Salesforce Sales Insights

Terminus’ Sales Insights pushes account engagement data from Terminus into Salesforce enabling salespeople to prioritize outreach by accounts that are aware of, most engaged with, and/or actively researching their company’s offerings. Unlike alerts from marketing automation, Terminus’ Sales Insights aggregates engagement at the account level from anonymous web traffic allowing salespeople to identify engaged accounts earlier and utilizes algorithmic account engagement scoring to alert sales to when an account is actively researching. 

Engagement Spike (Formerly Account Surge)

Engagement Spike surfaces accounts with spiking engagement on your most valuable web content. With out-of-the-box reporting, each sales rep can see which accounts are most engaged with your solution even if they haven’t completed a form. Marketers set up an engagement model based on High-Value pages and Awareness pages. Spike then tracks anonymous web data at an account level and will alert you weekly when an account is spiking.

Terminus Engagement Spike allows you to compare the web activity of the same account week over week, averaging each week’s engagement data over a continual rolling 4-week baseline resulting in a percentage lift as we show for the spike percentage.

Last Spike Date - This is the date of the last spike period. This will update on Sunday for each account that has a new spike for the previous week. 

Spike Percent - This is the percentage lift based on a continual rolling 4-week baseline. The higher the percentage, the higher that account's activity has been based on their previous 4-week activity.

Most Visited High-Value Pages - These are marketer defined High-Value Pages (ex: case studies or webinars) for your engagement model. These pages are sorted by the number of views each page had during the 1-week spiking period set by the Last Spike Date.

Most Visited Awareness Pages - These are marketer defined Awareness Pages (ex: blog posts) for your engagement model. These pages are sorted by the number of views each page had during the 1-week spiking period set by the Last Spike Date

Spike Heat - This is a visual representation of Spike. The three peppers (and no peppers) represent four buckets that accounts can fall into. A very high spike is 3 peppers, a medium to high spike is 2, and a medium-low spike is 1 pepper. The important thing to remember is that peppers are still hot!

Web Visits

Terminus' anonymous website tracking allows your team to monitor traffic from key accounts on your website without form fills. This data gives you insights into which of your accounts are visiting your website, how many contacts are visiting, and how many pages they're consuming in a 30-day snapshot. Note that account contacts viewing your website from their home will not be included in these insights.

Last Visit Date - This is the date the last time someone from this account visited your website. The 30-day snapshots below are driven from this last visit date so that you always have context. Ex: If the last visit was January 30, the 30-day snapshot would include January 1 - January 30.

Web Visits - This is the number of pages that were visited in the 30-day period.

People on Site - This is the number of unique people or devices that visited in the 30-day snapshot.

Advertising Metrics

Terminus' account based advertising allows marketers to engage with best-fit accounts across the entire internet. The metrics described here allow you to understand the exposure your brand has had across these different accounts. The more impressions and clicks, the higher likelihood that the account is aware of your brand and interested in your company's offering.

Last Ad Click Date - This is the last time the account clicked an ad placed in front of them. This is a very strong signal that the account is interested in your company.

Last Ad Impression Date - This is the last time the account was served an ad. The 30-day & 90-day snapshots below are driven from this last impression date so that you always have context. Ex: If the last visit was January 30, the 30-day snapshot would include January 1 - January 30.

Ad Clicks (30 Day & 90 Day Snapshot) - This is an aggregation of all clicks made by the account in the 30/90-day period. The more clicks you see here, the more likely the account is interested in your company.

Ad Impressions (30 Day & 90 Day Snapshot) - This is an aggregation of all impressions (or views) served to the account in the 30/90-day period. In general, the more impressions, the more likely the brand is aware of your company.

 

*Associated Terminus Accounts - This is a field that allows matched accounts in Salesforce to be linked back to the accounts identified in Terminus. This is for matching purposes only. 

 

 

 

 

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