Name: Clari Live: Groove for SDRs
Uploaded: 2025-03-12T16:01:04.160Z
Duration: 49 min 4 s
Description: Clari Live: Groove for SDRs

Transcript for "Clari Live: Groove for SDRs": Awesome. Looks like people are hopping on. Cool. I think while we wait for people to hop on, we're gonna give people, like, five minutes here. Why don't we go ahead and just post in the chat, you know, because we're a bunch of salespeople here. What's your guys' go to pump up song before a big sales call or, like, a walk up song? I wanna hear these. And hello, Bonnie. Hey, Salma. Thanks for joining. Hello from Virginia as well. Whoever put that in the chat, love to see where people are from. Pump pump the jam. That's a good one, Henry. Low and crisp. That is a classic. Damn. We got Amsterdam, Oregon. I mean, all I do is win. That is just classic. Nice. Ellie, we got a San Diego. Nice. Heard it's kinda rainy there right now, but it's not very good, so hope you're enjoying. Loving all these. Ally, what's yours? My favorite pump up song is money money money by the OJ's. That is very relevant. From the right frame of mind. Levels of VG. Oh, that brings some of us millennials back. Wow. We've got the entire United States here. So many different cities. Super cool. Thunderstruck by ACDC. That's a really good one. These people are killing it. Okay. Give it, like, two more many men 50¢. Giving it, like, two more minutes here. Lose yourself. Such a good one. I think at the end, we should all wrap lose yourself together. I think that would be cool. And, yes, this is being recorded too. I saw that in the chat, so everyone who's on will, get the copy of this recording as well. Cool. Yeah. Why don't we go ahead and, I guess, because we're talking about housekeeping items. Yeah. So real quick. Exactly, Ellie. As Ellie mentioned, this will be recorded and sent after. Also, would love if you guys could all stick around to the end because we will be doing a live q and a, session. So any questions you're thinking of throughout the webinar today, just go ahead and post that in the QA section of of this chat, and we'll make sure to to get your questions answered at the end. Okay. Cool. So why don't we go ahead and dive in? Real quick, wanted to just introduce myself, for anyone I haven't met yet, whether it's on customer calls. My name is Sonica Laca, and I'm a product manager here at Clari Groove. And, really, what my focus is is to help you guys and sales teams work smarter, automate the busy work, and really maximize your time spent, to actually go ahead and sell, do what you do best. So today, we're gonna walk through how Groove can help you work more efficiently and drive better results across your entire sales process. And, specifically, we're gonna talk through identifying priority accounts and how to collaborate with them in real time in Groove. We're gonna walk through researching accounts and researching prospects across the multiple platforms you guys use, like Salesforce, LinkedIn, and ZoomInfo. We're gonna talk through increasing your response rates when you're actually prospecting at scale. So how do we make sure that your messaging is very personalized when you're talking to so many different people? And then how to streamline cold calling, of course, through our Groove dialer, how we're gonna accelerate inbound lean response. And then finally, we're gonna wrap up with, you know, after you've taken a look at all these accounts and prospects and you've done your prospecting, how do you actually understand, where you can, better optimize your messaging and channels through, group analytics and outcomes? And I'm super excited to introduce Ellie Marker, who's one of our star AEs here. She used to be an SDR here as well, and she's going to share how she uses Groove to save time, collaborate better, and, of course, book meetings. So let's go ahead and dive in. Ellie, I know you manage a pretty big book of accounts even while you were in SDR. How do you make sure to stay aligned with the SDR and AE relationship today? Yeah. So before I use Groove, there was a lot of back and forth thing between Slack. There was, like, spreadsheets that were floating around. There was tons of manual notes, and it just wasn't always clear for me which accounts were ones I was trying to prioritize and which ones were the ones that were actually seeing engagement. Makes sense. So with so many accounts oh, yeah. So so, basically, how did you do that within, like, Groove spaces today? Yeah. So here's my Groove Spaces for this quarter. And what's awesome about Groove Spaces is I can share this with my AE if I'm an SDR or a BDR, and I can share this with my manager so that you have this environment that you can collaborate on. And they can come and see exactly what you're working on so you're not having to Slack them or send them messages to try and get them up to speed. And to give you an example, you know, if I'm updating my target account list for the week, we can both be in here leaving notes and seeing, okay, how many, you know, open opportunities, how many touches do we have all in real time. Awesome. So you do have a lot of accounts there. How do you go ahead and decide which ones to prioritize first? Yeah. So that's where the inferred status and the last activity come in. Groove will