{"_ref":"508bf203-a59e-4cad-9e04-14e2b2dcde90","_type":"reference"}},{"_key":"b5d19a12a552","_type":"anchor","label":"Step 3: Send messages (optional)"},{"_key":"3b88b0b51d16","_type":"block","children":[{"_key":"d3bdfba93fcc","_type":"span","marks":[],"text":"Step 3 (optional): Send personalized messages based on member traits"}],"markDefs":[],"style":"h3"},{"_key":"d7b66b5a82d3","_type":"block","children":[{"_key":"185b5c2beb6a0","_type":"span","marks":[],"text":"As you scroll to the next section in the workflow, you’ll see an area titled "},{"_key":"185b5c2beb6a1","_type":"span","marks":["strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong"],"text":"Continue if specific filters apply"},{"_key":"185b5c2beb6a2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"27b431c616fa","_type":"block","children":[{"_key":"a5c2125a9e0e0","_type":"span","marks":[],"text":"This is a small section, but it’s mighty. 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"},{"_key":"edad3ad47ca41","_type":"span","marks":["em"],"text":"Blue means on, and grey means off."}],"markDefs":[],"style":"normal"},{"_key":"89c28f3e8f0d","_type":"anchor","label":"Step 4: Schedule messages (optional)"},{"_key":"7d54212be9e8","_type":"block","children":[{"_key":"407fe5fb93bb0","_type":"span","marks":[],"text":"Step 4 (optional): Set working hours for message sends"}],"markDefs":[],"style":"h3"},{"_key":"2fd55a9ceba6","_type":"block","children":[{"_key":"6738d9f4fed90","_type":"span","marks":[],"text":"As we move down the logic tree, there’s an option to "},{"_key":"6738d9f4fed91","_type":"span","marks":["strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong"],"text":"Wait for working hours"},{"_key":"6738d9f4fed92","_type":"span","marks":[],"text":". This is an especially helpful option for expectation setting. If you have (or are) a dedicated community manager, you may want to set expectations for when people can expect to receive a message from you."}],"markDefs":[],"style":"normal"},{"_key":"aa10d2b9b55b","_type":"block","children":[{"_key":"cc1f83a297070","_type":"span","marks":[],"text":"🔥 "},{"_key":"cc1f83a297071","_type":"span","marks":["strong"],"text":"Tip:"},{"_key":"cc1f83a297072","_type":"span","marks":[],"text":" When building your message, consider what you want your new members to know and what action you want them to take."}],"markDefs":[],"style":"callout"},{"_key":"0b51883b82c4","_type":"anchor","label":"Step 5: Draft your message"},{"_key":"9361290543d3","_type":"block","children":[{"_key":"65ad32d0af29","_type":"span","marks":[],"text":"Step 5: Draft and preview your welcome message"}],"markDefs":[],"style":"h3"},{"_key":"2ba08380ee5e","_type":"block","children":[{"_key":"61b1d7e29bce0","_type":"span","marks":[],"text":"In our next step, we'll draft the welcome message new members will see. 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Automating them guarantees you won't miss a step."}],"markDefs":[],"style":"normal"},{"_key":"c0337ccf729d","_type":"block","children":[{"_key":"e213520143bf","_type":"span","marks":[],"text":"Beyond making new community members feel recognized and empowered, automated welcome messages help you:"}],"markDefs":[],"style":"normal"},{"_key":"1ba8df5621c0","_type":"block","children":[{"_key":"78784e131efe","_type":"span","marks":[],"text":"Save time"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"258553797ca0","_type":"block","children":[{"_key":"9039347cf5e3","_type":"span","marks":[],"text":"Boost productivity"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"91885aced769","_type":"block","children":[{"_key":"2b4deddd9424","_type":"span","marks":[],"text":"Scale community strategy"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8aeba0628975","_type":"block","children":[{"_key":"bc1f48ddb6360","_type":"span","marks":[],"text":"What to include in your community welcome message"}],"markDefs":[],"style":"h2"},{"_key":"d893b674997b","_type":"block","children":[{"_key":"6cc4ea3634ed0","_type":"span","marks":[],"text":"When it comes to what to say, we believe less is more, but you shouldn’t skimp on the important things. Just stick to the must-know-right-now items—with a little personality sprinkled throughout—and you’re all set."}],"markDefs":[],"style":"normal"},{"_key":"9e0eb95a68a5","_type":"block","children":[{"_key":"17b37115d5cb0","_type":"span","marks":[],"text":"When we started, our welcome message for all Uncommon members addressed four points:"}],"markDefs":[],"style":"normal"},{"_key":"4d46d7cb2950","_type":"block","children":[{"_key":"1637d3e5a24a0","_type":"span","marks":[],"text":"Tips for setting up their profile"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"5695b282d090","_type":"block","children":[{"_key":"45e376561f250","_type":"span","marks":[],"text":"Where to find what within the community"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"c1bf657fd6e5","_type":"block","children":[{"_key":"97ffa0dd83d10","_type":"span","marks":[],"text":"Who to contact with questions"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8c39707e9aec","_type":"block","children":[{"_key":"dec55c11da620","_type":"span","marks":[],"text":"A link to our code of conduct"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d83ec223a8d9","_type":"block","children":[{"_key":"6473530321de0","_type":"span","marks":[],"text":"Other helpful items could be conversation prompts to kick off engagement or links to other resources, such as:"}],"markDefs":[],"style":"normal"},{"_key":"c35ac9f338be","_type":"block","children":[{"_key":"053397a50e4d0","_type":"span","marks":[],"text":"Expert articles"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"1b8edd08b0cc","_type":"block","children":[{"_key":"6c6460a1bf2d","_type":"span","marks":[],"text":"Product overviews"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"8c6216b1a5ad","_type":"block","children":[{"_key":"3c55d4ca25f6","_type":"span","marks":[],"text":"Other community channels"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"9bcfd305ee6b","_type":"block","children":[{"_key":"992e08f59deb","_type":"span","marks":[],"text":"Whatever you feel best fits the message!"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"bfbc1a3efda4","_type":"block","children":[{"_key":"9e24a208c0e10","_type":"span","marks":[],"text":"How to best say 'welcome to the community'"}],"markDefs":[],"style":"h3"},{"_key":"68d74ac798af","_type":"block","children":[{"_key":"895876078ccf0","_type":"span","marks":[],"text":"As for delivering that message, you have options. These will vary slightly depending on if you're using "},{"_key":"d827d7099f53","_type":"span","marks":["5e13e22d830f"],"text":"Slack, Discord, Discourse"},{"_key":"07bd6808504c","_type":"span","marks":[],"text":", or a different channel to host your community."}],"markDefs":[{"_key":"5e13e22d830f","_type":"link","href":"https://www.commonroom.io/blog/discord-vs-slack-vs-discourse-as-your-community-channel/"}],"style":"normal"},{"_key":"866b30da1c10","_type":"block","children":[{"_key":"5c2435408a0d","_type":"span","marks":[],"text":"You should also consider how many people you’re welcoming per day, how hands-on your team wants to be, and which method would best fit the way your community operates."}],"markDefs":[],"style":"normal"},{"_key":"e59218ae45cb","_type":"block","children":[{"_key":"83449f0272f8","_type":"span","marks":[],"text":"How to automate your welcome message (with examples!)"}],"markDefs":[],"style":"h2"},{"_key":"8feed4919665","_type":"block","children":[{"_key":"1d6bc2df192d0","_type":"span","marks":[],"text":"When we first started the Uncommon Slack, we used GreetBot to ensure no new member slipped through the cracks, as well as"},{"_key":"551977ec22453","_type":"span","marks":["em"],"text":" "},{"_key":"551977ec22454","_type":"span","marks":[],"text":"a pinned message in the #announcements channel. The two are nearly identical, we just made the GreetBot a bit more concise and included a specific person they could contact with questions."}],"markDefs":[],"style":"normal"},{"_key":"34566ca9973e","_type":"block","children":[{"_key":"22041f7cfddd0","_type":"span","marks":[],"text":"By putting the same message in a public channel, we’re able to ensure everyone sees the message, the message is consistent, and the links will always be around for future reference."}],"markDefs":[],"style":"normal"},{"_key":"43ce5d05cff4","_type":"block","children":[{"_key":"760b4a077445","_type":"span","marks":[],"text":"1. Create and schedule your automated welcome message"}],"markDefs":[],"style":"h3"},{"_key":"c5d57d46e9ac","_type":"block","children":[{"_key":"882fd0f605c2","_type":"span","marks":[],"text":"Since we launched the Uncommon Slack, Common Room has added a brilliant automations feature set that enables you to create and schedule automated welcome messages to be sent to every new member that joins your community directly from a team member instead of a bot."}],"markDefs":[],"style":"normal"},{"_key":"f45e40ce1856","_type":"block","children":[{"_key":"05548a5763d8","_type":"span","marks":[],"text":"The goal here is to ensure that every newcomer has a personal invitation to interact with a member of the community's host team. It's an effective way to open the door to conversation early."}],"markDefs":[],"style":"normal"},{"_key":"f0664ea894a6","_type":"block","children":[{"_key":"a2fd70b956350","_type":"span","marks":[],"text":"2. Keep it short and sweet"}],"markDefs":[],"style":"h3"},{"_key":"590d1b8c85a6","_type":"block","children":[{"_key":"77a2ae86f468","_type":"span","marks":[],"text":"When we moved from GreetBot to Common Room's automations, we polled the Uncommon community about the message they'd prefer to receive. One option was longer and disclosed that it was an automated hello, while the other was shorter and did not provide the disclosure."}],"markDefs":[],"style":"normal"},{"_key":"929402035d09","_type":"block","children":[{"_key":"d70603729c64","_type":"span","marks":[],"text":"The community unanimously voted that shorter was sweeter as a welcome message, and today every new member receives this message:"}],"markDefs":[],"style":"normal"},{"_key":"00bab0192f2c","_type":"block","children":[{"_key":"46c476c09112","_type":"span","marks":["em"],"text":"Hey [awesome new member name]!\n\nI just wanted to say hi and welcome you to the Uncommon community—I'm Rebecca and it's a joy to have you here.\n\nI'd love to know what brought you to the community and something you're hoping to learn or share. And I want "},{"_key":"8e031ad11195","_type":"span","marks":[],"text":"you"},{"_key":"9a4787468328","_type":"span","marks":["em"],"text":" to know that if you have any questions, you're welcome to ask me or the community anything!\n"},{"_key":"c433b6d2cb31","_type":"span","marks":["strong","em"],"text":"\nTo help you get started:"}],"markDefs":[],"style":"normal"},{"_key":"6e0c9c95d2b0","_type":"block","children":[{"_key":"639e8db579fb","_type":"span","marks":["em"],"text":"You'll find a little Slack guide and community resources in #lets-begin"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"4061b22ff8d8","_type":"block","children":[{"_key":"54c66185350a","_type":"span","marks":["em"],"text":"You can ask all your product questions in #common-room-product-help. We're all here to help!"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"3c16c471c8b5","_type":"block","children":[{"_key":"49c4c27e312f","_type":"span","marks":["em"],"text":"Now head on over to #say-hello if you haven't yet. There's a whole community that's excited to meet you."},{"_key":"34784404f005","_type":"span","marks":[],"text":"\n\nAs always, you’re welcome to use our messages as templates when crafting your own!"}],"markDefs":[],"style":"normal"},{"_key":"feca4ce6fd48","_type":"block","children":[{"_key":"15b502878c730","_type":"span","marks":[],"text":"3. Send a personalized message"}],"markDefs":[],"style":"h3"},{"_key":"336278c47e20","_type":"block","children":[{"_key":"41d6c3cfa6820","_type":"span","marks":[],"text":"If you feel strongly about manually reaching out one on one and you're able to dedicate the necessary time and resources to keeping tabs on new sign-ups, a personalized message won't go out of style."}],"markDefs":[],"style":"normal"},{"_key":"6cc1a5aa2522","_type":"block","children":[{"_key":"902cbeb26fdc0","_type":"span","marks":[],"text":"We recommend including all the same info, just spicing it up with whatever personal info you may collect—their organization, home state, Twitter handle, etc."}],"markDefs":[],"style":"normal"},{"_key":"92397aeba289","_type":"block","children":[{"_key":"987fda8c6302","_type":"span","marks":[],"text":"That might look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"012655e2b9d4","_type":"block","children":[{"_key":"2a4104fa31920","_type":"span","marks":["em"],"text":"Hi, Mike! Welcome to Uncommon. We couldn’t be more excited to have you and the Acme community on board."}],"markDefs":[],"style":"normal"},{"_key":"048831f1c256","_type":"block","children":[{"_key":"7e92ec3be3430","_type":"span","marks":["em"],"text":"Before you begin chatting and making neat new friends, check out "},{"_key":"7e92ec3be3431","_type":"span","marks":["7f3040e4ccc2","em"],"text":"How to Make a Great First Impression on Slack"},{"_key":"7e92ec3be3432","_type":"span","marks":["em"],"text":". You'll find tips for building your profile and get a rundown of each channel. In order to make this a healthy, inclusive space, we also encourage every member to read our Uncommon Code of Conduct."}],"markDefs":[{"_key":"7f3040e4ccc2","_type":"link","href":"https://www.commonroom.io/uncommon/blog/slack-first-impression"}],"style":"normal"},{"_key":"9edbcf642535","_type":"block","children":[{"_key":"2a0b4eccc3d70","_type":"span","marks":["em"],"text":"After that, visit #say-hello to introduce yourself, then see what everyone is talking about in #community, the best place to discuss growing and engaging with your community (we also share a lot of great resources on Twitter as "},{"_key":"2a0b4eccc3d75","_type":"span","marks":["7091fe7ed0e3","em"],"text":"@CommonRoomHQ"},{"_key":"2a0b4eccc3d76","_type":"span","marks":["em"],"text":", in case @AcmeMike feels like connecting there, too!)."}],"markDefs":[{"_key":"7091fe7ed0e3","_type":"link","href":"https://twitter.com/commonroomHQ"}],"style":"normal"},{"_key":"8e3f7f85d0c0","_type":"block","children":[{"_key":"4e28df98d6030","_type":"span","marks":["em"],"text":"Thanks for joining the Uncommon community. When we say people matter most, we mean you ⬅️"}],"markDefs":[],"style":"normal"},{"_key":"622a69b1083c","_type":"block","children":[{"_key":"495896c4a9540","_type":"span","marks":[],"text":"This could go out as a DM in your channel of choice or via email—whatever feels more personal to you!"}],"markDefs":[],"style":"normal"},{"_key":"9edbedcd3a48","_type":"block","children":[{"_key":"5d2574c594dc0","_type":"span","marks":[],"text":"4. Make a quick call"}],"markDefs":[],"style":"h3"},{"_key":"e738954c0487","_type":"block","children":[{"_key":"f378d256949e0","_type":"span","marks":[],"text":"It’s 2023 and we’re recommending a phone call? Yes and no. This could be a typical 10-digit dial, but don’t forget Zoom, Slack, and FaceTime are all great alternatives. This is next-level personal and gives both you and the new member an opportunity to really get to know one another. You’ll likely cover topics you wouldn’t get from a form and can make the whole conversation as in-depth or as brief as you want."}],"markDefs":[],"style":"normal"},{"_key":"1a6aca5fc2de","_type":"block","children":[{"_key":"57fc1000d1c80","_type":"span","marks":[],"text":"This also allows you to send a follow-up with only the must-know info. Personality and pleasantries have already been covered. Hit them with a sincere thanks for chatting and a list of links to get started."}],"markDefs":[],"style":"normal"},{"_key":"95e99ee0767b","_type":"block","children":[{"_key":"fb5cdd3b92f70","_type":"span","marks":[],"text":"We’ll refrain from telling you how to talk on the phone—you know what to say! When it comes to reaching out after, you could try something like the below:"}],"markDefs":[],"style":"normal"},{"_key":"42900cc98ade","_type":"block","children":[{"_key":"c53b7c43c30a0","_type":"span","marks":["em"],"text":"Hi Mike,"}],"markDefs":[],"style":"normal"},{"_key":"65ee94ae76ff","_type":"block","children":[{"_key":"abb5a6988b2a0","_type":"span","marks":["em"],"text":"Thanks for taking the time to chat earlier, we’re excited to have you and the Acme community as part of Uncommon! As promised, below are a few different links I mentioned over the phone."}],"markDefs":[],"style":"normal"},{"_key":"1c500abd9f2a","_type":"block","children":[{"_key":"4554dbc7a2d8","_type":"span","marks":["em"],"text":"Whenever you’re ready, you can check out our tips for setting up your profile and look over the code of conduct."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"2a79e70f3b86","_type":"block","children":[{"_key":"6b890755aef10","_type":"span","marks":["em"],"text":"To begin chatting, head to #say-hello to introduce yourself and meet fellow members, then see what everyone is talking about in #community."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"fc5bb7cf8609","_type":"block","children":[{"_key":"e423cd2546520","_type":"span","marks":["em"],"text":"We’re also on Twitter as "},{"_key":"e423cd2546521","_type":"span","marks":["527be0adca1f","em"],"text":"@CommonRoomHQ"},{"_key":"e423cd2546522","_type":"span","marks":["em"],"text":", and share regular articles over on the "},{"_key":"e423cd2546523","_type":"span","marks":["9e7fca112be9","em"],"text":"Uncommon blog"},{"_key":"e423cd2546524","_type":"span","marks":["em"],"text":"."}],"level":1,"listItem":"bullet","markDefs":[{"_key":"527be0adca1f","_type":"link","href":"https://twitter.com/commonroomHQ"},{"_key":"9e7fca112be9","_type":"link","href":"https://www.commonroom.io/uncommon/blog/"}]},{"_key":"64fef1fdefd1","_type":"block","children":[{"_key":"a6d8d11ca0e80","_type":"span","marks":["em"],"text":"If you run into trouble or have any questions, please don’t hesitate to reach out. Looking forward to connecting again soon."}],"markDefs":[],"style":"normal"},{"_key":"e8b9dbebe751","_type":"block","children":[{"_key":"680b8eb126940","_type":"span","marks":[],"text":"Quick and to the point, plus a few bonus links if you have ‘em—maybe a few came up as part of the conversation. Not every call will be a copy-and-paste situation, so be sure to take notes to personalize the follow-up."}],"markDefs":[],"style":"normal"},{"_key":"9f1b3e180236","_type":"block","children":[{"_key":"69cefac5bb8d0","_type":"span","marks":[],"text":"5. Send surprise swag"}],"markDefs":[],"style":"h3"},{"_key":"661beae34b94","_type":"block","children":[{"_key":"350e98f80bbe0","_type":"span","marks":[],"text":"In a "},{"_key":"1de7c87ac7471","_type":"span","marks":["21ee0bbe304f"],"text":"quick, informal poll"},{"_key":"1de7c87ac7472","_type":"span","marks":[],"text":" of our Twitter friends, receiving surprise swag came out as the favorite way to be welcomed."}],"markDefs":[{"_key":"21ee0bbe304f","_type":"link","href":"https://twitter.com/CommonRoomHQ/status/1422308332191182855"}],"style":"normal"},{"_key":"713d9a1810cc","_type":"block","children":[{"_key":"afc47aa496650","_type":"span","marks":[],"text":"It might seem like a lot of work, but consider it a combo of the personalized message and quick phone call: You write a note to include with the goods, then send a follow-up email with all the important links."}],"markDefs":[],"style":"normal"},{"_key":"744301afd5b2","_type":"block","children":[{"_key":"f905b20961d60","_type":"span","marks":[],"text":"If you ask for an address as part of the sign-up flow, the hardest part is all taken care of. 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Not only is it an absolute delight for the recipient, but your brand also extends its reach."}],"markDefs":[],"style":"normal"},{"_key":"f76eebc01bf0","_type":"block","children":[{"_key":"715583d685860","_type":"span","marks":[],"text":"There’s no wrong answer"}],"markDefs":[],"style":"h2"},{"_key":"368b1401dd17","_type":"block","children":[{"_key":"523fad88059b0","_type":"span","marks":[],"text":"Whatever route you decide to take will be perfect, because it’s a reflection of your community! Don’t overthink all the things you want to say, just help new community members feel comfortable. Focus on what they need to know first and foremost, communicate those items, and let everything else come later."}],"markDefs":[],"style":"normal"},{"_key":"1e4a4f10b071","_type":"block","children":[{"_key":"07b66bb539420","_type":"span","marks":[],"text":"And maybe you already have a script or template you swear by. If you do and feel like sharing, we’d love to learn about it. 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Use the welcome messages we provide in this post and make them your own."}],"markDefs":[],"style":"normal"}],"hideMainMedia":false,"linkLinkedin":"https://www.linkedin.com/posts/common-room-hq_how-to-welcome-members-into-the-community-activity-6833446001018310656-3vVA","mainImage":{"_type":"mainImage","alt":"Fundamentals: How to automate welcome messages to community members","asset":{"_ref":"image-7ca78b0f39c5bd33381ebf35b1c00129549575b8-2400x1260-png","_type":"reference"}},"publishedAt":"2021-08-12T17:16:00.000Z","slug":{"_type":"slug","current":"how-to-automate-welcome-members-to-the-community"},"status":"published","title":"How to automate welcome messages to community members","id":"-182d29fc-9072-5937-85d1-d1cd8dd68209","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"how-to-automate-welcome-members-to-the-community","_type":"slug"},"isPublished":true,"publishedAt":"2021-08-12T17:16:00.000Z","status":"published","categories":[{"_id":"3ba54205-09a8-4ce2-8d12-866e371555e1","id":"-b03f5217-2e2f-571d-9ea7-39b1dff49f29"},{"_id":"62c8d09b-665d-4ecb-bc7b-e6769e14963a","id":"-6685451d-46be-5358-a67d-7ac83b4c0ee1"},{"_id":"a2e0ebc4-9fbf-4316-bc12-f4a458c3782d","id":"-0a1a4763-7ae3-5183-9768-c7a35253c9a5"},{"_id":"5793e7d1-0516-48d9-a00d-cfbc05f1084d","id":"-8dc6d65c-b953-5e45-980b-260c0ec9470b"},{"_id":"1da98b8c-b91d-4993-8966-702014334dfc","id":"-49917cff-2138-5f6b-b15f-f93853bb6bb1"}],"authors":[],"_createdAt":"2021-08-12T16:45:41Z"}},{"_id":"bb32bd39-49b5-4122-944c-3e49b6b7de66","_type":"post","_rev":"Y3S6kXX43X32juQDVTjW15","_createdAt":"2021-10-12T19:27:58Z","_updatedAt":"2022-01-22T20:33:20Z","authors":[{"_key":"7e7bd7d8d3bf","_type":"authorReference","author":{"_ref":"9ebf214e-0616-4bc9-bd71-2d28e992f103","_type":"reference"}}],"body":[{"_key":"97788e15800d","_type":"block","children":[{"_key":"8cc4915270e5","_type":"span","marks":["em"],"text":"At Common Room, customer-centricity is our North Star. When we started seeing an increase in the number of customers looking to migrate their communities to Discord, we set out to help them do so in a way that builds a safe and inclusive space for anyone to join."}],"markDefs":[],"style":"normal"},{"_key":"edc7181281dc","_type":"block","children":[{"_key":"ff1a491501e0","_type":"span","marks":[],"text":"The rise of Discord’s popularity"}],"markDefs":[],"style":"h3"},{"_key":"65766e2a495a","_type":"block","children":[{"_key":"bef6cf89ae4b","_type":"span","marks":[],"text":"Chances are if you’ve looked at starting your own or joining an existing community, you’ve come across "},{"_key":"eb2891ca7e6f","_type":"span","marks":["b34d40b6da8e"],"text":"Discord"},{"_key":"1017ee72d7f7","_type":"span","marks":[],"text":". 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They also recently released "},{"_key":"b07dc3bda101","_type":"span","marks":["570a627f576d"],"text":"threading"},{"_key":"01900ed98ae1","_type":"span","marks":[],"text":" to better organize conversations."}],"markDefs":[{"_key":"b34d40b6da8e","_type":"link","href":"https://discord.com/"},{"_key":"b1d12a338f29","_type":"link","href":"https://www.reuters.com/technology/chat-app-discord-raises-500-million-new-funding-2021-09-16/"},{"_key":"f602c56a5b3c","_type":"link","href":"https://discord.com/moderation"},{"_key":"570a627f576d","_type":"link","href":"https://support.discord.com/hc/en-us/articles/4403205878423-Threads-FAQ"}],"style":"normal"},{"_key":"05078b1a677d","_type":"block","children":[{"_key":"671828a68cc0","_type":"span","marks":[],"text":"Ensuring community safety and inclusivity"}],"markDefs":[],"style":"h3"},{"_key":"1bf8eb0fcd16","_type":"block","children":[{"_key":"4d02ef473658","_type":"span","marks":[],"text":"Community members are urging some of our customers to migrate to Discord. We’ve seen community managers hesitate to do this though, because migrating to Discord introduces anonymous and unverified identities, and this lack of visibility into who's joining a community presents potential concerns around community safety and inclusivity."}],"markDefs":[]},{"_key":"525e5aac649b","_type":"block","children":[{"_key":"a2fc2f40afb50","_type":"span","marks":[],"text":"While we recognize that the anonymity is by design and can have its merits, in community terms we believe that "},{"_key":"3315cd1ec175","_type":"span","marks":["c549627b5109"],"text":"visibility"},{"_key":"cf034d9db5a9","_type":"span","marks":[],"text":" into the people who participate in your community is paramount to fostering a safe and inclusive community, and to support, collaborate, and build better products alongside them. For example, if a community member is seeking technical help or is frustrated with a feature, it's harder to build better products for them without having context around who they are, how they’re using it, and what issues they've experienced in the past. Together with a thorough "},{"_key":"a2fc2f40afb53","_type":"span","marks":["28325bbf7348"],"text":"code of conduct"},{"_key":"a2fc2f40afb54","_type":"span","marks":[],"text":" and clear enforcement protocols, you can help build a safe place anyone can join."