Contributed by – Nicole Goodwin

Who is this article useful for?
This article is helpful for any MSP tracking their contact activity and how the reports can assist in sales follow up.

Where can I see my contact activity report?
To see the activity of a specific contact you can go to Connections then select Contacts. From there, select the contact you want to review by searching for their name or email address. In the top left corner of the contact record, there is an icon called “Views.” Click this and select the Report icon to bring up the contact report.

If you are beginning your sales outreach with a hot or high interest contact you can easily select that contact from the hot/high widget on the dashboard. Selecting a contact from that widget will direct you to their contact activity report.

How to read the report?
There are a few reports in this section that are important to look at before your sales follow up.

First, take a look at their interest level. Are they a hot or high interest lead? If so, you should begin following up through the playbook immediately. If they are a medium interest lead, take a further look to decide if you should begin reaching out. Some medium interest contacts would be beneficial to reach out with more directed educational content based on the topics in the collateral they are showing interest in.

Next, the ‘Active Programs’ section shows the drips that they are currently running through. This can help you get a sense of what information they have received in the marketing funnel.

The ‘Contact Feed’ section is one of the most informative sections of the report. This shows when you sent out an email and if they opened it. Additionally, it will show link clicks from your email and e-guide views. This information is most important to shape your initial call. Now that you know what topics they are interested in from reviewing their activity, you can form the first call around their needs. Being able to showcase how your company can effectively solve their issues or pain points is the key factor in closing the deal.

How to use it?
Now that you have reviewed the contact’s activity report you can decide if it is the right time to execute the initial sales call. If it is, select ‘Actions’ in the top right corner then ‘Execute Play.’ This will add the contact to the Sales Prospect Follow-Up Playbook. The first step is to send the intro email. After you have done that, give the prospect a call using the information you have gathered from their contact activity report guide the conversation around their needs and pain points. If you saw a lot of traction on a ransomware campaign, ask about their security, or if they know someone who lost their business from an attack.

The main takeaway is that having the ability to utilize the information that is in front of you to naturally guide the sales conversation around their interests and pain points successfully will make a huge difference in closing the sale.

This was a Guest Blog by Nicole Goodwin, Marketing & Sales Enablement Consultant at Mindmatrix. You can check out her LinkedIn Profile for more such articles.