CRM Account Dashboard For Sales

Triblio account dashboards in Salesforce are a great way to help reps refine their processes and convert accounts to pipeline more effectively. This guide will show you how to create a basic account-based dashboard for sales.

What fields do I need?

In order to create the reports detailed below, you'll need the following three fields pushing into Salesforce from Triblio:

  • Smart Score
  • # Surging Topics
  • Account Score (Last 7 Days)

For more info on how to set up field syncs between Triblio and Salesforce, check out our guide here.

Triblio Tip: Intent Terminology

The three reports included in this dashboard utilize various combinations of first and third-party intent.

First-Party Intent includes all target account activity on your website, marketing landing pages, and other digital properties.

Third-Party Intent indicates which of your target accounts are showing an increased interest across the web (i.e. a Surge) in topics relevant to your products or services.

For more info, check out this article: The Top 3 Indicators of Purchase Intent

The Reports

These three reports will allow you to create an account dashboard for sales that highlights their most engaged prospect accounts, accounts showing purchase intent across the web, and lost opportunities that may be re-engaging.

Hottest Accounts

This report helps sales reps prioritize their accounts for follow-up by using Smart Score to bubble up accounts that are showing strong first-party and third-party intent signals. Here's how to build it:

  1. Start by creating a new "Accounts" report in Salesforce
  2. In the "Outline" tab of the report editor, add two columns: Account Name and Triblio Smart Score
  3. In the "Filters" tab, choose "Show me: My Accounts" and "Created Date: All Time"'
  4. Click the arrow at the top of the Smart Score column and choose "Sort Descending"
  5. Click "Save & Run"

Second-Chance Opps

This report highlights past closed-lost accounts that may be showing a resurgence in interest in your company or related topics across the web. Reps should reach out to their point of contact and try to re-engage anytime an account shows up in this report. Here's how to build it:

  1. Start by creating a new "Opportunities" report in Salesforce
  2. In the "Outline" tab of the report editor, add four columns: Account Name, Account Owner, Triblio Account Score (Last 7 Days), and # of Surging Topics
  3. In the "Filters" tab, choose "Show me: My Opportunities", "Close Date: Last 120 days", "Stage: Closed Lost", and "Triblio Account Score (Last 7 Days): greater than 0"
  4. Click the arrow at the top of the Triblio Account Score (Last 7 Days) column and choose "Sort Descending"
  5. Click "Save & Run"

Intent Scatter Plot

This report highlights which accounts are showing strong 1st-party intent signals, strong 3rd-party intent signals, or both. This helps give insight into what type of follow-up action should be taken. If an account shows strong 1st-party intent (Account score), they're aware of your company and engaging with your content. If an account shows strong 3rd-party intent (Surging topics), this means that they're spiking in interest in relevant topics across the web.

  1. Start by creating a new "Accounts" report in Salesforce
  2. In the "Outline" tab of the report editor, add three columns: Account Name, Account Score (Last 7 Days), and # Surging Topics
  3. Group rows by Account Name
  4. In the "Filters" tab, choose "Show me: My Accounts" and "Created Date: All Time"
  5. Click "Add Chart"
  6. Click the Chart Properties gear wheel at the top right of the chart view
  7. Choose "Display As: Scatter Plot"
  8. Set the x-axis to "Sum of Account Score (Last 7 Days)" and the y-axis to "Sum of # Surging Topics"
  9. Click "Save & Run"

The Dashboard

Once you've built these, create a Salesforce dashboard and add all three reports. Here's a link to Salesforce's guide on how to create dashboards from reports: Build a Dashboard (Lightning Experience)

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