}],"markDefs":[{"_key":"c549627b5109","_type":"link","href":"https://www.commonroom.io/uncommon/blog/technology-for-community-led-organizations/?utm_medium=website&utm_source=blog&utm_campaign=community-blog&utm_content=discord-verification"},{"_key":"28325bbf7348","_type":"link","href":"https://www.commonroom.io/uncommon/blog/code-of-conduct/?utm_medium=website&utm_source=blog&utm_campaign=community-blog&utm_content=discord-verification"}],"style":"normal"},{"_key":"67ed7bf01deb","_type":"block","children":[{"_key":"ec9d8e5149dd0","_type":"span","marks":[],"text":"We believe serving our customers best means serving their communities best. We wanted to enable our customers to migrate their community to Discord, while mitigating noise and avoiding abuse at scale."}],"markDefs":[],"style":"normal"},{"_key":"ab1e0baa1bba","_type":"block","children":[{"_key":"e51a83b2343d0","_type":"span","marks":[],"text":"Introducing Common Room’s Discord verification bot:"}],"markDefs":[],"style":"normal"},{"_key":"94905275721b","_type":"mainImage","alt":"Clicking through the workflow of Common Room's Discord verification process","asset":{"_ref":"image-2349af7877572879d553266bfd164c417ceb1e73-800x500-gif","_type":"reference"}},{"_key":"365fa3ff7885","_type":"block","children":[{"_key":"cc1295197321","_type":"span","marks":[],"text":"How to meet customers and their communities where they are"}],"markDefs":[],"style":"h3"},{"_key":"b9035659646b","_type":"block","children":[{"_key":"13585952e83a","_type":"span","marks":[],"text":"Our Discord verification bot asks for identity validation as a part of the Discord authentication process. We created a simple workflow that verifies the identity of a community member in order for them to gain access to messages and the ability to post in channels. We intentionally kept the workflow as seamless as possible to minimally disrupt the user experience. The intent is to invite each member to model the behavior of a healthy community that, with better context and understanding, can listen to, support, and uplift one another. And to make sure that members know they're joining a community they want to be a part of, the Discord verification bot allows community teams to customize the workflow experience based on what their members need and prefer (e.g., a welcome and walkthrough video, specific branding, logos, or icons, etc.)."}],"markDefs":[{"_key":"03a8a6219304","_type":"link","href":"https://form.typeform.com/to/MqKSu93h?typeform-medium=embed-snippet"},{"_key":"027c36c874f8","_type":"link","href":"https://www.commonroom.io/uncommon/"},{"_key":"350c363f6e47","_type":"link","href":"https://www.commonroom.io/careers/#jobs"}]},{"_key":"64c213dfd849","_type":"block","children":[{"_key":"d0f96a106908","_type":"span","marks":[],"text":"Feedback is critical to our product development process and we’ve heard numerous times the challenges associated with participating in as well as running a Discord community. We built our Discord verification bot so community members can interact in one of the spaces they're most excited about while also helping community managers serve them in that space (and keep it safe for the community to grow). If this sounds like something you need, "},{"_key":"98f2e1350e41","_type":"span","marks":["4633b3d9b9d4"],"text":"request access"},{"_key":"ea61564ef8ef","_type":"span","marks":[],"text":" and sign up for "},{"_key":"9ae83b1598083","_type":"span","marks":["027c36c874f8"],"text":"Uncommon"},{"_key":"9ae83b1598084","_type":"span","marks":[],"text":" to stay up-to-date. If it sounds like something you want to help build, we’re "},{"_key":"9ae83b1598085","_type":"span","marks":["350c363f6e47"],"text":"hiring"},{"_key":"3ff2553513f7","_type":"span","marks":[],"text":" 😉"}],"markDefs":[{"_key":"027c36c874f8","_type":"link","href":"https://www.commonroom.io/uncommon/?utm_medium=website&utm_source=blog&utm_campaign=community-blog&utm_content=discord-verification"},{"_key":"350c363f6e47","_type":"link","href":"https://www.commonroom.io/careers/#jobs?utm_medium=website&utm_source=blog&utm_campaign=community-blog&utm_content=discord-verification"},{"_key":"4633b3d9b9d4","_type":"link","href":"https://www.commonroom.io/signup?utm_medium=website&utm_source=blog&utm_campaign=community-blog&utm_content=discord-verification"}]}],"categories":[{"_key":"9b4de6057b04","_ref":"39d2ca7f-4862-4ab2-b902-0bf10f1d4c34","_type":"reference"},{"_key":"fe9817c6bf5a","_ref":"53a72a1c-4df4-4a20-861e-be6802016af1","_type":"reference"},{"_key":"8b0c3574c3f7","_ref":"1da98b8c-b91d-4993-8966-702014334dfc","_type":"reference"}],"excerpt":[{"_key":"4f5feb23166a","_type":"block","children":[{"_key":"9d84dfa07cb5","_type":"span","marks":[],"text":"Common Room released a Discord verification bot to help customers migrate their communities to Discord in a way that builds a safe and inclusive space for anyone to join."}],"markDefs":[],"style":"normal"}],"hideMainMedia":true,"isFeatured":false,"linkLinkedin":"https://www.linkedin.com/posts/common-room-hq_building-for-our-customers-needs-discord-activity-6858822318152646656-DxsF","mainImage":{"_type":"mainImage","alt":"Discord logo","asset":{"_ref":"image-78fc629061f1c32520880f56523e4cb5cf5e8e42-1400x778-png","_type":"reference"},"caption":"Building Safe and Inclusive Communities: Discord Verification"},"publishedAt":"2021-10-12T20:12:42.889Z","slug":{"_type":"slug","current":"building-for-our-customers-needs-discord-verification"},"status":"published","title":"Building Safe and Inclusive Communities: Discord Verification","id":"-f84a40fb-f9bb-58ae-bff4-42c8a3680344","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"building-for-our-customers-needs-discord-verification","_type":"slug"},"isPublished":true,"publishedAt":"2021-10-12T20:12:42.889Z","status":"published","categories":[{"_id":"39d2ca7f-4862-4ab2-b902-0bf10f1d4c34","id":"-60b55dd5-4e35-587e-bac0-5a21e40f0485"},{"_id":"53a72a1c-4df4-4a20-861e-be6802016af1","id":"-e4290c44-1b8c-51bf-a29d-a40d6fd1444b"},{"_id":"1da98b8c-b91d-4993-8966-702014334dfc","id":"-49917cff-2138-5f6b-b15f-f93853bb6bb1"}],"authors":[{"author":{"_id":"9ebf214e-0616-4bc9-bd71-2d28e992f103"}}],"_createdAt":"2021-10-12T19:27:58Z"}},{"_id":"327e6836-81f5-4e59-b9e0-268740027284","_type":"post","_rev":"3gs9S1es2KOnFi8GBVWVx9","_createdAt":"2022-08-25T20:34:24Z","_updatedAt":"2022-08-25T21:22:50Z","body":[{"_key":"93c2e6181f31","_type":"block","children":[{"_key":"8b7c242866680","_type":"span","marks":["40b2c4aecc77"],"text":"Slack"},{"_key":"8b7c242866681","_type":"span","marks":[],"text":" and "},{"_key":"8b7c242866682","_type":"span","marks":["27a43b752678"],"text":"Discord"},{"_key":"8b7c242866683","_type":"span","marks":[],"text":" are among the most widely used platforms to manage online communities. They offer powerful features like real-time member communication, the ability to create conversation specific channels, simple member management, and even some analytics capabilities.\n\nFor most communities, this is a great starting point. But to ultimately scale and drive business value, companies require another layer in their "},{"_key":"ebda6dcc6b9c1","_type":"span","marks":["48a59eeaaa1c"],"text":"community technology stack"},{"_key":"ebda6dcc6b9c2","_type":"span","marks":[],"text":" - intelligence.\n\nIn this blog, we’ll dive into how integrating Common Room with Slack and Discord offers you greater insight into your members, allow you to save time with automated outreach, and report on the health of your community.\n\nIf you’re still deciding between "},{"_key":"848e38e55f6f1","_type":"span","marks":["fb5417d121cb"],"text":"Slack vs. Discord"},{"_key":"848e38e55f6f2","_type":"span","marks":[],"text":" as your community channel, check our post on the Common Room blog."}],"markDefs":[{"_key":"40b2c4aecc77","_type":"link","href":"https://slack.com/"},{"_key":"27a43b752678","_type":"link","href":"https://discord.com/"},{"_key":"48a59eeaaa1c","_type":"link","href":"https://www.commonroom.io/blog/building-your-community-technology-stack/"},{"_key":"fb5417d121cb","_type":"link","href":"https://www.commonroom.io/blog/discord-vs-slack-vs-discourse-as-your-community-channel/"}],"style":"normal"},{"_key":"7718b0a04632","_type":"block","children":[{"_key":"71b9c9d74f9a0","_type":"span","marks":[],"text":"Community intelligence with Common Room"}],"markDefs":[],"style":"h3"},{"_key":"c9ba5df8bbf6","_type":"block","children":[{"_key":"c0ed926c3cc60","_type":"span","marks":[],"text":"Common Room supercharges Slack and Discord online communities by adding intelligence via its powerful data enrichment, automation, and reporting capabilities. \n\nWhen you engage with your community on Slack or Discord, Common Room is able to surface actionable insights like trending topics, posts without replies, posts that contain useful content, member sentiment, member impact, and more. \n\nOnce you integrate more of the platforms your community engages on, like Twitter, LinkedIn, Meetup, Discourse, GitHub, or YouTube, you can gain even deeper insight into what’s important to your members and how to grow your community.\n\nImagine being able to understand which organizations your members work for, how active your members are, how much they’re contributing, what their sentiment about your organization is, and how that’s changed over time. \n\nWhat if you could automate onboarding flows, member surveys, and check-in messaging to save you and your team time and effort?\n\nWith Common Room, you can do all of that today. Common Room offers native integrations with all of those community sources, and those insights will start appearing in your Common Room once you "},{"_key":"fdc94b270f011","_type":"span","marks":["88d99b7c6380"],"text":"integrate your Slack or Discord community"},{"_key":"fdc94b270f012","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"88d99b7c6380","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"9d8cbd783a18","_type":"block","children":[{"_key":"115ea72f9f580","_type":"span","marks":[],"text":"Powerful data enrichment"}],"markDefs":[],"style":"h3"},{"_key":"a6cf0ffdee61","_type":"block","children":[{"_key":"75b652cb97f80","_type":"span","marks":[],"text":"Getting a full picture of who your members are as Discord or Slack users is incredibly difficult. In an attempt to achieve this deep understanding of members, community managers stitch complex tools together and manually aggregate member data into spreadsheets. This takes an incredible amount of time and often still falls short.\n\nCommon Room offers native integrations with Slack and Discord. We’ll use Slack as an example. After integrating Slack and Common Room, you can filter members by Slack as a source. From that filtered view, you can view members’ profiles to see their role, what company they work for, their email and other usernames across community channels, how much they’re contributing to your community, and where they’re most active.\n"}],"markDefs":[],"style":"normal"},{"_key":"0b099b64b1ce","_type":"mainImage","alt":"Supercharge your Slack and Discord communities by integrating with Common Room - powerful data enrichment and insights","asset":{"_ref":"image-fecda7f39d48aab3ef31f835c8e3ccb13d1bce47-1300x844-png","_type":"reference"}},{"_key":"f95535752c1f","_type":"block","children":[{"_key":"75857bcbb9b8","_type":"span","marks":[],"text":"\nAchieving this degree of insight is as simple as a few clicks. No complex tools, no spreadsheets, and no manual tracking. Just some easy-to-use native integrations and lots of great community insights at your fingertips.\n\nNow that you’ve got a more resolute understanding of who your community members are, let's see how you can more effectively scale your community and your team’s impact by automating tasks with Workflows."}],"markDefs":[],"style":"normal"},{"_key":"dc3acac0bc4d","_type":"block","children":[{"_key":"59fc85ca0224","_type":"span","marks":[],"text":"Automation with Workflows"}],"markDefs":[],"style":"h3"},{"_key":"93b34478e7c5","_type":"block","children":[{"_key":"54a25fa378b9","_type":"span","marks":[],"text":"Keeping up with a growing online community (and in-person!) can be challenging. \n\nPlanning future events and hosting current ones, community research, working with internal teams on community initiatives, managing team members, daily posting across multiple channels. The list goes on and on! On top of it all, you need to find time to welcome, onboard, and check in with every new member on Slack and Discord.\n\nDon’t worry, you simply need to automate those tasks to make it all work!\n\nCommon Room allows you to quickly set up "},{"_key":"1770bac5116d1","_type":"span","marks":["68a33d967409"],"text":"automated Workflows"},{"_key":"1770bac5116d2","_type":"span","marks":[],"text":" for your Slack community. Our Slack integration lets you save time and stay on top of some of the most important community tasks at scale.\n\nIn the case of welcoming and onboarding new members, you can create an Onboarding Journey Workflow that allows you to send a custom message to members when they join your Slack community. 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For example, you’ll need approval from one of the org admins to connect to a public GitHub repo. "},{"_key":"686907a83e231","_type":"span","marks":["be5a3522798a"],"text":"See GitHub permissions here for more"},{"_key":"686907a83e232","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"be5a3522798a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/github#required-permissions"}],"style":"callout"},{"_key":"a284351625fd","_type":"block","children":[{"_key":"d2b92af1fbb40","_type":"span","marks":[],"text":"To connect to GitHub, we’ll follow the same process as before. We’ll head to your Common Room workspace settings and connect to GitHub. From here, you can authenticate your GitHub identity and select any repos where admin approval is granted."}],"markDefs":[],"style":"normal"},{"_key":"ccc5ee90f731","_type":"mainImage","asset":{"_ref":"image-837234b9b927d1380846125efa163104ed6f952b-1440x1026-png","_type":"reference"},"caption":"Authenticate GitHub account and select relevant repos","crop":{"_type":"sanity.imageCrop","bottom":0.061278114398886196,"left":0,"right":0,"top":0.022060121183599037},"hotspot":{"_type":"sanity.imageHotspot","height":0.9166617644175148,"width":1,"x":0.5,"y":0.4803910033923564}},{"_key":"0ca6170a592a","_type":"block","children":[{"_key":"70fe82458cae0","_type":"span","marks":[],"text":"That’s pretty much it. Once the GitHub integration is configured, Common Room will begin importing activity history from your chosen repositories."}],"markDefs":[],"style":"normal"},{"_key":"190bd9fde776","_type":"anchor","label":"Step 2: Let the data flow"},{"_key":"4d6469b0fd87","_type":"block","children":[{"_key":"f88b8afaebe3","_type":"span","marks":[],"text":"Step 2: Let the data flow and observe"}],"markDefs":[],"style":"h3"},{"_key":"aeb5e16bfa14","_type":"block","children":[{"_key":"d6e173733457","_type":"span","marks":[],"text":"After connecting your relevant sources, Common Room begin importing data into your workspace. (Note: this may take some time, depending on the size and age of the repositories.)"}],"markDefs":[],"style":"normal"},{"_key":"44ab51f162ec","_type":"block","children":[{"_key":"cb4f1d7323b00","_type":"span","marks":[],"text":"We can now head over to the "},{"_key":"882d630d74f7","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"467248aa9e95","_type":"span","marks":[],"text":" menu item, and you’ll start to see activity from contacts of all accounts that Common Room is able to identify."}],"markDefs":[],"style":"normal"},{"_key":"cad2215a49b3","_type":"mainImage","asset":{"_ref":"image-b3d30aff955c12a5999743307215954fda4e1e1c-2932x1832-png","_type":"reference"},"caption":"View active organizations in Common Room"},{"_key":"def95349fbcd","_type":"block","children":[{"_key":"d1d7a187f79c","_type":"span","marks":[],"text":"By default, Common Room will surface helpful data points like contact count, last account activity, company size, etc. Even better, we can jump over to the "},{"_key":"bce8f678eae7","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"33f27f7765c9","_type":"span","marks":[],"text":" menu item and see the person behind the activity."}],"markDefs":[],"style":"normal"},{"_key":"33f7e1723307","_type":"mainImage","asset":{"_ref":"image-3695229250dff5023fd8b70c7886901c60a3d24f-2932x1832-png","_type":"reference"},"caption":"View active contacts in Common Room"},{"_key":"6f98c81a1367","_type":"block","children":[{"_key":"5c4909f50c890","_type":"span","marks":[],"text":"That’s right, no more trying to infer intent by sifting through LinkedIn or enrichment providers to guess the most likely person interacting across your community and associated digital channels. Pretty powerful stuff!"}],"markDefs":[],"style":"normal"},{"_key":"a20d9dd085cf","_type":"block","children":[{"_key":"7ef10da0df4b0","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"7ef10da0df4b1","_type":"span","marks":[],"text":" We recommend allowing sources to propagate for ~1 month for the best ABM experience."}],"markDefs":[],"style":"callout"},{"_key":"e99c386643cb","_type":"block","children":[{"_key":"bdef9dab150f0","_type":"span","marks":[],"text":"That’s all for this step. Next, we’ll start building out our target account segment."}],"markDefs":[],"style":"normal"},{"_key":"5435b672eaa2","_type":"anchor","label":"Step 3: Prioritization criteria "},{"_key":"ea61f5046ff2","_type":"block","children":[{"_key":"24e9d77d0b920","_type":"span","marks":[],"text":"Step 3: Set prioritization criteria for target accounts"}],"markDefs":[],"style":"h3"},{"_key":"e5c525f671f8","_type":"block","children":[{"_key":"ab5e824084e80","_type":"span","marks":[],"text":"We’ll now want to narrow down accounts to add criteria that meet your ideal customer firmographics."}],"markDefs":[],"style":"normal"},{"_key":"b72ef049a3f8","_type":"block","children":[{"_key":"ddfda555e0f50","_type":"span","marks":[],"text":"From the "},{"_key":"ddfda555e0f51","_type":"span","marks":["e79fcdb2155d"],"text":"Organizations menu"},{"_key":"ddfda555e0f52","_type":"span","marks":[],"text":" item, we can begin adding filters and get a preview of accounts that meet our criteria."}],"markDefs":[{"_key":"e79fcdb2155d","_type":"link","href":"https://docs.commonroom.io/using-common-ro"}],"style":"normal"},{"_key":"c5fc06769025","_type":"block","children":[{"_key":"aa15986aefc90","_type":"span","marks":[],"text":"We’ll add a few filters using the preset buttons and set "},{"_key":"058daa54b800","_type":"span","marks":["strong"],"text":"Organization size"},{"_key":"f3f05968dbe7","_type":"span","marks":[],"text":" to > 50 and "},{"_key":"a860733e721f","_type":"span","marks":["strong"],"text":"Annual revenue"},{"_key":"16fd99f53d8d","_type":"span","marks":[],"text":" to > $10M."}],"markDefs":[],"style":"normal"},{"_key":"fc884437b05b","_type":"mainImage","asset":{"_ref":"image-2b1bd6c30ded967e2cca4adab32cedc8dc60ddde-604x858-png","_type":"reference"},"caption":"Add a filter for Organization size and Annual revenue"},{"_key":"4f5af64d1117","_type":"block","children":[{"_key":"a1788fc4c57d","_type":"span","marks":[],"text":"This brings us down from about 4000 matches to 376. We were hoping to narrow our focus a bit more, so we’ll click the + "},{"_key":"fd4a96283a94","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"a96fa86bd8e8","_type":"span","marks":[],"text":" button and add a filter to identify accounts with activity in the last 28 days."}],"markDefs":[],"style":"normal"},{"_key":"27e2c87de8a4","_type":"mainImage","asset":{"_ref":"image-812119e786b7b8d00983975c4e7f1216070f0f98-2160x486-png","_type":"reference"},"caption":"Filter organizations by activity level"},{"_key":"e64843e56df6","_type":"block","children":[{"_key":"ec8bea1230e2","_type":"span","marks":[],"text":"This narrows our account selection to the sweet spot we were looking for — a couple of dozen accounts! Now, we’ll want to turn this filter into a "},{"_key":"6f1917c8b2d6","_type":"span","marks":["33509fb7516f"],"text":"Segment"},{"_key":"5379c78fb695","_type":"span","marks":[],"text":" that we can use to inform target account selection in tools like our CRM or an ad platform."}],"markDefs":[{"_key":"33509fb7516f","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page/segments-page-home"}],"style":"normal"},{"_key":"f9e03f5d1d5e","_type":"block","children":[{"_key":"fb1726b3ac210","_type":"span","marks":["strong"],"text":"Note: "},{"_key":"f68f02239536","_type":"span","marks":[],"text":"“Segments” is Common Room speak that refers to the functionality allowing you to create contact cohorts."}],"markDefs":[],"style":"callout"},{"_key":"f025d82a9409","_type":"mainImage","asset":{"_ref":"image-73156233b5d68a0328a8e601d512d3c9abc0c0db-598x510-png","_type":"reference"},"caption":"Filter results by active date range"},{"_key":"0dad931dafbf","_type":"anchor","label":"Step 4: Create a segment"},{"_key":"f4c97eed81b1","_type":"block","children":[{"_key":"63ee0cc602d2","_type":"span","marks":[],"text":"Step 4: Create a segment of active accounts that fit our criteria"}],"markDefs":[],"style":"h3"},{"_key":"a2404ed7e46d","_type":"block","children":[{"_key":"62b6b3740e7d0","_type":"span","marks":[],"text":"Remembering our target account criteria — 50+ employees, $50M in revenue, active in the last 28 days — we’ll head over to the "},{"_key":"62b6b3740e7d1","_type":"span","marks":["4392a5b67a72"],"text":"Segments"},{"_key":"62b6b3740e7d2","_type":"span","marks":[],"text":" menu item to build our evergreen target account list."}],"markDefs":[{"_key":"4392a5b67a72","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page/segments-page-home"}],"style":"normal"},{"_key":"9dfb86226a99","_type":"block","children":[{"_key":"586c5867d72d0","_type":"span","marks":[],"text":"We’ll click the "},{"_key":"c257ed4dfd4b","_type":"span","marks":["strong"],"text":"+ New segment"},{"_key":"b5918924a82d","_type":"span","marks":[],"text":" button and give our segment a name and description."}],"markDefs":[],"style":"normal"},{"_key":"e32d27115532","_type":"mainImage","asset":{"_ref":"image-7f0ce04445b6ce0524f539ea93f0ef5b9e415f30-2932x1832-png","_type":"reference"},"caption":"Name and create a segment"},{"_key":"aaaba2bf4ae0","_type":"block","children":[{"_key":"fdf24e8d7107","_type":"span","marks":[],"text":"Then, click the "},{"_key":"f81e908591f0","_type":"span","marks":["strong"],"text":"+ Add contacts"},{"_key":"1a3fc0c2a0d2","_type":"span","marks":[],"text":" button and select "},{"_key":"d187cc540e0b","_type":"span","marks":["strong"],"text":"Auto add contacts"},{"_key":"7a76fcd0e531","_type":"span","marks":[],"text":" from the dropdown. This is where we will set the criteria to auto-add/remove organizations to our target account list."}],"markDefs":[],"style":"normal"},{"_key":"b037a06e9d9b","_type":"mainImage","alt":"Automatically add/remove contacts from segments","asset":{"_ref":"image-70cdd241f1338bf04d7159e9d2b71d810f68fdf7-544x376-png","_type":"reference"},"caption":"Automatically add/remove contacts from segments"},{"_key":"8403726b37e6","_type":"block","children":[{"_key":"b527554043ce","_type":"span","marks":[],"text":"Click the "},{"_key":"e57b227904ee","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"aef794e788cd","_type":"span","marks":[],"text":" button and add filters accordingly. Here we can also choose to apply inverse filters from our "},{"_key":"4d6dbd4f86aa","_type":"span","marks":["strong"],"text":"Auto add"},{"_key":"c58e65dd9ad8","_type":"span","marks":[],"text":" criteria so that our target account list remains evergreen (i.e., if there's no contact activity from an organization after 28 days, that organization will be removed from our segment). And be sure to click "},{"_key":"6d2da3ed064b","_type":"span","marks":["strong"],"text":"Save!"}],"markDefs":[],"style":"normal"},{"_key":"1049c4b63440","_type":"mainImage","asset":{"_ref":"image-3cd2c611817ad6cd031f9ea1d39dec2725d3d7a0-2932x1832-png","_type":"reference"},"caption":"Set your criteria to auto-add/remove contact of a segment"},{"_key":"e25e14b82c45","_type":"block","children":[{"_key":"4ce3581534c5","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"b2f2a86cbc82","_type":"span","marks":[],"text":" It will likely take a few minutes for your segment to populate. You'll see a notification like 👇 while your new segment populates."}],"markDefs":[],"style":"callout"},{"_key":"36d009fd9554","_type":"mainImage","alt":"member configs","asset":{"_ref":"image-69b4a16a873d31e7ce91add98b08545848a48f14-1702x136-png","_type":"reference"}},{"_key":"69a1e226a20c","_type":"block","children":[{"_key":"b1894e26701e0","_type":"span","marks":["strong"],"text":"Bonus step: "},{"_key":"0a1868a0f2c7","_type":"span","marks":[],"text":"Auto-tag organizations by setting up a workflow."}],"markDefs":[],"style":"h4"},{"_key":"8b5380186d55","_type":"block","children":[{"_key":"812927712a080","_type":"span","marks":[],"text":"In Common Room, you can "},{"_key":"812927712a081","_type":"span","marks":["bea0a155234a"],"text":"create workflows"},{"_key":"812927712a082","_type":"span","marks":[],"text":" that automatically add "},{"_key":"5f5f353fdf68","_type":"span","marks":["strong"],"text":"tags"},{"_key":"622f36896a30","_type":"span","marks":[],"text":" to organizations, contacts, and activities."