See whether your closed lost deals are still active and signalling intent

Supplementary Guide

These steps give you a brief summary of the content outlined in the video above.

Step 1: Access your Dreamdata reveal report

You can find the Reveal report by going to Journeys > Reveal.

Reveal is an intent hub that aggregates data from various online interactions of accounts with your business entities, such as your website, G2 profile, and LinkedIn ads.

Step 2: Focus in on closed lost deals

1. Using the “Reached Stage” filter, select accounts that have a 'Closed Lost' deal in your pipeline.

2. Then use the “Not Reached Stage” filter to exclude 'New Business Closed Won' accounts.

Now you have a list of accounts that moved to 'Closed Lost' and are showing current engagement across multiple channels.

Step 3: Assess engagement and account ownership

1. Evaluate each account's engagement score (based on how many activities they are doing relative to all the companies out there). This will tell you whether they are showing renewed interest.

2. Then check if they have an active account owner, indicating whether someone is actively working on and aware of these accounts.

Step 4: Review individual account activities

For each relevant account, you can go into their journeys and see all the touchpoints they have made.

This will show you all the activities an account is engaging in. For example, interactions with LinkedIn, newsletters, and direct website visits, which might suggest renewed interest.

Step 5: Identify re-engagement opportunities

Utilise this data to proactively re-engage with these accounts, potentially uncovering new opportunities with previously lost deals.