Understanding the Prescriptive Sales Dashboards

  • Updated

The Prescriptive Sales Dashboards provide you with a unified and prioritized view of your accounts. Using the dashboards, you can identify and focus on the accounts with the highest likelihood of becoming pipeline and closed-won opportunities.

The dashboards enable you to:

  • Prioritize your day by surfacing qualified accounts that are in the market for your products.
  • Identify key contacts at the accounts that are engaging with your company.
  • Craft highly personalized messaging that increases the likelihood of getting a response and booking a meeting.
  • Build pipeline by recommending accounts and people that are most likely to respond to your sales outreach.

Access and Navigation

The Prescriptive Sales Dashboards is the homepage for the Sales Intelligence web app and can be accessed by logging in at https://web.demandbase.com/sales.

To navigate back to the dashboards from other areas of the web app, go to Dashboard.png Dashboard from the left navigation bar.

To get started with the dashboards, select an available dashboard and an account list.

Homepage.png

Tips:

View Prioritized Lists of Accounts

The Prescriptive Sales Dashboards include the following dashboards that show accounts from your selected account list with no sales touches in the last 14 days.

  • Accounts that I should reach out to: Shows accounts ranked by:
    1. Highest Pipeline Predict Score in the last seven days
    2. Highest Qualification Score in the last seven days
    3. Most recent engagement in the last seven days
  • Accounts that are most engaged: Shows accounts ranked by the highest Engagement Minutes in the last seven days.
  • Accounts that have the highest intent: Shows accounts ranked by the highest Intent Engagement Minutes in the last seven days.

Dashboard Options.png

Once you reach out to accounts that appear on the dashboards, Sales Intelligence does not recommend them again for at least two weeks. After two weeks, Sales Intelligence only recommends them again if there is engagement from the account and they meet the required criteria.

Additionally, the Accounts that have been in the news recently dashboard shows the most recent news articles in the past week from your watchlists. You can choose the watchlists and agents used to determine the articles included.

Important: The Accounts that have been in the news recently dashboard is not available for users with the Essentials license. For more information, see Licensing Requirements.

Account News.png

View Account Details

When you click on an account on the dashboards, a preview with details about the account opens. 

Account Preview.png

The details available in the preview include:

  • An indicator (green check mark icon) for accounts that are known accounts in your tenant.
  • The number of Engagement Minutes for the account over the past week.
  • The current Journey Stage for the account.
  • Up to three marketing engagement activities in the past week that indicate why Sales Intelligence included the account on the dashboard.
  • Up to two people you should reach out to at the account. These include people from your connections or executives from the Sales Intelligence database.

From the preview, you can take the following actions:

  • Access the account’s LinkedIn page, Twitter profile, or record in your CRM using the quick links.
  • Open a person’s profile page by clicking their name.
  • Open an account’s profile page by clicking View account details.

Access in your CRM

You can also access the dashboards using a custom tab in Salesforce, Microsoft Dynamics, or Outreach. To access the dashboards in Salesforce, you must have the latest version of the app package installed and add a custom tab for Sales Intelligence. For information, see:

If you’re a HubSpot CRM user, you can access the dashboards by logging in to the Sales Intelligence web app. You can also embed web app as external content on a HubSpot dashboard. For more information, see the HubSpot documentation.

Important:

  • To embed the Sales Intelligence web app on a HubSpot dashboard, enter https://web.demandbase.com/sales in the URL or embed code field in HubSpot.
  • Your HubSpot license determines if you can embed external content on a HubSpot dashboard.
  • Your Demandbase license determines the dashboards you can access.

Licensing Requirements

The dashboards you can access depend on your license. The following table shows the requirements for each dashboard.

  Dashboards
Sales Intelligence License Accounts that I should reach out to
(requires ABX)
Accounts that are most engaged
(requires ABX)
Accounts that have the highest intent
(requires ABX)
Accounts that have been in the news recently
Free Not available Not available Not available Available
Trial Available Available Available Available
Pro Not available Not available Not available Available
Target Available Available Available Available
Essentials Available Available Available Not available
Enterprise Not available Not available Not available Available
Elite Available Available Available Available

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