Understanding the Prescriptive Sales Dashboards

Prescriptive Sales Dashboards show 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 and take action with 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 the Prescriptive Sales Dashboards

The Prescriptive Sales Dashboards page is the homepage for the Sales 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 from the left navigation bar.

Important:

The user view configured and assigned by your admin in Demandbase One for Marketing determines the information shown in the dashboards. This includes the default account list shown and the default filter applied.
Ensure you have the necessary license and permissions to view the dashboards. See Prescriptive Sales Dashboards License and Permissions Requirements.

Get Started

To get started with the dashboards, take the following steps:

Select an Object Type.
- Accounts
- People (only available for Custom reports)
- Activities (only available for Custom reports)
Select a dashboard.
- Standard (out of the box dashboards)
- Custom (custom reports)
Select an Account list.
- My Lists: Account lists you create or subscribe to, and auto-created account lists.
- All Lists: All of My Lists, plus public account lists.
(Optional) If using a Standard dashboard, you can apply a Date Range and Filter.
(Optional) Toggle on or off No sales touches (14d).

Standard Dashboards

Standard dashboards show accounts using the following reports pre-configured by Demandbase.

The reports that show accounts in pre-MQA Journey Stages are based on the default Journey funnel set in your assigned user view in View Management. You can see the name of the default Journey funnel by hovering over the report in the dashboard drop-down and clicking the info icon.

Sales-PSD-Dashboard-Report-Journey-Funnel (1).png

Important: Standard dashboards are only available for Accounts.

Reports

Accounts that I should reach out to

Shows accounts in pre-MQA Journey Stages ranked by:
1. Highest Pipeline Predict Score during the selected date range.
2. Highest Qualification Score during the selected date range.
3. Most recent engagement during the selected date range.

Accounts that are most engaged

Shows accounts in pre-MQA Journey Stages ranked by the highest Engagement Minutes during the selected date range.

Accounts that have the highest intent

Shows accounts in pre-MQA Journey Stages ranked by the highest Intent Engagement Minutes during the selected date range.

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

Accounts that have been in the news recently

Shows the most recent news articles in the last 30 days 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.

Custom Dashboard

Custom dashboard shows accounts from custom reports you are subscribed to in Demandbase One for Marketing.

For more information, see Create Custom Reports and Configure Subscriptions.

Date Range Options

You can extend the date range for viewing accounts by clicking the date range in the upper right and selecting the Last 30 Days or Last 3 Months options. By default, the dashboards use the Last 7 Days option.

Tips:

Click the refresh icon to reset the date range option to Last 7 Days.
The Accounts that have been in the news recently dashboard always shows news articles from the last 30 days and an alternative date range cannot be selected.

Filters

To filter the dashboards, click the filter icon in the upper right and select from the available options:

Saved Filters: Filter for accounts using saved filters. You can select your saved filters or public filters.
Demandbase Intent: Filter for accounts using keyword sets and keywords.
Journey Stages: Filter for accounts based on their Journey Stage. The Journey Stages shown are based on the default Journey funnel set in your user view in View Management. Hover over the info icon to see the name of the default Journey funnel.
Site Analytics: Filter for accounts based on web page visits. You can select the page visit type (known or unknown) and page URL.

No Sales Touches Toggle

By default, the dashboards only show accounts with no sales touches in the last 14 days.
Tip: Sales touches are calculated using the Sales Touches (14 days) standard calculated field.

To disable this option, toggle off No sales touches (14d). Once disabled, the dashboards show both accounts with and without sales touches in the last 14 days.

Dashboard Preview

The accounts shown in the dashboards all have Engagement Minutes (marketing engagement) during the specified date range.

Next to each account name, the number of Engagement Minutes during the selected date range is displayed, along with a label highlighting the top activity contributing to the account's overall engagement score.

The available labels include:

Intent: The account has been reading about a keyword in your intent keyword sets during the selected date range.
Competitive Intent: The account has been reading about a keyword in your competitor keyword sets during the selected date range.
Trending Intent: The account has been 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.

Account Preview

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

The details available in the preview include:

An indicator (blue check mark icon) for accounts that are known accounts in your tenant.
The number of Engagement Minutes for the account during the selected date range.
The current Journey Stage for the account.
Up to three marketing engagement activities in the past week that indicate why Demandbase included the account on the dashboard.
Pipeline Predict Scores for the account that meet the criteria for Highly Likely (>=95) or Likely (>=50 and <95).
Qualification Scores for the account that meet the criteria for Highly Qualified (>=95) and Qualified (>=50 and <95).
Up to two people you should reach out to at the account and their recent activities. These include, recommended buying group members, people from your connections, or executives from the Demandbase One for Sales database.
Tip: Recommended buying group members only appear if you’ve set up buying groups. Along with the contact’s name and title, you can see their buying role and buying group and hover over the details for more information.

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.
Take action with people. See Take Action with People in Demandbase One for Sales.

CRM Access

In Salesforce, Microsoft Dynamics, or Outreach, you can access the dashboards using a custom tab. In Hubspot, you can access the dashboards using the Demandbase One for Sales web app.

Salesforce

To access the dashboards in Salesforce, you must have the latest version of the app package installed and add a custom tab for Demandbase One for Sales. For information, see:

Microsoft Dynamics

To access the dashboards in Microsoft Dynamics, you must add the Demandbase One for Sales iFrame and configure the Demandbase One for Sales tile. For more information, see:

Outreach

To access the dashboards in Outreach, you must add the Demandbase One for Sales iFrame. For more information, see Add Demandbase One for Sales iFrame in Outreach.

HubSpot CRM

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