}],"markDefs":[{"_key":"bea0a155234a","_type":"link","href":"https://docs.commonroom.io/using-common-room/workflows"}],"style":"normal"},{"_key":"ee931ebb11c0","_type":"block","children":[{"_key":"698f42b993510","_type":"span","marks":[],"text":"We can head to the "},{"_key":"9ea7fd66ba80","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"7293f35cd801","_type":"span","marks":[],"text":" menu and add an "},{"_key":"2cd84a445bd8","_type":"span","marks":["strong"],"text":"ICP"},{"_key":"a5f92da47b04","_type":"span","marks":[],"text":" (ideal customer profile) tag to qualifying accounts."}],"markDefs":[],"style":"normal"},{"_key":"11780cfbf21d","_type":"mainImage","asset":{"_ref":"image-74b4f86a49aaeec8684f25bb16e46b787f94550b-2932x1832-png","_type":"reference"},"caption":"Select a workflow template to “tag an organization”"},{"_key":"0e65b0db2dbb","_type":"block","children":[{"_key":"c5992a65395c0","_type":"span","marks":[],"text":"From here, we'll see a workflow canvas. We'll set ICP criteria for organizations with 50+ employees, annual revenue of $50M+, and select relevant industries. Then, we'll set our tagging criteria and run this workflow daily."}],"markDefs":[],"style":"normal"},{"_key":"5ea2930b20a7","_type":"mainImage","asset":{"_ref":"image-323f96f71a503d3cdfa2d569d9a22aeeaa8c073b-2932x1832-png","_type":"reference"},"caption":"Tag an organization with an automated workflow"},{"_key":"d50f3fa24340","_type":"block","children":[{"_key":"5fb4e92010ee","_type":"span","marks":[],"text":"Click "},{"_key":"c518d1c5dab8","_type":"span","marks":["strong"],"text":"Save"},{"_key":"9463c5e8d82b","_type":"span","marks":[],"text":" and toggle to turn on your tagging workflow. And voila! Your newly created tag will be added to organizations."}],"markDefs":[],"style":"normal"},{"_key":"938ce059ac9b","_type":"workflowReference","workflow":{"_ref":"d4498aed-2f7e-429a-b470-7a04d7058055","_type":"reference"}},{"_key":"507d5dc6209e","_type":"anchor","label":"Step 5: Take action with targets"},{"_key":"d7e500369977","_type":"block","children":[{"_key":"d54e9d9a84a7","_type":"span","marks":[],"text":"Step 5: Take action and engage with your new target accounts"}],"markDefs":[],"style":"h3"},{"_key":"341175e4356a","_type":"block","children":[{"_key":"e0e034fd13b4","_type":"span","marks":[],"text":"Within your new segment, you can toggle to the "},{"_key":"f81728c4714b","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"257205a79bae","_type":"span","marks":[],"text":" tab and see a table of organizations qualifying for your target account criteria."}],"markDefs":[],"style":"normal"},{"_key":"cb169baaa045","_type":"block","children":[{"_key":"9fb992a856c70","_type":"span","marks":[],"text":"From here, it’s up to you what to do with your new list of target accounts. 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And if you haven't already, "},{"_key":"9fb032ecd0d73","_type":"span","marks":["1bacc30c8f6b"],"text":"sign-up for a free account here"},{"_key":"9fb032ecd0d74","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"f34348d8e72d","_type":"link","href":"https://www.commonroom.io/contact/"},{"_key":"1bacc30c8f6b","_type":"link","href":"https://commonroom.io/signup"}],"style":"normal"}],"cardImage":{"_type":"image","asset":{"_ref":"image-6badd89e1c894ce9cc0117bb2eea56a55e0ded5e-2400x1260-png","_type":"reference"}},"categories":[{"_key":"09152fe44b57","_ref":"df0bb227-e656-4be1-af6a-5b8410d9a26e","_type":"reference"},{"_key":"47ac9c8391b7","_ref":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4","_type":"reference"},{"_key":"0146e4fa8a36","_ref":"7662f4d2-9875-4dc5-be5e-91dd093375ae","_type":"reference"}],"excerpt":[{"_key":"4f9e241e2235","_type":"block","children":[{"_key":"5f7f25e2c0e20","_type":"span","marks":[],"text":"A stale list of target accounts leaves a lot to be desired."}],"markDefs":[],"style":"normal"}],"integrations":[{"_key":"dbe05505d0bf","_ref":"406b5182-5fb2-4fef-a2e5-d12e2ba0aa83","_type":"reference"},{"_key":"ea664be13b07","_ref":"6f6dfe52-16a0-4649-9f15-e73a38900c33","_type":"reference"},{"_key":"21aabdb4462c","_ref":"67148278-8a4f-4c09-a71b-5f0907950868","_type":"reference"},{"_key":"527e784c26aa","_ref":"7c39b3c7-c1f5-4093-afb9-1b6517cc4547","_type":"reference"}],"mainImage":{"_type":"mainImage","asset":{"_ref":"image-a924d71fe1eeaf0f7875f2f21d3f04eb65ce000a-2400x1260-png","_type":"reference"}},"skill":"Pro","slug":{"_type":"slug","current":"replenish-accounts-abm-activity"},"status":"published","suggestions":[{"_key":"4756b8d713d8","_ref":"4efb016d-8685-4743-99f2-e363eb233036","_type":"reference"},{"_key":"879d97a95162","_ref":"a4938423-f309-4c16-a05e-782566dd3881","_type":"reference"},{"_key":"6755a2fb4f0a","_ref":"ce0de17b-4da4-4a61-8d2d-256f149fc375","_type":"reference"},{"_key":"e6c3b6fb7d1d","_ref":"0c113d20-a943-4c58-8472-1c005c08983a","_type":"reference"}],"teams":["Sales","Marketing"],"title":"Replenish target accounts for ABM using recent activity","useCases":[{"_key":"1b388e7401f9","_ref":"abc349f5-c976-4a7e-9046-b8093a4ee3bc","_type":"reference"}],"id":"-4454d0a7-9d47-50e1-a7c8-e87bfc191c70","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"replenish-accounts-abm-activity"},"status":"published","_createdAt":"2023-03-06T23:30:09Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e"},{"_id":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4"},{"_id":"7662f4d2-9875-4dc5-be5e-91dd093375ae"}],"_rawExcerpt":[{"_key":"4f9e241e2235","_type":"block","children":[{"_key":"5f7f25e2c0e20","_type":"span","marks":[],"text":"A stale list of target accounts leaves a lot to be desired."}],"markDefs":[],"style":"normal"}],"isPublished":true,"integrations":[{"_id":"406b5182-5fb2-4fef-a2e5-d12e2ba0aa83"},{"_id":"6f6dfe52-16a0-4649-9f15-e73a38900c33"},{"_id":"67148278-8a4f-4c09-a71b-5f0907950868"},{"_id":"7c39b3c7-c1f5-4093-afb9-1b6517cc4547"}],"_id":"a0b2c73f-928b-421f-889f-aef2335eac1a"}},{"_id":"aa238e9a-5842-49e9-a64e-c2fae55c3412","_type":"playbook","_rev":"tvZpUfQy6XEny9w88JgRti","_createdAt":"2023-03-30T22:16:56Z","_updatedAt":"2024-09-11T17:51:44Z","body":[{"_key":"5e249be772aa","_type":"anchor","label":"Overview"},{"_key":"4068813d2001","_type":"block","children":[{"_key":"c867816bb015","_type":"span","marks":[],"text":"Overview"}],"markDefs":[],"style":"h3"},{"_key":"70eb96810f01","_type":"block","children":[{"_key":"732d4413afae0","_type":"span","marks":[],"text":"Your dark funnel is, well… dark."}],"markDefs":[],"style":"normal"},{"_key":"ff3d97bd0e24","_type":"block","children":[{"_key":"217707d5e7ca0","_type":"span","marks":[],"text":"It’s not easy to define, let alone keep tabs on, how people are progressing through stages of the dark funnel — "},{"_key":"217707d5e7ca1","_type":"span","marks":["em"],"text":"How many steps should we define? What are the criteria for each stage? How do we stitch together activity across different channels? How do we measure the success of our efforts?"}],"markDefs":[],"style":"normal"},{"_key":"7579861f123d","_type":"block","children":[{"_key":"5fa0f2d8a27e0","_type":"span","marks":[],"text":"In this playbook, we’ll answer these questions and give you a starting point for defining and tracking the dark funnel."}],"markDefs":[],"style":"normal"},{"_key":"889657f6fe36","_type":"block","children":[{"_key":"0c5f7737c80b0","_type":"span","marks":[],"text":"As a result, you’ll be able to 1) measure and track the success of (previously uncrackable) parts of the dark funnel and 2) identify areas of focus to progress your core audience further down the path."}],"markDefs":[],"style":"normal"},{"_key":"3aaaf24d0fd4","_type":"block","children":[{"_key":"b0aed4544b1d0","_type":"span","marks":[],"text":"Let’s get to it!"}],"markDefs":[],"style":"normal"},{"_key":"f32eba3602d9","_type":"block","children":[{"_key":"232d8edda5640","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"5499562fff4f","_type":"block","children":[{"_key":"67321e7aa672","_type":"span","marks":[],"text":"Common Room — we’ll use Common Room to define and track our dark funnel ("},{"_key":"232d8edda5641","_type":"span","marks":["d8889c29e944"],"text":"Sign-up for free"},{"_key":"232d8edda5642","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"d8889c29e944","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"4f2997dea8b7","_type":"block","children":[{"_key":"f2f6783cbc8d","_type":"span","marks":[],"text":"Identify sources of your dark funnel. In this example, we’ll use Twitter, YouTube, LinkedIn, GitHub, Reddit, and Medium."}],"markDefs":[],"style":"callout"},{"_key":"2d46fccb2d0b","_type":"anchor","label":"Step 1: Connect to sources"},{"_key":"71ed37a0962b","_type":"block","children":[{"_key":"fcccd47280680","_type":"span","marks":[],"text":"Step 1: Connect to dark funnel sources to track member activity"}],"markDefs":[],"style":"h3"},{"_key":"b13c90ac9738","_type":"block","children":[{"_key":"05e353fa52570","_type":"span","marks":[],"text":"Our first step is to connect to the sources that comprise our dark funnel. This often includes very top-of-funnel watering holes for our core audience — think Twitter, Reddit, YouTube, Medium, Stack Overflow, etc. For many interactions across many of these dark social channels, our product or brand is unknown."}],"markDefs":[],"style":"normal"},{"_key":"c5d6c73e21a3","_type":"block","children":[{"_key":"8ac79a0ff76d0","_type":"span","marks":[],"text":"To start, let’s connect to Twitter, as all that’s required is a Twitter account. 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To see supported integrations, "},{"_key":"ddb4b47105f31","_type":"span","marks":["c2c542d4d702"],"text":"head over to our integrations page"},{"_key":"ddb4b47105f32","_type":"span","marks":[],"text":". (We’re adding more and more all the time!)"}],"markDefs":[{"_key":"c2c542d4d702","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"95914ebaebde","_type":"block","children":[{"_key":"e9b99d5316730","_type":"span","marks":[],"text":"In addition to public sources, we’ll want to connect some of our first-party sources like LinkedIn, Slack, GitHub, and HubSpot."}],"markDefs":[],"style":"normal"},{"_key":"1a1df89cb722","_type":"block","children":[{"_key":"5e223823be2e0","_type":"span","marks":[],"text":"We can follow a similar flow, but this time we’ll want to connect to LinkedIn and confirm we have the "},{"_key":"5e223823be2e1","_type":"span","marks":["dbcad4a0f689"],"text":"required permissions"},{"_key":"5e223823be2e2","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"dbcad4a0f689","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin#required-permissions"}],"style":"normal"},{"_key":"db5235823829","_type":"mainImage","asset":{"_ref":"image-830c3acdab1574b1cc4624ad8ce6887c0d0d7817-2932x1832-png","_type":"reference"},"caption":"Authenticate LinkedIn to pull member activity into Common Room"},{"_key":"34356891485a","_type":"block","children":[{"_key":"dcc5444aa89d0","_type":"span","marks":[],"text":"That’s pretty much it. We’ll rinse and repeat to start ingesting data from other sources. Once that’s done, we can move on to the next step."}],"markDefs":[],"style":"normal"},{"_key":"b44ed0a1255d","_type":"anchor","label":"Step 2: Set criteria"},{"_key":"a1632d379819","_type":"block","children":[{"_key":"f2f128d696490","_type":"span","marks":[],"text":"Step 2: Set criteria for the stages of your dark funnel"}],"markDefs":[],"style":"h3"},{"_key":"5cfcd94e5a8f","_type":"block","children":[{"_key":"bfb2f4156ec40","_type":"span","marks":[],"text":"With data flowing into Common Room, you can head over to the "},{"_key":"c4148333dd02","_type":"span","marks":["strong"],"text":"Organization"},{"_key":"663a325a36da","_type":"span","marks":[],"text":" or "},{"_key":"60a12c0fcb2f","_type":"span","marks":["strong"],"text":"Member"},{"_key":"2e540e037193","_type":"span","marks":[],"text":" view to see a firehose of identified individuals and the companies they work for. Here’s what that looks like from the "},{"_key":"055f7b492b0e","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b2b3040053da","_type":"span","marks":[],"text":" view:"}],"markDefs":[],"style":"normal"},{"_key":"d1e979afdf09","_type":"mainImage","asset":{"_ref":"image-f91ee50ce28c9cc0dc5febb7093125958fd05949-2932x1832-png","_type":"reference"},"caption":"Organizations view in Common Room"},{"_key":"5596abe43015","_type":"block","children":[{"_key":"a11ab1188a090","_type":"span","marks":[],"text":"From here, we can start tinkering with filters to get a sense of how we want to define the stages of our funnel."}],"markDefs":[],"style":"normal"},{"_key":"7f01300115d2","_type":"block","children":[{"_key":"1ae6ce1b2cbf0","_type":"span","marks":[],"text":"Jumping into the "},{"_key":"f0fdcd0a1fc3","_type":"span","marks":["strong"],"text":"Members"},{"_key":"b3c362739a0b","_type":"span","marks":[],"text":" tab, we can see that our starting point is just under 17k members. And we can define funnel stages to group these members by stage."}],"markDefs":[],"style":"normal"},{"_key":"05e2742d214e","_type":"mainImage","asset":{"_ref":"image-8ce5dc9ba3ad9eea08aa5493f90c263564a47659-2932x1832-png","_type":"reference"},"caption":"Member view in Common Room"},{"_key":"a1cc20ab5e44","_type":"block","children":[{"_key":"f95e798698160","_type":"span","marks":[],"text":"Let’s start by defining our most active part of the dark funnel by adding a filter for at least ten impact points and activity within the last 28 days."}],"markDefs":[],"style":"normal"},{"_key":"a292c322b8b3","_type":"mainImage","asset":{"_ref":"image-f88fdb640f4e94c953d32bf60c86a4f426b3fff6-588x528-png","_type":"reference"},"caption":"Filter views by impact points"},{"_key":"ab7630267a47","_type":"block","children":[{"_key":"0ac22844aaa80","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"91550794f948","_type":"span","marks":[],"text":" Impact points are auto-generated based on a weighted scoring system defined by Common Room. "},{"_key":"0ac22844aaa81","_type":"span","marks":["ece718a561f0"],"text":"See how scores are calculated here →"}],"markDefs":[{"_key":"ece718a561f0","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/impact-points#impact-point-default-weights"}],"style":"callout"},{"_key":"98b4fde0aeb7","_type":"block","children":[{"_key":"1e5ea7f7bcf20","_type":"span","marks":[],"text":"This gets us down to about 500 members and feels like a good starting point for the bottom of the dark funnel. We’re satisfied, and we’ll define this cohort as "},{"_key":"6bb393c56ff9","_type":"span","marks":["strong"],"text":"Active"},{"_key":"6fabe00ddc3e","_type":"span","marks":[],"text":" members."}],"markDefs":[],"style":"normal"},{"_key":"96bc4e663bdb","_type":"block","children":[{"_key":"4fad2bdd124a0","_type":"span","marks":["strong"],"text":"Active"},{"_key":"797b66efdfaf","_type":"span","marks":[],"text":" = 10 or more impact points and active in the last 28 days"}],"markDefs":[],"style":"callout"},{"_key":"087b41ee5faa","_type":"block","children":[{"_key":"ed7b262a7a5f0","_type":"span","marks":[],"text":"Next, we’ll move further up the dark funnel and define a cohort of members who are not quite as active or have recently waned interest. We’ll call this group Aware members. After some tinkering, it looks like activity identified in the last 90 days with less than ten impact points gets us to a good place of about 2k members."}],"markDefs":[],"style":"normal"},{"_key":"4573acca9f6c","_type":"block","children":[{"_key":"fbb669cf5dac0","_type":"span","marks":["strong"],"text":"Aware"},{"_key":"fcf4a7fcc41b","_type":"span","marks":[],"text":" = active in the 90 days with 10 or less impact points"}],"markDefs":[],"style":"callout"},{"_key":"3c689c345f69","_type":"mainImage","asset":{"_ref":"image-f5d058910825f6758fe687617a0ccf2ccd16ef24-1088x562-png","_type":"reference"},"caption":"Add filters for the \"Aware\" stage"},{"_key":"00c58027d504","_type":"block","children":[{"_key":"7014877c0b6c0","_type":"span","marks":[],"text":"And finally, we’ll want to define a dormant cohort. Where we’ll include the rest of our members."}],"markDefs":[],"style":"normal"},{"_key":"eddf6bc41522","_type":"block","children":[{"_key":"dc8f76d28bf50","_type":"span","marks":["strong"],"text":"Dormant"},{"_key":"dc8f76d28bf51","_type":"span","marks":[],"text":" = last seen > 90 days ago"}],"markDefs":[],"style":"callout"},{"_key":"80bfd2dbdf08","_type":"mainImage","asset":{"_ref":"image-65f6091439c45e6492492662d171422bd9a8fbde-990x804-png","_type":"reference"},"caption":"Add filters for the Dormant stage"},{"_key":"2b7de90e877a","_type":"block","children":[{"_key":"3e286574a1f40","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"65a8b6e1f700","_type":"anchor","label":"Step 3: Auto-tag members"},{"_key":"1a0f0c374677","_type":"block","children":[{"_key":"8273dbdf4bb7","_type":"span","marks":[],"text":"Step 3: Tag members of your community as they move in and out of stages"}],"markDefs":[],"style":"h3"},{"_key":"140ea30179bd","_type":"block","children":[{"_key":"508babd308fd0","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"0aa0057e3e75","_type":"mainImage","asset":{"_ref":"image-a730e24b6e2cfe4c070d4d1ce487320b072713b9-2932x1832-png","_type":"reference"},"caption":"Dark-funnel stages by member status"},{"_key":"1bca44ff55fd","_type":"block","children":[{"_key":"c978795e47670","_type":"span","marks":[],"text":"We can also add statuses for each of our stages so we can track the progress of members."}],"markDefs":[],"style":"normal"},{"_key":"b0311abd74d9","_type":"block","children":[{"_key":"3a8a709105e40","_type":"span","marks":[],"text":"After creating our segment, we can locate the "},{"_key":"9ec7b0b23633","_type":"span","marks":["strong"],"text":"Member management"},{"_key":"5492002423e4","_type":"span","marks":[],"text":" section and click the "},{"_key":"74b72d7b916a","_type":"span","marks":["strong"],"text":"Configure"},{"_key":"4f2beac84406","_type":"span","marks":[],"text":" button to auto-add/remove members throughout our funnel."}],"markDefs":[],"style":"normal"},{"_key":"358f952c5de8","_type":"mainImage","asset":{"_ref":"image-6c28a2a9e851ac9a1f77ea7df3250116295658c7-1932x720-png","_type":"reference"},"caption":"Filter to update a member status"},{"_key":"f88aa2d9baf4","_type":"block","children":[{"_key":"959ba9c594fa0","_type":"span","marks":[],"text":"Select to auto-update a new status we just created. 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We’ll also show you how to aggregate buyer interactions into a single place (Common Room) so you can identify high-intent activity and add a new source of marketing community-qualified leads (CQL) to every stage of your funnel."}],"markDefs":[],"style":"normal"},{"_key":"a18d6960b7f2","_type":"block","children":[{"_key":"b29894c5c195","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"69c895da3675","_type":"block","children":[{"_key":"1343ce73974c","_type":"span","marks":["strong"],"text":"Common Room:"},{"_key":"ae50fdefd4bf","_type":"span","marks":[],"text":" What we’ll use to set criteria to qualify community members—"},{"_key":"5d424c8c806b","_type":"span","marks":["d3d86ebd1dc9"],"text":"sign-up for free"},{"_key":"1bdd622b3daa","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"d3d86ebd1dc9","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"b29754d33812","_type":"block","children":[{"_key":"0bb1e04972d2","_type":"span","marks":["strong"],"text":"CRM or marketing automation admin access:"},{"_key":"608cf0183f02","_type":"span","marks":[],"text":" You’ll need admin access for "},{"_key":"0f50a5792c30","_type":"span","marks":["ba0d1d845c2f"],"text":"Salesforce"},{"_key":"130c71899db8","_type":"span","marks":[],"text":" or "},{"_key":"b724de70fdaf","_type":"span","marks":["ca5f551364e9"],"text":"HubSpot"},{"_key":"b0ccbadaa08c","_type":"span","marks":[],"text":" to sync contacts from Common Room."}],"markDefs":[{"_key":"ca5f551364e9","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/hubspot"},{"_key":"ba0d1d845c2f","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"callout"},{"_key":"483ea50bd020","_type":"block","children":[{"_key":"f555cc0ad463","_type":"span","marks":["strong"],"text":"Access to community channels:"},{"_key":"d5c2e76f1bef","_type":"span","marks":[],"text":" You’ll need access to authenticate sources where your community resides, such as Slack, Discord, GitHub, LinkedIn, Twitter, etc. Connecting new sources is easy, and the more you connect, the more data points you’ll have for scoring! "},{"_key":"bd11b6c3ae0f","_type":"span","marks":["5d29982e37db"],"text":"See all of our source integrations here"},{"_key":"da8d67cb790e","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"5d29982e37db","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"callout"},{"_key":"235e7b1c12c3","_type":"anchor","label":"Step 1: Connect sources"},{"_key":"0320e682b604","_type":"block","children":[{"_key":"8c20d6dc00660","_type":"span","marks":[],"text":"Step 1: Connect to your community sources"}],"markDefs":[],"style":"h3"},{"_key":"45b2b90f7cf2","_type":"block","children":[{"_key":"c430d8817eb80","_type":"span","marks":[],"text":"The first thing we’ll want to do is connect to the sources where your community resides. (Feel free to skip this step if you already use Common Room and have connected sources.)"}],"markDefs":[],"style":"normal"},{"_key":"ed8d7ff3c8b3","_type":"block","children":[{"_key":"5e5bd647c64e0","_type":"span","marks":[],"text":"Common community sources include channels like Slack or Discord workspaces, GitHub repos, and social channels like LinkedIn or Twitter."}],"markDefs":[],"style":"normal"},{"_key":"84c361bf0692","_type":"block","children":[{"_key":"18b2b978fe5b0","_type":"span","marks":[],"text":"For this example, let’s imagine our community is run on Slack "},{"_key":"18b2b978fe5b1","_type":"span","marks":["em"],"text":"and"},{"_key":"18b2b978fe5b2","_type":"span","marks":[],"text":" has a lot of engagement on GitHub and Twitter."}],"markDefs":[],"style":"normal"},{"_key":"2e0eaeaa412d","_type":"block","children":[{"_key":"a206434c2e6b0","_type":"span","marks":[],"text":"We’ll first connect via Slack. Head over to "},{"_key":"a206434c2e6b1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"a206434c2e6b2","_type":"span","marks":[],"text":" in Common Room and choose to add Slack."}],"markDefs":[],"style":"normal"},{"_key":"70ab48121c2d","_type":"mainImage","alt":"Choose to + Connect to Slack in the Sources overview","asset":{"_ref":"image-d99e73f9003636168b18d999fa7d94b0a2e59654-800x640-png","_type":"reference"},"caption":"Choose to + Connect to Slack in the Sources overview"},{"_key":"46e62fdddbda","_type":"block","children":[{"_key":"7475286134960","_type":"span","marks":[],"text":"You’ll be asked a few prompts to authenticate. 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You’ll begin to see members and activities populate immediately, and the entire sync should just take a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"16eb55fb6bbb","_type":"block","children":[{"_key":"0298d01b8d7a0","_type":"span","marks":[],"text":"Next, we’ll follow a similar process for GitHub. Head back over to "},{"_key":"0298d01b8d7a1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"0298d01b8d7a2","_type":"span","marks":[],"text":" and choose to connect GitHub."}],"markDefs":[],"style":"normal"},{"_key":"9637ed170008","_type":"mainImage","alt":"Connect to GitHub to import repo data","asset":{"_ref":"image-e0a4875c509e0936516878e3ae6ba60883713bcd-560x468-png","_type":"reference"},"caption":"Connect to GitHub to import repo data"},{"_key":"bece29d2ab0c","_type":"block","children":[{"_key":"d18199e4c8040","_type":"span","marks":[],"text":"And we’ll also need to authenticate or request access to the repository to import data from our GitHub community."}],"markDefs":[],"style":"normal"},{"_key":"7997c4510c20","_type":"mainImage","alt":"Authenticate GitHub to select repos for data import","asset":{"_ref":"image-7399d0ebac58f538ea30de03b9e747721179521e-1422x822-png","_type":"reference"},"caption":"Authenticate GitHub to select repos for data import"},{"_key":"d66d1fb9f8eb","_type":"block","children":[{"_key":"3d329ceea57d","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"c8e0684ebae7","_type":"span","marks":[],"text":" "},{"_key":"85cd40389da7","_type":"span","marks":["7a1bb16bb732"],"text":"GitHub requires admin access or approval"},{"_key":"60cc4c47fa6d","_type":"span","marks":[],"text":". If you don't have admin access to your community's GitHub account, a request will be sent to your admin."}],"markDefs":[{"_key":"7a1bb16bb732","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/github"}],"style":"callout"},{"_key":"c2d26e118530","_type":"block","children":[{"_key":"5322462452c40","_type":"span","marks":[],"text":"Once GitHub is connected, we can follow the exact same process with Twitter or any other source you’d like to connect."}],"markDefs":[],"style":"normal"},{"_key":"ebf7e3c03963","_type":"block","children":[{"_key":"a74bd84c61860","_type":"span","marks":[],"text":"Let’s spare the redundancy connecting another source and move on to the next step."}],"markDefs":[],"style":"normal"},{"_key":"f1849d9d8854","_type":"anchor","label":"Step 2: Set CQL criteria"},{"_key":"c5ad459505ef","_type":"block","children":[{"_key":"8b7a4acfd5b10","_type":"span","marks":[],"text":"Step 2: Set qualification criteria for CQLs"}],"markDefs":[],"style":"h3"},{"_key":"1ac72af4dad4","_type":"block","children":[{"_key":"ffc53f8959720","_type":"span","marks":[],"text":"In this step, we’ll set the firmographic and activity criteria required for a member to become a community-qualified lead (CQL)."}],"markDefs":[],"style":"normal"},{"_key":"af1323171b2e","_type":"block","children":[{"_key":"96c1dfa428d7","_type":"span","marks":[],"text":"For that, we can use the "},{"_key":"13d5989b43d8","_type":"span","marks":["26835048ad94"],"text":"Tag"},{"_key":"dc49ac84c7f4","_type":"span","marks":[],"text":" functionality of Common Room. 