A successful ABM program requires Marketing and Sales alignment
True ABM impact happens when Marketing and Sales are focussing on pursuing the right (and the same) set of accounts! It is very important that your Sales team adopts RollWorks Sales Insights so that your ABM programs influence pipeline generation, progression, and revenue for your business.What problems do Sales Insights solve for sales teams?
Watch this 3-minute product snapshot video to understand what problems Sales Insights solve for your sales team.
When you enable Sales Insights for your sales team you are helping them drive more meetings and opportunities. Based on our data science model Spiking Accounts are x2 more likely to lead to an opportunity.
Sales Insights features for your Sales team
These are the Sales Insights features your sales team will have available:
Send daily email alerts are sent to Sales Reps when their assigned accounts are spiking and to Sales Managers when unassigned accounts are spiking. Alers include deanonymized contacts at Spiking accounts if the contact already exists in your CRM. Learn more here.
Account Spike reports are a great way to show your sales team a consolidated list of all accounts spiking in one centralized view. Your CRM admin can create an edit account spike reports and group them by sales rep or sales team to meet your sales team's needs.
Jump to one of the guides below to learn how to create account spike reports in your CRM:
| CRM | Instructions |
|---|---|
| Salesforce |
Learn more about creating Account Spike reports in Salesforce. |
| HubSpot |
Learn more about creating Account Spike reports in HubSpot. |
The Sales Insights widget is a window into the RollWorks platform for your sales team directly in your CRM, without the need to log in to RollWorks. It gives sales reps access to view account-specific insights through an easy-to-navigate widget including:
- Summary of the last 7 days of account spikes.
- Details about the anonymous and known contacts associated with an account spike (pages visited, leads filled in, ads clicked, etc)
- Bombora Intent signals, account Journey Event Timeline, their Journey Stage
- List of CRM contacts under the spiking account and easy access to launch an Outreach sequence.
Jump to one of the guides below to learn how to find and use the account spike data we push to your CRM:
| CRM | Instructions |
|---|---|
| Salesforce |
Learn more about the Sales Insights Widget for Salesforce. |
| HubSpot |
Learn more about the Sales Insights Widget for HubSpot. |
Enable Sales Insights for your Sales team
To enable your sales team to use Sales Insights you must follow the instructions below based on your default CRM.
| Task owner | Instructions |
|---|---|
|
Marketer & Salesforce administrator |
Follow this guide to complete the initial setup of Sales Insights which includes multiple steps: - Input the Owner Roles that determine when an account is assigned to a rep in RollWorks. - Input the email alias used as the account owner for your Salesforce unassigned account records. - Grant a Sales insights seat to your sales reps and managers. - Add the Sales Insights Visualforce widget to your Account Page Layout and authorize it. - Share access to the 'RollWorks Reports' Salesforce folder with your sales team. |
|
Sales reps & managers
|
- Complete this interactive tour to learn how to use Sales Insights for account and contact prioritization and outreach. - Read these best practices to act on your daily Spike email alerts. - Read this guide to learn about all the insights available through the Sales Insights widget. - Read this guide to find and use Account Spike reports in Salesforce. |
| Task owner | Instructions |
|---|---|
|
Marketer & HubSpot administrator |
Follow this guide to complete the initial technical setup of Sales Insights for HubSpot, which includes multiple steps: - Grant a Sales insights seat to your sales reps and managers. - Create a HubSpot report for companies spiking and matched contacts for your sales team. |
|
Sales reps & managers
|
- Complete this interactive tour to learn how to use Sales Insights for account and contact prioritization and outreach. - Read these best practices to act on your daily Spike email alerts. - Read this guide to learn about all the insights available through the Sales Insights widget. - Read this guide to create and use Account Spike reports in HubSpot. |
Next Steps
Continue with your next onboarding phase: Partner Integrations. Use the marketing tools you already have and love with RollWorks.