Implementing Signals Plays in Salesforce

We know that sales reps often have a myriad of tools they use each day. While we highly recommend using Qualified as a key part of your tech stack, we know that sales reps spend a significant portion of their day in Salesforce. 

Below are our  top ten Signals Plays in Salesforce, along with instructions on how to implement them.

• Signals Account Prioritization Dashboard
• The Inbound Hot or Not
• The Trifecta for Sales
• The Trifecta for Marketing
• The Accounts-Not-in-Salesforce
• The Boomerang
• The Deal Accelerator
• The Dashboard of Shame
• The Existing Customer Upsell
• The Pre-Event VIP Call Down

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Signals Account Prioritization Dashboard

The Account Prioritization Dashboard offers a clear picture of account behavior across your site and knows where to focus your outbound team. Customize it further to meet your exact needs based on your unique segments and go-to-market strategy. 

How to Build the Account Prioritization Dashboard

You can download our Signals unmanaged package for a ready-made dashboard. If you don't want to download it, however, follow the steps below to build the Account Prioritization Dashboard from scratch.

1. Create a Salesforce Reports for Accounts with their Signals Score

1. Create a new report in Salesforce.
2. Select Accounts and click Continue.
3. Click the Edit Report Name icon to enter a new report title, like “Signals Engagement Scores with Accounts.“ When you’re done typing, click outside the textbox to save your update.
4. Select the following columns from the left panel
   • The field you use to manage rep ownership, like “Account Owner” or “BDR Owner”
   • Account Name
   • Open Opportunity Count
   • Qualified Signals Engagement Score
   • Qualified Signals Engagement Intent
   • Qualified Signals Engagement Trend
   • Last Activity
   • Days Since Last Activity
   • Type
   • Last Modified Date
   • Your other applicable fields like “Business Segment” or “6sense Buying Stage”
5. Click Filters.
6. From the left panel, click Show Me.
7. Select All accounts and click Apply.
8. Click Created Date and select All Time.
9. Click Apply.
10. From the Add filter… search bar, build these filters using the drop-down menus:

11. Click Run on the right.
12. Within the Qualified Signals Engagement Score column, click the Arrow icon and select Group Rows by this Field.
13. Within the Qualified Signals Engagement Trend column, click the Arrow icon and select Group Columns by this Field.

2. Create Salesforce Reports for Accounts Based On their Signals Engagement Intent

1. Create a new report in Salesforce.
2. Select Accounts and click Continue.
3. Click the Edit Report Name icon to enter a new report title, like “On Fire Accounts by Rep.“ When you’re done typing, click outside the textbox to save your update.
4. Select the following columns from the left panel
   • The field you use to manage rep ownership, like “Account Owner” or “BDR Owner”
   • Account Name
   • Open Opportunity Count
   • Qualified Signals Engagement Score
   • Qualified Signals Engagement Intent
   • Qualified Signals Engagement Trend
   • Last Activity
   • Days Since Last Activity
   • Type
   • Last Modified Date
   • Your other applicable fields like “Business Segment” or “6sense Buying Stage”
5. Click Filters.
6. From the left panel, click Show Me.
7. Select All accounts and click Apply.
8. Click Created Date and select All Time.
9. Click Apply.
10. From the Add filter… search bar, build these filters using the drop-down menus:

11. Click Run on the right.
12. Within the Qualified Signals Engagement Intent column, click the Arrow icon and select Group Rows by this Field.
13. Within the Qualified Signals Engagement Trend and Account or BDR Owner columns, click the Arrow icon and select Group Columns by this Field.
14. Click the Arrow icon in the sales rep owner column and select Group Rows by this Field.
15. Repeat steps 1-14 to create two more reports for different Signals Engagement intents. You can name them
    • “Hot Accounts by Rep” that filters Qualified Signals Engagement Intent: Hot
    • “Warm Accounts by Rep” that filters Qualified Signals Engagement Intent: Warm

3. Create a Salesforce Dashboard From Your Reports 

1. From the Dashboards tab, click New Dashboard.
2. Enter a name and click Create.
3. Click + Component to add and customize these components based on the “Signals Scores with Account” report:

4. Add these components once per the “On Fire Accounts by Reps,” “Hot Accounts by Reps,” and “Warm Accounts by Reps” reports:
   

5. Click Save.

Use Case

The RevOps leader at Trove Robotics is fixated on converting accounts that match their ideal customer profile. For better insight into who’s visiting their site and ready to buy, Admin Anna creates a few Salesforce reports and aggregates them within a single Salesforce dashboard.

