The Accounts-Not-in-Salesforce

Qualified Signals surfaces who’s perusing your website, including the accounts that aren’t in your CRM yet. Remove your blinders and grow pipeline with the Accounts Not-in-Salesforce use case.

Once Signals identifies new prospect accounts, add them to Salesforce and assign reps. Knowing which accounts are heating up, sales reps can effectively target their outreach.

How to Build the Accounts Not-In-Salesforce

Working together, your Qualified admin, Salesforce admin, and RevOps team can build the Accounts Not-in-Salesforce. Follow these steps to unearth accounts ready to buy. 

TIP! Download our Signals unmanaged package to save time creating Salesforce reports like this one.

1. Build your Ideal Customer Profile in Qualified

1. Click the Settings icon.
2. From the left panel under Signals, click Ideal Customer.
3. Click the + icon.
4. Choose the criteria you want to focus on, like industry or company size.
5. Click Save.

2. Create a Qualified Signals Account List

By default, we include a Signals account list of all accounts Not in Salesforce. Use this as-is or create a new one if you want to apply other filters or modify the report’s columns.

1. Create a new Signals account list in Qualified, and check Share with org.
2. Click the Filter icon.
3. Click on the tiles to apply these filters:
   • Type: Not in Salesforce
   • Engagement Intent: Cold, Warm, Hot, On Fire
   • Engagement Trend: Cooling, Neutral, Heating, Surging
4. Click +Add Filter.
5. Select ICP from the first drop-down menu and adjust the remaining ones to finetune which accounts you want to include.
6. Click the Edit Columns icon on the right and select under General Fields:
   • Account
   • Engagement Intent
   • Engagement Trend
7. (Optional) If you integrate with Clearbit Reveal, select the following columns from External Fields:
   • Industry
   • Annual Revenue
   • Employee Count
8. Click Apply and Save As…

3. Create New Salesforce Accounts

With your Signals account list still open, you can create a new record in Salesforce for each included account.

1. Click Push to Salesforce in the upper-right corner.
2. Click Yes on the pop-up confirmation window.

4. Create a Salesforce Report for Your Accounts

1. Create a new report in Salesforce.
2. Select Accounts and click Continue.
3. (Optional) Click the Edit Report Name icon to enter a new report title, like “New Accounts in Salesforce: On Fire/Hot and Surging/Heating.“ When you’re done typing, click outside the textbox to save your update.
4. From the left panel, select the following columns:
   • Account Name
   • Qualified Signals Engagement Score 
   • Qualified Signals Engagement Intent
   • Qualified Signals Engagemet Trend

5. Add Filters for Indicative Signals Data and Run Your Report 

1. Click Filters.
2. From the left panel, click Show Me.
3. Select All accounts and click Apply.
4. If needed, click Created Date and change the date range to include only the new accounts.
5. From the Add filter… search bar, build these filters using the drop-down menus:

   Salesforce Field	Operator	Value
   Qualified Signals Engagement Intent	contains	fire,hot
   Qualified Signals Trend	contains	surging,heating

6. Click Run on the right.
7. Click the Arrow icon in the Qualified Signals Score column and select Sort Descending.

6. Assign New Accounts and Outbound

With these accounts now loaded and identified in Salesforce, your RevOps team can prioritize and assign them to sales reps.

Create an email template in your sales engagement platform. Your reps can then use that template to efficiently send personalized messages and track activities to the newly discovered accounts.

Use Case

Trove Robotics wants to expand their market share without adding sales rep headcount. Admin Anna creates a Signals account list and imports it to Salesforce. After creating a report to show only the new accounts with high purchase intent Signals data, their RevOps leader assigns the accounts to sales reps.

Rep Riley reviews their new accounts on the Qualified Signals account list, and sees that one of them spent considerable time reviewing pricing, a high-intent page. With this context, they customize the email template and send it from their sales engagement platform.