The Weekly Sales Email: Feature Overview

Feature Overview

Terminus’s sales emails are weekly notifications designed for 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 emails are a great way to bring each rep’s most leaned-in accounts and contacts to the top of their inbox to start each week.

Use Cases for the Weekly Sales Email

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

Use Cases for Sales

• SDR/BDRs will use the weekly Sales email to help prioritize their account outreach, based on web visits 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 weekly Sales email to get more context on the accounts they’re already working on. 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. 

Prerequisites

In order to leverage this feature, customers must have the Sales Activation package 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, Microsoft Dynamics, or HubSpot), it is also supported via Terminus’s list-based Data Studio configuration.

Configuration and functionality may differ based on implementation type:

• CRM-Based Implementation
• Salesforce: Email can be sent to the associated Account Owners and/or the configurable owner fields in Salesforce (i.e. BDR/SDR/ADR). Salesforce Enhanced Account Owners (AO+) (LINK TO SECTION) is an optional configuration that sends the email in addition to, or in place of, the traditional owner field for SFDC customers.
• Microsoft Dynamics / HubSpot: Email will be sent to associated Account Owners only
• List-Based Implementation
• By default, emails will be sent to associated Account Owners only. Optionally, multi-owner functionality can be enabled so emails can be sent to any Account Owners mapped to the account.

The cap on the number of email recipients for any of the above implementation types is dependent on the number of seats purchased. Please submit a ticket in the Terminus Support Portal if you have questions about seat capacity.

Typically, Weekly Sales Emails are set up during the initial onboarding process. However, they can be enabled at any time as long as you’ve met the subscription and data prerequisites. If you already have the Sales Activation package, please submit a ticket in the Terminus Support Portal to have your Weekly Sales Email enabled. If you’d like to sign up to purchase the Sales Activation package or are unsure if you already have it, please reach out to your Terminus Account Manager or Customer Success Manager.

Feature Details

Our Weekly Sales Email process begins on Monday mornings. This ensures the necessary Engagement Spike and Bombora Intent data has been ingested prior to processing message delivery. The emails will be sent out by Tuesday morning and delivered to the associated Account Owners (SDR, AE, CSM, etc.).

Select from the following to see a sample email and included functionality based on implementation type:

• Salesforce (without AO+ enabled)
• Salesforce (with AO+ enabled)
• Microsoft Dynamics  
• HubSpot
• List-Based

In the event there are no spiking accounts or surging intent data, all implementation types will display the email in the following empty state:

Salesforce (without AO+ enabled)

Most Engaged Accounts

This section of the email will display owned accounts that had an Engagement Spike on your website within the last week. The accounts are sorted by engagement score, from highest to lowest.

For each account, you will be able to see:

• Account linked directly into Salesforce
• Interested In: Engagement Model(s) the account was spiking on
• Last Sales Touch: Last activity field on the account object
• Page Views: Weekly count of views on the web pages from your Engagement Model(s) and top pages identified
• Open Opportunities: Count of open opportunities across all account owners for the displayed account
  

Top Accounts with Intent

This section of the email will display owned accounts that were surging on Bombora intent topics in the last week. The accounts are ranked based on the number of topics an account surged on (greatest to least).  

• Account Linked into Salesforce
• Surge Topic(s): Any intent topics an account was surging on 
• Last Surge Date: The last time an account was considered surging, or showing intent, on one or more of your topics during the previous 7 days.
• Last Sales Touch: Last activity field on the account object
• Bombora Intent Score: The score that indicates the intensity to which a business is demonstrating intent on a particular intent topic compared to the previous 7 days. Scores range from 0 to 100, where scores above 70 are demonstrating active intent.
• Open Opportunities: Count of open opportunities across all account owners for the displayed account

Salesforce (with AO+ enabled) 

Most Engaged Accounts

This section of the email will display owned accounts that had an Engagement Spike on your website within the last week. The accounts are sorted by engagement score, from highest to lowest.

For each account, you will be able to see:

• Account linked directly into Salesforce
• Interested In: Engagement Model(s) the account was spiking on
• Last Sales Touch: Last activity field on the account object
• Page Views: Weekly count of views on the web pages from your Engagement Model(s) and top pages identified
• Active Contact: AccountTeamMember, Contact, OpportunityTeamMember & Task work together to give a ranking of the most active contact from your CRM.
• Open Opportunities: Count of open opportunities across all account owners for the displayed account
  

Top Accounts with Intent

This section of the email will display owned accounts that were surging on Bombora intent topics in the last week. The accounts are ranked based on the number of topics an account surged on (greatest to least).  

