Prerequisites

In order to leverage this feature, customers must have the Weekly Sales Alert Email as part of their subscription. Additionally, customers should have at least one Engagement Model configured and Bombora Intent topics selected in the Terminus platform to leverage the full value of the feature. 

While a direct CRM integration with Data Studio is preferred when leveraging this feature (via Salesforce or Microsoft Dynamics), it is also supported via Terminus’s list-based Data Studio configuration


Feature Overview

Terminus’s sales alert emails are weekly notifications designed for both sales development reps, account executives, and customer success reps. The report surfaces reps’ owned accounts that are showing the strongest in-market behavioral signals powered by Terminus’ native AI and Bombora intent data. Sales alert emails are a great way to bring each rep’s most leaned-in accounts and contacts to the top of their inbox each week.


Feature Details

Sales alert emails will be sent out weekly on Wednesday mornings to the associated Account Owner (SDR, AE, CSM, etc.) 

The email will include the following information:

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Most Engaged Accounts


This section of the email will display owned accounts that had an
Engagement Spike on your website within the last week.  

For each account, you will be able to see:

  • Interested In: Engagement Model(s) the account was spiking on
  • Last Sales Touch: Last activity field on the account object
  • Active Contact: Lead, contact, campaign member & task work together to give a ranking of the most active contact 


Top Accounts with Intent


This section of the email will display owned accounts that were surging on
Bombora intent topics in the last week. 

  • Surge Topic(s): Any intent topics an account was surging on. 
  • Last Sales Touch
  • Active Contact 


General Settings

Within the email, each section will display:

  • Most Engaged Accounts : All accounts with an engagement spike over the last week will be displayed alphabetically.  
  • Top Accounts with Intent: Up to the top 25 accounts showing intent over the last week, ranked based on number of topics an account surged on (greatest to least).  

Some additional things to know about this email report:

  • An account could show twice in the email if it is both Spiking and Surging in the same week.
  • In the case that two or more contacts have the exact same number of Total Activities (which includes sales activities + campaign responses), the most Active Contact displayed in the email may be different from the most Active Contact displayed in Account Insights. However, both of these contacts should be considered a high priority for the rep. 
  • By default, the email will be sent to the designated Account Owner in your CRM. You can request that this be changed to send to a customer owner field (for example, "Assigned Sales Rep"), but the email can not be sent to multiple owner types.


Configuration

The configuration process for this feature will be fairly straightforward. Key considerations for getting started include:

  • Customers need to have Visitor ID installed on their website, with Engagement Models setup for the Most Engage Accounts data to populate. 
  • Customers needs to have Bombora intent topics established for Top Accounts with Intent data to populate.
  • If we do not have access to your Lead, Contact, CampaignMember, and Task data, we will not be able to surface the ‘Most Active Contact’ metric per account within email, (these are generally configured during your Terminus Data Studio onboarding period).


CRM Customers (Salesforce, Microsoft Dynamics)

CRM-integrated Data Studio customers can either provide a list of recipients’ email addresses or user role values to get started. Additionally, Terminus may need customers to: 

  • Designate which ID field on the Account object identifies an account owner
  • Confirm that expected recipients received the email when it is initially sent out
  • Update their Terminus team on users to add/remove from the rep list, as needs change 


List-Based Customers
 

Customers using our list-based Data Studio configuration can provide a list of recipients’ email addresses to get started. Additionally, Terminus may need customers to: 

  • Designate which ID field on the Account object identifies owners
  • Provide additional object and field access in order to utilize, in addition to the expectations above 
  • Confirm that expected recipients received the email when it is initially sent out
  • Update their Terminus team on users to add/remove from the rep list, as needs change


Data Requirements

The data requirements to utilize the Sales Rep Emails include specific fields found on the Account, Lead, Contact, CampaignMember, Task, and User objects. These fields will likely be configured as part of your standard Terminus Data Studio onboarding process, but we’ve listed them below as well. 


