Product engagement is an essential component in the initial sales phase. In fact, the Product Qualified Lead (PQL) has become a key part of the sales process for many SaaS businesses. Measuring and qualifying potential sales based on how they are engaging with the product during a trial is more effective than any other form of qualification and helps to drive more efficiency in the sales process.
Dive into your Trial Scoring Profile
Your Sales Team as already created a Trial Scoring Profile that will measure the engagement of each trial account. Simply by logging in you will know which users/accounts are most engaged. You will want to focus on Activation, Segments, and Alerts.
In Sherlock, you can track the Activation progress of both users and accounts. You will want to focus most on the Activation Rate; which describes a user/account's progress toward being a legitimate Product Qualified Lead. A 100% Activated Account will represent your most conversion-ready opportunities.
Sherlock gives you a handful of default segments based on engagement scores and score trends, but you can define custom segments. You will want to create segments for your most engaged accounts, high activation, and tiers of trial. Keep it simple and keep your eye on the trials that have the utmost potential to convert.
This is as simple as it sounds. Get alerted via Slack the moment a trial account becomes Activated! That is NOT the only reason to get alerted. You will want to get notified when a New User is added to the Trial Account, their Score changes, and if they enter an important Segment.
Wrap it up already!
You Sales leaders have already put the data in place. Your job is to focus on your core Free Trial Segments, Engage Activated Accounts, and stay vigilant for those pertinent Slack alerts. Watch the videos above for in-app training, reach out to us if you have questions, and make those engaged customers a priority immediately.
Chat us on Intercom and let us know how we can help!