Navigating Prescriptive Sales Dashboards

What you’ll learn

This playbook will teach you how to prioritize accounts with high predictive scores, intent, and engagement using your prescriptive sales dashboard. You’ll learn how to utilize features and workflows to identify high-priority accounts, streamline your processes, and make data-driven decisions aligned with your sales responsibilities.

Key takeaways include:

• Choosing and customizing account lists based on segmentation data and activity levels.
• Identifying untouched accounts for outreach.
• Spotting engagement trends through detailed analysis of date ranges.
• Personalizing outreach strategies based on account signals and behaviors.

Why is this important

Sales success often hinges on focusing efforts on the right accounts at the right time. Prescriptive dashboards provide actionable insights that enable you to:

• Prioritize accounts that are most likely to convert.
• Spot engagement trends that help you tailor your sales approach.
• Avoid wasting time on stale or irrelevant prospects.
• Collaborate effectively with leadership to enhance strategies.

By using this dashboard effectively, you’ll maximize productivity, align your outreach with customer intent, and ultimately drive better sales outcomes.

What you need to get started

To make the most of your prescriptive sales dashboard and stay productive, ensure you have the following in place:

• Access to the Prescriptive Sales Dashboard: Confirm you have the necessary login credentials and permissions to view the dashboard. If you’re unsure, connect with your admin or operations team.
• Integrated CRM and MAP Systems: Ensure your Customer Relationship Management (CRM) and Marketing Automation Platform (MAP) are connected, as these integrations feed critical account and engagement data into your dashboard.
• Segmentation and Account List Preparation: Collaborate with admins or leadership to finalize account lists tailored to your sales focus. These lists should be segmented based on qualification scores, intent, and engagement criteria.
• Sales Enablement Tools: Verify integration with tools like email automation, sales engagement platforms, and video meeting software to seamlessly track and action account activity.

Once these prerequisites are in place, you’re ready to fully leverage the step-by-step guidance outlined below.

Step-by-step playbook

Step 1. Choose Your List

Focus on specific accounts by selecting pre-defined lists based on segmentation data.

• Admins can create lists in ABX using database (DB) fields, and if connected, fields from your CRM (Customer Relationship Management) or MAP (Marketing Automation Platform).
• Sellers and xDRs can use these lists to quickly target accounts based on specific criteria.

1. Open the dashboard and find the Choose Your List dropdown
2. Select from the available lists:

• • Basic – All accounts assigned to you.
  • Intermediate – Accounts with a high qualification score and intent keywords.
  • Advanced – Accounts with a high qualification score, 100+ engagement minutes in the past 30 days, and 10+ page views.

Pro-Tip: Collaborate with Sales and SOPs leadership to create tailored workflows and refine intermediate and advanced lists. These tools can help pinpoint priority accounts and drive effective sales workflows.

Step 2. Customize Your View – No Sales Touches

Identify accounts with no recent sales activity to create new outreach opportunities.

• Best for SDRs and new business reps looking for fresh accounts.
• Useful for sellers managing accounts at all stages of the sales funnel.
• Allows sales leaders to track all activity (or lack thereof) in reps’ assigned accounts.

How It Works

• Data plugs into email, sales engagement tools, and video meeting platforms to track activity.
• Apply the filter to highlight accounts untouched in the past 14 days.

• Focus only on untouched accounts for outreach.
• Use it to manage accounts, whether prospecting new leads or tracking progress through the funnel.
• Sales leaders can evaluate overall account activity at a glance.

Step 3. Customize Your View – Date Range

Monitor patterns of engagement and intent signals over a specific timeframe to identify sustained interest.

• Spot engagement trends.
• Understand what topics resonate with buyers across the decision-making group.
• Identify consistent or growing interest over time.

1. Select your desired date range in the dashboard filter.
2. Analyze the accounts engaging with content during that period.

Step 4. What to Look For

• Understand why accounts are surfacing on your dashboard to prioritize what matters most.
• Look at signals to identify the accounts you should reach out to and use them to personalize your sales outreach.

• Competitive Intent: Reading about a keyword in your competitor keyword sets during the selected date range.
• Trending Intent: Reading about a keyword in your keyword sets significantly more than their historical baseline during the selected date range.
• Site Activity: The account has visited your website during the selected date range.
• Engaged: The account has engagement activities in the last seven days.

Analyze these signals to tailor your outreach. For example, if an account shows interest in competitor keywords, highlight the unique value of your solutions.

Step 5. List Options

I Should Reach Out To

• Identify high-potential accounts based on predictive scoring and engagement.
• Key Factors:
  • Highest pipeline predict score.
  • Highest qualification score.
  • Most recent engagement during the selected date range.

Are Most Engaged

• Find accounts that are actively interested based on engagement scores.
• Key Factors:
  • Highest engagement scores in the date range.
  • Active people and site activity signals to identify areas of interest.

Have the Highest Intent

• Spot accounts displaying the most intent-based engagement.
• Highest intent accounts are a good place to look for accounts higher in the funnel.
• Key Factors:
  • Most intent engagement minutes.
  • Intent keywords that reveal targets for outreach within the account.

Have Been in the News Recently

• Track accounts mentioned in news articles to stay updated and timely.
• Key Features:
  • Insights from watchlists and agents tracking updates such as acquisitions, product launches, or hiring news.
  • Customize agents to surface relevant news for your strategy.

Tip for All List Options: Use these curated lists to prioritize outreach and align messaging with the account’s recent behaviors and interests.

Step 6. Account Preview

• Dive deeper into selected accounts to understand details, including engagement metrics, predictive scores, and contact insights.
  
• You have identified your accounts and now it’s time to dive deep into these accounts.
• Key Features:
  • Check for engagement in your selected timeframe and their current stage in the buyer’s journey.
  • Find topics being researched by the account.
  • Look at the predictive scores for pipeline and qualification.
  • Identify the known contacts in the buying group.
  • Dive deeper into the account details.

After previewing, tailor your approach to highlight their areas of interest or pain points.

Step 7. Account Signals

• Determine why an account is worth prioritizing by reviewing key engagement and intent indicators.
  
• Look at the recent engagement and placement in the MQA (Marketing Qualified Account) stage.
• Research your products, with multiple page views on similar topics.
• Look at the predictive scores to reflect alignment with your target customer profile.
• Track engagement from multiple stakeholders at the account, coupled with follow-up activities.

If all signs point to a good fit, focus your effort on researching and reaching out to decision-makers in the account.

The results

• Prioritize Accounts: Focus on high-potential accounts using predictive scores, engagement, and intent signals.
• Target Untouched Accounts: Identify accounts with no recent activity for fresh outreach.
• Spot Trends: Use date filters to track engagement patterns and intent over time.
• Personalize Outreach: Leverage account signals like competitor interest, website visits, and news mentions.
• Dive Deeper: Analyze account previews for engagement metrics and key contacts.
• Streamline Workflows: Collaborate with leadership to refine lists and workflows.
• Act Timely: Align outreach with recent account behaviors or news updates.