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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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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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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. 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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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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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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. 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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. 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 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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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. 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. This makes it easy to find and follow up on the best opportunities fast using every available signal."}],"markDefs":[{"_key":"4149990fd895","_type":"link","href":"https://docs.commonroom.io/set-preferences/scores"}],"style":"normal"}],"header":"Lead and account scoring","style":"info"},{"_key":"f941a78a93d4","_type":"block","children":[{"_key":"af84011dc3860","_type":"span","marks":[],"text":"In this case, we might want to weight scores higher for accounts where there’s a certain number of active product users."}],"markDefs":[],"style":"normal"},{"_key":"4e0028a78e86","_type":"block","children":[{"_key":"33dad2f9e68a0","_type":"span","marks":[],"text":"Once we’ve "},{"_key":"33dad2f9e68a1","_type":"span","marks":["c0429b6a8a55"],"text":"customized how accounts are scored"},{"_key":"33dad2f9e68a2","_type":"span","marks":[],"text":" using this and other fit and behavior criteria, we can add account scores as yet another column in our org-level view."}],"markDefs":[{"_key":"c0429b6a8a55","_type":"link","href":"https://www.commonroom.io/playbooks/signal-based-lead-and-account-scoring/"}],"style":"normal"},{"_key":"45b8966871ce","_type":"block","children":[{"_key":"a36e368a1f770","_type":"span","marks":[],"text":"We’d simply hover over a score to see the context behind its ranking, including our calculated field."}],"markDefs":[],"style":"normal"},{"_key":"e3e7b65eeb43","_type":"block","children":[{"_key":"383154ae055f0","_type":"span","marks":[],"text":"All right—we’ve got a list of accounts with a high volume of product activity. Time to take action."}],"markDefs":[],"style":"normal"},{"_key":"ae5888eca9c1","_type":"anchor","label":"Step 3: Drill down into accounts"},{"_key":"f3a77aecdac2","_type":"block","children":[{"_key":"68f16ae8ffe50","_type":"span","marks":[],"text":"Step 3: Drill down into accounts"}],"markDefs":[],"style":"h3"},{"_key":"0109ce5ea8b2","_type":"block","children":[{"_key":"78ecd66940ea0","_type":"span","marks":[],"text":"To see the people behind the signals, we’d simply click on the number in a calculated field associated with any account."}],"markDefs":[],"style":"normal"},{"_key":"ce4a9414bd19","_type":"block","children":[{"_key":"f0cda5c062420","_type":"span","marks":[],"text":"This will pull up a list of contacts prefiltered based on our field. In this case, that means every person who’s been active in our product over the past 30 days."}],"markDefs":[],"style":"normal"},{"_key":"dd984f2ac67e","_type":"mainImage","asset":{"_ref":"image-0a15c61c6bf85fccd39824144ac2635e5dd2c46c-1858x1546-png","_type":"reference"},"caption":"View contacts"},{"_key":"a4802b238bba","_type":"block","children":[{"_key":"34b6b68c683a0","_type":"span","marks":[],"text":"If our calculated field was associated with a signal like job listings or news events, clicking into the number would take us to a list of hiring posts or news items filtered based on our criteria."}],"markDefs":[],"style":"normal"},{"_key":"2239c14c13fc","_type":"block","children":[{"_key":"5361d3616b240","_type":"span","marks":[],"text":"We can easily filter this list of contacts further to uncover people tagged as economic buyers, recent job-changers, and more."}],"markDefs":[],"style":"normal"},{"_key":"2a3b368f91b6","_type":"mainImage","asset":{"_ref":"image-841a2fe2af2be9f9d694045f7ac55353fed1754e-1804x664-png","_type":"reference"},"caption":"Select filters"},{"_key":"3bf866a9d796","_type":"infoBox","body":[{"_key":"72d1598ff48c","_type":"block","children":[{"_key":"8c7240fd4f52","_type":"span","marks":[],"text":"Common Room’s "},{"_key":"988bd9211431","_type":"span","marks":["4016449185c0"],"text":"tags"},{"_key":"75e895a6cc02","_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 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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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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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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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 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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This makes it easy to connect with the people and companies behind buying signals with full context."}],"markDefs":[{"_key":"9e74d2153709","_type":"link","href":"https://www.commonroom.io/blog/introducing-person360-connect-with-the-person-behind-the-signal/"}],"style":"callout"},{"_key":"93457ae8eafe","_type":"block","children":[{"_key":"caf40ee98234","_type":"span","marks":[],"text":"“Common Room helps our AEs and ADRs take a more targeted approach,” Aisha said. “They also have visibility into companies that were previously not on their radar.”"