just automatically surface which accounts are the most engaged or the least engaged or have, you know, opened up an email here pretty frequently or recently. So I can really prioritize the accounts that are worth my time. So to just give you an example, you know, for engagement here, this account had a reply to us eight days ago. They're a little bit more engaged with some of these other accounts. So I can come in here. Looks like we haven't followed up for a couple days. That's an easy win for me to prioritize and follow-up with Bob's painters. Nice. So how do you actually make sure the effort that you're putting in actually correlates to that engagement you showed me right there? Yeah. That's a a great question. So this is where the effort versus engagement score comes in. This is one of my favorite parts of Groove. We're looking at, you know, any of those opens or clicks or replies or phone calls that you're having, and it just gives me this real time view into how much activity I'm putting into each account if my activity is in orange, and then how much engagement I'm getting back. So my engagement's in purple. And, you know, for here, if I you know, for Bob's Painters, for example, if I'm putting in a bunch of touches and I'm not getting any responses, that's a pretty good signal for me that we probably need a new approach. Maybe we're target targeting the wrong persona, and it helps me adapt pretty quickly and find the right people that I should be reaching out to based on that engagement. Mhmm. Mhmm. That makes sense. So you've prioritized your accounts. How do you actually go ahead and take action on them? So a % with these one off actions, that's something that I really love using in my work flow. I can easily assign myself or my AE or managers tasks like calls or emails. Like, I don't want folks on this call to think that this is only for other people to assign them tasks. I use these all the time to pull in my manager or if I was an SDR, to pull in my AE. And that way, I can loop people into the actions that we need to take. So maybe, you know, find another stakeholder would be a good action. I can assign my AE here. And this way, same with my account notes, you know, I I can drop all of these notes easily into Salesforce, and I don't have to leave Groove. Awesome. So I think we covered spaces and, basically, how you use that to collaborate and prioritize accounts. How are we gonna go ahead and actually research them efficiently? Yeah. So that's where Roon, really shines, and that's where I can actually not have to jump in between all these tools and and lose track of my notes. So for those of you who have ZoomInfo, we have a direct integration with ZoomInfo, and I'm gonna play this video and and show you what that looks like in real time here. So thinking about, you know, pushing a contact into Salesforce from ZoomInfo, Once they're in Salesforce, they're in Groove. And with the Groove omnibar that you see on the right hand side, I have everything that I need from Salesforce. I can open it up in a new window, and then I can pass I can look through past activities. I can look at open opportunities. I can look at, you know, any account notes right in my browser without having to leave LinkedIn. So showing you in this video here being able to push this contact into Salesforce, easily look at past activity history if they already exist in your Salesforce instance, and then being able to easily drop in any relevant notes. This is huge for me when I'm prospecting so that I don't have to go back into LinkedIn to find out what I wanna use to personalize. Nice. So Oh, sorry. Go ahead. Sound good. Oh, no. I just wanted to call out how awesome it is that you're not having to switch between different tabs here. Yep. The LinkedIn sales navigation is a, game changer. And from the omnibar, I can then send a connection request or an InMail, and I can just even drop them directly into a Groove flow like I'm showing you here without leaving LinkedIn. So if I discover a new contact or leave while I'm prospecting, I can add them into Salesforce instantly with just a couple clicks. I don't need to manually enter any of that data. Awesome. And then so when you found that contact into info, you basically just added them to a flow, and that makes the follow-up super easy. I love to see that. Yep. Exactly. So when you're looking at all those extra insights that you pick up while researching, were you where do you actually put those? Yeah. That's I I can live in ZoomInfo for that, so I can sync their information right into Salesforce. All of those notes live then in Salesforce. And when I'm ready to write that personalized email or make a call, all of my research is right there. So I can use my group notes to scroll on LinkedIn, read about their company, and then jot in those key details so I can easily reference those from, you know, wherever I'm working here. Perfect. Alright. So now let's take that research and actually use that to create personalized outreach at scale. Let's why don't we go ahead and hop into Groove Flows and how that actually helps you do that? So since you are doing a ton of prospecting every week, how does Groove Flows help you to do that at scale? Yeah. So Flows are really my go to tool for this. I can create these