• Account Linked into Salesforce
• Surge Topic(s): Any intent topics an account was surging on 
• Last Surge Date: The last time an account was considered surging or showing intent, on one or more of your topics during the previous 7 days.
• Last Sales Touch: Last activity field on the account object
• Active Contact: AccountTeamMember, Contact, OpportunityTeamMember & Task work together to give a ranking of the most active contact from your CRM. 
• Bombora Intent Score: The score that indicates the intensity to which a business is demonstrating intent on a particular intent topic compared to the previous 7 days. Scores range from 0 to 100, where scores above 70 are demonstrating active intent.
• Open Opportunities: Count of open opportunities across all account owners for the displayed account

Other Integrations (Microsoft Dynamics, HubSpot & List-Based)

Most Engaged Accounts

This section of the email will display owned accounts that had an Engagement Spike on your website within the last week. The accounts are sorted by engagement score, from highest to lowest.

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
• Page Views: Weekly count of views on the web pages from your Engagement Model(s) and top pages identified
• Open Opportunities: Count of open opportunities across all account owners for the displayed account
  

Top Accounts with Intent

This section of the email will display owned accounts that were surging on Bombora intent topics in the last week. The accounts are ranked based on the number of topics an account surged on (greatest to least).  

• Surge Topic(s): Any intent topics an account was surging on 
• Last Surge Date: The last time an account was considered surging or showing intent, on one or more of your topics during the previous 7 days.
• Last Sales Touch: Last activity field on the account object
• Bombora Intent Score: The score that indicates the intensity to which a business is demonstrating intent on a particular intent topic compared to the previous 7 days. Scores range from 0 to 100, where scores above 70 are demonstrating active intent.
• Open Opportunities: Count of open opportunities across all account owners for the displayed account

FAQs

• Why are my accounts showing up twice on my Weekly Sales Email?
  • An account could show twice in the email if it is both Spiking and Surging in the same week. Additionally, if you have CRM accounts with duplicate business entities or matching domains an account could show up more than once.
• Why am I not seeing my Most Active Contact or why doesn’t it match what is displayed in Account Insights?
  • The most active contact utilizes Account, Contact, Opportunity & Task to give a ranking of the most active contact in your CRM. Currently, Salesforce CRM with AO+ enabled is the only integration that will display an active contact in your Weekly Sales Email. 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.
• 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?
  • The emails will be sent to the recipients designated when you enable this feature with Terminus. The recipients are a discrete list of emails and they can be updated at any time.
    • Additionally, Salesforce customers have the ability to target users of a particular SFDC user role instead of a discrete list. The cap on the number of email recipients is dependent on the number of seats purchased. Please submit a ticket in the Terminus Support Portal if you have questions about seat capacity.
    • For questions regarding recipients or if you have records that need to be updated or removed, please submit a ticket in the Terminus Support Portal.
• What accounts will appear in each email?
  • An account with activity will appear in the email of its respective Account Owner(s).
    For Salesforce users, additional "owners" can be designated based on any user-reference field on the Account. This will allow the SDR owner or another member of your team to also be notified about the activity. To set this up, see the Configuration section of CRM Implementation.
  • For list-based users with multi-owner functionality enabled, additional “owners” can be designated by providing an additional CSV file mapping an Account ID to Email Address.  To set this up, see the Configuration section of List-Based Implementation.
• What is the sender email for weekly sales email?
  • The email will be sent from support@terminus.com. You may need to whitelist this email address if you find these emails going into spam.
• When is the email sent?
  • The email will be sent each week by Tuesday morning.
• How many accounts will be displayed in my email?
  • Each recipient will see their top 50 (or fewer) owned accounts that have spiked within the last week in each section. To calculate this, we identify all spiking accounts across the recipient's org, match the rep with their owned accounts from that list and display them in the Weekly Sales Email.
• What are page views and how are they counted?
  • Page views are the weekly count of views directly related to URLs – defined as either high value or awareness – in the Engagement Model.
• Can copies of the Weekly Sales Email be sent to anyone?
  • A single BCC email address can be included and works with any integration. The recipient added as a BCC will receive a replicated copy of the email sent to the Account Owner.
• How many recipients can be included?
  • The cap on the number of email recipients is dependent on the number of seats purchased. Please submit a ticket in the Terminus Help Center if you have questions about seat capacity.
• How do I enable Weekly Sales Emails?
  • Typically, Weekly Sales Emails are set up during the onboarding process. However, they can be enabled at any time as long as you’ve met the subscription and data prerequisites. If you already have the Sales Activation package, please submit a ticket in the Terminus Help Center to have your Weekly Sales Email enabled. If you’d like to sign up to purchase the Sales Activation package or are unsure if you already have it, please reach out to your Terminus Account Manager or Customer Success Manager.