> For the complete documentation index, see [llms.txt](https://docs.reo.dev/llms.txt). Markdown versions of documentation pages are available by appending `.md` to page URLs; this page is available as [Markdown](https://docs.reo.dev/playbooks/for-aes/spot-when-cold-opportunities-become-active-again.md). # Spot when Cold opportunities become active again * [Introduction](https://docs.reo.dev/playbooks/for-aes/spot-when-cold-opportunities-become-active-again#introduction) * [Step 1: Build Your Cold Opportunities Segment](https://docs.reo.dev/playbooks/for-aes/spot-when-cold-opportunities-become-active-again#step-1-build-your-cold-opportunities-segment) * [Step 2: Set Up a Slack Alert So You Never Miss a Reactivation](https://docs.reo.dev/playbooks/for-aes/spot-when-cold-opportunities-become-active-again#step-2-set-up-a-slack-alert-so-you-never-miss-a-reactivation) * [Step 3: Review What the Account Is Actually Doing](https://docs.reo.dev/playbooks/for-aes/spot-when-cold-opportunities-become-active-again#step-3-review-what-the-account-is-actually-doing) * [Step 4: Identify the Right People to Re-Engage](https://docs.reo.dev/playbooks/for-aes/spot-when-cold-opportunities-become-active-again#step-4-identify-the-right-people-to-re-engage) * [Step 5: Reach Out with Relevance, Not Just Timing](https://docs.reo.dev/playbooks/for-aes/spot-when-cold-opportunities-become-active-again#step-5-reach-out-with-relevance-not-just-timing) {% hint style="info" %} 📌 **Need help at any point?** If you need support implementing this playbook end to end, contact your **Account Manager** or write to us at . {% endhint %} *** #### Introduction: Some of the best deals in your pipeline are not the new ones coming in. They are the ones that went cold three months ago and just started moving again. A prospect going quiet does not always mean they lost interest. It often means the timing was off, the budget cycle shifted, or they paused to reconsider their options. When a developer from that account starts visiting your docs, logging into your product, or interacting with your codebase again, that is a signal worth acting on immediately. This playbook shows you how to surface those moments in Reo.Dev by mapping your cold CRM opportunities to developer activity signals, so you always know when a closed-lost or stalled deal deserves a second look. *Let's see this workflow in 5 simple steps.*
**Prerequisites** Before getting started, make sure the following are in place: * Reo.Dev tracking is set up across your website, docs, and product to capture developer activity signals. [**Setup tracking**](https://docs.reo.dev/integrations/tracking-beacon) * **If using Approach 1:** Your CRM (HubSpot or Salesforce) is connected to Reo.Dev and your custom deal and account stages are mapped. [Connect your CRM](https://docs.reo.dev/integrations/crm) | [Map custom CRM stages](https://docs.reo.dev/accounts/custom-crm-stages) * **If using Approach 2:** Export a list of cold or stalled accounts from your CRM as a CSV file, ready to upload into Reo.Dev. [**How to Upload Custom Lists**](https://docs.reo.dev/accounts/custom-lists) {% hint style="info" %} ✅ **Get Help:** If you need help configuring this, reach out to your **Account Manager.** Share the signals you want to track and they will help you get it set up correctly. {% endhint %} *** #### Step 1: Build Your Cold Opportunities Segment Go to Segments and create a new Basic segment for Accounts.
{% hint style="success" %} ✏️ **Segment Criteria:** * **Segment:** Basic * **Segment Type:** Accounts * **Segment Filters** (all within a single group set to **Matches All**): * **Source → CRM Deal Stage** (or CRM Account Stage) → Includes Any → select the stage(s) in your CRM that represent cold, stalled, or closed-lost SQLs (e.g. `Deferred to future`, `Closed Lost`, `Stalled`) * **Has Activity Surge** → Is → `YES` The logic here is intentionally simple. You are looking for accounts that your CRM marks as cold or dead, where developer activity has recently spiked. That combination is the reactivation signal. Accounts that match both conditions are ones where something has changed internally, and they are worth your attention right now. Name the segment something clear like `SQL Cold - Reactivated` and hit **Save & Exit.** {% endhint %} > 🎯 **Pro tip:** If you do not use HubSpot or Salesforce, or your deal stages are not yet mapped in Reo.Dev, you can achieve the same result by exporting your cold accounts from your CRM as a CSV and uploading them as a Custom List. Replace the CRM stage filter above with a **Lists (Accounts)** filter and select that uploaded list. The rest of the setup stays the same. > [**Map Custom CRM Stages**](https://docs.reo.dev/accounts/custom-crm-stages) #### Step 2: Set Up a Slack Alert So You Never Miss a Reactivation A cold deal re-engaging is a time-sensitive moment. The longer the gap between the signal and your outreach, the more likely the window closes again. Set up an automation so Reo.Dev alerts you the instant a new account qualifies. 📌 **Note:** You can only build automations on segments you own, meaning segments you created yourself. Navigate to **Tools → Automations** and create a new automation. 📌 **Automation Setup:**
* **Source:** `SQL Cold - Reactivated` (the segment you created in Step 1) * **Trigger:** New Account Added to a Segment * **Conditions:** None * **Action:** Get Alerts via Slack → select your channel (e.g. `sales-sdr-outreach`) or your personal DM A personal DM works well if you want to be the first to act on these signals yourself. If your team runs a shared outreach workflow, routing to a shared channel like `sales-sdr-outreach` means the right person can pick it up immediately regardless of who is online. > **🔗** [**Automations setup guide**](https://docs.reo.dev/automations) **|** [**Slack integration guide**](https://docs.reo.dev/settings/configure-slack-and-email-notifications) #### Step 3: Review What the Account Is Actually Doing When you receive a Slack alert, do not reach out immediately. Spend a moment understanding the nature of the re-engagement before deciding on your next move. Open the account in Reo.Dev and look at the activity timeline. What you want to understand is what they are engaging with and how seriously. A single doc page visit from one developer is a weak signal. Multiple developers from the same account visiting your docs, running CLI commands, or logging into the product within the same week is a strong one. Recency and breadth of activity across the account both matter.