multistap, multichannel flows that cover my emails, my calls, my LinkedIn touches, even videos all in one sequence. And the best part is is that I can personalize every touch point using fields from Salesforce and attributes that I can pull, again, directly from your Salesforce. So things like the industry or their job title or the recent activity so that all of my messages I can tailor. Awesome. So I think that really makes sense for, you know, that bulk outreach that you're doing. But when you're trying to get those really high value accounts and those touches on those accounts where you need to get super personalized in messaging, I wanna kinda talk through how you can do that. But first, I know that a lot of sellers are using GenAI today to actually personalize their emails. And I'm really curious. Does anyone here actually use GenAI GenAI at all to write your emails today? I actually wanna do a quick poll, and, let's just take a look at the survey here. Do you guys use it all the time, sometimes, rarely, or have you just never even used Gen AI? Let's take a look at that. I'm curious to see the the results here. I think I use it in my job every day, so hope to see sometimes. Okay. We're kind of across the board here. Okay. I love to see it. Some I think we kinda have, like, a fifty fifty on people actually using it versus not. So, Ali, I would love to see how you use Gen AI and Groove today. Yeah. That's where I love Groove's generative AI smart prospecting feature. So I can generate a personalized email like the one I just did in seconds, and we're using LeadIQ in the background to pull in those insights from the web. So if the prospect just spoke at a web conference, for instance, or if their company raised funding, and it just helps me save so much research time. I mean, you guys saw when you're looking at LinkedIn and you're looking at ZoomInfo, there's so many insights that you can pull. Groove makes it easy to keep those insights in one place. But helping this generative AI really just actually helps me. It sounds like me. It's not robotic, and it pulls in a ton more insights than I might be able to do one by one. I love that. It it kinda gives you that starting point before you actually send the email. Are you actually using any media, like, maybe videos to mix things up in your messaging? Yeah. Definitely. So adding a quick personalized video. So for instance, just using, like, Vidyard in this example. I can use any of these kind of LinkedIn or sorry, like, video tools. I just you know, I'm using Vidyard in this example. But videos, especially for executive level contacts, has just been a game changer for me because it helps add that personal touch. It kinda helps you stand out, and it really boosts response rates. So I love, like, having a thumbnail of my face or holding a sign with their name waving, and that really helps with my engagement. Awesome. So when you do get the engagement, that's all great. How do you keep the momentum going? Yeah. Great question. This is one of my favorite automations within a Groove flow. I can actually automatically move highly engaged contacts into a new flow based on their activity. So in this example, just having Groove listen for when someone is active in a flow, any of the opens that they have. So if a prospect opens up an email, in this case, like, three or more times, they're probably really engaged or interested what I'm sending. So I'm gonna have an automation to remove them from this flow and add them into, you know, my hot prospect dialer flow. So I know that anyone that's in my hot prospect flow has been automatically dropped in there because they've opened up an email three or more times. And I I love this, but there's so much more you can do with these automations. You can automatically trigger a follow-up flow. You could move them into the next stage or schedule a call or send a case study. So a lot of flexibility with the automations on flows here. I love that. I'm all about efficiency. So anything like this is is great. Perfect. So we we covered collaboration. We covered research and personalization flows, but we all know we have to pick up the phone sometimes and just make that call. Let's talk about how Groove's dialer makes cold calling faster and more effective without all that manual work. So, Ellie, let's say you're starting your day. What's your routine on, you know, knowing which calls to make? Yeah. So I really like working out of the actions page. It's kind of a global work step page, and it really just helps me prioritize which actions that I need to get done. So for instance, if I wanna sort I saw some folks on the call or on the East Coast. Like, if I wanna make all of my East Coast calls first since we're a little bit later in the day, I can easily sort my tasks that I have to do by the time zone or maybe by the effort versus engagement score like we showed you a little bit earlier. And it just makes it a really great way to start my day based on who's super engaged or maybe who is a specific persona. So, again, a lot of flexibility here for how you might want to structure your day. And then when I'm making my calls, and just to show you an example of what that looks like, I can really easily, you know, switch between my local dial or my Groove phone number. You