Objective
Identify and revive open opps that show no recent activity, weren’t formally closed, and may still have buying potential based on previously expressed intent. These often sit idle due to forgotten follow-ups, internal blockers, or unclear next steps.
Tools Needed
- Salesforce
- Gong or Chorus
- Email platform or Gmail/Outlook
- Google Sheets or Notion table
Step-by-Step Instructions
1. Pull All Dormant Opps
- In Salesforce, create a report with filters:
- Stage: Open (not Closed-Won or Closed-Lost)
- Last Activity Date: Older than 45–90 days
- Close Date: In the past or empty
- Next Task Due Date: Blank
Export:
- Opportunity Name
- Stage
- Owner
- Last Activity
- Close Date
- Primary Contact
2. Review CRM Notes
- Open each opp in Salesforce
- Look for context in the notes field:
- Was it paused due to timing?
- Did the prospect go silent?
- Any blockers noted?
Highlight opps with no hard disqualifiers and soft exit reasons.
3. Review Past Calls + Emails
In Gong or your email history:
- Look for messages or transcripts with signals like:
- “Circle back next quarter”
- “Waiting on budget”
- “Need to review with exec team”
- Note who said it, when, and what was unresolved
4. Score for Revival Potential
Create a simple scoring matrix:
Total:
- 4–5 pts = High potential
- 2–3 pts = Worth trying
- <2 pts = Low priority
5. Draft Personalized Revival Message
Reference what was said, by whom, and when. Use a soft tone, zero pressure.
6. Log Activity + Create Follow-Up
- Log outreach in Salesforce under the Opportunity
- Set a new task for 5–7 days later
- Mark status in your tracker:
- Reached out
- Responded
- Reopened
- No response
How Insider AI Automates This Workflow
Why This Matters
Without Insider AI:
- Stalled opps are overlooked
- Reps hesitate due to lack of context
- Pipeline is lost due to silence, not disqualification
With Insider AI:
- Reps are notified when opps are ready for re-engagement
- Context is provided automatically
- Outreach becomes consistent and data-driven
Outreach Message Library - Dormant Opportunity Revival
Use these scripts based on why the opp went quiet.
Paused Due to Timing
Subject: Following up on our last chat
Hi {{First Name}},
Last time we spoke, you mentioned that [timing blocker e.g. “Q2 would be better once the new team was onboarded”].
Just checking in to see if anything’s shifted on your end and if this might be worth revisiting.
Let me know either way. I'm happy to keep it brief.
Best,
{{Your Name}}
Waiting on Budget or Approval
Subject: Still relevant for [Company]?
Hey {{First Name}},
You had mentioned waiting on budget alignment before moving forward with [product or use case].
Just wanted to check in. Has that cleared up at all, or is there a better time to reconnect?
Appreciate any quick context.
– {{Your Name}}
Internal Alignment Needed
Subject: Reconnecting as discussed
Hi {{First Name}},
You mentioned during our last conversation that [team or exec] needed to review next steps. I’m reaching out to see if that conversation happened or if there’s anything I can help with.
Let me know if it’s worth picking back up.
Thanks,
{{Your Name}}
Conversation Quietly Went Cold
Subject: Just circling back
Hi {{First Name}},
We connected a few months ago about [project or challenge], and I realized we never officially closed the loop.
No pressure at all. I’d just love to hear whether this is something you’ve deprioritized or whether we should reconnect.
Best,
{{Your Name}}
