Identifying Accounts to Cadence
The Customers Table in Hook enables CSMs to build reports on engagement and prioritise target accounts.
Improve efficiency by using the Customers table to put accounts into a cadence. Instead of manually taking action on individual at-risk accounts, put targeted accounts into cadences in just one click. Reports in the Customers Table can be saved and used to put accounts into new cadences. Automate cadences to make this process more efficient - email [email protected] to set this up for your organisation.
Add accounts to a cadence from the Customers Table by clicking the cadencing button. In the example below, Salesloft is the cadencing tool integrated with Hook for this organisation.
Once accounts are prioritised, CSMs can engage with their users to increase the account’s Engagement Level. For example, re-engaging inactive users and asking power users for success stories.
Hook Integrates with your Sales Engagement Tool
Hook will import any existing cadences from your organisation’s sales engagement tool (Salesloft, Outreach, Salesforce or HubSpot). Find out more about the sales engagement tools Hook integrates with here. Cadences can be created as team cadences so available for multiple CSMs to use when engaging accounts at scale in Hook.
Add Accounts to a Cadence
Only Users for accounts that are contacts in Hook will be available to cadence. These are typically Users that exist as contacts in your CRM and meet a specific criteria, e.g. primary contacts. Email [email protected] for information about what this means for your organisation.
Build a report using the Customers Table with the targeted accounts to cadence.
Click the cadence button at the top of the Customers Table (next to Export). This will be the name of the cadencing tool for your organisation (Salesloft, Outreach, Salesforce or HubSpot).
All accounts from the Customers Table report will be selected. Deselect accounts by unticking the checkboxes next to the account name. Once the selection is confirmed, click Add customers.
Select the cadence and click Next. Choose from Personal cadences (created individually) or Team cadences (shared within a team). Your most recently sent cadences from Hook will appear at the top of the list. Find a cadence by searching or applying one of the filter options available.
Review the selection of accounts to be cadenced. For each account in the list, all of their users that exist as contacts in Hook will be cadenced - they will appear as grouped by account. Users can be further filtered by User type, User role or Product for Hook organisations with multiple products. Tick or untick the checkboxes next to the account names or user emails to adjust the list.
Click Add to cadence.
The users of the accounts will now be added to a cadence, with the progress shown in Hook. Do not close the window until this is completed.
Add Users to a cadence that fit a certain criteria using the Users Table.
Add Accounts to a Cadence that have Decreased Engagement Level in the Last Month
Build a report using the Customers Table, including Engagement Level (or Overall level) as a column in the report.
Use Compare against and select Last 30 Days.
Click the newly added Difference column in the table and add a filter, with the maximum value set to -1. This will display accounts that have decreased at least one engagement level in the past 30 days.
Click the cadence button, and follow the instructions to add the account to a cadence.
❓ Frequently Asked Questions
Can automations be created to send cadences?
We can set up customisable automated cadences based on suggested actions for a given account. For example, if an account has a suggested action to increase the number of active users, we can automatically send a cadence to inactive users on that account. Speak to your account manager for more information.
How will I know that cadences are sent successfully?
A success message will be displayed, with the list of users that received the cadence. Any cadences not yet sent will appear in a pending list. This will also be visible in the list of sent cadences from your sales engagement platform.
How can I measure engagement in a cadence?
Hook is used to create a filtered list of accounts and add them to a cadence. Use your sales engagement tool to understand engagement in cadences and cadence history.