}],"markDefs":[],"style":"blockquote"},{"_key":"1c191187156e","_type":"playbookReference","playbook":{"_id":"e86bf29e-3c0c-417e-8a39-294e64ab1e9e","_type":"playbook","_rev":"bFF6M54DUigZGOvbdEz0A0","_createdAt":"2023-12-08T18:13:51Z","_updatedAt":"2025-03-20T19:25:57Z","body":[{"_key":"ed5f5904110e","_type":"block","children":[{"_key":"bc77c79883950","_type":"span","marks":[],"text":""}],"markDefs":[],"style":"normal"},{"_key":"e43236b876d3","_type":"anchor","label":"Overview"},{"_key":"a3d7f6a468e7","_type":"block","children":[{"_key":"b54df14ee1dc","_type":"span","marks":[],"text":"Overview"}],"markDefs":[],"style":"h3"},{"_key":"300dba1a99c9","_type":"block","children":[{"_key":"2fcef53c9a940","_type":"span","marks":[],"text":"Sales teams are drowning in salestech that doesn’t do them much good."}],"markDefs":[],"style":"normal"},{"_key":"86b2ef0862bf","_type":"block","children":[{"_key":"07fec833777e0","_type":"span","marks":[],"text":"Instead of knocking on more doors and booking more meetings, reps are struggling with siloed point solutions and overly complex workflows."}],"markDefs":[],"style":"normal"},{"_key":"7cbd26dc98de","_type":"block","children":[{"_key":"d0ba0218db9a0","_type":"span","marks":[],"text":"Wouldn’t it be nice if SDRs had one user-friendly interface to help them hit their numbers instead of tabbing back and forth between tools? 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. 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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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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. 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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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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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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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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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In this example, we’ll use Slack, GitHub, LinkedIn, Twitter, and Discourse."}],"markDefs":[],"style":"callout"},{"_key":"b80d7f7eb370","_type":"anchor","label":"Step 1: Connect sources"},{"_key":"5a14127e3786","_type":"block","children":[{"_key":"c33449ab13ec0","_type":"span","marks":[],"text":"Step 1: Connect sources where your target audience is active"}],"markDefs":[],"style":"h3"},{"_key":"65bf2c3f2b89","_type":"block","children":[{"_key":"f5f5bf11189f0","_type":"span","marks":[],"text":"For this playbook, let's imagine we operate a commercial SaaS business associated with a large open-source project."}],"markDefs":[],"style":"normal"},{"_key":"918c337a47fb","_type":"block","children":[{"_key":"52d1a5d127440","_type":"span","marks":[],"text":"We have a healthy open-source community of developers, where activities, discussions, and key actions cut across channels like GitHub, Discourse, LinkedIn, Twitter, Slack, Stack Overflow, etc."}],"markDefs":[],"style":"normal"},{"_key":"8397ae761ed2","_type":"block","children":[{"_key":"0217e3e8687c0","_type":"span","marks":[],"text":"To start, we'll want to connect to the above sources using Common Room."}],"markDefs":[],"style":"normal"},{"_key":"743032965530","_type":"block","children":[{"_key":"214ab356f30a0","_type":"span","marks":[],"text":"For this use case, we'll identify buyer intent based on meaningful activity — comments, replies, commits, searches — across these channels. 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. 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"},{"_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. 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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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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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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"},{"_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). 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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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. 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Scores—and the context behind them—are refreshed daily using your custom rules, parameters, and weighting."}],"markDefs":[{"_key":"0522475fdb1b","_type":"link","href":"https://www.commonroom.io/product/signals/"}],"style":"normal"}],"header":"AI-powered lead and account scoring","style":"info"},{"_key":"537c36f396af","_type":"block","children":[{"_key":"d95a2e4976fd","_type":"span","marks":[],"text":"The result is a GTM command center where Soham can instantly map out Weaviate’s entire buyer landscape—past, present, and future."}],"markDefs":[],"style":"normal"},{"_key":"d643fc25510b","_type":"block","children":[{"_key":"3711cf0a0e66","_type":"span","marks":[],"text":"More importantly, it’s one where reps can immediately take action with full context."}],"markDefs":[],"style":"normal"},{"_key":"43785c34c4d2","_type":"block","children":[{"_key":"c10946c186ae","_type":"span","marks":[],"text":"“Common Room helps us triangulate buying signals to really understand intent,” Soham said. “That lets us reach out to the right people with the right message at the right time as opposed to just guessing and shooting in the dark.”"}],"markDefs":[],"style":"blockquote"},{"_key":"c8e635d9b67f","_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. 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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"},{"_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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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. 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. This makes it easy to find and follow up on the best opportunities fast using every available signal."