At what times are daily Spike email alerts sent?
Sales Insights sends daily Account Spike Alert emails to all users with a seat at 9am EST approximately.
Does Sales Insights require active advertising campaigns?
No. While ad clicks from RollWorks campaigns is one of the engagement signals used to calculate an Account Spike, Sales Insights does not require an active RollWorks campaign to record Account Spikes and trigger Spike email alerts.
Can I measure sales usage and results from Sales Insights?
The next iteration of Sales Insights will be focused on sales usage and measurement to include detailed dashboards and daily insights to Sales Manager and Marketing users to report on how their sales team is actioning on Sales Insights data and how the product is impacting meeting rates and opportunities opened.
Until then, we recommend adding the Salesforce field Account: Last Activity to your Account Spike reports which will allow you to see when the last sales touchpoint occurred on spiking accounts. This can then be used by Sales Manager users to make sure that spiking accounts are being followed up on by the Sales users.
Can I change the weighting of inputs for the Account Spike data?
Currently no, but in a future iteration of Sales Insights product settings, we plan to include customized signal weighting as Advanced Settings.
What is the difference between Account Spike, Account Intent, and Overall Account Engagement?
Account Spike is calculated based on how your web visitors engage with your website and your advertising campaigns, which is visitor engagement with your own brand properties only whereas Account Intent is calculated based on how people consume B2B content across the web outside of your own properties.
Account Spike differs from overall Account Engagement due to the shorter time window and how end-users at your company consume and action this data:
- Account Spike includes the last 7 days of data and is valuable information to act on quickly after it is detected. Sales teams use Account Spike data to prioritize their daily outreach by comparing daily engagement to account level baselines to say which accounts should be reached out to today.
- Overall Account Engagement helps marketing teams to measure the most engaged accounts over weekly, monthly, or quarterly windows. Marketing teams use this data to understand how visitors consume their content and respond to their advertising campaigns, what content works best and how should they plan their content and advertising strategy.
Can I exclude specific URLs of my website from Account Spike calculations?
Yes, you can! You can easily add URL Exclusions as Advanced Settings in Sales Insights Settings. By adding URL Exclusions, Account Spike will disregard engagement activity happening on those specific pages of your website.
Can I see contact-level insights for spiking accounts?
Account Spike data is pushed to your CRM Account/Company records daily to be utilized in Even though we don’t write any data in your CRM Contact and Lead records, which means that you cannot create a report based on Contact records, Sales Insights allows you to visualize the following contact details for spiking accounts:
- who was the contact that was engaging.
- what were the engagement actions that took place leading up to the Account Spike event.
To view this data in your CRM you will need to complete the Initial Sales Insights Setup steps outlined in the following help center guides:
How does RollWorks match contacts at spiking Accounts?
To match contacts at spiking accounts, we look at the unique site visitors for spiking accounts and within our cross-device data asset, attempt to match the unique visitor cookie to a cluster of cookies and emails. Once we have the matched cluster, we take the associated emails and look them up to contact records in the integrated Salesforce org. If we can match to an existing contact record, we are able to de-anonymize the site visitors and include contact insights.
Contact match rates depend on the number of up-to-date contact records in your CRM, specifically correct email addresses. In order to de-anonymize the unique site visitor on your website, the contact must exist in your CRM with the correct email address. If we are unable to match to a contact record, we aggregate engagement actions under an Anonymous Visitor for you to visualize this information in your CRM.