Mandatory Objects
 

Accounts:

  • Required Fields + Type:

    • Account ID -> VARCHAR(36)

    • Account Name -> VARCHAR(255)

    • Owner ID -> VARCHAR(36)

    • Last Activity -> DATETIME

    • Parent Account ID -> VARCHAR(36)

    • Optional Fields + Type:

Leads/Contacts:

  • Required Fields + Type:

    • Lead ID/Contact ID -> VARCHAR(36)

    • Full Name -> VARCHAR(121)

    • Email -> VARCHAR(80)

    • Account ID -> VARCHAR(36)

    • Created Date -> DATETIME

    • Title -> VARCHAR(128) 

Campaign Member (Marketing Activities):

  • Required Fields + Type:

      • CampaignMember ID -> VARCHAR(36)

      • Contact ID -> VARCHAR(36)

      • Responded -> CHAR(1)

      • Response Date (Typically the ‘First Responded Date’ field) -> DATETIME

      • Created Date -> DATETIME

Tasks

  • Required Fields + Type: 

        • Account ID -> VARCHAR(36)

        • Lead/Contact ID -> VARCHAR(36)

        • Created Date -> DATETIME

Users

  • Required Fields + Type: 

      • User ID -> VARCHAR(36)

      • Full Name -> VARCHAR(121)

      • Email -> VARCHAR(80)


Optional Objects that provide additional value (v2):
  


Campaigns:

  • Required Fields + Type:

      • Campaign ID -> VARCHAR(36)

      • Campaign Name -> VARCHAR(80)

      • Start Date -> DATETIME

      • Created Date -> DATETIME

    • Optional Fields + Type:

      • Parent Campaign ID -> VARCHAR(36)
         

Opportunities:

    • Required Fields + Type:

      • Opportunity ID -> VARCHAR(36)

      • Account ID -> VARCHAR(36)

      • Name -> VARCHAR(120)

      • Amount -> DECIMAL(12,4)

      • Closed -> CHAR(1)

      • Created Date -> DATETIME

      • Stage -> VARCHAR(40)

      • Opportunity Type  -> VARCHAR(40)


Impact of Object Data:

  • The Account Object is required because it is the driving object of the report.
  • The User Object is required because it allows us to deliver the report to Sales Users and split the Account Object by appropriate owner.
  • The Lead/Contact Object is required because the goal of the service would be to deliver immediate actions for an account (who to reach out to).
  • Campaign Response (CampaignMember) data will enhance the deliverable by providing who has been engaging with marketing at the Accounts.
  • Task data will enhance the deliverable by providing the number of sales activities per account and per Lead/Contact


Use Cases for the Sales Alerts Email

 The data provided in the weekly Sales Alerts email helps your reps prioritize and contextualize their outreach in combination with our Account Insights and Sales Insights data. 

Use Cases for Sales

  • SDR/BDRs will use the Sales Alerts email to help prioritize their account outreach, based on web visit and intent signals. This will be especially helpful for reps that work with a large list of accounts for prospecting. The information provided in the email will help them determine which of their accounts need a new sales touch, and who the best person to reach out to is. 
  • Account executives will use the Sales Alerts email to get more context on the accounts they’re already working. The information provided in the email will help AEs determine which of their target accounts are currently researching online for similar products and services, the web pages they’re engaging with on your site, and who the most active contact on the account is. 

Use Cases for Customer Success 

  • For retention-focused efforts, CSMs can use this email to determine which of their customer accounts may be researching competitive products or services online (via intent signals), and/or identify customers that have been disengaged that recently visited your site (via engagement spikes).
  • For expansion-focused efforts, CSMs can use this email to see which of their accounts are visiting specific product pages on your site, or are researching products or services you sell online, that may not currently be included in their pricing plan/contract. 


Want more ideas on how to leverage the Sales Alerts email? Check out this video from the Terminus Marketing team:

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FAQs


Can I customize this email to include additional account information?

  • No; currently this email will only provide the level of information previously specified for each account.

Can I change who the email is sent to?

  • By default, the email will be sent to the designated Account Owner in your CRM. You can request that this be changed to send to a customer owner field (for example, "Assigned Sales Rep"), but the email can not be sent to multiple owner types.

 

 

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