can use your cell phone number as well, and I can do this right within Groove. So If I'm calling into a different region, I can automatically match my area code. If I don't wanna use my personal number, then I can keep using that to just keep it a little bit more casual and being able to switch that with a click is super simple for me. Another elemental add just to calls and call recordings is just being able to turn on call recording and then make sure all of those calls that get recorded are automatically routed into Clari's Copilot, which is our conversational intelligence tool. So I can get more coaching and better insights on any of those calls I'm having. Awesome. So that seems perfect for efficiency. What about when you actually get the call connect, which is super exciting? How do you make sure that the conversation is actually impactful? Yeah. That's where Groove's omnibar comes in. So when a call connects, I have everything that I need right at my finger type. So the account history, any recent activities, like, maybe someone got her on a cold call last week, and I can learn from that. Or an email was sent out that she responded to. So just being able to have access to those past emails or notes that maybe I dropped in here from my researching session so that I can personalize the conversation in real time. I think Trudy here is probably gonna respond to this information that I already know about her, and I can use this to help personalize this cold call instead of trying to, like, frantically figure out what it is that I wanna say to her once she actually gets up. Sweet. And then what does your follow-up look like after that call? Yeah. So group makes this really easy also. As soon as I hang up and maybe I want to, in this case, see log without call, mark as complete, I can do a couple of different outcomes here. But once I actually log that call, whether they picked up or it went to a voicemail or it scheduled a meeting, I can add in any notes about that call and then it's saved directly into Sales Force. So there's no switching screens. I didn't forget what I said, and everything is up to date. Awesome. So when you go ahead and actually book that meeting, how are you scheduling the meeting maybe for, let's say, your your AE or, you know, someone else on your team? Yeah. So Groove has that covered too. And with my team based scheduling, I can send a scheduling link that covers my availability, my AE's availability. And and just to give you an example here of what that looks like within Groove, having my integration with my calendar, my AE's calendar, anyone using the tool makes it really easily easy for me to, instead of compare everyone's calendar, have group be able to automatically check the availability across any of my teammates that I wanna add into this meeting link, and then the prospect can just pick a time that works for them. It will automatically send out those invites for everyone. And there's no back and forth emails or calendar juggling, and it's just handled automatically for me. Nice. So we talked about prospecting and cold calling for outbound. But what about inbound leads? I think we all know that you get faster response times when you immediately go and reach out to those inbound leads. Let's go ahead and see how Groove helps you with that. Yeah. This is one of my favorite Groove automations. So when a new inbound lead comes in, Groove can automatically pull them into the correct flow so that they're followed up with instantly. I think, yes, speed to lead is super important. And so thinking about how you can take that down from maybe a couple hours to a couple of minutes is a great way for us to free up time to focus on other high value activities. So when someone fills out a form, they can get a personalized email with a link to my calendar or my AE's calendar so they can book a time right away. There's no waiting. There's no manual work. And here's in that flow where you can actually automate that process and add in, you know, any Salesforce reports that you would like to have automatically add into your flow. Sweet. So I think we covered a lot so far. We talked on collaborating, researching, personalizing, and following up. But we need to know how we know, like, actually something is working and where we need to double down. So that's where we're gonna use Groove Analytics or Groove Outcomes, to report on this. So, Ellie, can you kinda share with me on how you fine tune your outreach strategy? Yeah. The activity log is is where I live for that. I think it's really easy place for me to, at a glance, be able to see, you know, my high level KPIs, across just me or maybe my whole team. Right? So I can have real time visibility into what I'm doing, those calls, the emails, the LinkedIn touches, even the meetings booked. And then I can see which accounts and which contacts are actually get getting most attention and then which ones are responding. So being able to drill into the flows that you're sending, you know, if you've shared this flow with other members of your team, how they're performing, and you can get pretty granular as far as what's working for you or your team from this activity, analytics tab. Awesome. So what about cold calls? How do you track, when you're getting the best connect