Salesforce Dashboard for Sales

Visualizing Triblio's data alongside your account and opportunity data in Salesforce is often the best way to empower your sales team to propel your ABM programs. There are four Salesforce reports that we recommend building in order to help your sales team prioritize their outreach based on Triblio intent signals. Feel free to customize and tweak these reports as needed, but these guides will serve as a good starting point.

Here are the Triblio fields required in order to create these reports:

• Triblio Smart Score
• Intent - # Surging Topics (A synced value from Triblio representing the number of surging topics according to Neon or Bombora)
• Intent - # Competitor Topics (A synced value from Triblio representing the number of competitor topics according to Neon or Bombora)
• Triblio Last Activity Date
• Optional: Triblio is MQA
• Optional: Triblio Account Score Last 7 Days
• Optional: Triblio Last Activity Date

Once you've created these reports and loaded them into a Salesforce dashboard, it should look something like this, with list views underneath:

Here's how to create each of the four reports pictured above:

Priority 1 - Contacts with Intent Signals

• Start by creating a new Contacts and Accounts report
• Add the following columns to the report:
  • First Name
  • Last Name
  • Title
  • Email
  • Triblio: Intent - # of Surging Topics
  • Triblio: Intent - # of Competitor Topics
  • Last Activity
• Group the report by the Account Name
• Filter to only include contacts/accounts that have shown recent activity and exclude any accounts that you may not want to include, for example disqualified accounts or accounts with open opportunities. Here is an example:
  

Priority 2 (Option A) - Opps Researching Competitors (For AE Dashboards)

*Note: This report is intended for AEs (or whoever owns opportunities within your sales team). Feel free to skip it if this dashboard is for SDR use only.

• Start by creating a new Opportunities report
• Add the following columns to the report:
  • Intent - # of Competitor Topics
  • Intent - # of Surging Topics
  • Triblio Last Activity Date
  • Primary Contact
  • ACV (Or some field that reflects the potential opp value)
  • Optional: Opportunity Owner
• Group the report by the Account Name
• Filter to only include accounts that have NOT shown recent activity and ARE currently researching competitors. Here is an example:
  

Priority 2 (Option B) - Top Accounts to Prospect OR Triblio MQA to Prospect

*Note: This report is intended for SDRs or BDRs (or whoever is prospecting for new accounts within your sales team). Feel free to skip it if this dashboard is for AE use only.

Here's an example of how you could configure this report:

• Start by creating a new Accounts report
• Add the following columns to the report:
  • Triblio Smart Score (Recommended*)
    • Alternatively, you can use the Triblio is MQA field in place of Smart Score to qualify accounts in this report.
  • Triblio Last Activity Date
  • Industry (or whatever internal field would signify this)
  • Intent - # of Competitor Topics
  • Intent - # of Surging Topics
  • Optional: # of Contacts in Account
• Group the report by the Account Name
• Filter to only include accounts that have a Smart Score > 69 (If using MQAs, set Triblio Is MQA = true) or are surging on a significant number of topics (this will depend on your topic selection). Additionally, exclude any accounts that you may not want to include, for example disqualified accounts or accounts with open opportunities. Here is an example:

Priority 3 - Lost Deals with New Engagement

• Start by creating a new Opportunities report
• Add the following columns to the report:
  • Triblio Last Activity Date
  • Triblio Smart Score
  • Intent - # of Surging Topics
  • Intent - # of Competitor Topics
  • Primary Contact
  • Last Lost Date (This is not a default Salesforce field. It would need to be added as a custom calculated field on the account record. It should contain the close date from the account's most recent opp if the opp is closed-lost.)
• Group the report by the Account Name
• Next, configure the filters to show opps that were closed lost but are not showing first or third party activity. Here is an example:

Dashboard Assembly

Once you've finished creating these four reports, create a new Salesforce dashboard and add in the reports as KPI buckets in ascending order. Then add 4 list views of these reports below.