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And we’ll want to apply some filters to auto-tag CQLs."}],"markDefs":[],"style":"normal"},{"_key":"4109f029430d","_type":"block","children":[{"_key":"e371ed5ec4410","_type":"span","marks":[],"text":"For the sake of simplicity, let’s say we want our CQL to be any member who works at an organization of more than 50 employees "},{"_key":"e371ed5ec4411","_type":"span","marks":["em"],"text":"and"},{"_key":"e371ed5ec4412","_type":"span","marks":[],"text":" is actively posting to our Slack community. We can do that by clicking the "},{"_key":"e371ed5ec4413","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"e371ed5ec4414","_type":"span","marks":[],"text":" button and applying the filters for organization size and Slack activity."}],"markDefs":[],"style":"normal"},{"_key":"5577fd64bc56","_type":"mainImage","alt":"Apply filters to member tags","asset":{"_ref":"image-aae9b24d7be0917e45618149c12b9c8d4b599f62-1216x530-png","_type":"reference"},"caption":"Apply filters to member tags"},{"_key":"935d0940777f","_type":"block","children":[{"_key":"7935e7eb13220","_type":"span","marks":[],"text":"After applying filters, you’ll see a preview of qualifying members and the total number who qualify."}],"markDefs":[],"style":"normal"},{"_key":"a2f376b21ec0","_type":"block","children":[{"_key":"eba5a85344250","_type":"span","marks":[],"text":"If all looks good, we can click "},{"_key":"eba5a85344251","_type":"span","marks":["strong"],"text":"Save"},{"_key":"eba5a85344252","_type":"span","marks":[],"text":" and move on to the next step."}],"markDefs":[],"style":"normal"},{"_key":"c1333ae46e30","_type":"block","children":[{"_key":"6a94ca0edd0a0","_type":"span","marks":[],"text":"But before doing that, you might consider using an alternative and powerful filter: "},{"_key":"6a94ca0edd0a1","_type":"span","marks":["strong","6f054d68ee4d"],"text":"Impact points"},{"_key":"6a94ca0edd0a2","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"6f054d68ee4d","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/impact-points"}],"style":"normal"},{"_key":"a44c1bb44d04","_type":"block","children":[{"_key":"f54dc88b6c170","_type":"span","marks":[],"text":"Impact points are automatically calculated and weighted based on activity across any source connected to Common Room ("},{"_key":"f54dc88b6c171","_type":"span","marks":["bce9fa19956f"],"text":"see the weighting here"},{"_key":"f54dc88b6c172","_type":"span","marks":[],"text":"). For instance, forking a GitHub repo (high investment) is scored 10, whereas starring a GitHub repo (low investment) is only scored as 2 impact points."}],"markDefs":[{"_key":"bce9fa19956f","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/impact-points#impact-point-default-weights"}],"style":"normal"},{"_key":"a4c9a78e867c","_type":"block","children":[{"_key":"6ca20bcf08000","_type":"span","marks":[],"text":"To get CQLs tagged quickly, we can use impact points and set either a threshold for the top percentage of members (e.g., top 90% of members = CQL), add a minimum point value, and set a time period."}],"markDefs":[],"style":"normal"},{"_key":"abfe3f6ab0f1","_type":"mainImage","alt":"Tag members by applying an Impact points filter","asset":{"_ref":"image-270210751ebb2f3788f77ed8d04fb50da21925f6-920x810-png","_type":"reference"},"caption":"Tag members by applying an Impact points filter"},{"_key":"d3b1c82ab325","_type":"block","children":[{"_key":"4ab80496216d0","_type":"span","marks":[],"text":"After setting our criteria and clicking Save, members who match our CQL definition will automatically be tagged with a CQ pill. 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First, we’ll select to connect to Twitter in the admin settings and authenticate."}],"markDefs":[],"style":"normal"},{"_key":"60f63e4c50f3","_type":"mainImage","asset":{"_ref":"image-593cdb8ff672279a31d8b2de78f68e7f8a257325-1322x904-png","_type":"reference"},"caption":"Connect Twitter to Common Room"},{"_key":"8d764e3e8708","_type":"block","children":[{"_key":"68553ba009620","_type":"span","marks":[],"text":"And from here, we can start pulling in data from relevant handles, hashtags, and keywords."}],"markDefs":[],"style":"normal"},{"_key":"44a84bee513b","_type":"mainImage","asset":{"_ref":"image-89a5446a9436e787d6a78b69fdf80af15ad19c4b-2230x1360-png","_type":"reference"},"caption":"Add relevant hashtags and keywords to track"},{"_key":"b29d963f5cde","_type":"block","children":[{"_key":"fe358c273e130","_type":"span","marks":[],"text":"We’ll save changes, and, in a few minutes, we’ll go from a blank slate to data from Twitter flowing into Common Room."}],"markDefs":[],"style":"normal"},{"_key":"43ce4978c686","_type":"block","children":[{"_key":"ddb4b47105f30","_type":"span","marks":[],"text":"Our community is not just on Twitter, so we’ll want to run through the same process to connect Reddit, YouTube, Medium, Stack Overflow, and pulling in relevant context. To see supported integrations, "},{"_key":"ddb4b47105f31","_type":"span","marks":["c2c542d4d702"],"text":"head over to our integrations page"},{"_key":"ddb4b47105f32","_type":"span","marks":[],"text":". (We’re adding more and more all the time!)"}],"markDefs":[{"_key":"c2c542d4d702","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"95914ebaebde","_type":"block","children":[{"_key":"e9b99d5316730","_type":"span","marks":[],"text":"In addition to public sources, we’ll want to connect some of our first-party sources like LinkedIn, Slack, GitHub, and HubSpot."}],"markDefs":[],"style":"normal"},{"_key":"1a1df89cb722","_type":"block","children":[{"_key":"5e223823be2e0","_type":"span","marks":[],"text":"We can follow a similar flow, but this time we’ll want to connect to LinkedIn and confirm we have the "},{"_key":"5e223823be2e1","_type":"span","marks":["dbcad4a0f689"],"text":"required permissions"},{"_key":"5e223823be2e2","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"dbcad4a0f689","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin#required-permissions"}],"style":"normal"},{"_key":"db5235823829","_type":"mainImage","asset":{"_ref":"image-830c3acdab1574b1cc4624ad8ce6887c0d0d7817-2932x1832-png","_type":"reference"},"caption":"Authenticate LinkedIn to pull member activity into Common Room"},{"_key":"34356891485a","_type":"block","children":[{"_key":"dcc5444aa89d0","_type":"span","marks":[],"text":"That’s pretty much it. We’ll rinse and repeat to start ingesting data from other sources. Once that’s done, we can move on to the next step."}],"markDefs":[],"style":"normal"},{"_key":"b44ed0a1255d","_type":"anchor","label":"Step 2: Set criteria"},{"_key":"a1632d379819","_type":"block","children":[{"_key":"f2f128d696490","_type":"span","marks":[],"text":"Step 2: Set criteria for the stages of your dark funnel"}],"markDefs":[],"style":"h3"},{"_key":"5cfcd94e5a8f","_type":"block","children":[{"_key":"bfb2f4156ec40","_type":"span","marks":[],"text":"With data flowing into Common Room, you can head over to the "},{"_key":"c4148333dd02","_type":"span","marks":["strong"],"text":"Organization"},{"_key":"663a325a36da","_type":"span","marks":[],"text":" or "},{"_key":"60a12c0fcb2f","_type":"span","marks":["strong"],"text":"Member"},{"_key":"2e540e037193","_type":"span","marks":[],"text":" view to see a firehose of identified individuals and the companies they work for. Here’s what that looks like from the "},{"_key":"055f7b492b0e","_type":"span","marks":["strong"],"text":"Organizations"},{"_key":"b2b3040053da","_type":"span","marks":[],"text":" view:"}],"markDefs":[],"style":"normal"},{"_key":"d1e979afdf09","_type":"mainImage","asset":{"_ref":"image-f91ee50ce28c9cc0dc5febb7093125958fd05949-2932x1832-png","_type":"reference"},"caption":"Organizations view in Common Room"},{"_key":"5596abe43015","_type":"block","children":[{"_key":"a11ab1188a090","_type":"span","marks":[],"text":"From here, we can start tinkering with filters to get a sense of how we want to define the stages of our funnel."}],"markDefs":[],"style":"normal"},{"_key":"7f01300115d2","_type":"block","children":[{"_key":"1ae6ce1b2cbf0","_type":"span","marks":[],"text":"Jumping into the "},{"_key":"f0fdcd0a1fc3","_type":"span","marks":["strong"],"text":"Members"},{"_key":"b3c362739a0b","_type":"span","marks":[],"text":" tab, we can see that our starting point is just under 17k members. And we can define funnel stages to group these members by stage."}],"markDefs":[],"style":"normal"},{"_key":"05e2742d214e","_type":"mainImage","asset":{"_ref":"image-8ce5dc9ba3ad9eea08aa5493f90c263564a47659-2932x1832-png","_type":"reference"},"caption":"Member view in Common Room"},{"_key":"a1cc20ab5e44","_type":"block","children":[{"_key":"f95e798698160","_type":"span","marks":[],"text":"Let’s start by defining our most active part of the dark funnel by adding a filter for at least ten impact points and activity within the last 28 days."}],"markDefs":[],"style":"normal"},{"_key":"a292c322b8b3","_type":"mainImage","asset":{"_ref":"image-f88fdb640f4e94c953d32bf60c86a4f426b3fff6-588x528-png","_type":"reference"},"caption":"Filter views by impact points"},{"_key":"ab7630267a47","_type":"block","children":[{"_key":"0ac22844aaa80","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"91550794f948","_type":"span","marks":[],"text":" Impact points are auto-generated based on a weighted scoring system defined by Common Room. "},{"_key":"0ac22844aaa81","_type":"span","marks":["ece718a561f0"],"text":"See how scores are calculated here →"}],"markDefs":[{"_key":"ece718a561f0","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/impact-points#impact-point-default-weights"}],"style":"callout"},{"_key":"98b4fde0aeb7","_type":"block","children":[{"_key":"1e5ea7f7bcf20","_type":"span","marks":[],"text":"This gets us down to about 500 members and feels like a good starting point for the bottom of the dark funnel. We’re satisfied, and we’ll define this cohort as "},{"_key":"6bb393c56ff9","_type":"span","marks":["strong"],"text":"Active"},{"_key":"6fabe00ddc3e","_type":"span","marks":[],"text":" members."}],"markDefs":[],"style":"normal"},{"_key":"96bc4e663bdb","_type":"block","children":[{"_key":"4fad2bdd124a0","_type":"span","marks":["strong"],"text":"Active"},{"_key":"797b66efdfaf","_type":"span","marks":[],"text":" = 10 or more impact points and active in the last 28 days"}],"markDefs":[],"style":"callout"},{"_key":"087b41ee5faa","_type":"block","children":[{"_key":"ed7b262a7a5f0","_type":"span","marks":[],"text":"Next, we’ll move further up the dark funnel and define a cohort of members who are not quite as active or have recently waned interest. We’ll call this group Aware members. After some tinkering, it looks like activity identified in the last 90 days with less than ten impact points gets us to a good place of about 2k members."}],"markDefs":[],"style":"normal"},{"_key":"4573acca9f6c","_type":"block","children":[{"_key":"fbb669cf5dac0","_type":"span","marks":["strong"],"text":"Aware"},{"_key":"fcf4a7fcc41b","_type":"span","marks":[],"text":" = active in the 90 days with 10 or less impact points"}],"markDefs":[],"style":"callout"},{"_key":"3c689c345f69","_type":"mainImage","asset":{"_ref":"image-f5d058910825f6758fe687617a0ccf2ccd16ef24-1088x562-png","_type":"reference"},"caption":"Add filters for the \"Aware\" stage"},{"_key":"00c58027d504","_type":"block","children":[{"_key":"7014877c0b6c0","_type":"span","marks":[],"text":"And finally, we’ll want to define a dormant cohort. Where we’ll include the rest of our members."}],"markDefs":[],"style":"normal"},{"_key":"eddf6bc41522","_type":"block","children":[{"_key":"dc8f76d28bf50","_type":"span","marks":["strong"],"text":"Dormant"},{"_key":"dc8f76d28bf51","_type":"span","marks":[],"text":" = last seen > 90 days ago"}],"markDefs":[],"style":"callout"},{"_key":"80bfd2dbdf08","_type":"mainImage","asset":{"_ref":"image-65f6091439c45e6492492662d171422bd9a8fbde-990x804-png","_type":"reference"},"caption":"Add filters for the Dormant stage"},{"_key":"2b7de90e877a","_type":"block","children":[{"_key":"3e286574a1f40","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"65a8b6e1f700","_type":"anchor","label":"Step 3: Auto-tag members"},{"_key":"1a0f0c374677","_type":"block","children":[{"_key":"8273dbdf4bb7","_type":"span","marks":[],"text":"Step 3: Tag members of your community as they move in and out of stages"}],"markDefs":[],"style":"h3"},{"_key":"140ea30179bd","_type":"block","children":[{"_key":"508babd308fd0","_type":"span","marks":[],"text":"Now that we’ve defined the stages of our dark funnel, we’ll start tagging members as they move in and out of stages. Let’s go!"}],"markDefs":[],"style":"normal"},{"_key":"0aa0057e3e75","_type":"mainImage","asset":{"_ref":"image-a730e24b6e2cfe4c070d4d1ce487320b072713b9-2932x1832-png","_type":"reference"},"caption":"Dark-funnel stages by member status"},{"_key":"1bca44ff55fd","_type":"block","children":[{"_key":"c978795e47670","_type":"span","marks":[],"text":"We can also add statuses for each of our stages so we can track the progress of members."}],"markDefs":[],"style":"normal"},{"_key":"b0311abd74d9","_type":"block","children":[{"_key":"3a8a709105e40","_type":"span","marks":[],"text":"After creating our segment, we can locate the "},{"_key":"9ec7b0b23633","_type":"span","marks":["strong"],"text":"Member management"},{"_key":"5492002423e4","_type":"span","marks":[],"text":" section and click the "},{"_key":"74b72d7b916a","_type":"span","marks":["strong"],"text":"Configure"},{"_key":"4f2beac84406","_type":"span","marks":[],"text":" button to auto-add/remove members throughout our funnel."}],"markDefs":[],"style":"normal"},{"_key":"358f952c5de8","_type":"mainImage","asset":{"_ref":"image-6c28a2a9e851ac9a1f77ea7df3250116295658c7-1932x720-png","_type":"reference"},"caption":"Filter to update a member status"},{"_key":"f88aa2d9baf4","_type":"block","children":[{"_key":"959ba9c594fa0","_type":"span","marks":[],"text":"Select to auto-update a new status we just created. Let’s start with defining the "},{"_key":"9d7a2562825e","_type":"span","marks":["strong"],"text":"Active"},{"_key":"5caed8726e53","_type":"span","marks":[],"text":" status."}],"markDefs":[],"style":"normal"},{"_key":"b5e00cdc0885","_type":"block","children":[{"_key":"090965ed7ee60","_type":"span","marks":[],"text":"We’ll adjust the criteria to what was previously described (10 or more impact points "},{"_key":"090965ed7ee61","_type":"span","marks":["em"],"text":"and"},{"_key":"090965ed7ee62","_type":"span","marks":[],"text":" active in the last 28 days), click "},{"_key":"affd2b7ace09","_type":"span","marks":["strong"],"text":"Save"},{"_key":"bda85d1679c0","_type":"span","marks":[],"text":", and our first dark funnel cohort will start to propagate."}],"markDefs":[],"style":"normal"},{"_key":"94e3116c17df","_type":"block","children":[{"_key":"dee3abe62f170","_type":"span","marks":[],"text":"We’ll do the same for our other stages by clicking "},{"_key":"15d3455066f8","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"f84204fb3fbc","_type":"span","marks":[],"text":" and activating auto status updates."}],"markDefs":[],"style":"normal"},{"_key":"c98efcf01b14","_type":"mainImage","asset":{"_ref":"image-af5a9c6b5608d5a6e12316d00d603e5d7cfb4c84-1932x994-png","_type":"reference"},"caption":"Set criteria to auto-update all stages of the funnel"},{"_key":"041782cc6fae","_type":"anchor","label":"Wrapping Up"},{"_key":"2bfba49c6a02","_type":"block","children":[{"_key":"aa8f9287ccbb","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"6f03c9a73df2","_type":"block","children":[{"_key":"7412daf25cf40","_type":"span","marks":[],"text":"And that’s pretty much all there is to it. We can now track members moving through the dark funnel and take action accordingly."}],"markDefs":[],"style":"normal"},{"_key":"a2771a2e31ff","_type":"block","children":[{"_key":"4d841ce644990","_type":"span","marks":[],"text":"One last thing… you can also opt-in to get notifications as members progress through the dark funnel."}],"markDefs":[],"style":"normal"},{"_key":"5219bf2edeb7","_type":"mainImage","asset":{"_ref":"image-d9264409b4a2e2fa06e2b29fb74892137bec97b5-742x844-png","_type":"reference"},"caption":"Subscribe to notifications on funnel activity "}],"cardImage":{"_type":"image","asset":{"_ref":"image-0566c20d3741dd6e2777a482e1768281b9e2d2ec-2400x1260-png","_type":"reference"}},"categories":[{"_key":"a1ef57cb9701","_ref":"df0bb227-e656-4be1-af6a-5b8410d9a26e","_type":"reference"},{"_key":"78525abd769e","_ref":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4","_type":"reference"},{"_key":"a23ab375e239","_ref":"ad197e85-9187-444e-b96d-727169fb27d4","_type":"reference"}],"excerpt":[{"_key":"8708ea97827f","_type":"block","children":[{"_key":"55dc909d5ced0","_type":"span","marks":[],"text":"Shed light on the dark funnel."}],"markDefs":[],"style":"normal"}],"integrations":[{"_key":"27842afae117","_ref":"67148278-8a4f-4c09-a71b-5f0907950868","_type":"reference"},{"_key":"5d8e3e907d5d","_ref":"f61d0133-e072-439b-b8fb-d275fd7013ba","_type":"reference"},{"_key":"774320609a26","_ref":"94ff18e3-422c-4145-b03b-3dc30efb39b4","_type":"reference"},{"_key":"5b1eb6587eaa","_ref":"406b5182-5fb2-4fef-a2e5-d12e2ba0aa83","_type":"reference"},{"_key":"ae9da4437076","_ref":"7c39b3c7-c1f5-4093-afb9-1b6517cc4547","_type":"reference"},{"_key":"61415684640a","_ref":"ef2bd5a8-198b-46c9-96fb-0bda8d27b49c","_type":"reference"}],"mainImage":{"_type":"mainImage","asset":{"_ref":"image-820e444aec2e51ff7e58d60b6d1c592fd9502eaf-2400x1260-png","_type":"reference"}},"skill":"Medium","slug":{"_type":"slug","current":"map-stages-dark-funnel"},"status":"published","teams":["Marketing","Sales"],"title":"Map the stages of your dark funnel from problem-aware to engaged","useCases":[{"_key":"919c780db46e","_ref":"abc349f5-c976-4a7e-9046-b8093a4ee3bc","_type":"reference"}],"id":"-4516a610-2d09-54e5-b27a-7e4c4a3a906b","children":[],"parent":null,"__gatsby_resolved":{"slug":{"current":"map-stages-dark-funnel"},"status":"published","_createdAt":"2023-03-30T22:16:56Z","categories":[{"_id":"df0bb227-e656-4be1-af6a-5b8410d9a26e"},{"_id":"0ca9a6b3-3e40-42ed-8e2b-3f798a365fb4"},{"_id":"ad197e85-9187-444e-b96d-727169fb27d4"}],"_rawExcerpt":[{"_key":"8708ea97827f","_type":"block","children":[{"_key":"55dc909d5ced0","_type":"span","marks":[],"text":"Shed light on the dark funnel."}],"markDefs":[],"style":"normal"}],"isPublished":true,"integrations":[{"_id":"67148278-8a4f-4c09-a71b-5f0907950868"},{"_id":"f61d0133-e072-439b-b8fb-d275fd7013ba"},{"_id":"94ff18e3-422c-4145-b03b-3dc30efb39b4"},{"_id":"406b5182-5fb2-4fef-a2e5-d12e2ba0aa83"},{"_id":"7c39b3c7-c1f5-4093-afb9-1b6517cc4547"},{"_id":"ef2bd5a8-198b-46c9-96fb-0bda8d27b49c"}],"_id":"aa238e9a-5842-49e9-a64e-c2fae55c3412"}},{"_id":"dbd9c289-7792-4220-a79a-3dec4c883e4a","_type":"playbook","_rev":"e3oVLVDSwSbD64ipzL6OZ5","_createdAt":"2023-05-31T21:52:06Z","_updatedAt":"2024-09-11T17:45:18Z","body":[{"_key":"c769255e7f51","_type":"anchor","label":"Overview"},{"_key":"e1af4a2fb00e","_type":"block","children":[{"_key":"8c9b26cd4e1d","_type":"span","marks":[],"text":"Overview"}],"markDefs":[],"style":"h3"},{"_key":"8f45ac6a7363","_type":"block","children":[{"_key":"023615496df8","_type":"span","marks":[],"text":"Tracking job changes of VIP contacts helps go-to-market teams feed three birds with one scone."}],"markDefs":[],"style":"normal"},{"_key":"afeff0d7f6d7","_type":"block","children":[{"_key":"991a89fbf2f20","_type":"span","marks":[],"text":"When a customer joins a new company, it gives your team an opportunity to celebrate milestones, it gives your sales team an opportunity to reach out and and see how your solution serves your customer's new context, and it helps success teams by enabling them to track when a customer moves jobs so they can better identify and avoid potential churn. \n\nInstead of being surprised at the time of renewal, your teams can work hand-in-hand with the new points of contact on deck to ensure a smooth transition. Not to mention, it’s "},{"_key":"991a89fbf2f21","_type":"span","marks":["5743802719db"],"text":"a lot more likely"},{"_key":"991a89fbf2f22","_type":"span","marks":[],"text":" that a customer at a previous company will become a repeat customer at their new company.\n\nThis playbook will show you how to keep tabs on meaningful job changes using Common Room. It’s just a few steps and should only take about 20 minutes (not a bad time-to-value tradeoff)!"}],"markDefs":[{"_key":"5743802719db","_type":"link","href":"https://www.constantcontact.com/blog/repeat-customers/"}],"style":"normal"},{"_key":"56a8d796e9a9","_type":"block","children":[{"_key":"1dfcf6c731850","_type":"span","marks":[],"text":"Here’s a preview of the job change activity you’ll be able to see "},{"_key":"46bc33fe5dc8","_type":"span","marks":["em"],"text":"across every tracked contact"},{"_key":"e8051a67e7a4","_type":"span","marks":[],"text":" when we’re done:"}],"markDefs":[],"style":"normal"},{"_key":"bdd34f4ef2b2","_type":"mainImage","alt":"Track org change history","asset":{"_ref":"image-bb1e62dbbb21cb79c5150135143739f04adbb8b1-1890x962-png","_type":"reference"},"caption":"Track org change history"},{"_key":"0b548463ee1a","_type":"block","children":[{"_key":"f7adbb399edd","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"e3461d15dbbe","_type":"block","children":[{"_key":"ebc4b6c23ff3","_type":"span","marks":["strong"],"text":"Common Room:"},{"_key":"e47a565d5c4d","_type":"span","marks":[],"text":" What we’ll use to track job changes—"},{"_key":"45fea1a19544","_type":"span","marks":["9a589a455335"],"text":"sign-up for free"},{"_key":"3f9bb15d362e","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"9a589a455335","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"b21e6f0c2e42","_type":"block","children":[{"_key":"9fb9e4ea8518","_type":"span","marks":["strong"],"text":"Google Sheets or CSV:"},{"_key":"de316159c311","_type":"span","marks":[],"text":" We’ll import a CSV to track contacts."}],"markDefs":[],"style":"callout"},{"_key":"0b12a410ea85","_type":"block","children":[{"_key":"aa19f23e4b0f","_type":"span","marks":["strong"],"text":"CRM or marketing automation access (bonus):"},{"_key":"da13ba8f7b97","_type":"span","marks":[],"text":" If you have admin access to your CRM or marketing automation platform, we can sync contacts to track job changes."}],"markDefs":[],"style":"callout"},{"_key":"c8550eecc848","_type":"anchor","label":"Step 1: Import a CSV or connect a data source"},{"_key":"5ac36040de8a","_type":"block","children":[{"_key":"aed7f9255dec0","_type":"span","marks":[],"text":"Step 1: Import a CSV of contacts (or connect a data source)"}],"markDefs":[],"style":"h3"},{"_key":"1eb61864c4e7","_type":"block","children":[{"_key":"87043cf135da","_type":"span","marks":[],"text":"We’ll first want to connect to sources where your customer data resides (e.g., Salesforce, LinkedIn, Slack) to identify cohorts of contacts we want to track."}],"markDefs":[],"style":"normal"},{"_key":"3ca9bcae7642","_type":"block","children":[{"_key":"c2b871d439790","_type":"span","marks":[],"text":"One super easy way to get customer data into Common Room is through CSV import."}],"markDefs":[],"style":"normal"},{"_key":"a59922fa37cf","_type":"block","children":[{"_key":"a550d326a35f0","_type":"span","marks":[],"text":"After "},{"_key":"a550d326a35f1","_type":"span","marks":["db7596fb35a4"],"text":"creating a free account"},{"_key":"a550d326a35f2","_type":"span","marks":[],"text":", you can click to jump into the "},{"_key":"877eef47e824","_type":"span","marks":["strong"],"text":"Contact"},{"_key":"95cb70f42dbe","_type":"span","marks":[],"text":" view."}],"markDefs":[{"_key":"db7596fb35a4","_type":"link","href":"https://commonroom.io/signup"}],"style":"normal"},{"_key":"73b9afeeccc1","_type":"mainImage","alt":"Members overview with connected sources","asset":{"_ref":"image-235efe6075191927915fccb13f12065a314d30eb-2932x1832-png","_type":"reference"},"caption":"Contact overview with connected sources"},{"_key":"64b804d7e086","_type":"block","children":[{"_key":"96ae410c0b5d0","_type":"span","marks":[],"text":"The screenshot above shows what that looks like when many sources are connected. If you’re starting from a blank slate, this will be empty. But we can quickly fix that with a quick CSV import."}],"markDefs":[],"style":"normal"},{"_key":"56caec33f1cb","_type":"block","children":[{"_key":"004eadd35f220","_type":"span","marks":[],"text":"Click on the "},{"_key":"004eadd35f221","_type":"span","marks":["strong"],"text":"+ Add new contact"},{"_key":"004eadd35f222","_type":"span","marks":[],"text":" button in the top right. Clicking triggers a menu to import new contacts. 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Let’s add these contacts to a new segment and name it something with context."}],"markDefs":[],"style":"normal"},{"_key":"15b683847bc8","_type":"mainImage","alt":"Bulk add contacts to a new segment","asset":{"_ref":"image-88e6fcc394b4b0a0856f7b5d5357fae2c206cbe1-1110x1114-png","_type":"reference"},"caption":"Bulk add contacts to a new segment"},{"_key":"c4b57b473c42","_type":"block","children":[{"_key":"deb9dc71907b","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"4a92780d8523","_type":"span","marks":[],"text":" When importing via CSV, you’ll need to format it using "},{"_key":"3092c4836d19","_type":"span","marks":["2bce14de5239"],"text":"this contact import template"},{"_key":"5e8e5477ccb7","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"2bce14de5239","_type":"link","href":"https://docs.google.com/spreadsheets/d/1ccy9z1RxxglUw-7V0GWKTu5-ZqffeGesMUHFkFztOMw/edit#gid=0"}],"style":"callout"},{"_key":"3382578a7f5d","_type":"block","children":[{"_key":"162a485bd1770","_type":"span","marks":[],"text":"We can click "},{"_key":"9c3014054c15","_type":"span","marks":["strong"],"text":"Continue"},{"_key":"cf28ee79f8bf","_type":"span","marks":[],"text":" to import our CSV with our new segment created."