The RevOps and Sales team leadership monitor the new Account Prioritization Dashboard daily, staying apprised of who’s visiting their site and one of their target accounts. With this overview perspective, they realize that they need to hire more sales reps to handle the high traffic volume of key accounts and ensure that reps are best equipped to pounce on the right visitors, at the right time.

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The Inbound Hot or Not

The Inbound Hot or Not strategy allows inbound sales reps to understand which website visitors deserve immediate attention and which can be deprioritized. 

How to Build the Inbound Hot or Not

Your Qualified and Salesforce admins can then build the Inbound Hot or Not so your reps pounce on the most promising visitors.

1. Build Segments Based on Signals Data

1. By default, Qualified will create up to five out-of-the-box Signals Segments
   • On Fire Engagement Intent
   • Hot Engagement Intent
   • Warm Engagement Intent
   • Hot Research Intent
   • Warm Research Intent
2. You can customize the out-of-the-box segment mentioned above, and you can create additional Segments using alternative Signals Data including:
   • Engagement Trend
   • Research Topics + Intent for Topic

2. Customize Live Streams to Organize Visitors by Signals Data

1. Qualified will also automatically create up to five out-of-the-box Signals Live Streams for the following visitors:
   • On Fire Engagement Intent
   • Hot Engagement Intent
   • Warm Engagement Intent
   • Hot Research Intent
   • Warm Research Intent
2. You can customize the out-of-the-box Live Streams mentioned above, and you can create additional Live Streams to highlight the additional Signals segments you create.

3. Empower Your Reps to Pounce On Visitors

With your Live Streams set up, teach your reps how to engage with the right visitors at the right time. Ask them to watch the Pouncing Fundamentals guide. 

Use Case

Manager Marco wants to streamline his sales reps’ workflows by bringing Signals intelligence into the Live View. He works with Admin Anna to create custom Live Streams that include accounts with heating and surging Signals trends. The Live Streams with the highest Signals are organized towards the left, in priority order.

After the Live Streams are updated to showcase visitors with the hottest Signals Engagement Intent, Rep Raquel is available to chat. A visitor pops into their Live Stream that’s dedicated to surging Signals accounts. Rep Raquel reviews their Account 360 to learn the visitor’s browsing history and pounces to strike up a conversation.

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The Trifecta for Sales

The Trifecta for Sales approach helps you drive more pipeline by providing a list of worthwhile accounts for your RevOps team to assign. With that intel, use your sales engagement platform to send campaigns to these specific accounts and route them to the newly assigned reps when they're back on your website.

How To Build the Trifecta for Sales

Your Qualified admin and RevOps team can build the Trifecta for Sales to assign reps to accounts showing the highest engagement and buying intent.

1. Create a Qualified Signals Account List for Sales Reps

1. Create a new Signals account list in Qualified, and check Share with org when you first save it.
2. Click the Filter icon.
3. Click on the tiles to apply these filters:
   • Type: In Salesforce
   • Engagement Intent: Hot and On Fire
   • Engagement Trend: Heating and Surging
4. Click +Add Filter and build these two filters using the drop-down menus:
   

5. Click Apply and Save.
6. Click the Edit Columns icon on the right and select under External Fields:
   • Account Name
   • Billing State/Province
   • Days Since Last Activity
   • The field you use to manage rep ownership, like “Account Owner” or “BDR Owner"
7. Click Apply and Save As… 

2. Create and Export a Qualified Signals Account List for RevOps

1. Create a new Signals account list in Qualified.
2. (Optional) If you want everyone to have access, check Share with org when you first save it.
3. Click the Filter icon.
4. Click on the tiles to apply these filters:
   • Type: In Salesforce
   • Engagement Intent: Hot and On Fire
   • Engagement Trend: Heating and Surging
5. Click +Add Filter and build these two filters using the drop-down menus:

6. Click Apply and Save.
7. Click the Edit Columns icon on the right and select under External Fields:
   • Account Name
   • Billing State/Province
   • Days Since Last Activity
   • The field you use to manage rep ownership, like “Account Owner” or “BDR Owner"
8. Click Apply and Save As… 
9. Click the Export icon in the top-right corner to download a CSV of your account list.