rates? Yeah. So Groove is tracking all of my calls, which, again, you're trying to say where I'm not having to manually log the call that I just made. And from here, then I can actually see, you know, which days and which times I'm getting the most live connects. Like, it's great to be able to see when you're making those calls, but what's valuable for me is understanding when I'm actually making those connections and having conversations. And so to give you an example, I learned, like, Tuesday mornings and Thursday afternoons would be a sweet spot. So I try and block those times for the higher priority call list. And to give you a pro tip that I learned too as an SDR, I always found a ton of success when I cold called people in the last five or ten minutes of the hour or thirty minute mark. A lot of people that you're calling are typically waiting to join the meeting or maybe just getting out of one a few minutes early, and so they're more likely to have that time to have that conversation with you and hopefully take a meeting. Awesome. So this is all great for activity tracking. What about knowing which messaging and channels are actually gonna drive that pipeline and revenue? Yeah. That's where Groove Outcomes is really a game changer. It doesn't just show me, like, those high level open clicks or reply rates. It actually is tracking which flows and email templates and call scripts are leading to those meetings and opportunities, and I can see which flows are converting better. So, like, which subject lines are getting replies, which combination of emails, calls, LinkedIn touches works best for my audience. And I think what's great about this is understanding the open rate of an email is really helpful to see, but what's really helpful for me is being able to see, okay, where do they start actually saying yes to the things that I'm pitching them? And to show you in this example, it looks like, you know, it's not just day one, but it's step three on day one. And so getting to drill into where you're starting to see those outcomes you're hoping for helps you then replicate that and scale that so you know what's working and you can keep doing that. Perfect. Yeah. That makes it super easy to visualize. Alright, everyone. This actually brings us to the end of today's session. I think we covered a lot here. But, really, what we're trying to do is kind of talk you through how Groove helps you spend less time on busy work and more time connecting with the right prospects with the right message at the right time. And if you're ready to work smarter, move faster, and drive more high quality opportunities, I hope this webinar was really helpful for you to learn how to use Groove more on that. Awesome. So we I'd love to open it up for some live q and a. Feel free to just continue to drop those questions in the chat. We're gonna go through those now. And just wanted to make you all aware, we do have live office hours next week around this time, where you can ask more questions. Ellie and I will be joining live there as well to help you guys out. And then, of course, just a reminder, we will be sending out a recording of this after the call. And then, you'll also have that link to the live sessions as well. Cool. So I haven't gotten a chance to take a look at these. Let's kinda go through the the earlier ones first. Thanks, everyone. Thank you for joining. Yeah. Appreciate your time. Yeah. Alright. So, I think, Ellie, we're gonna wanna go back to spaces. And can you filter this view by the AE if you have multiple AEs? Yeah. Let me actually, pull this up, and I can show you what that looks like. Actually, let's let's actually, before we go to that, they just wanna know how you can actually create a space. Oh, yeah. So creating a space is super simple. I'll share my screen, and I'll show you, yeah, what that looks like. Okay. So when you're creating a space, all you do is navigate to the spaces tab here and you'll see a couple of options. You can import an entire Salesforce report. I've done that before, maybe just like all of my top accounts that I have a report of, or you can import opportunities that you might have if you're working on them. But typically, what I'm doing when I create a space is I'm creating a new blank space with an account. Maybe it's my top 10 accounts in this example. And then from here, I can create the space and then hand select the accounts from Salesforce that I wanna drop in here. So again, maybe you have a Salesforce report you're working off of, maybe it's opportunities or accounts that you own, but really easy for you to decide which accounts you want in that flow. You can drop them in here, and you can make these updates to these flows. They're, you know, not set in stone. I make changes to mine all the time. And then from this space that you've created, you can decide, okay. Maybe I wanna share this with my manager or with my AE. Back when I was an SDR and had maybe three AEs I was supporting, I had a different space for each AE that I shared with them. And then when we had our one on ones every week, I would just start in that space with that AE. Awesome. And then someone asked, Margaret asked how you can actually, like, tag your accounts and prospects, to add a certain campaigns or flows. I think that's where