Objective

Build a full picture of your buyers and influencers by identifying attendees from past meetings who were never added to Salesforce. These “ghost contacts” can’t be re-engaged if they aren’t visible.

Tools Needed

• Gong or Chorus (for transcripts and attendee metadata)
• Google Calendar or Outlook
• Salesforce
• Google Sheets or Excel

Step-by-Step Instructions

1. Pull Historical Meeting Data

• From Gong:
  • Filter for meetings from the past 6–12 months
  • Export attendee lists (names, emails, meeting title, date)
• From Calendar:
  • Go to Settings → Import & Export → Export .ics file
  • Or manually browse by month
  • Note all invitees on relevant customer/prospect calls

2. Cross-Check with Salesforce

• Look up each attendee using Global Search
• Mark contacts as:
  • Existing (no action needed)
  • Missing (not in Salesforce)
  • Incomplete (missing title, account, role)

3. Add and Enrich Missing Contacts

• For each missing person:
  • Create a Contact or Lead record
  • Assign to correct Account
  • Enrich title and meeting context
  • Add as “attended meeting on [date] re: [topic]”

4. Associate Contacts to Opportunities

• Go to the related Opportunity in Salesforce
• Add them to “Contact Roles” or “Opportunity Team”
• Specify role: Evaluator, Influencer, etc.
• Link them to the correct Activity

5. Re-Engage with Contextual Outreach

Example:

“Hi [Name], you joined us last fall for a meeting about [topic]. I wanted to follow up to see if [pain point] is still on the radar.”

6. Track Everything

Maintain a sheet or report with:

• Contact Name
• Meeting Date
• Associated Opportunity
• Status: Added / Enriched / Reached Out
• Follow-up Scheduled?

How Insider AI Automates This

Why It Matters

• Without Insider AI: You’re blind to who’s really in the deal.
• With Insider AI: Everyone who’s engaged is logged, enriched, and actionable.

Unlogged Attendee Tracker Template

Outreach Script Library for Unlogged Attendees

General Check-In After Missed Engagement

Subject: Re: [meeting topic] from [date]

Hi {{First Name}},

You joined us last {{Month}} for a meeting about {{project or use case}}.

I realized we didn’t get a chance to follow up directly, so I wanted to check in. Is {{challenge or objective}} still a focus for you or your team?

Let me know if there’s a better time to reconnect.

Best,

{{Your Name}}

Value-Add Follow-Up Based on Meeting Content

Subject: Thought this might help

Hi {{First Name}},

During our previous session with your team, you joined the discussion on {{topic}}. I came across something related to {{their challenge}} that might be helpful.

If it’s something you’re still tackling, I’d be happy to share more.

Either way, hope things are going well!

Best,

{{Your Name}}

Stakeholder Mapping Outreach

Subject: Following up from our group call

Hi {{First Name}},

I noticed you joined our call with {{Team or Person}} last {{Month}}. We’re mapping out key priorities for teams like yours and would love to hear your perspective especially around {{specific theme or challenge}}.

Are you open to a quick catch-up this week or next?

Thanks,

{{Your Name}}

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