What You Need to Know in 2 Minutes
What It Is
Contact Freshness automatically tracks how recently you've engaged with each member of your buying committee and alerts you when important relationships are going cold.
Why It Matters
Deals with active champion and economic buyer engagement are 2.7x more likely to close. This tool helps you prioritize outreach to keep deals moving forward.
How to Use It
1. Check Your Dashboard Daily
- Located on each opportunity page
- Red alerts indicate critical contacts that need immediate attention
- Green (80-100) = Active, Yellow (50-79) = Needs Attention, Red (0-49) = Stale
2. When You See a Red Alert
- Call or email the contact within 24 hours
- Use the "Send Check-in Email" button for a quick template
- After making contact, click "Confirm Engagement" to update their score
3. After Important Meetings
- Click "Calculate Freshness" to update all scores
- Make sure meeting notes mention attendees by name
- Confirm engagement for anyone discussed but not present
4. Weekly Maintenance
- Review all contacts with scores below 80
- Plan outreach to anyone in the yellow range (50-79)
- Remove committee members who are no longer involved
Example Workflow
Monday Morning:
- Check all opportunities for red alerts
- Schedule outreach to stale contacts
- Review yellow contacts and plan touch points later in week
After Each Call/Meeting:
- Note which contacts were engaged
- Click "Confirm Engagement" for each
- Click "Calculate Freshness" to update all scores
Pro Tips
- Quick Action: Use the checkmark (✓) button to instantly mark a contact as engaged
- Bulk Update: After adding meeting notes, use "Calculate Freshness" instead of updating individually
- Email Integration: The system automatically detects email interactions, but allow 24hrs for updates
- Champions First: Always prioritize re-engaging champions over other committee members
For complete documentation, refer to the full Contact Freshness guide in the Help Center.