starring and hot listing comes in. Yeah. Definitely. So there's a lot of ways that you can get people into the right flows. If you're in a space, you can actually click into any of those accounts. You can see who you have active in flows right now, and you can see which additional contacts you might have in Salesforce that have not been contacted. And so, typically, when I am looking at my accounts and account planning, I'm adding in folks who maybe have had some engagement in the past, but we haven't reached out to in a while, and I can drop them into the appropriate flow directly from this space. Similarly, you can drop in people, you know, from your inbox, from Salesforce. Wherever you're seeing this omnibar, the sidebar here, you're able to drop people into a flow directly from this Groove tab. So a couple different ways to to actually get them into that first step. Perfect. I think we have a few LinkedIn sales navigator questions here. How do you even set up that integration? I think you you need a sales navigator license, and it just shows up there. Yeah. That's correct. So in order for the sales nav integration to work, you'll need an enterprise LinkedIn sales navigator license. And then from there, we'll give you the option to log in so that you're able to and and here's a good example. If you don't have that subscription, here's what this would look like. But if you do, you can simply log in to this iframe and have the ability to then connect, message, and even go into LinkedIn directly from this, iframe here. So if you have that sales navigator license type, I highly recommend using this integration even if you're just confirming that someone you're about to reach out to still works at the company. That's, like, a a really big way that I use it. Nice. So I think this is your demo, so you're not logged in to, LinkedIn. But how are you how can you, like, add the contacts from LinkedIn or ZoomInfo into Groove directly? Yeah. So that's where the the ZoomInfo integration really comes into play. And that video that I showed, I think maybe did an okay job of showing what that looks like. But what I typically do is open up my omnibar here in a new window. And then that way, when I'm on my LinkedIn page, which I, again, am not logged in to LinkedIn, but I'll have access into both screens. So I can research my prospect. If I have ZoomInfo and you can use that ZoomInfo extension bar, then you can easily push in that contact information into Salesforce. And then from there, easily reference any of those records you've created. And so a lot of the times, if someone doesn't exist in Salesforce yet, I need to use a ZoomInfo type tool to push that contact information in. Once it exists in Salesforce, then I can easily search for that person I've created, or they'll pop up automatically using the integration. And from here, I can drop them into a flow directly. So I think having both the omnibar and LinkedIn in one pane of glass like this is a huge time saver when I am prospecting because I don't have to click into it a bunch of different places just to get someone into my CRM and then into a flow. Nice. So Dre asked if you can write an email directly from Omnibar. So I guess instead of just adding them to a flow, how do you send the contact in email from LinkedIn or from anywhere? That's a great question. So sending an email directly from LinkedIn? Like, like a one off action email from Omnibar? Yep. So we can do that where the Omnibar pops up here, and the way that you would construct this would be from creating a new action. And so being able to, you know, write either a one off action or if you wanna use a templated email. I use templates all the time so you can access any of my templates that I might wanna use here. And then the way we showed you from using generative AI, we can also generate these emails, pulling those insights directly from the web for you to create this, you know, first email and send out to someone. I also saw a lot of questions in the chat. People don't have access to the generative AI functionality. Just PSA for everyone, this is something that your organization has to opt into. So if you're really interested in using GenAI in the Groove actions or your flows, just go ahead and reach out to your admin to request this, and we can get that process set up for you guys, make sure that you guys have this feature set up. It just requires an opt in, and that's why we don't turn it on for all of you. Alright. Oh, I had my next question lined up, and I oh, yes. So people wanna see where you can actually see emails being clicked or opened so that you can, respond to them right away. Yeah. Another great question. So there's, in typical Groove fashion, a couple different places you can view this information. And that's what I love about this tool is I don't have to change all of these different things just to be able to use it. There's a lot of, ways that it meets me in my current workflow. So, typically, when I'm in my inbox, I'm wanting to see if someone open this email that I've sent. You can view that on the emails themselves from this widget. You can also view that directly from this Chrome extension. I recommend pinning this, to your Chrome extension bar here, and then you'll be able to see these real time alerts, those