Guide for Sellers: Act on your Spiking Account Email Alerts

Spiking Accounts email alerts allow Sales Reps and Managers to kickstart their daily account prioritization with a list of accounts Spiking with website and ad engagement and contact-level insights for CRM contacts we are able to deanonymize. From these email alerts, they can click on any account to open the Sales Insights widget and plan their outreach.

 

Who can access

Access to Sales Insights and Account Spike Data depends on your RollWorks subscription package.

The number of seats for available to your sales reps depends on your specific contract. Contact your Account Manager to purchase additional Sales Insights seats.

Your Package Sales Insights Account Spike Data
Standard Advertising Not Included
Advanced Advertising Not Included - Sales Insights Add On available to purchase
Advanced Advertising with Sales Insights 5 user seats included - additional seats available to purchase
ABM 5 user seats included - additional seats available to purchase
ABM with Advanced Advertising 5 user seats included - additional seats available to purchase
Starter (Legacy) 5 user seats included - additional seats available to purchase
Standard (Legacy) 10 user seats included - additional seats available to purchase
Professional (Legacy) 15 user seats included - additional seats available to purchase
Ultimate (Legacy) 20 user seats included - additional seats available to purchase
Free Tier Not Included

To find your current subscription, log in to RollWorks and navigate to Settings > Billing > Plans & Usage.

 

How to enable Spiking Account email alerts

To receive Spiking Account email alerts, each sales rep/manager needs to have a Sales Insights seat assigned in RollWorks. To learn to assign a seat and configure email alerts visit one of the following articles based on your CRM:

 

When are Spiking Account email alerts sent

RollWorks automatically sends Spiking Account email alerts daily. Our goal is to send out Sales Insights Account Spike daily emails as early in the day as possible and we typically send these email alerts before 10.30 am PST, however the delivery time will vary highly due to how we ingest your CRM data, calculate Account Spikes, and calculate matching contacts.

You cannot select the time these email alerts are sent, however, if you must change the time you notify your sales team daily you can work with your CRM administrator to create an automation in your CRM that creates a task, sends a Slack message or sends an email to your Sales Reps based on Account Owner, Account Spike Level, and Account Spike dates. RollWorks provides the Account Spike data for you and you can build any internal process with your CRM and Ops team:

 

Sales Managers: Act on Spike alerts for unassigned accounts

Sales Insights will send Account Spike email alerts to Sales Managers when unassigned/unowned accounts are spiking in engagement so that they can effectively assign these accounts to the appropriate sales rep.

 

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SDRs & Sales Reps: Act on Spike alerts for assigned accounts

Sales Insights will send Account Spike email alerts to your sales reps when their assigned/owned accounts are spiking in engagement.

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SDRs & Sales Reps: How to act on your Spike email alerts

As a Sales Rep, once you receive an Account Spike email alert you can use the information to prioritize and personalize your outreach to prospects. The example below will walk you through how to read and understand your Account Spike email alerts and act on them.

If an Account is included in your daily email alert it means that they are exhibiting an increase in engagement activity with your website and/or ads on the previous day. For example:

  • Acme Corp is an existing account in your CRM and the account is assigned to a Sales Rep named Eddie.
  • Acme Corp generally sees an engagement activity of 1-page view per day.
  • Acme Corp is suddenly viewing 4 pages today, based on our Account Spike data-science model we determine this constitutes a High Spike level, represented by three flame icons 🔥🔥🔥. As a result, we include the account Acme Corp in Eddie's daily Spike email alert.
  • In the Spike email alert, Eddie can see:
      • Any Open Opportunities/Deals for Acme Corp and, for this example, there is one Open Opportunity/Deal.

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  • The last Sales activity for Acme Corp in their CRM was an email that the SDR Vincent Lee sent to John Garcia at Acme Corp on Feb 4th.

last_company_activity_emails.png

  • The company Acme Corp has several contacts listed as employees in your CRM. 2 of these known contacts were visiting your website! We can tell Eddie their names, their job titles, how many pages they viewed, how many ads they clicked, and if they submitted any lead forms. This gives Eddie some direction on who to contact and how to approach the conversation.

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  • 1 person who visited your website is not listed under your Acme Corp CRM record so we call them Anonymous Visitor and indicate how many pages they viewed, how many ads they clicked, and if they submitted any lead forms. Although this isn’t as helpful as the matched contacts, Eddie has a general idea of what might be interesting to this anonymous visitor.

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  • Eddie can go to the company’s LinkedIn page to find new contacts and add them to the CRM, so if in the future there is another Spike in engagement and the contact exists in your CRM we have the opportunity to match it. ✍️  Maintaining quality contacts with the correct email addresses in your CRM will result in better deanonymization match rates.
  • Eddie can check what are the specific URLs visited by these matched and anonymous contacts by clicking on the Account name in the email alert to open this account record in your CRM.
  • By looking at the specific URLs visited Eddie can personalize his outreach and message based on:
        • High-value pages viewed.
        • Product/feature pages viewed.
        • Lead forms submitted.

 

Find details about contacts activity in your CRM

In HubSpot

HubSpot: Sales Insights CRM Card
  • Scroll down to find the Sales Insights CRM Card labeled ‘RollWorks Sales Insights’ on the right side

Screenshot

  • Find the specific day the visitor was deanonymized and Click 'Actions' to view contact-level details like URLs viewed and lead form completed.
  • A pop-up window will open displaying the engagement details available for each matched and anonymous visitor that day.

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HubSpot: Sales Insights Widget

Click on the 'View Journey Events' to open the RollWorks Sales Insight Widget

  • Recommended Hot Contacts in the Overview Tab

Under the overview tab you will find a section called Hot Contacts, which will list existing CRM contacts that meet at least one of the following criteria:

  • The contact has viewed at least one page on your website within the last 30 days, OR
  • The contact clicked on one ad within the last 30 days, OR
  • The contact opened an email within the last 30 days, OR
  • The contact clicked on a link in an email within the last 30 days

  • Contacts Tab

The Contacts tab includes a list of contacts that matched the account domain and that already exist in your CRM including their Job Titles. From there, sellers can click on a specific contact to see a timeline of their activities.

Read this guide for Sellers to learn how to use the Contacts Tab, including step-by-step instructions, best practices, and use cases.

In Salesforce

Salesforce: Overview Tab in the Sales Insights Widget

Under the overview tab you will find a section called Hot Contacts, which will list existing CRM contacts that meet at least one of the following criteria:

  • The contact has viewed at least one page on your website within the last 30 days, OR
  • The contact clicked on one ad within the last 30 days, OR
  • The contact opened an email within the last 30 days, OR
  • The contact clicked on a link in an email within the last 30 days

Salesforce: Contacts Tab in the Sales Insights Widget

The Contacts tab includes a list of contacts that matched the account domain and that already exist in your CRM including their Job Titles. From there, sellers can click on a specific contact to see a timeline of their activities.

Read this guide for Sellers to learn how to use the Contacts Tab, including step-by-step instructions, best practices, and use cases.

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