}],"markDefs":[],"style":"normal"},{"_key":"30aba27b0d3b","_type":"mainImage","alt":"Import new contacts by uploading spreadsheet","asset":{"_ref":"image-5e4e6915678c186bb9310cb32327aff01c38dd91-2480x832-png","_type":"reference"},"caption":"Import new contacts by uploading spreadsheet"},{"_key":"f1a1d85f5d35","_type":"block","children":[{"_key":"030641342a730","_type":"span","marks":[],"text":"After uploading the file, you’ll be asked to confirm field mappings, review, and complete the import."}],"markDefs":[],"style":"normal"},{"_key":"e34855012601","_type":"mainImage","alt":"Confirm mappings and import your list of customers","asset":{"_ref":"image-7797161f511926b6d2054fbf37fdff4414024c20-2932x1832-png","_type":"reference"},"caption":"Confirm mappings and import your list of customers"},{"_key":"ce43494da10f","_type":"block","children":[{"_key":"2361e4681167","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"ffd78cc11d3a","_type":"span","marks":[],"text":" While email is the only field required, the more detail you can fill in from the "},{"_key":"881282ec0846","_type":"span","marks":["9f6ad97c1b73"],"text":"import template"},{"_key":"0ff6d791292c","_type":"span","marks":[],"text":", the higher your match rate will be (i.e., you’ll be able to track more job changes)."}],"markDefs":[{"_key":"9f6ad97c1b73","_type":"link","href":"https://docs.google.com/spreadsheets/d/1ccy9z1RxxglUw-7V0GWKTu5-ZqffeGesMUHFkFztOMw/edit#gid=0"}],"style":"callout"},{"_key":"2b1864cd3bb9","_type":"block","children":[{"_key":"a8a089558e480","_type":"span","marks":[],"text":"After confirming your field mapping, your list will begin to import. This might take a few minutes, depending on the size of your list."}],"markDefs":[],"style":"normal"},{"_key":"3f826c11332e","_type":"mainImage","alt":"Segment populating from CSV import","asset":{"_ref":"image-cffc37006e475e623c6511691c577e2a579504f7-2932x1832-png","_type":"reference"},"caption":"Segment populating from CSV import"},{"_key":"0f106b5fa4c6","_type":"anchor","label":"Step 2: Add more sources (optional)"},{"_key":"b1b041fca360","_type":"block","children":[{"_key":"e03c49833f530","_type":"span","marks":[],"text":"Step 2: Connect more sources to improve match rate"}],"markDefs":[],"style":"h3"},{"_key":"383540ab01a7","_type":"block","children":[{"_key":"ab7dce250bad","_type":"span","marks":[],"text":"In addition to CSV import, we suggest connecting to additional customer data sources as it helps with match rates and future use cases. (Feel free to skip this step if you are satisfied with only importing a CSV.)"}],"markDefs":[],"style":"normal"},{"_key":"439f54bd14ec","_type":"block","children":[{"_key":"fb1d2d1f8c310","_type":"span","marks":[],"text":"Out of the box, Common Room connects with dozens of customer data sources like LinkedIn, Slack, HubSpot, Salesforce, Snowflake, Zapier, and "},{"_key":"fb1d2d1f8c311","_type":"span","marks":["ce612b9b281e"],"text":"many more"},{"_key":"fb1d2d1f8c312","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"ce612b9b281e","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"normal"},{"_key":"019afec6770d","_type":"block","children":[{"_key":"5925b151af240","_type":"span","marks":[],"text":"Connecting to a new source takes just a few clicks. For example, to connect LinkedIn, we can jump to the "},{"_key":"5925b151af241","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"5925b151af242","_type":"span","marks":[],"text":" menu and choose "},{"_key":"5925b151af243","_type":"span","marks":["strong"],"text":"Connect LinkedIn"},{"_key":"5925b151af244","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"9a89ca33a458","_type":"mainImage","alt":"Connect to Linked in and more sources for higher accuracy","asset":{"_ref":"image-31134150f976480a38567cd94e46d4f2e3f20c15-2932x1832-png","_type":"reference"},"caption":"Connect to Linked in and more sources for higher accuracy"},{"_key":"f7ba01752b00","_type":"block","children":[{"_key":"12f89f918074","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"949331c11712","_type":"span","marks":[],"text":" To configure this integration, you must be an admin of your LinkedIn page. Specifically, you must have the “Super admin” or “Content admin” role; the “Curator” or “Analyst” roles do not have sufficient permissions."}],"markDefs":[],"style":"callout"},{"_key":"5cca8fe0cdc3","_type":"block","children":[{"_key":"6d0d062d79c60","_type":"span","marks":[],"text":"Once LinkedIn is authenticated, data import will begin, and contacts will import into Common Room along with contact activity related to your handle."}],"markDefs":[],"style":"normal"},{"_key":"2db00579f2ab","_type":"block","children":[{"_key":"33346818298b0","_type":"span","marks":[],"text":"We can repeat a similar process to add more sources like "},{"_key":"e9a3c32f48e6","_type":"span","marks":["bc24f80face7"],"text":"Slack"},{"_key":"37406e138fa4","_type":"span","marks":[],"text":" or "},{"_key":"12351e2a7011","_type":"span","marks":["c8d745120e96"],"text":"Twitter"},{"_key":"254a3837bebc","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"bc24f80face7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack"},{"_key":"c8d745120e96","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"}],"style":"normal"},{"_key":"2d8507f6d86e","_type":"block","children":[{"_key":"7db491035d300","_type":"span","marks":[],"text":"Before jumping onto the next step, let’s review how to connect to customer data since that’s likely where your customer attributes are updated and fresh."}],"markDefs":[],"style":"normal"},{"_key":"929baf095c7a","_type":"block","children":[{"_key":"537a08e8ca590","_type":"span","marks":[],"text":"You can do this through native CRM integrations (Salesforce or HubSpot), data warehouse / ETL (Snowflake, Census, Hightouch), Zapier, or API."}],"markDefs":[],"style":"normal"},{"_key":"e0169ada8559","_type":"mainImage","alt":"Connect to business data sources","asset":{"_ref":"image-bbe6c1a0f2aaa69e693d9f503a560041d9fcc10b-2932x1832-png","_type":"reference"},"caption":"Connect to business data sources"},{"_key":"4cf452a3097b","_type":"block","children":[{"_key":"0665d8e9fcc30","_type":"span","marks":[],"text":"Our business data integrations take a touch more customization than the others. You’ll have to "},{"_key":"add02302fa10","_type":"span","marks":["1d092151d742"],"text":"get the help of a Common Room pro"},{"_key":"7965d0db64b9","_type":"span","marks":[],"text":" to get one of these sources enabled."}],"markDefs":[{"_key":"1d092151d742","_type":"link","href":"https://www.commonroom.io/contact/"}],"style":"normal"},{"_key":"8b5edeaa2933","_type":"anchor","label":"Step 3: Apply a filter to track job changes"},{"_key":"00f0d8567c14","_type":"block","children":[{"_key":"ae52ba9126f80","_type":"span","marks":[],"text":"Step 3: Apply a filter to track job changes"}],"markDefs":[],"style":"h3"},{"_key":"535dae12889c","_type":"block","children":[{"_key":"3f3249c008a60","_type":"span","marks":[],"text":"With our high-priority contacts and customers now added to Common Room, we can start tracking (and sending alerts to our team) when they change jobs."}],"markDefs":[],"style":"normal"},{"_key":"d1633dcf642c","_type":"block","children":[{"_key":"8065ee826fc20","_type":"span","marks":[],"text":"Let’s click over to the "},{"_key":"8065ee826fc21","_type":"span","marks":["strong"],"text":"Contact"},{"_key":"8065ee826fc22","_type":"span","marks":[],"text":" menu and apply a filter by clicking the "},{"_key":"8065ee826fc23","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"8065ee826fc24","_type":"span","marks":[],"text":" button."}],"markDefs":[],"style":"normal"},{"_key":"23062f80a7ab","_type":"block","children":[{"_key":"9d174c22de130","_type":"span","marks":["strong"],"text":"Now this is where the magic happens! 🪄"}],"markDefs":[],"style":"normal"},{"_key":"f0edd5cd64ad","_type":"block","children":[{"_key":"0746499a60bd0","_type":"span","marks":[],"text":"We can locate and select the "},{"_key":"0746499a60bd1","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"0746499a60bd2","_type":"span","marks":[],"text":" filter."}],"markDefs":[],"style":"normal"},{"_key":"2557cac27877","_type":"mainImage","alt":"Filter by matched org changes","asset":{"_ref":"image-d0fc3bcebd12e9e21f2269a16e2c632b6f0f9b5f-2028x1208-png","_type":"reference"},"caption":"Filter by matched org changes"},{"_key":"5ffd4762ad1a","_type":"block","children":[{"_key":"c9a7e6679cc60","_type":"span","marks":[],"text":"This gives us a view of every contact who has changed their job in the last 365 days by default. Let’s narrow that down a bit to the previous six months."}],"markDefs":[],"style":"normal"},{"_key":"9401d4a26e99","_type":"mainImage","alt":"Set a date range for org change tracking","asset":{"_ref":"image-d43fbbaec4f160f56dea97bfd4e7bead86d40b96-788x514-png","_type":"reference"},"caption":"Set a date range for org change tracking"},{"_key":"24aee9828eab","_type":"block","children":[{"_key":"edaa2e81a6af0","_type":"span","marks":[],"text":"Just like that, we now have a view of any contact who has recently changed jobs! And when we click into each contact, we can hover over their previous org to see the history of job changes over time."}],"markDefs":[],"style":"normal"},{"_key":"693aaaa72485","_type":"mainImage","alt":"See a history of org changes for each contact","asset":{"_ref":"image-7053025bd1ce5983fde49ba2d5592c644b97f49c-1962x1128-png","_type":"reference"},"caption":"See a history of org changes for each contact"},{"_key":"9d84ab0aa81c","_type":"block","children":[{"_key":"7cb544533c870","_type":"span","marks":[],"text":"That’s all for this step. In the next few steps, we’ll show you how to take action!"}],"markDefs":[],"style":"normal"},{"_key":"6654f207f10f","_type":"anchor","label":"Step 4: Create a segment to track contacts"},{"_key":"c4592165cdcb","_type":"block","children":[{"_key":"6e4ca7a1a6420","_type":"span","marks":[],"text":"Step 4: Create a segment to track new and existing contacts who qualify"}],"markDefs":[],"style":"h3"},{"_key":"b8b7c78165a3","_type":"block","children":[{"_key":"ea417071ddc00","_type":"span","marks":[],"text":"Now that we can track when our key contacts change jobs, we’ll want to add those contacts to what we call "},{"_key":"0a4c1fdbce50","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"bfb02e40b26a","_type":"span","marks":[],"text":" so our go-to-market teams can take action."}],"markDefs":[],"style":"normal"},{"_key":"cc932f3b7113","_type":"block","children":[{"_key":"3c1cce0921590","_type":"span","marks":[],"text":"To do that, head over to our "},{"_key":"3c1cce0921591","_type":"span","marks":["strong"],"text":"Segment"},{"_key":"3c1cce0921592","_type":"span","marks":[],"text":" menu in the left sidebar and create a view to add contacts when a job change is detected. Once there, click "},{"_key":"3c1cce0921593","_type":"span","marks":["strong"],"text":"+ New segment"},{"_key":"3c1cce0921594","_type":"span","marks":[],"text":" to create a new segment."}],"markDefs":[],"style":"normal"},{"_key":"2c270fd5c426","_type":"mainImage","alt":"Create a new contact segment","asset":{"_ref":"image-9a7344ee4cd62d200f99c8fd9f6d5f6d34c3f8f3-1148x732-png","_type":"reference"},"caption":"Create a new contact segment"},{"_key":"20d3afd9f800","_type":"block","children":[{"_key":"0eb61381c1650","_type":"span","marks":[],"text":"And we can automatically add contacts by clicking the "},{"_key":"0eb61381c1651","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"0eb61381c1652","_type":"span","marks":[],"text":" tab, locating the "},{"_key":"0eb61381c1653","_type":"span","marks":["strong"],"text":"Contact management"},{"_key":"0eb61381c1654","_type":"span","marks":[],"text":" area, and selecting "},{"_key":"0eb61381c1655","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"0eb61381c1656","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"2fe0c8291939","_type":"mainImage","alt":"Auto-add/remove members to your segment","asset":{"_ref":"image-d9500f625aca103e158182841b5e958d0acffe8d-2932x1832-png","_type":"reference"},"caption":"Auto-add/remove contact to your segment"},{"_key":"b99e05022a61","_type":"block","children":[{"_key":"8e76819070240","_type":"span","marks":[],"text":"We can click the "},{"_key":"8e76819070241","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"8e76819070242","_type":"span","marks":[],"text":" button and select the "},{"_key":"8e76819070243","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"8e76819070244","_type":"span","marks":[],"text":" option. 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From here, we could have our team members sift through to identify owned accounts and reach out. But we should add more automation to save time for our go-to-market teams. Let’s do that in the following steps."}],"markDefs":[],"style":"normal"},{"_key":"3106c76606b9","_type":"anchor","label":"Step 5: Set automated alerts"},{"_key":"df801c4aa71b","_type":"block","children":[{"_key":"87d7dc27defd0","_type":"span","marks":[],"text":"Step 5: Set automated alerts"}],"markDefs":[],"style":"h3"},{"_key":"f2425c2d4d71","_type":"block","children":[{"_key":"41650af7ff310","_type":"span","marks":[],"text":"Now that we have our segment of key contacts who have recently changed jobs automatically populating, we can set up alerts to get notified when new contacts are added."}],"markDefs":[],"style":"normal"},{"_key":"977ae712d101","_type":"block","children":[{"_key":"25f26ff237e10","_type":"span","marks":[],"text":"It’s super easy to set up notifications. 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Can you identify customers? How about influencers?"}],"markDefs":[],"style":"normal"},{"_key":"595090d656cc","_type":"block","children":[{"_key":"dc67e2926d530","_type":"span","marks":[],"text":"Whether you’re just spinning up your Slack community or already have a thriving one, it’s helpful to understand "},{"_key":"dc67e2926d531","_type":"span","marks":["em"],"text":"who"},{"_key":"dc67e2926d532","_type":"span","marks":[],"text":" is in it."}],"markDefs":[],"style":"normal"},{"_key":"6f6564940cd1","_type":"block","children":[{"_key":"a7294f8ad9ec0","_type":"span","marks":[],"text":"With knowledge of member traits—where they work, where they’re located, if they’re a customer or not, their Twitter follower count, etc.—you can unlock all sorts of use cases to activate and grow your Slack community. For example, you could "},{"_key":"a7294f8ad9ec1","_type":"span","marks":["51f9f92929eb"],"text":"send customized messages to new members"},{"_key":"a7294f8ad9ec2","_type":"span","marks":[],"text":" based on their role or "},{"_key":"a7294f8ad9ec3","_type":"span","marks":["e1ea14fc7d95"],"text":"incentivize members"},{"_key":"a7294f8ad9ec4","_type":"span","marks":[],"text":" with a large follower count to amplify your next event."}],"markDefs":[{"_key":"51f9f92929eb","_type":"link","href":"https://www.commonroom.io/playbooks/automate-welcome-messages/"},{"_key":"e1ea14fc7d95","_type":"link","href":"https://www.commonroom.io/playbooks/find-champions-get-more/"}],"style":"normal"},{"_key":"f36bb102e37e","_type":"block","children":[{"_key":"2af7cd3bbe280","_type":"span","marks":[],"text":"The problem is that Slack doesn’t provide much helpful contextual member information by default. And even if a member joins your Slack community using their work email, it’s not so easy to group them without manual work (i.e., updating spreadsheets by hand)."}],"markDefs":[],"style":"normal"},{"_key":"da857af745f2","_type":"block","children":[{"_key":"c9604d47fc8a0","_type":"span","marks":["strong"],"text":"Let’s fix that for you"},{"_key":"c9604d47fc8a1","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"b10779d3c6ee","_type":"block","children":[{"_key":"c81f021a76bc0","_type":"span","marks":[],"text":"This playbook will show you how to use Common Room to identify VIPs (think champions, customers, influencers, advocates, etc.) in your Slack community. 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We’ll also tag and cohort members—"},{"_key":"27ed3a548fb7","_type":"span","marks":["b8fecb678a02"],"text":"sign-up for free"},{"_key":"3b7798266edb","_type":"span","marks":[],"text":" to follow along."}],"markDefs":[{"_key":"b8fecb678a02","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"e8eaee514fa9","_type":"block","children":[{"_key":"ea7896ddd4e5","_type":"span","marks":["strong"],"text":"Slack"},{"_key":"fecb32117eaf","_type":"span","marks":[],"text":": You’ll need admin or editor permissions on Slack if you want to send messages to your community members via Slack."}],"markDefs":[],"style":"callout"},{"_key":"31804f5eec1e","_type":"anchor","label":"Step 1: Connect to Slack"},{"_key":"6f9b2f7e8ba3","_type":"block","children":[{"_key":"8b9b50f0ad77","_type":"span","marks":[],"text":"Step 1: Connect to Slack"}],"markDefs":[],"style":"h3"},{"_key":"84a50e30b4cb","_type":"block","children":[{"_key":"b9d8e45e0c7b0","_type":"span","marks":[],"text":"This is a Slack-specific playbook, so we’ll first connect Slack to Common Room."}],"markDefs":[],"style":"normal"},{"_key":"d2cd1ae69086","_type":"block","children":[{"_key":"b169b183686c0","_type":"span","marks":[],"text":"With Slack connected, we’ll be able to see our members, their activity, info about where they work, and a whole lot more."}],"markDefs":[],"style":"normal"},{"_key":"43fa9fe84c8b","_type":"block","children":[{"_key":"69b63205fcbb0","_type":"span","marks":[],"text":"To connect to Slack, we can head over to "},{"_key":"69b63205fcbb1","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"69b63205fcbb2","_type":"span","marks":[],"text":" in Common Room and choose to connect to Slack."}],"markDefs":[],"style":"normal"},{"_key":"5c3001390fbe","_type":"mainImage","alt":"Choose to + Connect to Slack in the Sources overview","asset":{"_ref":"image-d99e73f9003636168b18d999fa7d94b0a2e59654-800x640-png","_type":"reference"},"caption":"Choose to + Connect to Slack in the Sources overview"},{"_key":"5d279b844c0d","_type":"block","children":[{"_key":"b8512a2e14090","_type":"span","marks":[],"text":"After moving through a few integration prompts, you’ll be asked to confirm that you’re an admin to authenticate."}],"markDefs":[],"style":"normal"},{"_key":"5b05386a4361","_type":"mainImage","alt":"Authenticate Slack before data import","asset":{"_ref":"image-74776e968f95bd0119d0214fcb22b14becf355ee-2006x1290-png","_type":"reference"},"caption":"Authenticate Slack before data import"},{"_key":"2f50d6e925c1","_type":"block","children":[{"_key":"e2576bede577","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"04fc7c1e814a","_type":"span","marks":[],"text":" To import data from Slack, you’ll need "},{"_key":"dcab966c1cae","_type":"span","marks":["47a6a992f79f"],"text":"permission to add applications"},{"_key":"8e02b33a1798","_type":"span","marks":[],"text":" to your Slack workspace."}],"markDefs":[{"_key":"47a6a992f79f","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack#required-permissions"}],"style":"callout"},{"_key":"3245c480ad09","_type":"block","children":[{"_key":"c8098ef752370","_type":"span","marks":[],"text":"Once authenticated, data will start importing into Common Room. 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This might take a few minutes, depending on the size of your list."}],"markDefs":[],"style":"normal"},{"_key":"3f826c11332e","_type":"mainImage","alt":"Segment populating from CSV import","asset":{"_ref":"image-cffc37006e475e623c6511691c577e2a579504f7-2932x1832-png","_type":"reference"},"caption":"Segment populating from CSV import"},{"_key":"0f106b5fa4c6","_type":"anchor","label":"Step 2: Add more sources (optional)"},{"_key":"b1b041fca360","_type":"block","children":[{"_key":"e03c49833f530","_type":"span","marks":[],"text":"Step 2: Connect more sources to improve match rate"}],"markDefs":[],"style":"h3"},{"_key":"383540ab01a7","_type":"block","children":[{"_key":"ab7dce250bad","_type":"span","marks":[],"text":"In addition to CSV import, we suggest connecting to additional customer data sources as it helps with match rates and future use cases. 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Specifically, you must have the “Super admin” or “Content admin” role; the “Curator” or “Analyst” roles do not have sufficient permissions."}],"markDefs":[],"style":"callout"},{"_key":"5cca8fe0cdc3","_type":"block","children":[{"_key":"6d0d062d79c60","_type":"span","marks":[],"text":"Once LinkedIn is authenticated, data import will begin, and contacts will import into Common Room along with contact activity related to your handle."}],"markDefs":[],"style":"normal"},{"_key":"2db00579f2ab","_type":"block","children":[{"_key":"33346818298b0","_type":"span","marks":[],"text":"We can repeat a similar process to add more sources like "},{"_key":"e9a3c32f48e6","_type":"span","marks":["bc24f80face7"],"text":"Slack"},{"_key":"37406e138fa4","_type":"span","marks":[],"text":" or "},{"_key":"12351e2a7011","_type":"span","marks":["c8d745120e96"],"text":"Twitter"},{"_key":"254a3837bebc","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"bc24f80face7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack"},{"_key":"c8d745120e96","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"}],"style":"normal"},{"_key":"2d8507f6d86e","_type":"block","children":[{"_key":"7db491035d300","_type":"span","marks":[],"text":"Before jumping onto the next step, let’s review how to connect to customer data since that’s likely where your customer attributes are updated and fresh."}],"markDefs":[],"style":"normal"},{"_key":"929baf095c7a","_type":"block","children":[{"_key":"537a08e8ca590","_type":"span","marks":[],"text":"You can do this through native CRM integrations (Salesforce or HubSpot), data warehouse / ETL (Snowflake, Census, Hightouch), Zapier, or API."}],"markDefs":[],"style":"normal"},{"_key":"e0169ada8559","_type":"mainImage","alt":"Connect to business data sources","asset":{"_ref":"image-bbe6c1a0f2aaa69e693d9f503a560041d9fcc10b-2932x1832-png","_type":"reference"},"caption":"Connect to business data sources"},{"_key":"4cf452a3097b","_type":"block","children":[{"_key":"0665d8e9fcc30","_type":"span","marks":[],"text":"Our business data integrations take a touch more customization than the others. 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Let’s narrow that down a bit to the previous six months."}],"markDefs":[],"style":"normal"},{"_key":"9401d4a26e99","_type":"mainImage","alt":"Set a date range for org change tracking","asset":{"_ref":"image-d43fbbaec4f160f56dea97bfd4e7bead86d40b96-788x514-png","_type":"reference"},"caption":"Set a date range for org change tracking"},{"_key":"24aee9828eab","_type":"block","children":[{"_key":"edaa2e81a6af0","_type":"span","marks":[],"text":"Just like that, we now have a view of any contact who has recently changed jobs! And when we click into each contact, we can hover over their previous org to see the history of job changes over time."}],"markDefs":[],"style":"normal"},{"_key":"693aaaa72485","_type":"mainImage","alt":"See a history of org changes for each contact","asset":{"_ref":"image-7053025bd1ce5983fde49ba2d5592c644b97f49c-1962x1128-png","_type":"reference"},"caption":"See a history of org changes for each contact"},{"_key":"9d84ab0aa81c","_type":"block","children":[{"_key":"7cb544533c870","_type":"span","marks":[],"text":"That’s all for this step. In the next few steps, we’ll show you how to take action!"}],"markDefs":[],"style":"normal"},{"_key":"6654f207f10f","_type":"anchor","label":"Step 4: Create a segment to track contacts"},{"_key":"c4592165cdcb","_type":"block","children":[{"_key":"6e4ca7a1a6420","_type":"span","marks":[],"text":"Step 4: Create a segment to track new and existing contacts who qualify"}],"markDefs":[],"style":"h3"},{"_key":"b8b7c78165a3","_type":"block","children":[{"_key":"ea417071ddc00","_type":"span","marks":[],"text":"Now that we can track when our key contacts change jobs, we’ll want to add those contacts to what we call "},{"_key":"0a4c1fdbce50","_type":"span","marks":["strong"],"text":"Segments"},{"_key":"bfb02e40b26a","_type":"span","marks":[],"text":" so our go-to-market teams can take action."}],"markDefs":[],"style":"normal"},{"_key":"cc932f3b7113","_type":"block","children":[{"_key":"3c1cce0921590","_type":"span","marks":[],"text":"To do that, head over to our "},{"_key":"3c1cce0921591","_type":"span","marks":["strong"],"text":"Segment"},{"_key":"3c1cce0921592","_type":"span","marks":[],"text":" menu in the left sidebar and create a view to add contacts when a job change is detected. Once there, click "},{"_key":"3c1cce0921593","_type":"span","marks":["strong"],"text":"+ New segment"},{"_key":"3c1cce0921594","_type":"span","marks":[],"text":" to create a new segment."}],"markDefs":[],"style":"normal"},{"_key":"2c270fd5c426","_type":"mainImage","alt":"Create a new contact segment","asset":{"_ref":"image-9a7344ee4cd62d200f99c8fd9f6d5f6d34c3f8f3-1148x732-png","_type":"reference"},"caption":"Create a new contact segment"},{"_key":"20d3afd9f800","_type":"block","children":[{"_key":"0eb61381c1650","_type":"span","marks":[],"text":"And we can automatically add contacts by clicking the "},{"_key":"0eb61381c1651","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"0eb61381c1652","_type":"span","marks":[],"text":" tab, locating the "},{"_key":"0eb61381c1653","_type":"span","marks":["strong"],"text":"Contact management"},{"_key":"0eb61381c1654","_type":"span","marks":[],"text":" area, and selecting "},{"_key":"0eb61381c1655","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"0eb61381c1656","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"2fe0c8291939","_type":"mainImage","alt":"Auto-add/remove members to your segment","asset":{"_ref":"image-d9500f625aca103e158182841b5e958d0acffe8d-2932x1832-png","_type":"reference"},"caption":"Auto-add/remove contact to your segment"},{"_key":"b99e05022a61","_type":"block","children":[{"_key":"8e76819070240","_type":"span","marks":[],"text":"We can click the "},{"_key":"8e76819070241","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"8e76819070242","_type":"span","marks":[],"text":" button and select the "},{"_key":"8e76819070243","_type":"span","marks":["strong"],"text":"Org change"},{"_key":"8e76819070244","_type":"span","marks":[],"text":" option. A year is longer than we want, so we’ll want to narrow the date range to the last six months."