Sales Automation: Rules Guide

What is a Sales Automation Rule?

A Sales Automation Rule is a specific trigger that results in a specific action for a Sequence: if X event happens (trigger) then do Y (action)

For example:

  • if Contact opens them (trigger) then move contact to sequence B.
  • if the Company is unqualified (trigger) then stop engaging Company.
  • if Contact positively replies (trigger) then stop engaging Company.
  • if Contact clicks 1 time (trigger) then move Contact to sequence B.
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There are Rules that RollWorks automatically applies to your account. A few examples include:

  • We automatically stop emailing a contact once they respond to a sequence.
  • When a contact gets marked as 'Stopped- Company Unqualified' the other contacts that belong to that company will also automatically be marked as 'Stopped- Company Unqualified' and will no longer receive emails from RollWorks.
  • When a contact positively responds to an email, the other contacts that belong to that company will be marked as 'Stopped - Company Engaged' and will no longer receive emails from RollWorks.

By utilizing Rules, you can add additional customized Rules, as well as disable an existing default Rule.

 

How do I set up a Rule to continue to engage contacts after a Positive Reply?

If after a contact positively responds to an email, you’d like to continue engaging the other contacts at that company via RollWorks, you can deselect all of the Sequences in this Rule. 

Follow the steps below to create this Rule:

  • Login to RollWorks and go to 'Sales Automation' > 'Rules'
  • Click on the pencil symbol for the first Rule listed.
  • Deselect the Sequence(s) you do not want this Rule to apply to.
      • For this example, unselect all of the email Sequences listed in the Trigger column.
      • By unselecting all the email Sequences in the default Rule, contacts will continue to be engaged even after a contact positively responds from their company. 
  • Click 'Save Rule' ️ 

After saving, contacts that have previously been marked as 'Stopped- Company Engaged' will not move back into 'Nurturing', the new Rule you just edited will only be applied moving forward. 

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How do I move a Contact to a new Sequence based on Opens or Clicks?

You can create a Rule that corresponds to the number of times a contact opens or clicks your email.

For example, you can set up a Rule that will move a contact to a new Sequence if they open your email more than 5 times. This new Sequence can be more customized, given that you know they have engaged with a previous email. 

Follow the steps below to create this Rule:

  • Login to RollWorks and go to 'Sales Automation' > 'Rules'
  • Click 'New Rule' and select 'Opens Email' or 'Clicks Email' based on the user action that you want to use as your trigger.
    • If you select 'Opens Email', you will have the option to set the number of times a recipient has to open the email for this Trigger to create an Action and which email Sequence(s) this applies to.
  • Select 'Move to Sequence' under the 'Actions' column
  • Select which email Sequence you would like your contacts to move to. Alternatively, you can select to stop engaging the contact. 
  • Click 'Save Rule'
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Sales Automation Rules best practices

Should I continue engaging contacts at a Company if one Contact positively replied?

Many companies have different departments that may not interact with each other. When a contact from one department responds they may not speak for everyone. In this case, you may want to continue to engage users from those other departments. 

 

Should I continue engaging contacts at a Company if one Contact has said that their product is not a good fit?

If you are reaching out to large companies that span multiple cities or offices, it may make sense for your outbound efforts to continue engaging contacts from a particular company even if someone responds as says it's not a good fit. 

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