push notifications, actually. So it will show you a little number of how many opens you have, and then you can go in and see exactly who's opening or clicking those links or replying. So from your inbox, from your Chrome extension, and then from the omnibar. So, again, where the omnibar meets you, if it's in your inbox here, or maybe I'm back in my group web app page, and I'm wanting to look at any of those past activities you've had against account or contact. I can see any opens or clicks on those emails from this omnibar view as well. So, again, couple different places, but pretty accessible if you're trying to get those real time insights into engagement. Nice. Okay. Can we kinda look at automated actions? People are wondering how you can remove people, from a call step, like, if they don't have a number attached. But I think we can just go through a few different scenarios. Maybe we can walk through, if you've marked the number as bad number, we can kind of remove based on a call result? Yeah. Absolutely. So, again, automated actions, like, you can set up them in a lot of different ways across different flows. And I think there's some pretty basic ones that are really helpful, and then there's ones that can be more complex. And so when you're setting up these actions, you'll simply assign the trigger type you're wanting Groove to listen for. So in that example, it would be the conversation outcome or the conversation results. And if this person said, like, you know, it was a bad fit, then all you're having to do is fill out that call result. So when I make the call, that's something that I'm gonna do anyways, what happened on this call. All I'm doing here with my automated actions is having Groove automatically remove someone from this flow in this case based on this outcome. So instead of remembering, oh, Sonica is a bad fit. Let me make sure I remove her from this flow. All I have to do is fill out the call result, and then Groove will automatically take care of her. You don't wanna keep reaching out to someone who's a bad fit, obviously, and I've done that before. So I think with that, having any automations to just make your life easier, reduce the clicks is a great way to think about how to set these up. Sweet. And then for those of you who are, mentioning that you don't have, access to the Groove dialer, again, this is a extra license, so it's something that you'll wanna talk to your admins about. Go ahead and adding that just so that you can, you know, automate your calls a little bit more here. Someone noted that when they're adding their Groove notes in omnibar, it deleted the ones in Salesforce. I think just the answer there is we're mirroring exactly what's in Salesforce. So you wanna make sure that you're you're not deleting out your notes from the omnibar as well so that they are syncing to Salesforce. Sorry, Ellie. I'm having you switch around. Someone just asked, what does success and failure status mean under the flow? So if you actually just wanna click into the flow. Maybe. Or it might be under the people the people's tab. Right. So here you can see some, flow steps that failed or some that were successful. There's some, obviously, reasons for why. Maybe an email didn't make it to the person's, inbox, and that could be because of spam or, you know, they opted out of communication, things like that. That's where we kind of, we organize these based on what actually got sent to the inbox versus what failed. I hope that's kinda what you're referring to. Okay. A lot of people here are kinda talking about how you don't have access to creating a flow or creating a master flow. It really depends on your organization. Everyone does this in different ways. I know a lot of organizations that want to, empower their sale, sellers to create their own flows. But at the same time, they might have a setting where they don't do this. Usually, I see this because, you know, they wanna make sure your messaging is consistent across the sales organization, and they spend a lot of time, like, preparing all of the your email material and making sure that the flows are, optimized for your exact sales strategies. And that's kind of why they they control that a little bit more. So it it just depends on your organization. If you don't see a create flow button there, it's probably because your organization is, restricting that a little bit more. Ellie, can you show them how they mass skip all steps and actions? Yes. Definitely. So if you're talking about, you know, skipping steps, there's a couple different ways you can consider this. One would be, like, if you're wanting to just complete all of these steps in kind of a bulk action, in which case, for an email step, for instance, maybe we just wanna send all six emails in this case. So that's one way to just get all of these tasks done. You can also remove people from the flows just by clicking this x. And then if you want to remove people in bulk from a step, I would recommend just clicking into the flow itself and sorry. My demo will work a little thinking today. So let me jump into a flow, and then what you'll do is you'll be able to navigate to the people that are active in this flow. In this case, this is showing all of the people that are active here on day one. And so if I