Launch **CoPilot** and use this prompt to get a quick read: > **✦** "What recent activity has been recorded for **{Company Name}**? Who are the developers involved, what are they engaging with, and does this look like renewed evaluation or casual browsing?" This gives you the context to decide whether to act now or continue monitoring. #### Step 4: Identify the Right People to Re-Engage Once you have confirmed the re-engagement is meaningful, the next step is making sure you are reaching out to the right contacts. Since this account was previously in your pipeline, start with what you already have in your CRM before looking for anyone new. **Step 4a: Review Existing Contacts in your CRM** This is your starting point. These are people who have already heard your pitch and, depending on why the deal went cold, may be much easier to re-engage now that the account is showing renewed interest on its own. **Step 4b: Find New Buyers if the Contact Has Changed** People change roles. If the champion you were working with has left the account or moved teams, you may need to find who has stepped into that decision-making seat. In the Accounts Overview → **More Prospects** panel, switch to the **Reo DB** tab. Apply filters for seniority and persona to surface new buyer candidates at the account. Add the relevant profiles to your buyers list and use these alongside the activity context for your outreach. **Related Playbooks:** [**Find Fresh Buyer Contacts to Build relationships in your Deals**](https://docs.reo.dev/playbooks/for-aes/find-fresh-buyer-contacts-to-build-relationships-in-your-deals) [**Build Relationships with Champion Developers at Your Target Accounts**](https://docs.reo.dev/playbooks/for-aes/build-relationships-with-champion-developers-at-your-target-accounts) #### Step 5: Reach Out with Relevance, Not Just Timing The re-engagement signal tells you when to reach out. What you say when you do needs to feel relevant to where the account is now, not where they were when the deal first went cold. Avoid referencing the previous deal or the fact that things stalled. The goal is to make the outreach feel timely and forward-looking rather than a follow-up on something that did not work. Use what you know about the specific activity to shape your angle. If they have been revisiting your docs on a feature they were previously evaluating, lead with something new or improved in that area. If there is CLI activity, that is a developer running something hands-on again and worth acknowledging at the right level. For the buyer contact, keep the re-engagement short and direct. Reference something relevant to their current context, a new capability, a customer story in their space, or a shift in the market, rather than picking up the old thread. The goal is to create a natural reason to reconnect that does not require them to explain why they went quiet. **Related Playbook:** [Get Alerted When Your Open Deals Start Evaluating Competitors](https://docs.reo.dev/playbooks/for-aes/get-alerted-when-your-open-deals-start-evaluating-competitors) --- # Agent Instructions This documentation is published with GitBook. GitBook is the documentation platform designed so that both humans and AI agents can read, navigate, and reason over technical content effectively. Learn more at gitbook.com. ## Querying This Documentation If you need additional information that is not directly available in this page, you can query the documentation dynamically by asking a question. Perform an HTTP GET request on the current page URL with the `ask` query parameter, and the optional `goal` query parameter: ``` GET https://docs.reo.dev/playbooks/for-aes/spot-when-cold-opportunities-become-active-again.md?ask=&goal= ``` `ask` is the immediate question: it should be specific, self-contained, and written in natural language. `goal` is optional and describes the broader end goal you are ultimately trying to accomplish on behalf of the user. GitBook uses it to tailor the answer towards what is most useful for that goal. The response will contain a direct answer to the question and relevant excerpts and sources from the documentation. Use this mechanism when the answer is not explicitly present in the current page, you need clarification or additional context, or you want to retrieve related documentation sections.