[ 7.31.19 ]
One of the most common challenges we hear from marketing and sales teams is centered around alignment. In fact, LinkedIn reports only a 23 percent overlap in the typical target audience between these two teams. So how do we create more of an overlap on which accounts to target, deliver coordinated messaging across all activities, and enable sales to act with precision via meaningful buying intent signals?
Engagement Spike Reports are powerful weapons in the war against misalignment, highlighting meaningful web engagement through accounts that are spiking on your website, accounts that are engaging with digital advertising, best-fit accounts that are showing both intent and engagement, and more. This data is leveled up even more with Terminus’ new ability to track engagement data on all accounts in your CRM, not just those in Terminus tactics. This info is great for helping reps prioritize accounts on a Monday morning.
Level two of this fight was Terminus Sales Insights, which brings real web engagement data to the eyes of sales — directly on the account record in Salesforce. If this data isn’t already being surfaced to reps, learn more here.
But we knew even all of this data wasn’t enough. We needed a way to bring all the marketing data goodness from Account Hub and put it in the hands of sales and customer success reps on the front lines.
Today, we’re excited to announce the availability of Terminus Account Insights, which unifies sales and marketing data to drive more efficiency for your reps across the entire buying cycle. This solves the #1 challenge from InsideView’s 2018 sales and marketing survey!
Reps can now get an at-a-glance view of what an account is doing, as well as deep-dive information on the people, content, and activities associated with an account. And it all lives on the account record in Salesforce.
This isn’t just web engagement (thought that’s still powerful info). Now, reps can see:
- The most active person at an account
- How many new contacts have been added at the account
- How many contacts at the account have marketing influence
- Anonymous web visits (to potentially bring forth new account contacts)
- What content and channels account contacts are engaging with
- The entire timeline of an account’s engagement
- Even more stuff we could call out but it’s probably easier to just check out the screenshots
At the end of the day, Account Insights levels up your sales enablement and team alignment by empowering reps to better prioritize which accounts they’re working and how — based on actionable behavioral data. And they can do it all in Salesforce, so no need to download a report, read an email, or use a new tool.
This feature is currently available to all customers on our TEAM Pro and TEAM Enterprise plans, who have completed their Account Hub setup. It is also recommended (but not required) that customers have our Sales Insights package installed.
Ready to install this feature?
Check out this article for step-by-step instructions, troubleshooting tips, and FAQs.