Overview
Sellers have limited opportunities to engage with buyers. It’s not enough just to have exceptional conversations. They also need to move deals forward post-conversation.
After conversations with sellers, buyers expect a follow-up email that is personalized, timely, and includes detailed next steps. Most of the time, sellers fail to do this – leading to buyer/seller misalignment and slower deal cycles
Sending follow-up emails is one of the most dreaded parts of sales – and one that eats up far too much time. With Revenue.io email summaries, we are taking that task on to create a follow-up email immediately after a conversation so that you can be better faster and keep moving deals forward.
The Building Blocks of a Follow-Up Email
Transforming Transcripts into Summaries
Revenue.io creates a rich transcript for conversations that are transcribed and processed by Conversation AI or conversations that are p
owered by Moments™ to generate real-time notifications.
With that transcript, we leverage generative AI to turn that long-form transcript into a series of key important elements. These include a recap of what was talked about, action items, and next steps.
Hey Matt, It was great talking to you today! In our call, we discussed some business challenges, such as lack of pipeline management, difficulty scaling with sales reps, and efficient coaching. We covered how an executive goal is to add 18-20 million dollars to the pipeline this year and that requirements include pipeline management analytics, conversation intelligence, sales engagement capabilities, and Salesforce integration. I went over multiple features such as best practice library, real-time notifications, sentiment tracking, deal intelligence, local presence dialing, guided selling recommendations, and much more. Key next steps:<br>- Consider attending Salesforce events and analyze current performance against the executive goal<br><br>- Evaluate conversation intelligence solution features for coaching purposes<br><br>- Explore local presence dialing for improved conversion rates<br><br>- Utilize real-time notifications for guided selling during calls<br><br>- Customize qualification checklists in the team<br><br>- Watch the 2-minute video on pipeline management and wait for my proposal<br> I'll put together a proposal based on our call by Wednesday so you can review it. Let's discuss it over the phone next Friday, the 12th, at 2 PM Mountain / 4 PM Eastern Time. Looking forward to our conversation! Best, Shane
Making the Transcript Actionable
From that transcript, we transform the summary into a best-in-class follow-up email that enters key information based on who you were interacting with, key moments in the conversation, and follow-up next steps.
Once the formatting of your follow-up email is complete, it will be visible within a conversation record page added directly to the drafts folder of your connected email account if connected
From there you can review the follow-up email, make adjustments as necessary and quickly send it out to your meeting participants to follow up in record time and make sure that you didn't miss any critical parts of the conversation.
How does it work?
Prerequisites
There are a few cornerstone requirements for Revenue.io to create a follow-up email based on a transcribed conversation.
- An account must have Follow-up Emails enabled
- A user must have a Follow-up emails enabled
- A user must have a Conversation AI license. Need a license? View our requesting licenses for a user guide to provision access to your team.
- A conversation needs to be over 4 minutes in length with over 250 words spoken for a Follow-Up email to be generated.
- For Revenue users to receive a follow-up summary directly delivered to their draft folder they must have connected their Google or Exchange accounts to Revenue.io. Need help connecting your accounts? Check out our Connect Gmail to Revenue.io or Connect Exchange to Revenue.io knowledge articles for step-by-step walkthroughs.
Configuring Follow-up emails for an Account
Users with an admin license can manage if Follow-Up emails are enabled for their account by navigating to the Account Management tab of the Revenue Application.
Here you will see a "Follow Up Emails" section.
In that section is a toggle titled "Generate Follow-Up Emails." If this setting is set to TRUE then follow up emails will be generated for users who have Follow-Up emails enabled and for conversations that are longer than 4 minutes and 250 words.
Within the Follow-Up Email section is a secondary setting to control if conversation URLs should be added to Follow-Up Email drafts that are pushed to your user's Google or Exchange draft folders. This is a preference you can make for your users.
- Why add conversation URLs? - Make it easy for your reps to be able to quickly access the conversation that a follow up email is a part of to gather additional information to contextualize their email prior to sending.
- Why should I not add conversation URLs? - Ensure that reps don't accidentally send out emails to prospects or customers with conversation links. Note that conversation links will only be accessible by Revenue users.
Enabling Follow-up emails for a user
Once you have Follow-up emails enabled for your account, you can now provision Follow-Up emails for individual users. An admin of your account can navigate to the Users page within the Revenue application.
For each user, you can enable or disable a user's ability to both view and generate Follow-Up emails. Simply select the three dots in line with a user which will open a modal with their settings. Under the "Follow-Up Emails" section you will find a new "Generate Follow-Up Emails" toggle. When this toggle is set to true:
- The user will be able to view follow-up emails for conversations that they have access to
- Follow-Up emails will be created for their conversations as long as they are over 4 minutes in length and containing 250 words
- A generated follow-up email will be added to their Google or Exchange draft folder if they have a connected email account.
- A link to the conversation will be added to the their draft email if the account setting is set to true.
Viewing Follow-up Emails on a Conversation Record
Once a user has Follow-Up emails enabled they will be able to view Follow-Up emails for conversations in the Revenue application. When navigating to a conversation record, the user can view a "Follow-Up Email" tab under conversation details to quickly reference the email content, provide feedback on the email, or copy the email to their clipboard.