Deals are made through a conversation of two sides - the seller (you!) and the buyer (your prospect). Each conversation is made up of many smaller activities, such as calls, emails, engagement events, and so on. Seeing the conversation alongside your deals gives you a richer and more accurate picture of deal reality.
We connect conversations with CRM objects such as Salesforce Opportunity, and show them everywhere we show deal activity, such as in the Deals and Account pages and in Deal Insights.
Our process for identifying conversations and associating them with opportunities is divided into three stages.
In the first stage, we group activities into conversations.
We look at each activity and identify its participants.
For example, an email’s participants are the sender and recipients.
We identify groups of people having a conversation, often spanning multiple activities.
For example, the same group of people might exchange several emails and then jump on a call.
In the second stage, we find CRM deals (opportunities) that are a potential match for each conversation based on the following conditions:
We look for deals in your CRM that were open at the same time as the conversation, or where your conversation starts or ends within 30 days of the deal start or end date.
If the deal is still open, we consider the end date to be equal to the time we conduct the search.
This gives us a list of potentially matching deals.
The following steps (in addition to the step above) are currently in limited release: