Proactively notify your sales team and drive renewals

The revenue you close on day 1 is just the beginning, but it can be difficult for reps to get visibility into what's happening with their accounts after the initial close.

Especially if the customers involved in the initial deal have moved on from the company or aren’t the ones with the greatest current need.

Steal this automated workflow to proactively loop in your sales team when existing accounts take high-intent actions to drive renewals and upsells in HubSpot.

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Here’s how it works:

PRE-WORK: Copy the renewal date from deals to the company record, and use a calculated property to set “Days until renewal” by subtracting “Today’s Date from the Renewal Date”.

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1. Trigger the workflow when a contact has taken a high-intent action within a set timeframe

→ Viewed the pricing page in the last 7 days

→ Downloaded an ultimate guide in the last 30 days

→ Viewed documentation for a premium feature

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2. Add an IF/THEN branch to check for an Upcoming Renewal

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3. IF “Renewal Date” is known AND “Days to Renewal” is less than 90

THEN check the “Account Type” of the associated company based on employee count.

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4. IF number of employees > 100 account is “Enterprise”

→ Send a Slack notification to the sales team to create a customized strategy and reach out.

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5. IF number of employees < 100 account is “SMB”

→ Rotate the contact between the sales team and assign an owner

→ Create a task for the new owner to enroll the contact in a renewal sequence

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6. IF there is not an upcoming renewal

Add an IF/THEN branch to check if the contact has any associated deals.

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7. IF the contact does not have associated deals

→ Rotated the contact to an owner on the sales team

→ Create a task for the new owner to enroll them in a nurture sequence

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8. IF the contact does have an associate deal

→ Send a Slack notification to the deal owner to identify if an upsell or cross sell opportunity exists based on the intent.

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Meeting people where they are instead of dumping them in generic sequences is the best way to add value and close deals.

If you proactively identifying “high-intent” accounts, you can help your reps focus their time on the accounts with the highest potential for upsells and cross sells.

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