}],"markDefs":[],"style":"normal"},{"_key":"0d895635be02","_type":"mainImage","alt":"Add a filter to auto-add contacts","asset":{"_ref":"image-d4fc03007ace0a0358ce6eb826f83d054a121e87-882x596-png","_type":"reference"},"caption":"Add a filter to auto-add contacts"},{"_key":"d16382cf80fd","_type":"block","children":[{"_key":"9cffb451aa000","_type":"span","marks":[],"text":"And we could further refine this by adding more filters for company size or region if we wanted."}],"markDefs":[],"style":"normal"},{"_key":"e3979ce611ad","_type":"block","children":[{"_key":"96e5b4df0fc30","_type":"span","marks":[],"text":"All looks good, so we can click "},{"_key":"96e5b4df0fc31","_type":"span","marks":["strong"],"text":"Save"},{"_key":"96e5b4df0fc32","_type":"span","marks":[],"text":", and now qualifying contacts will start populating."}],"markDefs":[],"style":"normal"},{"_key":"7b193589ce92","_type":"block","children":[{"_key":"d60a6084829f0","_type":"span","marks":[],"text":"If we click on the "},{"_key":"d60a6084829f1","_type":"span","marks":["strong"],"text":"Contacts"},{"_key":"d60a6084829f2","_type":"span","marks":[],"text":" tab within our segment, we can see customers and target prospects who have changed jobs in the six months."}],"markDefs":[],"style":"normal"},{"_key":"ccc987c72aa6","_type":"mainImage","alt":"Preview of Contacts who have changed jobs","asset":{"_ref":"image-ecd3fd081fd55cec12082857c6f1619ef6570364-2932x1832-png","_type":"reference"},"caption":"Preview of Contacts who have changed jobs"},{"_key":"beac5b5030ce","_type":"block","children":[{"_key":"d2c33efc1c530","_type":"span","marks":[],"text":"This list alone is powerful. From here, we could have our team members sift through to identify owned accounts and reach out. But we should add more automation to save time for our go-to-market teams. Let’s do that in the following steps."}],"markDefs":[],"style":"normal"},{"_key":"3106c76606b9","_type":"anchor","label":"Step 5: Set automated alerts"},{"_key":"df801c4aa71b","_type":"block","children":[{"_key":"87d7dc27defd0","_type":"span","marks":[],"text":"Step 5: Set automated alerts"}],"markDefs":[],"style":"h3"},{"_key":"f2425c2d4d71","_type":"block","children":[{"_key":"41650af7ff310","_type":"span","marks":[],"text":"Now that we have our segment of key contacts who have recently changed jobs automatically populating, we can set up alerts to get notified when new contacts are added."}],"markDefs":[],"style":"normal"},{"_key":"977ae712d101","_type":"block","children":[{"_key":"25f26ff237e10","_type":"span","marks":[],"text":"It’s super easy to set up notifications. 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And we can repeat the same steps for the other reps."}],"markDefs":[],"style":"normal"},{"_key":"d9c11742bf42","_type":"mainImage","alt":"Auto-update contact status by setting criteria","asset":{"_ref":"image-cb8ffc3596b00e070b1520fa91ea81416f0651c0-1336x378-png","_type":"reference"},"caption":"Auto-update contact status by setting criteria"},{"_key":"b10912397d7a","_type":"block","children":[{"_key":"5da4564bcd3c0","_type":"span","marks":[],"text":"Here’s what that would look like when our segment is built out and fully automated:"}],"markDefs":[],"style":"normal"},{"_key":"6d87b422ca97","_type":"mainImage","alt":"Job change segment with status by rep","asset":{"_ref":"image-808375292e4e5598fb6b369c9b3d9a957ad5b99a-2932x1832-png","_type":"reference"},"caption":"Job change segment with status by rep"},{"_key":"b7b273804ed3","_type":"anchor","label":"Wrapping up"},{"_key":"d07dbbcaf143","_type":"block","children":[{"_key":"a84016c354130","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"2bb159d8a3d6","_type":"block","children":[{"_key":"54fd49afbb7a0","_type":"span","marks":[],"text":"That was a lot! In this playbook, we imported key contacts, set filters to track when they change jobs, and set up views/alerts for our reps to take action."}],"markDefs":[],"style":"normal"},{"_key":"8e5bfd8dc958","_type":"block","children":[{"_key":"d9074dd5e7600","_type":"span","marks":[],"text":"Our narrative was centered around a sales use case, but the same could be applied to tracking brand advocates, community members, partners, you name it. If it’s filterable in Common Room, you can operationalize it!"}],"markDefs":[],"style":"normal"},{"_key":"4731430cfeef","_type":"block","children":[{"_key":"7fd6a4cec8cc","_type":"span","marks":[],"text":"Try running this playbook yourself now. 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How do we coordinate activities across various platforms? How can we assess the effectiveness of our community management efforts?"}],"markDefs":[],"style":"normal"},{"_key":"22ee3a743f80","_type":"block","children":[{"_key":"a63e171cb48b0","_type":"span","marks":[],"text":"This playbook will address these questions and provide a foundation for defining and tracking the community funnel."}],"markDefs":[],"style":"normal"},{"_key":"0877e680ab33","_type":"block","children":[{"_key":"97985f80c7ad0","_type":"span","marks":[],"text":"As a result, you'll be able to 1) measure and monitor the success of your (previously elusive) community funnel and 2) pinpoint areas of opportunity to serve community members best and advance them from bystander to advocate faster than ever."}],"markDefs":[],"style":"normal"},{"_key":"d41f9e85a2e0","_type":"block","children":[{"_key":"4eb8d900f61b0","_type":"span","marks":[],"text":"Let's dive in 🤿"}],"markDefs":[],"style":"normal"},{"_key":"9541c930fe6e","_type":"block","children":[{"_key":"69b4f265e7d1","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"81ca071a6d2c","_type":"block","children":[{"_key":"e2ad382b4701","_type":"span","marks":[],"text":"Common Room — this is what we’ll use to define and track our dark funnel ("},{"_key":"0325dc3fb7693","_type":"span","marks":["6c209bfcd504"],"text":"Sign-up for free"},{"_key":"0325dc3fb7694","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"6c209bfcd504","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"b6f39dbdb929","_type":"block","children":[{"_key":"04f7bd842c2e","_type":"span","marks":[],"text":"Identify sources of your dark funnel. In this example, we’ll use Twitter, YouTube, LinkedIn, GitHub, Reddit, and Medium."}],"markDefs":[],"style":"callout"},{"_key":"1c2d42d2834b","_type":"anchor","label":"Step 1: Connect sources"},{"_key":"5c89223e0acd","_type":"block","children":[{"_key":"df39409a48bf0","_type":"span","marks":[],"text":"Step 1: Connect to community sources to track member activity"}],"markDefs":[],"style":"h3"},{"_key":"2c94c9171a79","_type":"block","children":[{"_key":"66eb4cbe12370","_type":"span","marks":[],"text":"Our first step is to connect to the sources that comprise our community."}],"markDefs":[],"style":"normal"},{"_key":"d9943821567f","_type":"block","children":[{"_key":"9683938e54c10","_type":"span","marks":[],"text":"For this playbook, we will broadly define our community as any user touchpoint that mentions relevant topics to our product or brand. By widening the aperture of our community funnel definition, we'll get a complete picture of where our community interacts and areas of opportunity."}],"markDefs":[],"style":"callout"},{"_key":"985234b5ce45","_type":"block","children":[{"_key":"dfd1cf8985090","_type":"span","marks":[],"text":"We'll start by importing sources at the very top of the funnel — think Twitter, Reddit, YouTube, Medium, Stack Overflow, etc. To start, let's connect to Twitter. To begin importing activity from Twitter, all that's required is a Twitter account. First, we'll select to connect to Twitter in the admin settings and authenticate."}],"markDefs":[],"style":"normal"},{"_key":"580056384147","_type":"mainImage"},{"_key":"a1af00f76366","_type":"block","children":[{"_key":"77352f392a410","_type":"span","marks":[],"text":"And from here, we can start pulling in data from relevant handles, hashtags, and keywords."}],"markDefs":[],"style":"normal"},{"_key":"3adabc66b21c","_type":"mainImage","asset":{"_ref":"image-89a5446a9436e787d6a78b69fdf80af15ad19c4b-2230x1360-png","_type":"reference"},"caption":"Add relevant hashtags and keywords to track"},{"_key":"ab94b06dc8ed","_type":"block","children":[{"_key":"01e1920964da0","_type":"span","marks":[],"text":"Click to save changes, and, in a few minutes, we’ll go from a blank slate to data from Twitter flowing into Common Room."}],"markDefs":[],"style":"normal"},{"_key":"6ee872bebda5","_type":"block","children":[{"_key":"15dcdc0e8e0b0","_type":"span","marks":[],"text":"Obviously, our community is not just on Twitter, so we’ll want to run through the same process for other relevant channels like Reddit, YouTube, Medium, Stack Overflow, and pull in relevant context (whatever watering holes your community congregates around)."}],"markDefs":[],"style":"normal"},{"_key":"cb3732032691","_type":"block","children":[{"_key":"c78bcf003eed0","_type":"span","marks":[],"text":"IIn addition to public sources, we'll want to connect some of our first-party sources, like Slack, Discord, Khoros, and GitHub. These sources are often associated with the bottom of the funnel and managed/maintained by a community manager."}],"markDefs":[],"style":"normal"},{"_key":"f617f5e850c4","_type":"block","children":[{"_key":"fc582af3f73f0","_type":"span","marks":[],"text":"We can follow a similar flow for these sources as above, but this time we'll want to choose Slack and confirm we have the "},{"_key":"fc582af3f73f1","_type":"span","marks":["02f97285cb10"],"text":"required permissions"},{"_key":"fc582af3f73f2","_type":"span","marks":[],"text":"."}],"markDefs":[{"_key":"02f97285cb10","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/slack"}],"style":"normal"},{"_key":"e2f4f8efd213","_type":"mainImage","asset":{"_ref":"image-0b27a61d5a68b080320a30a53684c0722996d789-2932x1832-png","_type":"reference"},"caption":"Connect and authenticate with Slack"},{"_key":"668d457814c6","_type":"block","children":[{"_key":"24beed5ece800","_type":"span","marks":[],"text":"Once Slack is connected, we’ll soon start to see first-party data from your community Slack channel."}],"markDefs":[],"style":"normal"},{"_key":"138467cf5e18","_type":"block","children":[{"_key":"43378bafe61f0","_type":"span","marks":[],"text":"And that's it. We can now rinse and repeat to ingest data from other first-party sources. Once that's done, we can move on to the next step."}],"markDefs":[],"style":"normal"},{"_key":"82b91b154160","_type":"anchor","label":"Step 2: Set criteria"},{"_key":"e3ba0445fb7e","_type":"block","children":[{"_key":"ab7a10f128c70","_type":"span","marks":[],"text":"Step 2: Set criteria for the stages of your dark funnel"}],"markDefs":[],"style":"h3"},{"_key":"a7972ddcb7b2","_type":"block","children":[{"_key":"b31064a05e080","_type":"span","marks":[],"text":"With data flowing into Common Room, you can head over to the Organization or Member view to see the members of your community and context about them (e.g., firmographics about where they work)."}],"markDefs":[],"style":"normal"},{"_key":"33c345c7c62c","_type":"block","children":[{"_key":"7d3e4380a9ee0","_type":"span","marks":[],"text":"Your member view should look something like this:"}],"markDefs":[],"style":"normal"},{"_key":"45e2cea2cda6","_type":"mainImage","asset":{"_ref":"image-8ce5dc9ba3ad9eea08aa5493f90c263564a47659-2932x1832-png","_type":"reference"},"caption":"Member view in Common Room"},{"_key":"484b125a57b4","_type":"block","children":[{"_key":"4901e4420dcc0","_type":"span","marks":[],"text":"From here, we can start tinkering with filters to understand how we want to define the stages of our community funnel."}],"markDefs":[],"style":"normal"},{"_key":"782ec2a6cb64","_type":"block","children":[{"_key":"c8b36ad711340","_type":"span","marks":[],"text":"Jumping into the "},{"_key":"523500ec0741","_type":"span","marks":["strong"],"text":"Member"},{"_key":"05c1afabb1fd","_type":"span","marks":[],"text":" tab, we can see that our starting point is just under 17k members. And we can now start to define funnel stages to track milestones and engagement."}],"markDefs":[],"style":"normal"},{"_key":"758ddfd3490a","_type":"block","children":[{"_key":"64a6590abf170","_type":"span","marks":[],"text":"Let’s start by defining our most active part of the dark funnel by adding a filter for activity from Slack and GitHub in the last 12 weeks."}],"markDefs":[],"style":"normal"},{"_key":"26f22a31c13d","_type":"mainImage","asset":{"_ref":"image-73156233b5d68a0328a8e601d512d3c9abc0c0db-598x510-png","_type":"reference"},"caption":"Active Slack and GitHub members in the last 12 weeks"},{"_key":"51598f4156aa","_type":"block","children":[{"_key":"0f7265b5e6440","_type":"span","marks":[],"text":"This gets us down to almost 378 members and is a good starting point for defining our active community members. We're satisfied, and we'll define this cohort as Active members."}],"markDefs":[],"style":"normal"},{"_key":"2d33e85c8231","_type":"block","children":[{"_key":"40bbdf1c335e0","_type":"span","marks":["strong"],"text":"Active"},{"_key":"40bbdf1c335e1","_type":"span","marks":[],"text":" = activity tracked on our Slack or GitHub channels in the last 12 weeks."}],"markDefs":[],"style":"callout"},{"_key":"fa270d987fcf","_type":"block","children":[{"_key":"5c28330b088d0","_type":"span","marks":[],"text":"Next, we'll expand our audience and channels to define the Consumer stage. The inference here is community members who consume content from others but are not actively participating in the conversation. Think of this group as the equivalent to the active Twitter user who doesn't post Tweets."}],"markDefs":[],"style":"normal"},{"_key":"30ff9c8c6aac","_type":"mainImage","asset":{"_ref":"image-73156233b5d68a0328a8e601d512d3c9abc0c0db-598x510-png","_type":"reference"},"caption":"Add an activity filter"},{"_key":"0abc2af47d23","_type":"block","children":[{"_key":"465c469ea0af0","_type":"span","marks":["strong"],"text":"Consumer"},{"_key":"59dcf7a8375a","_type":"span","marks":[],"text":" = active in the 12 weeks across any of our connected sources."}],"markDefs":[],"style":"callout"},{"_key":"7b3ceacb6c49","_type":"block","children":[{"_key":"89916f1d46f50","_type":"span","marks":[],"text":"And finally, we’ll want to define a "},{"_key":"707687f1f3c9","_type":"span","marks":["strong"],"text":"Dormant"},{"_key":"f911e3213e04","_type":"span","marks":[],"text":" cohort. This is just the rest of our tracked community that has not been active in the last 12 weeks."}],"markDefs":[],"style":"normal"},{"_key":"50068d7f4487","_type":"mainImage","alt":"Last active filter","asset":{"_ref":"image-7ebe516c43b036ddd182ea16ed6fbff8f49805ea-970x766-png","_type":"reference"},"caption":"Last active filter"},{"_key":"b8be1a03f5cd","_type":"block","children":[{"_key":"00e9a34239af0","_type":"span","marks":["strong"],"text":"Dormant"},{"_key":"00e9a34239af1","_type":"span","marks":[],"text":" = last active > 12 weeks ago (84 days)"}],"markDefs":[],"style":"callout"},{"_key":"ef420772418f","_type":"block","children":[{"_key":"cf084f673d3d0","_type":"span","marks":[],"text":"That feels like a good starting point. We can now start tagging members as they move in and out of stages."}],"markDefs":[],"style":"normal"},{"_key":"80934a84838d","_type":"anchor","label":"Step 3: Auto-tag members"},{"_key":"34b071f11980","_type":"block","children":[{"_key":"2c1251fa0b110","_type":"span","marks":[],"text":"Step 3: Tag members of your community as they move in and out of stages"}],"markDefs":[],"style":"h3"},{"_key":"1c4c184e5719","_type":"block","children":[{"_key":"749d99c1d5f60","_type":"span","marks":[],"text":"To tag community members, we'll jump over to the Segments view in Common Room. We'll click to create a new segment and label each stage. For good measure, we suggest including a description so your teammates will have context on the criteria of each stage."}],"markDefs":[],"style":"normal"},{"_key":"0226bcb1ca81","_type":"block","children":[{"_key":"781fb639c01d0","_type":"span","marks":[],"text":"We can also add statuses for each of our stages and track the progress of community members as they move from one status to another."}],"markDefs":[],"style":"normal"},{"_key":"ea13a8eb4de4","_type":"mainImage","asset":{"_ref":"image-2757772da8dedacc69458aa9c90e6bdf75b601bc-2932x1832-png","_type":"reference"},"caption":"Community funnel stages by member status"},{"_key":"a6473924956a","_type":"block","children":[{"_key":"41e6c03bd5070","_type":"span","marks":[],"text":"After creating a segment, we can locate the "},{"_key":"a6f39950fe7b","_type":"span","marks":["strong"],"text":"Member"},{"_key":"be1d53a3529b","_type":"span","marks":[],"text":" "},{"_key":"17aecdc7e31c","_type":"span","marks":["strong"],"text":"management"},{"_key":"40650b6218d0","_type":"span","marks":[],"text":" section and click the "},{"_key":"00e4d6848296","_type":"span","marks":["strong"],"text":"Configure"},{"_key":"e26e0c5c4f54","_type":"span","marks":[],"text":" button to auto-add/remove members throughout our funnel."}],"markDefs":[],"style":"normal"},{"_key":"929162ffb0e2","_type":"block","children":[{"_key":"616abd83fc060","_type":"span","marks":[],"text":"Select to auto-update a new status we just created. Let’s start with defining the "},{"_key":"e4d34d5f47e3","_type":"span","marks":["strong"],"text":"Active"},{"_key":"7f64940f9141","_type":"span","marks":[],"text":" status."}],"markDefs":[],"style":"normal"},{"_key":"fa75408e91e5","_type":"mainImage","asset":{"_ref":"image-56c9ad00dec2d80385d1478860b1ad028cc45032-1930x714-png","_type":"reference"},"caption":"Filter to update a member status"},{"_key":"77b39af9502f","_type":"block","children":[{"_key":"e664956fed0b0","_type":"span","marks":[],"text":"We'll adjust the criteria to what was previously defined (activity tracked on our Slack or GitHub channels in the last 12 weeks), click "},{"_key":"0644bf739dfb","_type":"span","marks":["strong"],"text":"Save"},{"_key":"3bc87c6c57fb","_type":"span","marks":[],"text":", and our first community stage cohort will start to propagate."}],"markDefs":[],"style":"normal"},{"_key":"159b4f9e59e9","_type":"block","children":[{"_key":"61541ff15c300","_type":"span","marks":[],"text":"We’ll do the same for the other stages by clicking and repeating the process — select "},{"_key":"125803d1e515","_type":"span","marks":["strong"],"text":"Set criteria"},{"_key":"3aada13da075","_type":"span","marks":[],"text":" and activating auto status updates."}],"markDefs":[],"style":"normal"},{"_key":"25a43cd924b3","_type":"mainImage","asset":{"_ref":"image-af5a9c6b5608d5a6e12316d00d603e5d7cfb4c84-1932x994-png","_type":"reference"},"caption":"Set criteria to auto-update all stages of the funnel"},{"_key":"dd0ec52d7609","_type":"anchor","label":"Wrapping up"},{"_key":"da4471cebcbf","_type":"block","children":[{"_key":"a6aff702aa64","_type":"span","marks":[],"text":"Wrapping up"}],"markDefs":[],"style":"h3"},{"_key":"48e6f4672850","_type":"block","children":[{"_key":"6b56a677ef5f0","_type":"span","marks":[],"text":"And that’s pretty much all there is to it. 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Simply put, without welcome messages, you run the risk of new community members bouncing and never coming back."}],"markDefs":[],"style":"normal"},{"_key":"811045704e1c","_type":"block","children":[{"_key":"3cc28680f96b0","_type":"span","marks":[],"text":"A good onboarding flow starts early, and it helps shape their understanding of your community. However, as a community manager, saying hello to everyone as they join and helping them navigate your community is a huge task that can take up a lot of time."}],"markDefs":[],"style":"normal"},{"_key":"fdc8b62cba93","_type":"block","children":[{"_key":"1256221b0c5a0","_type":"span","marks":[],"text":"We can tackle this cold start problem through automated welcome messages. And this playbook will show you how to do just that."}],"markDefs":[],"style":"normal"},{"_key":"6fee2e4d79c0","_type":"block","children":[{"_key":"0115aa3e108c0","_type":"span","marks":["strong"],"text":"What you’ll need"}],"markDefs":[],"style":"normal"},{"_key":"632321d95549","_type":"block","children":[{"_key":"3f7daa1ab3c70","_type":"span","marks":[],"text":"- Common Room — We’ll use Common Room to automate sending welcome messages! ("},{"_key":"3f7daa1ab3c71","_type":"span","marks":["9cde2e879c36"],"text":"Sign-up for free"},{"_key":"3f7daa1ab3c72","_type":"span","marks":[],"text":" to follow along)."}],"markDefs":[{"_key":"9cde2e879c36","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"4fccf71436d9","_type":"block","children":[{"_key":"87dd78b93fae","_type":"span","marks":[],"text":"- A Slack or Discord workspace"}],"markDefs":[],"style":"callout"},{"_key":"7162205cc86f","_type":"anchor","label":"Step 1: Connect to sources"},{"_key":"26a2fce76d90","_type":"block","children":[{"_key":"1b32cfdcd73d","_type":"span","marks":[],"text":"Step 1: Connect to Slack or Discord"}],"markDefs":[],"style":"h3"},{"_key":"c8e27d65ef47","_type":"block","children":[{"_key":"b30d727675000","_type":"span","marks":[],"text":"For this exercise, imagine you have a growing global Slack community and are falling behind at sending prompt welcome messages."}],"markDefs":[],"style":"normal"},{"_key":"c03ea3023848","_type":"block","children":[{"_key":"de20b02468f40","_type":"span","marks":[],"text":"We’ll need to connect Slack to Common Room to set up automated welcome messages. To do that, we can head over to "},{"_key":"919b8956cd7f","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"79d08c81c0c5","_type":"span","marks":[],"text":" in Common Room and choose to connect to Slack."}],"markDefs":[],"style":"normal"},{"_key":"7b6fd9c85cca","_type":"mainImage","asset":{"_ref":"image-314c79a0ac1ac264edfb4276a2a7bccdbc8f20b2-1456x932-png","_type":"reference"},"caption":"Connect to Slack"},{"_key":"b465fb9bdcac","_type":"block","children":[{"_key":"b7b1d1b17cb70","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"b7b1d1b17cb71","_type":"span","marks":[],"text":" You’ll need permission to add applications to your Slack workspace."}],"markDefs":[],"style":"callout"},{"_key":"0d07a9410b1d","_type":"block","children":[{"_key":"eb8402ece1e80","_type":"span","marks":[],"text":"Follow the connection prompts, authenticate, and you’ll see Slack activity in Common Room after a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"4efdfc211a55","_type":"block","children":[{"_key":"d513fe02f1e80","_type":"span","marks":[],"text":"Once connected, we can start to build our welcome message workflow."}],"markDefs":[],"style":"normal"},{"_key":"661eb938945e","_type":"anchor","label":"Step 2: Create message workflow"},{"_key":"edef8d949661","_type":"block","children":[{"_key":"a4e080eb15370","_type":"span","marks":[],"text":"Step 2: Create a welcome message workflow"}],"markDefs":[],"style":"h3"},{"_key":"7cc129589092","_type":"block","children":[{"_key":"d189a63666050","_type":"span","marks":["e5f5219a1338"],"text":"Once in your room"},{"_key":"d189a63666051","_type":"span","marks":[],"text":" (what we call your instance of Common Room), let’s navigate to the "},{"_key":"ffb533a4fe61","_type":"span","marks":["strong"],"text":"Workflows"},{"_key":"f7b535e17e36","_type":"span","marks":[],"text":" view from the left-side menu, and click on "},{"_key":"686f0c6f003a","_type":"span","marks":["strong"],"text":"+ New Workflow"},{"_key":"10365a2e9c81","_type":"span","marks":[],"text":". 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And now we’ll find ourselves creating our first workflow!"}],"markDefs":[],"style":"normal"},{"_key":"d5e85c57512f","_type":"mainImage","asset":{"_ref":"image-ea7088b8365315d7e18a6f27c3357802b4e911a9-1526x828-png","_type":"reference"}},{"_key":"c5ebaf32ba6c","_type":"block","children":[{"_key":"ff6660c66cd30","_type":"span","marks":[],"text":"You’ll be taken to a workflow canvas with a pre-built onboarding journey workflow."}],"markDefs":[],"style":"normal"},{"_key":"0ad4fefad848","_type":"block","children":[{"_key":"a413e20385210","_type":"span","marks":[],"text":"The first thing we’ll do is confirm we’re connected to the right Slack workspace and choose the duration of our wait step before sending our welcome message."}],"markDefs":[],"style":"normal"},{"_key":"5d72c5d198a1","_type":"block","children":[{"_key":"233889a398930","_type":"span","marks":[],"text":"In our Uncommon community, we wait 30 minutes (this is the default) before we send a message to our new members. You can choose what the right number is for you. In minutes, days, or months (maybe don’t wait months to welcome your new members, though 😜)."