Your website is a gold mine for buyer intent data. Valuable buyers are on your website every day browsing product pages, reviewing pricing, engaging in live chat, and downloading resources so they can better understand your business solutions. All of these website engagements signal different levels of buying intent, identifying which accounts are sales-ready and who’s just kicking tires.
Qualified Signals is account-based sales intelligence that harnesses first-party website data to predict the buying intent of your most valuable accounts. This means nothing is inferred and there is total transparency about the visitors to your digital storefront, your website. This is your data that you own. Why not use it to your advantage?
What is Signals?
As a sales professional, you want to ensure you’re spending your time and money chasing the right accounts at the right time. Qualified Signals allows you to use first-party website data to predict the purchase intent of accounts, including those that aren’t even in Salesforce. Qualified Signals allows you to see which website visitors are the “hottest” on your site right now.
The Signals model is focused on activities that matter most for sales conversions. With each website visit, the model continuously optimizes to produce the most accurate assessment of purchase intent, giving your revenue teams clear visibility into their most prized accounts.
There are a few features you’ll want to familiarize yourself with prior to implementing Signals. These include:
Signals Account Trends View
This is a high-level overview of intent for all accounts over time, categorizing each by trend—like cooling, neutral, heating, or surging—to denote whether purchase intent is climbing or waning. This overview can also be customized using unique Salesforce Account data to hone in on the accounts that matter most, like ABM tier, account owner, region, or industry.
Signals Account 360
At the individual account-level, Signals showcases hundreds of data points about website visitors rolled up under one account. This includes a dynamic graph that visualizes purchase intent fluctuations over time as well as an account timeline—a detailed, highly visual, timestamped overview of notable website events that occurred throughout the buying process. This offers sales reps a robust account profile and gives total visibility of each interaction on the account.
Signals for Salesforce
Signals data can also be found inside Salesforce where sales reps spend a significant portion of their day. This data is discoverable on the Salesforce account record for quick access and pertinent Signals data points can be pushed to custom fields. Revenue operations teams can then build custom reports and dashboards to guide sales reps and their prospecting strategies.
Signals Notifications
If purchase intent for an account is trending upward or downward, sellers will be notified as soon as the account hits a certain threshold on the Heat Index. Alerts can be sent in real-time across channels like Qualified Mobile, Slack, or email to prompt immediate action. If reps prefer a less frequent cadence, daily or weekly Email Digests can be sent instead.
Signals for Qualified Conversations
Qualified Signals amplifies Qualified Conversations, bringing purchase intent data to the visitor level within your conversational sales and marketing application. When a sales rep prospects into a target account, they’re instantly notified when that account arrives on the site plus they have all intent data at the ready. They can instantly meet with the prospect using a full stack of meeting tools, including chat, voice, and screen-sharing.
How can I get access to Signals?
Ready to get started? To enable Qualified Signals, contact your Qualified Account Executive or chat with our team. When purchased, Signals will appear on the left navigation bar when you log into Qualified.
