Understanding the Prescriptive Sales Dashboards

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Prescriptive Sales Dashboards in Demandbase One for Sales (formerly Sales Intelligence) 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 Usage

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.png Dashboard from the left navigation bar.

Dashboard and Account List Selection

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

Account lists are organized under My Lists and All Lists. My Lists include account lists you create or subscribe to, and auto-created account lists. All Lists includes all of these, plus public account lists.

Homepage 5.png

Tips:

  • The dashboards available depend on your license type.
  • The user view configured and assigned by your Demandbase Admin in Demandbase determines the information shown in the dashboards. This includes the default account list shown and the default filter applied.

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. 

Date Range.png

Tips:

  • Click the refresh Refresh Date Range Sales 2.png 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.

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.

No Sales Touches.png

Filters

To filter the dashboards, click the filter Filter N.png 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. You can select from the standard Demandbase Journey Stages.
  • Site Analytics: Filter for accounts based on web page visits. You can select the page visit type (known or unknown) and page URL.

Filters.png

Dashboards

The Prescriptive Sales Dashboards include three dashboards displaying accounts from the account list you selected. The accounts shown all have Engagement Minutes representing 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:

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

Additionally, the Accounts that have been in the news recently dashboard 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.

Account Preview

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

Account Preview 5.png

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

You can access the dashboards using a custom tab in Salesforce, Microsoft Dynamics, or Outreach.

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.

Important:

  • To embed the Sales 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
Demandbase One for Sales 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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