}],"markDefs":[],"style":"normal"},{"_key":"e0f715f32c06","_type":"mainImage","asset":{"_ref":"image-b96757d21b41b2a31daf5c7b9d7c4e25add12094-744x488-png","_type":"reference"},"caption":"Select a wait duration to send a welcome message"},{"_key":"6997e1b58144","_type":"workflowReference","workflow":{"_ref":"508bf203-a59e-4cad-9e04-14e2b2dcde90","_type":"reference"}},{"_key":"b5d19a12a552","_type":"anchor","label":"Step 3: Send messages (optional)"},{"_key":"3b88b0b51d16","_type":"block","children":[{"_key":"d3bdfba93fcc","_type":"span","marks":[],"text":"Step 3 (optional): Send personalized messages based on member traits"}],"markDefs":[],"style":"h3"},{"_key":"d7b66b5a82d3","_type":"block","children":[{"_key":"185b5c2beb6a0","_type":"span","marks":[],"text":"As you scroll to the next section in the workflow, you’ll see an area titled "},{"_key":"185b5c2beb6a1","_type":"span","marks":["strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong"],"text":"Continue if specific filters apply"},{"_key":"185b5c2beb6a2","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"27b431c616fa","_type":"block","children":[{"_key":"a5c2125a9e0e0","_type":"span","marks":[],"text":"This is a small section, but it’s mighty. It enables you to get granular and create personalized onboarding experiences if you need/want to."}],"markDefs":[],"style":"normal"},{"_key":"751fd69b9c96","_type":"block","children":[{"_key":"8395633d900f0","_type":"span","marks":[],"text":"To show how this works, we’ll add a fork to the workflow by adding a filter by member role. For example, we can select "},{"_key":"c79ac76af7cc","_type":"span","marks":["strong"],"text":"Marketing"},{"_key":"88bb12cb3192","_type":"span","marks":[],"text":" and "},{"_key":"897a4bcc70d1","_type":"span","marks":["strong"],"text":"Sales"},{"_key":"f6b6fbae3825","_type":"span","marks":[],"text":" roles to send custom welcome messages, letting them know they’ll be booted for sending spam to our community members."}],"markDefs":[],"style":"normal"},{"_key":"63b9fd2c8f9b","_type":"mainImage","asset":{"_ref":"image-465b51493ad80ebe4eb2a5fb38c09225e071b0d1-806x1110-png","_type":"reference"},"caption":"Personalize your welcome message with filters for \"Member\" or \"Organization\" traits"},{"_key":"e217c9b21a15","_type":"block","children":[{"_key":"edad3ad47ca40","_type":"span","marks":[],"text":"If you don’t need to send a personalized message, just toggle this step off by clicking the top left blue button. "},{"_key":"edad3ad47ca41","_type":"span","marks":["em"],"text":"Blue means on, and grey means off."}],"markDefs":[],"style":"normal"},{"_key":"89c28f3e8f0d","_type":"anchor","label":"Step 4: Schedule messages (optional)"},{"_key":"7d54212be9e8","_type":"block","children":[{"_key":"407fe5fb93bb0","_type":"span","marks":[],"text":"Step 4 (optional): Set working hours for message sends"}],"markDefs":[],"style":"h3"},{"_key":"2fd55a9ceba6","_type":"block","children":[{"_key":"6738d9f4fed90","_type":"span","marks":[],"text":"As we move down the logic tree, there’s an option to "},{"_key":"6738d9f4fed91","_type":"span","marks":["strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong","strong"],"text":"Wait for working hours"},{"_key":"6738d9f4fed92","_type":"span","marks":[],"text":". This is an especially helpful option for expectation setting. If you have (or are) a dedicated community manager, you may want to set expectations for when people can expect to receive a message from you."}],"markDefs":[],"style":"normal"},{"_key":"aa10d2b9b55b","_type":"block","children":[{"_key":"cc1f83a297070","_type":"span","marks":[],"text":"🔥 "},{"_key":"cc1f83a297071","_type":"span","marks":["strong"],"text":"Tip:"},{"_key":"cc1f83a297072","_type":"span","marks":[],"text":" When building your message, consider what you want your new members to know and what action you want them to take."}],"markDefs":[],"style":"callout"},{"_key":"0b51883b82c4","_type":"anchor","label":"Step 5: Draft your message"},{"_key":"9361290543d3","_type":"block","children":[{"_key":"65ad32d0af29","_type":"span","marks":[],"text":"Step 5: Draft and preview your welcome message"}],"markDefs":[],"style":"h3"},{"_key":"2ba08380ee5e","_type":"block","children":[{"_key":"61b1d7e29bce0","_type":"span","marks":[],"text":"In our next step, we'll draft the welcome message new members will see. Here, you can choose the account of the person sending the message and then write the message itself!"}],"markDefs":[],"style":"normal"},{"_key":"ba8dbce49cb2","_type":"mainImage","asset":{"_ref":"image-d75243291dcd05da8dd44304e920842d02b68c08-2932x1832-png","_type":"reference"},"caption":"Draft and preview your Slack welcome message"},{"_key":"abddfd579a48","_type":"block","children":[{"_key":"7b30ee019ade0","_type":"span","marks":[],"text":"In this example, we point out what channels might interest the new member and then encourage them to take action."}],"markDefs":[],"style":"normal"},{"_key":"6d54e51d1346","_type":"block","children":[{"_key":"a8b80a73e9370","_type":"span","marks":[],"text":"You can then preview the message and send a test message to see exactly how it will look in Slack."}],"markDefs":[],"style":"normal"},{"_key":"a997444cf042","_type":"block","children":[{"_key":"f1f5a5d583df0","_type":"span","marks":[],"text":"Once you're happy with the message, click to save and get those onboarding messages flowing! 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Click "},{"_key":"0470fb192ab53","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"0470fb192ab54","_type":"span","marks":[],"text":" and choose "},{"_key":"0470fb192ab55","_type":"span","marks":["strong"],"text":"Contact tags"},{"_key":"0470fb192ab56","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"7da65b50fadc","_type":"mainImage","asset":{"_ref":"image-210fc9a0d89090e6faa7f3fc25a05bb8864d49b9-2550x1318-png","_type":"reference"},"caption":"Select Contact tags"},{"_key":"19d6c031e7f6","_type":"block","children":[{"_key":"f24270f42cb00","_type":"span","marks":[],"text":"Select "},{"_key":"f24270f42cb01","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"f24270f42cb02","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[],"style":"normal"},{"_key":"043788b1b582","_type":"mainImage","asset":{"_ref":"image-385d5e115ca47c1a8a16b7b297fb59f8226fa961-552x526-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"ef7ad681aad6","_type":"block","children":[{"_key":"3ca971d101df0","_type":"span","marks":[],"text":"Boom, now anyone with head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, or CEO in their job title will automatically be added to this segment 🙌"}],"markDefs":[],"style":"normal"},{"_key":"440e2a5bee72","_type":"block","children":[{"_key":"db4d875bce510","_type":"span","marks":[],"text":"But we don’t just want decision-makers—we want people who match our criteria for ideal buyers."}],"markDefs":[],"style":"normal"},{"_key":"da1df4b0a886","_type":"block","children":[{"_key":"bbc34f627ab70","_type":"span","marks":[],"text":"Let’s say we’ve already configured our ideal persona tag (you can learn more about creating and customizing tags "},{"_key":"709243d97022","_type":"span","marks":["1858fbdb054d"],"text":"here"},{"_key":"fb747443d405","_type":"span","marks":[],"text":"). 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Then we’ll select "},{"_key":"bbc34f627ab75","_type":"span","marks":["strong"],"text":"Ideal persona"},{"_key":"bbc34f627ab76","_type":"span","marks":[],"text":" from the dropdown list."}],"markDefs":[{"_key":"1858fbdb054d","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/member-tags","openTab":true}],"style":"normal"},{"_key":"409810753891","_type":"mainImage","asset":{"_ref":"image-558d32af15369575439b68a97cd069669c8d64e5-552x456-png","_type":"reference"},"caption":"Select Ideal persona"},{"_key":"1d0ea96e9858","_type":"block","children":[{"_key":"c57d13cf2b5e0","_type":"span","marks":[],"text":"Finally, let’s make sure we zero in on individuals who recently changed roles. 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Now every person who matches these filters will be added to this segment automatically."}],"markDefs":[],"style":"normal"},{"_key":"5617672676e3","_type":"block","children":[{"_key":"5e47b7e9796a0","_type":"span","marks":[],"text":"This makes discovering and researching new leads for different sales plays a breeze."}],"markDefs":[],"style":"normal"},{"_key":"80b36a4fb577","_type":"block","children":[{"_key":"43f0804bdb750","_type":"span","marks":[],"text":"We can preview or click into any individual to learn more about them, see their recent activities across our connected channels, and monitor their next moves."}],"markDefs":[],"style":"normal"},{"_key":"14f57a3c6421","_type":"mainImage","asset":{"_ref":"image-de86ab3fcd32267d62a1dd3428f28da3c2dce9e8-1474x1150-png","_type":"reference"},"caption":"View profile"},{"_key":"fb654645c95a","_type":"block","children":[{"_key":"62e0b0bdfbd70","_type":"span","marks":[],"text":"If we have lead scoring set up, we can quickly hone in on the people who are most primed to buy and get a peek at the key factors that make them solid opportunities."}],"markDefs":[],"style":"normal"},{"_key":"c8cebcde9783","_type":"block","children":[{"_key":"411257c053550","_type":"span","marks":[],"text":"💡 "},{"_key":"411257c053551","_type":"span","marks":["e377b395a9b8"],"text":"Lead and account scoring"},{"_key":"411257c053552","_type":"span","marks":[],"text":" in Common Room is based on proprietary machine learning models that are trained using your historical data so you can highlight the best opportunities based on product usage, social activity, firmographic information, and more."}],"markDefs":[{"_key":"e377b395a9b8","_type":"link","href":"https://www.commonroom.io/playbooks/serve-actionable-lead-and-account-scores-to-sales-reps/"}],"style":"callout"},{"_key":"845f1caa5fa0","_type":"mainImage","asset":{"_ref":"image-e56499435ff329301dd35fd7a1e19968707a419c-3841x2160-png","_type":"reference"},"caption":"View lead scores"},{"_key":"cf77fe40b148","_type":"block","children":[{"_key":"69fef0b144b30","_type":"span","marks":[],"text":"But we want to convert prospects, not just research them."}],"markDefs":[],"style":"normal"},{"_key":"3d3bebaa2d44","_type":"block","children":[{"_key":"70cf4d85972e0","_type":"span","marks":[],"text":"Let’s make our segments truly actionable."}],"markDefs":[],"style":"normal"},{"_key":"d00e58fd6186","_type":"anchor","label":"Step 3: Custom views and notifications"},{"_key":"05a92ea2f3b5","_type":"block","children":[{"_key":"bc4d8022f62f0","_type":"span","marks":[],"text":"Step 3: Customize segment views and notifications"}],"markDefs":[],"style":"h3"},{"_key":"4baa9117a928","_type":"block","children":[{"_key":"d1bb7533de820","_type":"span","marks":[],"text":"First let’s add our segments to the "},{"_key":"d1bb7533de821","_type":"span","marks":["strong"],"text":"Home"},{"_key":"d1bb7533de822","_type":"span","marks":[],"text":" screen so they’re always the first thing we see when we log in."}],"markDefs":[],"style":"normal"},{"_key":"8c01c5f9f4c1","_type":"block","children":[{"_key":"c5be6fcdc2c00","_type":"span","marks":[],"text":"Click the three-dot ("},{"_key":"c5be6fcdc2c01","_type":"span","marks":["strong"],"text":"…"},{"_key":"c5be6fcdc2c02","_type":"span","marks":[],"text":") icon for any segment and choose "},{"_key":"c5be6fcdc2c03","_type":"span","marks":["strong"],"text":"Add to Home"},{"_key":"c5be6fcdc2c04","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"22cf5dba1cf5","_type":"mainImage","asset":{"_ref":"image-6547248c18f4d2d6280de42b35d0435b953c6dde-718x758-png","_type":"reference"},"caption":"Select Add to Home"},{"_key":"e5d24d5dbbf7","_type":"block","children":[{"_key":"00aed0d7618f0","_type":"span","marks":[],"text":"Once we’ve added all our segments, we’ll click "},{"_key":"00aed0d7618f1","_type":"span","marks":["strong"],"text":"Home"},{"_key":"00aed0d7618f2","_type":"span","marks":[],"text":" in the left sidebar. 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Now they can."}],"markDefs":[],"style":"normal"},{"_key":"9f8410ab81a0","_type":"block","children":[{"_key":"59bb40a069b90","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to automatically track economic buyers who are engaging with your company, make sure they fit your ideal customer profile, and take action at the right time."}],"markDefs":[],"style":"normal"},{"_key":"4865a4ca4f66","_type":"block","children":[{"_key":"eabe2109e1230","_type":"span","marks":[],"text":"Let’s get to it 😎"}],"markDefs":[],"style":"normal"},{"_key":"2f831970f7ca","_type":"block","children":[{"_key":"3113c87b59170","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"9fcdddaf232f","_type":"block","children":[{"_key":"792a22f24ef60","_type":"span","marks":[],"text":"Common Room (this is how we’ll find and filter digital activity—"},{"_key":"792a22f24ef61","_type":"span","marks":["ceacc07c048e"],"text":"sign up for free"},{"_key":"792a22f24ef62","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"ceacc07c048e","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"601cba8cf45e","_type":"block","children":[{"_key":"48a96bafa6250","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use LinkedIn, Discourse, and Meetup)"}],"markDefs":[],"style":"callout"},{"_key":"eaa3c1f4cdba","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"386328937567","_type":"block","children":[{"_key":"5866f185f514","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"e843f11c0867","_type":"block","children":[{"_key":"c307f78c09100","_type":"span","marks":[],"text":"First we need to see everywhere our buyers are congregating."}],"markDefs":[],"style":"normal"},{"_key":"c6c63d445f7f","_type":"block","children":[{"_key":"c8e8e64c05de0","_type":"span","marks":[],"text":"Let’s say we see a lot of activity across "},{"_key":"c8e8e64c05de1","_type":"span","marks":["c00670196e0a"],"text":"LinkedIn"},{"_key":"c8e8e64c05de2","_type":"span","marks":[],"text":", our "},{"_key":"c8e8e64c05de3","_type":"span","marks":["b770a0a9860d"],"text":"Discourse"},{"_key":"c8e8e64c05de4","_type":"span","marks":[],"text":" forum, and the events we host on "},{"_key":"c8e8e64c05de5","_type":"span","marks":["d6fb5dc48b82"],"text":"Meetup"},{"_key":"c8e8e64c05de6","_type":"span","marks":[],"text":". The first thing we’ll do is connect these data sources to Common Room."}],"markDefs":[{"_key":"c00670196e0a","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/linkedin"},{"_key":"b770a0a9860d","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/discourse"},{"_key":"d6fb5dc48b82","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/meetup"}],"style":"normal"},{"_key":"efede367311a","_type":"block","children":[{"_key":"41dce4b6849f0","_type":"span","marks":[],"text":"💡 Common Room provides dozens of natively built and fully managed "},{"_key":"41dce4b6849f1","_type":"span","marks":["44e1c26d305d"],"text":"integrations"},{"_key":"41dce4b6849f2","_type":"span","marks":[],"text":", as well as various data importing options. The more data sources you connect to Common Room, the more visibility you’ll get into digital activity and user identity."}],"markDefs":[{"_key":"44e1c26d305d","_type":"link","href":"https://docs.commonroom.io/get-started/integrations"}],"style":"callout"},{"_key":"a8c78c903963","_type":"block","children":[{"_key":"85e3908fd4570","_type":"span","marks":[],"text":"Log into Common Room and go to "},{"_key":"85e3908fd4571","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"85e3908fd4572","_type":"span","marks":[],"text":" in the left sidebar (the little ⚙️ icon at the bottom) to pull up "},{"_key":"85e3908fd4573","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"85e3908fd4574","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"af9e0c98b32b","_type":"mainImage","asset":{"_ref":"image-b0c0007ba623cbe03a0a2077a4625c0165cd84c4-3840x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"507b3dd66287","_type":"block","children":[{"_key":"73eaddd885bc0","_type":"span","marks":[],"text":"Next, select LinkedIn from the list of sources."}],"markDefs":[],"style":"normal"},{"_key":"9c5db2fb3fb8","_type":"mainImage","asset":{"_ref":"image-0d68927728149ce2160009ec1257bf232a8792ab-1322x904-png","_type":"reference"},"caption":"Select LinkedIn"},{"_key":"02552a0e8d75","_type":"block","children":[{"_key":"552d9359cdf70","_type":"span","marks":[],"text":"We’ll need to authenticate our LinkedIn account (and do the same for every data source we connect). 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We’ll narrow it down using filters."}],"markDefs":[],"style":"normal"},{"_key":"dfc3f308808b","_type":"block","children":[{"_key":"8074ef77c5af0","_type":"span","marks":[],"text":"💡 You can choose from a wide variety of "},{"_key":"8074ef77c5af1","_type":"span","marks":["c1ec38cb1bba"],"text":"filters"},{"_key":"8074ef77c5af2","_type":"span","marks":[],"text":" to drill down into individuals, organizations, and activities based on the criteria that matter most to you."}],"markDefs":[{"_key":"c1ec38cb1bba","_type":"link","href":"https://docs.commonroom.io/using-common-room/organizations-page/filters-and-sorting"}],"style":"callout"},{"_key":"26b509564e4c","_type":"block","children":[{"_key":"7f353ffb52990","_type":"span","marks":[],"text":"Click "},{"_key":"7f353ffb52991","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"7f353ffb52992","_type":"span","marks":[],"text":" and choose "},{"_key":"7f353ffb52993","_type":"span","marks":["strong"],"text":"Member tags"},{"_key":"7f353ffb52994","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"b620ced8ad71","_type":"mainImage","asset":{"_ref":"image-c0f3c5fa38f6e4ee1ea63fbb5001c1b90fa2e753-2732x1386-png","_type":"reference"},"caption":"Select Member tags"},{"_key":"e9fde16f61e8","_type":"block","children":[{"_key":"026ede4611500","_type":"span","marks":[],"text":"This will open up a dropdown menu of options. Select "},{"_key":"026ede4611501","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"026ede4611502","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"a749435da092","_type":"mainImage","asset":{"_ref":"image-4d178dcf2d5a2f9894d5afa0d25dcfa0c9fe2ac3-684x914-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"a49932544296","_type":"block","children":[{"_key":"9d046c0dc0da0","_type":"span","marks":[],"text":"This is a default tag available to all Common Room users. It’s configured to help you spotlight the individuals most likely to have budget authority based on their job title 💵"}],"markDefs":[],"style":"normal"},{"_key":"d75457e51d0a","_type":"block","children":[{"_key":"eabcf1662d410","_type":"span","marks":[],"text":"Any individual with the following words in their title will automatically be tagged as an economic buyer: head of, director, VP, president, chief, CFO, CTO, CPO, CMO, COO, CEO."}],"markDefs":[],"style":"normal"},{"_key":"d74d4af032e0","_type":"block","children":[{"_key":"c3206dceb89e0","_type":"span","marks":[],"text":"We can also edit the tag to narrow its scope, such as by customizing it for a specific type of buyer based on their role."}],"markDefs":[],"style":"normal"},{"_key":"a0be86422733","_type":"block","children":[{"_key":"2ff8815bb5000","_type":"span","marks":[],"text":"Click out of the dropdown menu and voilà—you now have a view of all economic buyers active across your digital channels."}],"markDefs":[],"style":"normal"},{"_key":"8de1f31dd184","_type":"mainImage","asset":{"_ref":"image-7f33eccc04913762e515bd33e84c800c7910b557-2252x930-png","_type":"reference"},"caption":"View economic buyers"},{"_key":"bd2dd2423d67","_type":"block","children":[{"_key":"b718fd44e0200","_type":"span","marks":[],"text":"Next time someone reacts to our content on LinkedIn, we’ll know whether they’re a junior employee or a potential decision-maker."}],"markDefs":[],"style":"normal"},{"_key":"0d5b3ae42e05","_type":"block","children":[{"_key":"3f213d49d9850","_type":"span","marks":[],"text":"Hover over an individual and click "},{"_key":"3f213d49d9851","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"3f213d49d9852","_type":"span","marks":[],"text":" to pull up their profile."}],"markDefs":[],"style":"normal"},{"_key":"a73b90e89670","_type":"mainImage","asset":{"_ref":"image-3e19cb170fccfece062540793aba70512f3357be-2260x418-png","_type":"reference"},"caption":"Select Preview"},{"_key":"9dfb25174822","_type":"block","children":[{"_key":"f57908da0ed40","_type":"span","marks":[],"text":"From here you can learn more about economic buyers and their most recent activity. If you wish, you can also "},{"_key":"f57908da0ed41","_type":"span","marks":["e702fb65dadd"],"text":"add them to an Outreach sequence"},{"_key":"f57908da0ed42","_type":"span","marks":[],"text":", send them a message, add them to a "},{"_key":"f57908da0ed43","_type":"span","marks":["36942957b0b6"],"text":"segment"},{"_key":"f57908da0ed44","_type":"span","marks":[],"text":", and more."}],"markDefs":[{"_key":"e702fb65dadd","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/add-members-to-an-outreach-sequence"},{"_key":"36942957b0b6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page/segments-page-home"}],"style":"normal"},{"_key":"8bde240e7cf4","_type":"mainImage","asset":{"_ref":"image-50b6d65fd882e228dca8c47a43cdc08a2753b04a-3840x2160-png","_type":"reference"},"caption":"View preview"},{"_key":"0c055493304d","_type":"block","children":[{"_key":"a0d87644a3310","_type":"span","marks":[],"text":"We can add more filters to drill down further. But in this case, we want to edit our "},{"_key":"a0d87644a3311","_type":"span","marks":["strong"],"text":"Economic buyer"},{"_key":"a0d87644a3312","_type":"span","marks":[],"text":" tag."}],"markDefs":[],"style":"normal"},{"_key":"ee192ca842bf","_type":"block","children":[{"_key":"cf68de5a00250","_type":"span","marks":[],"text":"Let’s update our tag to focus on decision-makers from high-fit companies."}],"markDefs":[],"style":"normal"},{"_key":"1944b9230ae9","_type":"anchor","label":"Step 3: Edit Economic buyer tag"},{"_key":"c3b27129f8ba","_type":"block","children":[{"_key":"009de3237c110","_type":"span","marks":[],"text":"Step 3: Edit Economic buyer tag"}],"markDefs":[],"style":"h3"},{"_key":"6995f402402a","_type":"block","children":[{"_key":"c619043237960","_type":"span","marks":[],"text":"Head back to the "},{"_key":"c619043237961","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"c619043237962","_type":"span","marks":[],"text":" menu and click on "},{"_key":"c619043237963","_type":"span","marks":["strong"],"text":"Tags"},{"_key":"c619043237964","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"3f631f633fb7","_type":"mainImage","asset":{"_ref":"image-443226971dca5eaecdd549a96fea8a307ad8e3c0-3840x2160-png","_type":"reference"},"caption":"Select Tags"},{"_key":"f26403e2c897","_type":"block","children":[{"_key":"a5cc252f8dba0","_type":"span","marks":[],"text":"💡 Common Room makes it easy to identify and track specific individuals and organizations with fully customizable "},{"_key":"a5cc252f8dba1","_type":"span","marks":["c40deba02cd0"],"text":"tags"},{"_key":"a5cc252f8dba2","_type":"span","marks":[],"text":". Create your own or choose from a wide variety of out-of-the-box options."}],"markDefs":[{"_key":"c40deba02cd0","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/member-tags"}],"style":"callout"},{"_key":"066c4580b790","_type":"block","children":[{"_key":"1edb8dd2b9b00","_type":"span","marks":[],"text":"Hit edit over the "},{"_key":"1edb8dd2b9b01","_type":"span","marks":["strong"],"text":"Economic buyer"},{"_key":"1edb8dd2b9b02","_type":"span","marks":[],"text":" tag."}],"markDefs":[],"style":"normal"},{"_key":"56446eb14fe9","_type":"mainImage","asset":{"_ref":"image-4324076f0009ad2624d8a61361ee5d52fa3d9d4c-2118x910-png","_type":"reference"},"caption":"Select Edit"},{"_key":"7db07bd111a5","_type":"block","children":[{"_key":"ca5e8cbcdfef0","_type":"span","marks":[],"text":"Next click "},{"_key":"ca5e8cbcdfef1","_type":"span","marks":["strong"],"text":"Add filter"},{"_key":"ca5e8cbcdfef2","_type":"span","marks":[],"text":". From here we can zero in on the attributes and actions most associated with our ideal customers, such as organization size, annual revenue, industries, tech stack, and more 🧑‍🔬"}],"markDefs":[],"style":"normal"},{"_key":"a27f6384b158","_type":"mainImage","asset":{"_ref":"image-4ec333dbf23b17c6dc27ed59d600f6876e1f9f59-2668x1338-png","_type":"reference"},"caption":"View filters"},{"_key":"7f41aefe5a6b","_type":"block","children":[{"_key":"ac12e75273300","_type":"span","marks":[],"text":"Let’s say we’re making a big push into the enterprise. We want to focus on director-level and above buyers at companies with 1,000 employees or more."}],"markDefs":[],"style":"normal"},{"_key":"1668a22f1a5a","_type":"block","children":[{"_key":"8a46d1e2a3850","_type":"span","marks":[],"text":"We’d select "},{"_key":"8a46d1e2a3851","_type":"span","marks":["strong"],"text":"Organization size"},{"_key":"8a46d1e2a3852","_type":"span","marks":[],"text":" from the list of filters."}],"markDefs":[],"style":"normal"},{"_key":"a59bb50ab633","_type":"mainImage","asset":{"_ref":"image-fda401a6ce627f780789c42e5596de2e90b77a60-2476x1302-png","_type":"reference"},"caption":"Select Organization size"},{"_key":"633bb258be9b","_type":"block","children":[{"_key":"c7c96430767d0","_type":"span","marks":[],"text":"We could choose from the list of options in the dropdown menu, but we’ll just put 1,000 in the "},{"_key":"c7c96430767d1","_type":"span","marks":["strong"],"text":"At least"},{"_key":"c7c96430767d2","_type":"span","marks":[],"text":" box. 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your product."}],"markDefs":[],"style":"normal"},{"_key":"9a27292da992","_type":"block","children":[{"_key":"6c193edf9d3b0","_type":"span","marks":[],"text":"Job changes are often viewed through the lens of customer retention, but they’re also a goldmine for sales pipeline creation."}],"markDefs":[],"style":"normal"},{"_key":"61940239a07d","_type":"block","children":[{"_key":"912694b542000","_type":"span","marks":[],"text":"The hard part is spotting these opportunities and taking action fast."