Using Drift Sales Sequences, you can manually enroll leads in a nurturing email flow that can be personalized!
What you'll find in this Doc:
- When sales sequence emails are used
- How to set up a sales sequence email
- How to enroll contacts in sales sequences from both Drift and Salesforce
- How the unsubscribe / unenroll process works
Sending Sales Sequences from Sales Sequences requires the Pro plan and for you to have connected your Drift account to Salesforce.
Sending Sales Sequences directly through Drift/Gmail is available on all plans.
When to Use Sales Sequence Emails
As a Drift user, marketing teams hand hot leads to sales reps constantly after qualifying them through LeadBots and Playbooks. Occasionally, leads won't be ready to buy but sales will want to be able to contact them later to nurture them through an email sequence.
Being handed great leads from chat is great for Sales teams who can close deals with CQLs, but nurturing leads with email sequences is a traditional part of the Sales process that occurs outside of chat.
Enrolling these contacts in nurturing sequences can help you get those contacts back onto your site and ready to buy!
This process used to occur outside of Drift, until now.
Good news - you can manually enroll leads from your contacts view into email sequences in Drift or in Salesforce!
How to Set Up Sales Sequence Emails
The Sales Sequences you create will be under Playbooks in Drift. So the first thing first - we have to create one!
Head to your Playbooks tab and hit the green "Create new Playbook" button. Select or navigate to Email to view available Email Playbook types.
Customize your emails the way you'd like!
Don't forget you have some really cool customization options, including:
- Personalization Tokens
- Dynamic Calendar Links
- Email Signatures of the rep who sends the sequence
- Vidyard Video
- Next Available Meeting Times
Enroll a Lead in a Sales Sequence from Salesforce
Single Contact Enroll
Once you have the extension downloaded, you can click on any contact or lead record you have in Salesforce. On their page, you should see a new button on their contact record that says "Enroll in Sequence"
From there, you will choose which sequence you want to enroll your lead into!
Done! You enrolled your lead in your Drift sequence! 🎉
If you want to add a list of contacts into a sequence, you can do so in Salesforce!
In your Salesforce Leads Page, you can select a list of leads you've configured.
From there, you can select all, or some, of the users on the list and enroll them in a sequence
From there, the process will be the same! You press "Enroll in Sequence" and choose the sequence you wish to enroll those users into from the menu
Once you enroll your leads, you'll get a success message to make sure you know that your sequences were sent to the right people:
Enroll a Lead in a Sales Sequence in Salesforce Lightning
You can enroll contacts in Sales Sequences via the Contact and Leads views of Salesforce Lightning.
Here's where you'll see Drift in Salesforce Lightning.
Edit your Sequence from Salesforce
If you want to make sure to add more personalization to a Sequence before you send it out, you can edit your sequence in Salesforce!
Make sure you only select one user on your list in order to edit the sequence. That will change the sequence for that one user so you can add your own touch to the sequence!
Enroll a Lead in a Sales Sequence in Drift
- You can manually add contacts in your Drift account into a sequence from the app itself! To start, head to your contacts view and choose the contacts you want to enroll in a sequence:
- Click “Enroll in Sequence”
- Choose which Sequence you’d like to enroll your users in.
- When you click that button, you will need to hit "Enroll" to confirm.
Having Trouble Enrolling?
It may be the case that you haven't created any sequences yet when trying to enroll. You will be prompted to "Create a Sequence" and can follow the flow from there!
How a User Unenrolls or Unsubscribes from Sales Sequences
A user will always become unenrolled if they reply to one of the emails in the sequence. Even if you receive an automatic reply, for example, an OOO message, this is still considered a reply. That contact will be unenrolled from the sequence.
Replying to an email isn't the only reason you'll want to stop sending somebody a sequence of emails. Maybe they booked a meeting, started a new email thread, or had a conversation with you on your website. With Drift sales sequences, we make sure that your engaged leads stop getting your rep's emails.
To note: forwarding is not included in these triggers that cause an unenroll.
You can also choose to unenroll someone from a sequence if ANYONE from the same domain name replies to a sequence email, as to not spam the organization. You can find this under the "Advanced Options" section in the email playbook builder on the left hand side.
You can also manually unenroll someone from a sequence by going to their contact page from the contacts view and clicking "Unenroll in Sequence"
If a lead wants to unsubscribe from your sales sequence emails, there will be email preferences at the bottom of your sequences where users can stop receiving your emails with one click.
If a lead does unsubscribe and you are trying to enroll them into another sequence - you will be alerted with the following message.
Other Salesforce Articles:
- Mapping Salesforce Attributes
- Salesforce Routing
- Salesforce Global Dashboard
- Connect your Salesforce Sandbox to Drift
- Associate Leads or Contacts with Salesforce Campaign
- Granting Salesforce User Permissions for the Drift <> SFDC Integration
- Bulk Enroll Leads from Salesforce to Drift
- Drift's Salesforce Integration