View Recommended Buying Group Members

Context

After you set up buying groups and buying group personas in the ABX platform, Demandbase begins recommending contacts at your known accounts as buying group members. Demandbase uses the personas and product interests you added when setting up your buying groups to determine which contacts to recommend.

The recommended buying group members shown for each account are sorted by a combination of their Engagement Minutes and job level. For each recommendation, you can see their associated buying groups and the potential buying roles they play in each of those groups. Demandbase shows multiple buying roles for a recommendation if the assigned persona was set up with multiple buying roles.

You can view the recommended buying group members in the following areas of the Sales web app:

• Account details section of the Prescriptive Sales Dashboards
• Top People section of the Account tab
• Buying Group sub-tab of the People tab

Tips:

• Demandbase only recommends buying group members for known accounts when they're available.
• You can also view recommended buying group members in the same areas of the CRM iFrame.

Prerequisites/Preparation

You must define buying groups and buying group personas.

You must complete your Qualification Score setup before Demandbase can identify buying groups at your accounts and recommend buying group members. Demandbase can only identify buying groups and recommend buying group members for accounts with Qualification Scores greater than 50.  

You must have the Demandbase ABX and Sales Intelligence licenses. 

Steps: View from the Prescriptive Sales Dashboards

1. In the Sales web app, go to Dashboard from the left navigation bar to open the Prescriptive Sales Dashboards.
2. (Optional) Select an available dashboard and an account list.
3. Click on an account to show the account details section.
4. In the Reach out to contacts in your buying group section, review the recommended buying group members.
   Tip: Hover over the details below the contact’s name and title to see their recommended buying groups and buying roles.
   

Steps: View from the Account Tab

1. In the Sales web app, go to the Account tab for an account.
   Tip: From the Prescriptive Sales Dashboard, click View account details for a selected account to open the Account tab.
2. Scroll down to the Top People section.
3. Select Buying Group from the drop-down list, if necessary.
4. Review the recommended buying group members.
   Tip: Hover over the details below the contact’s name and title to see their buying groups and buying roles.
   

Steps: View from the People Tab

1. In the Sales web app, go to the People tab for an account.
2. Select the Buying Group sub-tab, if necessary.
3. Review the recommended buying group members.
   
   Tips:
   
   • Hover over the details below the contact’s name and title to see their buying groups and buying roles.
   • You can also see buying group member details from a person’s profile page or preview card.
   • You can use the left people filters to narrow down the contacts shown by buying groups, personas, or roles.