Qualified Signals illuminates which accounts have high purchase intent so sales reps know where to focus their time—even those that aren’t in Salesforce. An integral part of the Pipeline Cloud, Signals is powered by proprietary intelligence and analytics.
What is Signals?
As a sales professional, you strive to invest your time and money in the right accounts at the right time. Qualified Signals helps you pinpoint which accounts are most worthy of attention by surfacing their buying intent with two types of data.
Engagement Intent focuses on your website visitors’ actions. Our data model assigns weights to visitor actions based on how much or little they indicate purchase intent. If a visitor books a meeting from the Qualified messenger, for example, that contributes more to the Engagement Score than when a visitor clicks through an ad and arrives on your website.
Research Intent is complementary. Research Intent highlights the accounts exploring products in your market, so you can turn them into promising prospects. After you choose topics to track, see which topics each account is investigating and to what extent.
Viewing Accounts’ Signals
Signals can be useful for sales and marketing teams alike, so Engagement Intent and Research Intent are visible in several places.
Signals Account List
Account lists display your accounts’ Engagement Intent and Research Intent in a single, consolidated view. You can create multiple account lists, customizing each for a different audience. For example, create one account list per Account Executive or Sales Manager.
TIP! If your research topics include your competitors, create a Signals account list and add a filter for accounts researching those companies. Your marketing team can then use this to target competitive ad campaigns.
Signals Account 360
This is the most comprehensive Qualified Signals view per account. On one page, the Signals Account 360 displays the account’s Engagement Score and Research Score changes over time, which topics they’re researching, when they clicked through advertisements, and more:
Smart Summary in Visitor 360
When your reps chat live, they can quickly review the account’s Signals inside the Visitor 360:
When they click the Account Signal tile, it expands to display more of the account’s activity.
Salesforce
Bring your Signals data into Salesforce by installing the Signals unmanaged package. View the included reports and dashboard or build your own using the Signals fields.
Outreach
If your sales reps already work within Outreach, give them easy access to their accounts’ Qualified Signals data. Embed the Signals Account 360 in the Outreach console to simplify their workflows.
Acting on Signals’ Insights
Once you know which accounts your team should focus on, leverage Qualified Signals to optimize vital sales processes.
Build Segments & Live Streams
A fundamental part of Qualified conversations, visitors are organized into segments so reps can quickly recognize who on your website is their top priority. When building custom segments, add visitors from accounts with high Engagement Intent and Research Intent.
By default, your Qualified account also includes segments and Live Streams showcasing accounts with indicative Signals:
- On Fire Engagement Intent
- Hot Engagement Intent
- Warm Engagement Intent
- Hot Research Intent
- Warm Research Intent
TIP! To analyze your Qualified conversations based on Signals, apply a report or dashboard filter for the Research Intent or Engagement Intent segment(s).
Trigger & Tailor Experiences
Build and tailor Experiences with your Signals segments. For example, you could trigger an Experience when an account displays interest in one of your research topics:
You could also customize an Experience to communicate your company’s unique advantage when an account that researched one of your competitors arrives on your website.
Alternatively, On Fire or Hot Engagement Intent suggests a visitor is more likely to chat with a rep, so add a Route for inbound chat step early in an Experience for that segment.
Create New Salesforce Accounts
Signals might discover accounts with high Engagement Intent and Research Intent that aren’t tracked in your Salesforce org. To keep your records and team up-to-date, create new account records in Salesforce for those missing accounts.
