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Decision-maker has not participated in active communication in the opportunity

 Signal description

The signal alerts a Sales Representative and their Manager that the decision-maker has been inactive in correspondence. It encourages engagement reviews and opportunity progression optimization.

How organizations use it

Suppose Acme Corporation is using this signal to track decision-maker engagement. Based on their previous experiences and sales cycle length, Acme Corp sets the decision-maker's inactivity threshold to be 10 days. If a decision-maker has not engaged in any active communication for more than 10 days, the system triggers this alert. Here's how they might configure it:
  1. Assignees: Acme Corp assigns this alert to their sales reps, John and Jane, who handle their primary opportunities. Additionally, their Sales Manager, Lisa, is also assigned to receive this alert as an oversight mechanism.
  2. Escalation: Acme Corp decides that if the assigned sales rep hasn't addressed the alert within two business days, the alert should escalate to Lisa. This escalation ensures that if John or Jane is unable to address the alert in time, Lisa is notified and can intervene as necessary.

Why organizations use it

  • to prevent revenue leakage due to the absence of decision-maker in communication

Configurable parameters

  • Filter opportunities to which this signal applies
  • How many days not involved in communication

How the signal looks

In Revenue Grid Action Center:

In your Teams Revenue Grid Channel:

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