}],"markDefs":[],"style":"normal"},{"_key":"2702554be31b","_type":"block","children":[{"_key":"28cb00a123940","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to keep an eye on people’s work histories, stay alerted to job changes in real time, and move quickly when opportunities present themselves."}],"markDefs":[],"style":"normal"},{"_key":"eaa8e6d544b2","_type":"block","children":[{"_key":"8fb2ad5cae190","_type":"span","marks":[],"text":"Let’s get to work 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sources"},{"_key":"ae1a0fd48f38","_type":"block","children":[{"_key":"a4ef4cfca7d3","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"6ba3e989b03e","_type":"block","children":[{"_key":"ce1b4a3f923b0","_type":"span","marks":[],"text":"Our first step is connecting Common Room to the channels where our customers spend their time. 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Click on "},{"_key":"0420d13f70d21","_type":"span","marks":["strong"],"text":"Recent org changes"},{"_key":"0420d13f70d22","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"73543c12abe8","_type":"mainImage","asset":{"_ref":"image-8772eaf2b008815d5df7d10d781f79f69fb028ba-3841x2160-png","_type":"reference"},"caption":"Select Recent org changes"},{"_key":"98361506680e","_type":"block","children":[{"_key":"0ec9fe93c3590","_type":"span","marks":[],"text":"And here we have it—every person interacting with our organization across our connected data sources who has changed jobs in the past six months 🕵️"}],"markDefs":[],"style":"normal"},{"_key":"e09f820af151","_type":"block","children":[{"_key":"59d646b5fd820","_type":"span","marks":[],"text":"Hover over any individual and click "},{"_key":"59d646b5fd821","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"59d646b5fd822","_type":"span","marks":[],"text":" to pull up their preview tray. 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Select "},{"_key":"026ede4611501","_type":"span","marks":["strong"],"text":"Economic buyers"},{"_key":"026ede4611502","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"a749435da092","_type":"mainImage","asset":{"_ref":"image-4d178dcf2d5a2f9894d5afa0d25dcfa0c9fe2ac3-684x914-png","_type":"reference"},"caption":"Select Economic buyers"},{"_key":"a49932544296","_type":"block","children":[{"_key":"9d046c0dc0da0","_type":"span","marks":[],"text":"This is a default tag available to all Common Room users. 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If you wish, you can also "},{"_key":"f57908da0ed41","_type":"span","marks":["e702fb65dadd"],"text":"add them to an Outreach sequence"},{"_key":"f57908da0ed42","_type":"span","marks":[],"text":", send them a message, add them to a "},{"_key":"f57908da0ed43","_type":"span","marks":["36942957b0b6"],"text":"segment"},{"_key":"f57908da0ed44","_type":"span","marks":[],"text":", and more."}],"markDefs":[{"_key":"e702fb65dadd","_type":"link","href":"https://docs.commonroom.io/using-common-room/members-page/add-members-to-an-outreach-sequence"},{"_key":"36942957b0b6","_type":"link","href":"https://docs.commonroom.io/using-common-room/segments-page/segments-page-home"}],"style":"normal"},{"_key":"8bde240e7cf4","_type":"mainImage","asset":{"_ref":"image-50b6d65fd882e228dca8c47a43cdc08a2753b04a-3840x2160-png","_type":"reference"},"caption":"View preview"},{"_key":"0c055493304d","_type":"block","children":[{"_key":"a0d87644a3310","_type":"span","marks":[],"text":"We can add more filters to drill down further. 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From here we can zero in on the attributes and actions most associated with our ideal customers, such as organization size, annual revenue, industries, tech stack, and more 🧑‍🔬"}],"markDefs":[],"style":"normal"},{"_key":"a27f6384b158","_type":"mainImage","asset":{"_ref":"image-4ec333dbf23b17c6dc27ed59d600f6876e1f9f59-2668x1338-png","_type":"reference"},"caption":"View filters"},{"_key":"7f41aefe5a6b","_type":"block","children":[{"_key":"ac12e75273300","_type":"span","marks":[],"text":"Let’s say we’re making a big push into the enterprise. We want to focus on director-level and above buyers at companies with 1,000 employees or more."}],"markDefs":[],"style":"normal"},{"_key":"1668a22f1a5a","_type":"block","children":[{"_key":"8a46d1e2a3850","_type":"span","marks":[],"text":"We’d select "},{"_key":"8a46d1e2a3851","_type":"span","marks":["strong"],"text":"Organization size"},{"_key":"8a46d1e2a3852","_type":"span","marks":[],"text":" from the list of filters."}],"markDefs":[],"style":"normal"},{"_key":"a59bb50ab633","_type":"mainImage","asset":{"_ref":"image-fda401a6ce627f780789c42e5596de2e90b77a60-2476x1302-png","_type":"reference"},"caption":"Select Organization size"},{"_key":"633bb258be9b","_type":"block","children":[{"_key":"c7c96430767d0","_type":"span","marks":[],"text":"We could choose from the list of options in the dropdown menu, but we’ll just put 1,000 in the "},{"_key":"c7c96430767d1","_type":"span","marks":["strong"],"text":"At least"},{"_key":"c7c96430767d2","_type":"span","marks":[],"text":" box. 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filter."}],"markDefs":[],"style":"normal"},{"_key":"ecc39cbe535d","_type":"block","children":[{"_key":"7fb8cc7bb8250","_type":"span","marks":[],"text":"We can continue to customize the tag however we see fit, but first let’s make sure we’re immediately notified whenever someone with this tag interacts with us."}],"markDefs":[],"style":"normal"},{"_key":"4d0814acb3ae","_type":"anchor","label":"Step 4: Create real-time alerts"},{"_key":"0cc1c740bf80","_type":"block","children":[{"_key":"d4618b4b98020","_type":"span","marks":[],"text":"Step 4: Create real-time alerts"}],"markDefs":[],"style":"h3"},{"_key":"3d663a5bef26","_type":"block","children":[{"_key":"25a9ab8d41570","_type":"span","marks":[],"text":"Leave the "},{"_key":"c1824c610540","_type":"span","marks":["strong"],"text":"Settings"},{"_key":"9518635ac0fb","_type":"span","marks":[],"text":" menu and click on "},{"_key":"25a9ab8d41571","_type":"span","marks":["strong"],"text":"Team 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This whole process should take just a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"d63bace71a76","_type":"block","children":[{"_key":"0e2b8ee6459a0","_type":"span","marks":[],"text":"Next, we’ll want to connect to more sources and keep repeating the process above until we’ve connected the major channels where our ideal customers reside."}],"markDefs":[],"style":"normal"},{"_key":"3a3d70f85b00","_type":"block","children":[{"_key":"e59cb3f6a4480","_type":"span","marks":[],"text":"Let’s walk through connecting to GitHub."}],"markDefs":[],"style":"normal"},{"_key":"3f519cebe178","_type":"block","children":[{"_key":"540b2841bc6e0","_type":"span","marks":[],"text":"After selecting "},{"_key":"2391c8b5ac87","_type":"span","marks":["strong"],"text":"+ Connect"},{"_key":"a0c05ec91700","_type":"span","marks":[],"text":" to GitHub, you’ll see an authentication and repo selection step."}],"markDefs":[],"style":"normal"},{"_key":"8b3d91082479","_type":"mainImage","alt":"Authenticate your community GitHub and select repos","asset":{"_ref":"image-d161b448abb1d182c3fc7a461bc9108253750848-2006x1038-png","_type":"reference"},"caption":"Authenticate your community GitHub and select repos"},{"_key":"309713e5e8d8","_type":"block","children":[{"_key":"545479483cd4","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"8410272766b1","_type":"span","marks":[],"text":" Authentication with GitHub requires approval from one of your org admins. If you are not an admin and proceed through setup, GitHub will email your org admins requesting their permission."}],"markDefs":[],"style":"callout"},{"_key":"6da9c85c1fc5","_type":"block","children":[{"_key":"24e711e9c5790","_type":"span","marks":[],"text":"And here’s what it looks like after you’ve authenticated repos:"}],"markDefs":[],"style":"normal"},{"_key":"1f8032fe8ae3","_type":"mainImage","alt":"GitHub repos connected to Common Room","asset":{"_ref":"image-e8496dd88c2a2e40a2299e8a8d5d8f7bc467e59f-2026x814-png","_type":"reference"},"caption":"GitHub repos connected to Common Room"},{"_key":"4474810083e8","_type":"block","children":[{"_key":"40897bdd860f0","_type":"span","marks":[],"text":"Once authentication is verified, you’ll see activity data from GitHub in your Common Room instance after a few minutes."}],"markDefs":[],"style":"normal"},{"_key":"86cbfa1a9282","_type":"block","children":[{"_key":"5671b1fd0c54","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"745851c9ba51","_type":"span","marks":[],"text":" For now, we’ll just cover walking through connecting to these two sources. But it’s important to note that the more sources you add, the more matches ideal customer profile matches you can identify in Common Room. And even better if you connect business data sources like your "},{"_key":"a01ad6e1db3f","_type":"span","marks":["5b7b5ad38d39"],"text":"data warehouse"},{"_key":"d3f8e732498f","_type":"span","marks":[],"text":" or "},{"_key":"2ebfdf96608c","_type":"span","marks":["963a49fa9b1e"],"text":"CRM"},{"_key":"6ae03d8eedac","_type":"span","marks":[],"text":" to tie together the entire customer journey in one place."}],"markDefs":[{"_key":"5b7b5ad38d39","_type":"link","href":"https://www.commonroom.io/integrations/snowflake/"},{"_key":"963a49fa9b1e","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/salesforce-crm"}],"style":"callout"},{"_key":"cab3729f2387","_type":"block","children":[{"_key":"eedd7f9a917b0","_type":"span","marks":[],"text":"Let’s move to the next step."}],"markDefs":[],"style":"normal"},{"_key":"e07b16bce0d5","_type":"anchor","label":"Step 2: Define your ICP"},{"_key":"59fb8c263840","_type":"block","children":[{"_key":"07008d3698240","_type":"span","marks":[],"text":"Step 2: Define your ideal customer criteria"}],"markDefs":[],"style":"h3"},{"_key":"cb4a00060822","_type":"block","children":[{"_key":"6cfd2a8a540d0","_type":"span","marks":[],"text":"After hooking up your community and product sources in Common Room, you’ll see all the matched members along with firmographics, like where they work and their roles."}],"markDefs":[],"style":"normal"},{"_key":"42695ab8e53c","_type":"mainImage","alt":"View of all members in Common Room","asset":{"_ref":"image-90da26eb3bb0c55fa7257dd39b96528949d1d7b0-2932x1832-png","_type":"reference"},"caption":"View of all members in Common Room"},{"_key":"5c391faf745f","_type":"block","children":[{"_key":"545d6f7d4bd50","_type":"span","marks":[],"text":"With these details on matched members and the organizations where they work, we can start to apply tags for those who meet our ICP criteria. For that, we can return to Settings and locate the Tags item in the left sidebar."}],"markDefs":[],"style":"normal"},{"_key":"b4b8cb313bbb","_type":"mainImage","alt":"Common Room tag set up","asset":{"_ref":"image-368da87f7f5d5d4cfe07a49537da11a95a7adeae-2932x1832-png","_type":"reference"},"caption":"Common Room tag set up"},{"_key":"24566d7829e0","_type":"block","children":[{"_key":"87091d3f13c00","_type":"span","marks":[],"text":"Here we see a handful of default tags like “Influencer” or “Product qualified.” In our case, we want to set rules for the “Ideal persona” tag."}],"markDefs":[],"style":"normal"},{"_key":"b50ba3221a86","_type":"block","children":[{"_key":"42e2de53943c0","_type":"span","marks":[],"text":"To do that, we’ll click the corresponding "},{"_key":"42e2de53943c1","_type":"span","marks":["strong"],"text":"Set up"},{"_key":"42e2de53943c2","_type":"span","marks":[],"text":" button. This takes us to a place to set filters for our ICP. 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button."}],"markDefs":[],"style":"normal"},{"_key":"6b80ea145228","_type":"block","children":[{"_key":"23ac524567f10","_type":"span","marks":[],"text":"We’ll start with role and select Marketing and Sales options (and any others that apply)."}],"markDefs":[],"style":"normal"},{"_key":"fa8104edb50b","_type":"mainImage","alt":"Filter members by role","asset":{"_ref":"image-7a3a94f097f530cb81cffc8488309e620da7546f-522x644-png","_type":"reference"},"caption":"Filter members by role"},{"_key":"d0bd17a0c0a5","_type":"block","children":[{"_key":"881d906606a90","_type":"span","marks":[],"text":"For the next filter, we’ll click the 🔽 arrow and choose a filter group."}],"markDefs":[],"style":"normal"},{"_key":"1d1ee0467e16","_type":"mainImage","alt":"Use advanced filters like a filter group","asset":{"_ref":"image-629d8dd3fa7c5f720ddd3a5b4e03e6c64e9af79d-842x312-png","_type":"reference"},"caption":"Use advanced filters like a filter 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We can click the "},{"_key":"46d18458d56d1","_type":"span","marks":["strong"],"text":"+ Add filter"},{"_key":"46d18458d56d2","_type":"span","marks":[],"text":" and locate the "},{"_key":"46d18458d56d3","_type":"span","marks":["strong"],"text":"Member tag"},{"_key":"46d18458d56d4","_type":"span","marks":[],"text":" option to do that. From there, we can select the option next to "},{"_key":"46d18458d56d5","_type":"span","marks":["strong"],"text":"Ideal persona"},{"_key":"46d18458d56d6","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"8a165b684f3c","_type":"mainImage","alt":"Filter by member Ideal persona tag","asset":{"_ref":"image-b58598ec2f5ce4d8964d168eaf816d00f3df268c-602x704-png","_type":"reference"},"caption":"Filter by member Ideal persona tag"},{"_key":"c6bca8810d18","_type":"block","children":[{"_key":"1dec88e51a300","_type":"span","marks":[],"text":"Applying this filter will narrow the number of members we see to just those with the Ideal persona tag."}],"markDefs":[],"style":"normal"},{"_key":"41cbe9a22d8f","_type":"block","children":[{"_key":"1c3242532a810","_type":"span","marks":[],"text":"To take action, we probably want to filter a bit more. So, let’s imagine we want to invite all active, non-paying customers in our community to an upcoming event. For that, we can apply more filters like "},{"_key":"1c3242532a811","_type":"span","marks":["strong"],"text":"Last active"},{"_key":"1c3242532a812","_type":"span","marks":[],"text":" is within "},{"_key":"1c3242532a813","_type":"span","marks":["strong"],"text":"28 days"},{"_key":"1c3242532a814","_type":"span","marks":[],"text":", and "},{"_key":"1c3242532a815","_type":"span","marks":["strong"],"text":"Deal stage"},{"_key":"1c3242532a816","_type":"span","marks":[],"text":" is none of "},{"_key":"1c3242532a817","_type":"span","marks":["strong"],"text":"Closed won"},{"_key":"1c3242532a818","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"31a984fb1a32","_type":"mainImage","alt":"Apply multiple filters to members","asset":{"_ref":"image-0e1c4e4b6230d59b3aec30acc93f7377aeeae8cd-2032x202-png","_type":"reference"},"caption":"Apply multiple filters to members"},{"_key":"9133f5276c00","_type":"block","children":[{"_key":"a3cb9ad7ca99","_type":"span","marks":["strong"],"text":"Note:"},{"_key":"5a73b20d7e69","_type":"span","marks":[],"text":" To apply filters using customer data, you’ll likely need to connect your CRM or data warehouse to Common Room. "},{"_key":"dfe53324eeb2","_type":"span","marks":["9898851b9f21"],"text":"Check out our native integrations"},{"_key":"d57eebb81540","_type":"span","marks":[],"text":" for HubSpot, Salesforce, HighTouch, Census, and Snowflake."}],"markDefs":[{"_key":"9898851b9f21","_type":"link","href":"https://www.commonroom.io/integrations/"}],"style":"callout"},{"_key":"9825d2f87ce0","_type":"block","children":[{"_key":"d45ff295445d0","_type":"span","marks":[],"text":"With our view now narrowed, we can take all sorts of actions like sending members a "},{"_key":"d45ff295445d1","_type":"span","marks":["81ff5fd8f828"],"text":"bulk Slack message"},{"_key":"d45ff295445d2","_type":"span","marks":[],"text":", "},{"_key":"d45ff295445d3","_type":"span","marks":["494a30e65e06"],"text":"syncing with our marketing tool"},{"_key":"d45ff295445d4","_type":"span","marks":[],"text":" to send them an email, or adding them to a Segment for our team to triage outreach."}],"markDefs":[{"_key":"81ff5fd8f828","_type":"link","href":"https://docs.commonroom.io/using-common-room/contacts/bulk-messaging"},{"_key":"494a30e65e06","_type":"link","href":"https://www.commonroom.io/playbooks/cqls-community-qualified-leads/"}],"style":"normal"},{"_key":"38f09df153ab","_type":"block","children":[{"_key":"13286dac0dd40","_type":"span","marks":[],"text":"Finally, we could apply similar logic to our organization view. The only difference is this view will show active organizations rather than the members at them. 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And from here, we’ll click "},{"_key":"336e42718bf21","_type":"span","marks":["strong"],"text":"+ Create team alert"},{"_key":"336e42718bf22","_type":"span","marks":[],"text":"."}],"markDefs":[],"style":"normal"},{"_key":"30d635448b4b","_type":"block","children":[{"_key":"dd8d333738ff0","_type":"span","marks":[],"text":"Let’s start by setting up a Slack alert when new ICP members are identified in our community. 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qualification is the difference between spending time on high-fit opportunities and wasting time on deals that fall flat."}],"markDefs":[],"style":"normal"},{"_key":"f53116627862","_type":"block","children":[{"_key":"5c68cc8673870","_type":"span","marks":[],"text":"Lots of factors go into building an ideal customer profile: industry, company size, annual revenue, capital raised. But for companies selling technology solutions—from B2B SaaS to commercial open-source software—understanding the tech stack an organization uses day to day will tell you a lot about their pain points and priorities."}],"markDefs":[],"style":"normal"},{"_key":"9438cf2017a5","_type":"block","children":[{"_key":"2930c635f2730","_type":"span","marks":[],"text":"Not only can you determine if a company is the right fit for your product based on their tooling, you can use this information to personalize your outreach, highlight your product as a complement, and potentially run a rip-and-replace sales motion."}],"markDefs":[],"style":"normal"},{"_key":"ef41327c787a","_type":"block","children":[{"_key":"a44440701fc30","_type":"span","marks":[],"text":"In this playbook, we’ll show you how to do a deep dive into your prospects’ tech stacks, apply this information to lead qualification, and use it to zero in on ideal customers."}],"markDefs":[],"style":"normal"},{"_key":"1f24406ac8be","_type":"block","children":[{"_key":"d00955319cf20","_type":"span","marks":[],"text":"Let’s get this show on the road 🚘"}],"markDefs":[],"style":"normal"},{"_key":"650890ad092e","_type":"block","children":[{"_key":"2d47687deade0","_type":"span","marks":["strong"],"text":"What you’ll need:"}],"markDefs":[],"style":"normal"},{"_key":"0862e04f0b62","_type":"block","children":[{"_key":"4645240bc8d90","_type":"span","marks":[],"text":"Common Room (this is how we’ll find and filter opportunities—"},{"_key":"4645240bc8d91","_type":"span","marks":["d94bb6b98912"],"text":"sign up for free"},{"_key":"4645240bc8d92","_type":"span","marks":[],"text":" to follow along)"}],"markDefs":[{"_key":"d94bb6b98912","_type":"link","href":"https://commonroom.io/signup"}],"style":"callout"},{"_key":"f848e5893f09","_type":"block","children":[{"_key":"b8c16e220dd20","_type":"span","marks":[],"text":"Access to digital channels (in this example we’ll use GitHub, Twitter, and Discord)"}],"markDefs":[],"style":"callout"},{"_key":"e37d48a0dcb2","_type":"anchor","label":"Step 1: Connect data sources"},{"_key":"40bb4b0f5dc8","_type":"block","children":[{"_key":"2f412e0aecb3","_type":"span","marks":[],"text":"Step 1: Connect data sources"}],"markDefs":[],"style":"h3"},{"_key":"3f9219a453b8","_type":"block","children":[{"_key":"18e4a3c999d30","_type":"span","marks":[],"text":"The first thing we want to do is centralize our view of digital activity in Common Room so we can surface potential customers."}],"markDefs":[],"style":"normal"},{"_key":"e8e6465bffb4","_type":"block","children":[{"_key":"0812bd8358ea0","_type":"span","marks":[],"text":"In this case we’ll focus on "},{"_key":"0812bd8358ea1","_type":"span","marks":["ded4b4f74da6"],"text":"GitHub"},{"_key":"0812bd8358ea2","_type":"span","marks":[],"text":", "},{"_key":"0812bd8358ea3","_type":"span","marks":["4136efebb2e7"],"text":"Twitter"},{"_key":"0812bd8358ea4","_type":"span","marks":[],"text":", and "},{"_key":"0812bd8358ea5","_type":"span","marks":["f63e4cbdfeba"],"text":"Discord"},{"_key":"0812bd8358ea6","_type":"span","marks":[],"text":". Keep in mind that the more data sources you connect to Common Room, the more opportunities you’ll uncover."}],"markDefs":[{"_key":"ded4b4f74da6","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/github"},{"_key":"4136efebb2e7","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/twitter"},{"_key":"f63e4cbdfeba","_type":"link","href":"https://docs.commonroom.io/get-started/integrations/discord"}],"style":"normal"},{"_key":"80ab57503a6b","_type":"block","children":[{"_key":"f227b5e25da50","_type":"span","marks":[],"text":"💡 Common Room has dozens of natively built and fully managed "},{"_key":"f227b5e25da51","_type":"span","marks":["96aa61346d4f"],"text":"integrations"},{"_key":"f227b5e25da52","_type":"span","marks":[],"text":". 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This will take you to the "},{"_key":"968d566048833","_type":"span","marks":["strong"],"text":"Sources"},{"_key":"968d566048834","_type":"span","marks":[],"text":" screen."}],"markDefs":[],"style":"normal"},{"_key":"f8cdd818bc73","_type":"mainImage","asset":{"_ref":"image-c9e1c61bf6a5370ad376a91acdb490e4a7a0dc96-3841x2160-png","_type":"reference"},"caption":"Select Sources from Settings menu"},{"_key":"f55e7dead4d8","_type":"block","children":[{"_key":"1763a921c9c20","_type":"span","marks":[],"text":"Select GitHub from the list of data sources."}],"markDefs":[],"style":"normal"},{"_key":"d2acfd66601f","_type":"mainImage","asset":{"_ref":"image-b421f8e89dd036be3a25fbf9b620148043be1b63-1322x904-png","_type":"reference"},"caption":"Select GitHub"},{"_key":"5e82e9d387d3","_type":"block","children":[{"_key":"3e10f23d385e0","_type":"span","marks":[],"text":"After you authenticate your account, data from GitHub will flow into Common Room. 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You can choose from a list of the most popular technology solutions across a wide variety of use cases, such as cloud computing services, ecommerce platforms, project management softwares, tag management systems, website optimization tools, and much more."}],"markDefs":[],"style":"normal"},{"_key":"811492d65919","_type":"block","children":[{"_key":"fafbf10432170","_type":"span","marks":[],"text":"What matters most to you will depend on your company and sales strategy. For this example, let’s say we’re selling an open-source relational database management system called Pied Piper."}],"markDefs":[],"style":"normal"},{"_key":"f9761c47b2de","_type":"block","children":[{"_key":"49c107f16c2c0","_type":"span","marks":[],"text":"We know organizations that are currently using one of our competitors are a great source of high-quality leads. So we’ll select "},{"_key":"49c107f16c2c1","_type":"span","marks":["strong"],"text":"Microsoft SQL Server"},{"_key":"49c107f16c2c2","_type":"span","marks":[],"text":", "},{"_key":"49c107f16c2c3","_type":"span","marks":["strong"],"text":"MySQL"},{"_key":"49c107f16c2c4","_type":"span","marks":[],"text":", and "},{"_key":"49c107f16c2c5","_type":"span","marks":["strong"],"text":"PostgreSQL"},{"_key":"49c107f16c2c6","_type":"span","marks":[],"text":" from the list."}],"markDefs":[],"style":"normal"},{"_key":"00de0db7edef","_type":"mainImage","asset":{"_ref":"image-5706e9c5107d88ea16317a843321e142a000a49a-971x588-png","_type":"reference"},"caption":"Select technologies"},{"_key":"c89884c06109","_type":"block","children":[{"_key":"af783cb04aa10","_type":"span","marks":[],"text":"Boom—we now have a view of all organizations across our connected channels who have these technologies in their stacks 🔍"}],"markDefs":[],"style":"normal"},{"_key":"f92e1ec18d13","_type":"block","children":[{"_key":"95425809acb10","_type":"span","marks":[],"text":"Hover over any organization and click "},{"_key":"95425809acb11","_type":"span","marks":["strong"],"text":"Preview"},{"_key":"95425809acb12","_type":"span","marks":[],"text":". This will pull up an overview of all recent activity from individuals associated with that organization."}],"markDefs":[],"style":"normal"},{"_key":"4f8321e409f9","_type":"mainImage"},{"_key":"3b98e3f5194b","_type":"block","children":[{"_key":"53e575875ec60","_type":"span","marks":[],"text":"We can click into individuals to learn more about them, such as their job title and history across our connected channels. 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They could be in the forums helping people with product questions, building educational presentations, researching a new tool to engage the community, or attending webinars with influential community leaders to learn from their experiences—but proving the value of these engagements through the old reporting process ate into this high-value, community-building work."}],"markDefs":[],"style":"normal"},{"_key":"8b03a214619a","_type":"block","children":[{"_key":"c47f65a56780","_type":"span","marks":[],"text":"\"At its best, community is the fun stuff, the 'warm fuzzies.' We love that, but we’re able to bring that fun forward because we have data-driven knowledge that it has a strong impact,\" said Buczeke. \"Collecting and analyzing that data previously came with the unfortunate tradeoff of less time for direct member engagement.\" Now with Common Room, the reporting is available in a fraction of the time. 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