}],"markDefs":[{"_key":"4149990fd895","_type":"link","href":"https://docs.commonroom.io/set-preferences/scores"}],"style":"normal"}],"header":"Lead and account scoring","style":"info"},{"_key":"f941a78a93d4","_type":"block","children":[{"_key":"af84011dc3860","_type":"span","marks":[],"text":"In this case, we might want to weight scores higher for accounts where there’s a certain number of active product users."}],"markDefs":[],"style":"normal"},{"_key":"4e0028a78e86","_type":"block","children":[{"_key":"33dad2f9e68a0","_type":"span","marks":[],"text":"Once we’ve "},{"_key":"33dad2f9e68a1","_type":"span","marks":["c0429b6a8a55"],"text":"customized how accounts are scored"},{"_key":"33dad2f9e68a2","_type":"span","marks":[],"text":" using this and other fit and behavior criteria, we can add account scores as yet another column in our org-level view."}],"markDefs":[{"_key":"c0429b6a8a55","_type":"link","href":"https://www.commonroom.io/playbooks/signal-based-lead-and-account-scoring/"}],"style":"normal"},{"_key":"45b8966871ce","_type":"block","children":[{"_key":"a36e368a1f770","_type":"span","marks":[],"text":"We’d simply hover over a score to see the context behind its ranking, including our calculated field."}],"markDefs":[],"style":"normal"},{"_key":"e3e7b65eeb43","_type":"block","children":[{"_key":"383154ae055f0","_type":"span","marks":[],"text":"All right—we’ve got a list of accounts with a high volume of product activity. Time to take action."}],"markDefs":[],"style":"normal"},{"_key":"ae5888eca9c1","_type":"anchor","label":"Step 3: Drill down into accounts"},{"_key":"f3a77aecdac2","_type":"block","children":[{"_key":"68f16ae8ffe50","_type":"span","marks":[],"text":"Step 3: Drill down into accounts"}],"markDefs":[],"style":"h3"},{"_key":"0109ce5ea8b2","_type":"block","children":[{"_key":"78ecd66940ea0","_type":"span","marks":[],"text":"To see the people behind the signals, we’d simply click on the number in a calculated field associated with any account."}],"markDefs":[],"style":"normal"},{"_key":"ce4a9414bd19","_type":"block","children":[{"_key":"f0cda5c062420","_type":"span","marks":[],"text":"This will pull up a list of contacts prefiltered based on our field. 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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 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 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I can do them in three clicks.”"}],"markDefs":[],"style":"blockquote"},{"_key":"7ec931ca2fba","_type":"block","children":[{"_key":"a73da001a393","_type":"span","marks":[],"text":"incident.io regularly runs plays in Common Room built around:"}],"markDefs":[],"style":"normal"},{"_key":"6218ad5c18b5","_type":"block","children":[{"_key":"05bf2766bda3","_type":"span","marks":[],"text":"High-intent webpage visits"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"681dc023b0e5","_type":"block","children":[{"_key":"817edece93ed","_type":"span","marks":[],"text":"Job changes"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"d3da183a26b9","_type":"block","children":[{"_key":"8436e50f8bb7","_type":"span","marks":[],"text":"Competitive tech usage"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"ca745428bcb9","_type":"block","children":[{"_key":"2a0530ece797","_type":"span","marks":[],"text":"Event registrations"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"03604d039936","_type":"block","children":[{"_key":"aabe23a6d91d","_type":"span","marks":[],"text":"High-fit companies with status pages on their websites"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal"},{"_key":"46a2e38a7297","_type":"block","children":[{"_key":"03f4bd455580","_type":"span","marks":[],"text":"\"Common Room makes it easy to launch and iterate on plays for different buying signals,” Cameron said. “We can make sure our BDRs always have eyes on fresh leads that are the right fit and showing intent.\""}],"markDefs":[],"style":"blockquote"},{"_key":"45dcdb6a754a","_type":"block","children":[{"_key":"f6c848f4dc98","_type":"span","marks":[],"text":"When reps open a segment, they can see key information at a glance, like the number of engineers on staff, economic buyer count, current tech integrations, and more."}],"markDefs":[],"style":"normal"},{"_key":"506cfd2c8ae4","_type":"block","children":[{"_key":"b528ae58151d","_type":"span","marks":[],"text":"They can click into any contact or account to get a 360-degree view of signals, scores, and more to help them prioritize prospects and tailor their approach."}],"markDefs":[],"style":"normal"},{"_key":"44f8b05a8ab8","_type":"block","children":[{"_key":"cb79bf412a51","_type":"span","marks":[],"text":"They can then send or sequence a message with a click, all without ever switching screens."}],"markDefs":[],"style":"normal"},{"_key":"2650676b91d4","_type":"block","children":[{"_key":"1f67bbf44fbf","_type":"span","marks":[],"text":"\"Common Room enables BDRs to get up to speed on accounts and take action right away,” Cameron said. “It's not like a Salesforce dashboard—it's a workspace where they can get all the context they need and reach out to the right prospect, all in one place.\""}],"markDefs":[],"style":"blockquote"},{"_key":"a7d9eab1cadc","_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 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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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"},{"_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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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. 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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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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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