wanna move all four people that are active on this day to maybe another flow or maybe I wanna remove them entirely from this step or maybe I just wanna skip them to next in the flow. There's a couple of different options for you to in bulk, move people, remove people, and and just manage, kind of in bulk here on these flows. Sweet. Someone had an analytics question on where you can see, like, who booked a who booked a meeting. Yes. Great question. So you're able to kinda navigate into meetings booked here on the flows themselves, understanding where the meeting is getting booked here, and then being able to click into who is actually using these flows, who's getting the meetings booked. And then from actually this meeting booked itself, you'll be able to map this back. You're wanting to see, like, exactly who booked your meeting to you'll get a couple of notifications in your email. You can have Groove automate this process by removing them from the flows once they booked the meeting. But the outcomes tab is really gonna show you across the flow how people are being successful, and then you can filter out by, like, the people within the flow, the users that have shared the flow, or even the, industries like the accounts. Sometimes I like to filter by, you know, which accounts we're seeing meetings getting booked from to help me figure out, okay, what are these accounts have in common? Maybe there's a certain industry that's responding a little bit better to this particular flow. Nice. So some people are reaching out, obviously, to a lot of people at once, and they kinda wanna see, the past activities that they've sent to them. How can they do that? So when you're reaching out to a couple of different people, I mean, typically, they'll be in a flow step. And from there, you can see a ton of different types of activity history from your omnibar. And so when I'm looking at this, I'm looking at not just the person, but the account. Right? Like, maybe this person's new to the account, and they we don't have a ton of activities towards this person. And what Groove is showing here is not just my activities, but anyone that's using Groove in my organization. So, Sonica, if you were sending Jacob Jacobo with emails here, I'd see those as well. So I can filter out by the types of activities I'm I'm trying to look for, and I can even search for keywords here. So this is a huge time saver if I'm trying to quickly identify, you know, if they are using one of our competitors or if they are, talking about pricing, for instance. I can search for any of those keywords here. And then if I'm looking across the entire account, I can easily navigate to related records. You'll be able to see the entire account history from the omnibar without changing the view you're in as well. And I really like being able to just quickly see, okay, what activities or maybe what meetings have we had with this particular account even if we haven't had any with this particular contact or lead. Nice. Yeah. And because I'm on the product team, I know what's coming up next. We will have a way to use GenAI to summarize all of your activity, with just a click of the button. So without having to, you know, click into each thing here, you'll basically see a summary at the top to kinda catch you up before you make a one off call or send them an email. Yep. Huge time saver. So when someone responds, how do you make sure they get out of the the flow? Yeah. So when someone responds, my recommendation is setting up an automated action. So we talked a little bit about these already, but having this set up across your flows, which you can do with, like, a global automated action, meaning it will apply to all of your flows, is a great way to ensure that anyone who maybe books a meeting or who replies to you gets removed. And so the trigger for that would simply be on reply, and then you could say remove them from this flow. You can even remove everyone from the account in, from that flow, and that's, I think, a great use case for SDRs. Typically, I'll add in a couple of different folks from that account to try and get a meeting with one of them. And if I get that meeting, then maybe I wanna just remove everyone from that flow. I don't need to keep pestering them once I have what I, you know, am asking for. So all the ways you can do that from an automation standpoint, and I really recommend this. Otherwise, if you're not going to automate that process, you can simply remove people from the flow stuff that they're in. Maybe I've realized, oh, looks like Jacobo here did book a meeting with me, and in which case, I can simply remove him from this flow. Sweet. Okay. So I think that was kind of we're in on time here with all the questions. I think some of them will definitely wanna follow-up with, your admins on and make sure that we can get some of these things enabled for you guys. Next week, if there is anything that we missed this week, we'll make sure to cover those. And then, of course, if you guys are thinking through questions after watching this webinar, please come to those live office hours next week, and we can do more screen sharing and question answering there. Awesome. Well, thank you, everyone. We will see you next week, hopefully. Thanks, everyone. Appreciate your time. Bye.