3. Send Personalized Outreach and Add URL Parameters

1. Import the account list CSV into your sales engagement platform.
2. Create an email template there for your reps to efficiently send personalized messages to these accounts and track activities. Make sure to include URL parameters in your email template so you know exactly where visitors arrive from.

4. Build a Qualified Experience that’s Triggered by URL Parameters

Create or update a Qualified Experience to resonate most with this audience and build routing rules so visitors are directed to their newly assigned sales rep. To trigger the experience based on your link parameter:

1. Open the Experience builder.
2. Under the first section, Show this experience to visitors that match, select Referrer in the first drop-down menu.
3. (Optional) If you want to narrow down which pages display the experience, specify with the successive options.
4. Click Add parameters.
5. Enter the URL parameter included in your paid ad, such as utm_campaign=Qualified.
6. Click Done.

If you manage your outbound campaigns from Outreach or Salesloft, you can trigger Experiences without URL parameters.

Use Case

The sales reps at Trove Robotics have a low conversion rate, yet traffic on their website keeps increasing. To power team productivity, Admin Anna creates Qualified account lists and a new Qualified Experience. The RevOps team delegates the new top-priority accounts and crafts an email template.

With this streamlined workflow, Rep Riley opens the Qualified account list to study the digital behavior of their new accounts. Using Salesloft, they send personalized outreach. When a prospect clicks on the link embedded in the outreach email, it brings them to the Trove Robotics site and triggers the new Experience. The visitor is routed promptly to Rep Riley, who pounces with a new, tailored shortcut.

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The Trifecta for Marketing

Optimize your paid ad campaign ROI by targeting accounts that are already expressing purchase intent. Qualified Signals recognizes who on your website is most likely to buy, so purchase ads specifically for this audience.

The Trifecta for Marketing strategy generates a list of target accounts with a high likelihood to buy. With this data, tailor advertisements and customize your target accounts’ experience on your site.

How to Build the Surging Accounts Ad Campaign

Working together, your Qualified admin, Salesforce admin, and demand gen team can build the Trifecta for Marketing. Follow these steps to prioritize event attendees with the highest purchase intent.

Download our Signals unmanaged package to save time creating Salesforce reports like this one.

1. Create a Salesforce Report for Your Accounts

1. Create a new report in Salesforce.
2. Select Accounts and click Continue.
3. (Optional) Click the Edit Report Name icon to enter a new report title, like “Paid Ad Target Accounts: On Fire/Hot and Surging/Heating.“ When you’re done typing, click outside the textbox to save your update.
4. From the left panel, select the following columns:
   • Account Name
   • Qualified Signals Engagement Score 
   • Qualified Signals Engagement Intent
   • Qualified Signals Engagement Trend
   • Days Since Last Activity

2. Add Filters for Indicative Signals Data and Run Your Report 

1. Click Filters.
2. From the left panel, click Show Me.
3. Select All accounts and click Apply.
4. Click Created Date and update the date range to your preference.
5. Build a filter for your target accounts. Based on how your org identifies account segments, your filter might use the Type field or your own custom field.
6. From the Add filter… search bar, create these filters using the drop-down menus:

7. Click Run on the right.
8. Click the Arrow icon in the Qualified Signals Engagement Score column and select Sort Descending.

3. Target and Track Paid I Ads

Export your Salesforce report and share it with your demand gen manager. They can use this data to build segments and serve tailored advertisements. There are a few options to track these ads:

• Qualified can automatically track certain ads from Google Ads and LinkedIn.
• Manually add UTM parameters to Facebook ads and unsupported ads types in Google Ads or LinkedIn.
• Ask your demand gen manager to include URL parameters within the ad for other platforms.

While the best approach varies company-to-company, we traditionally recommend paid ads for accounts with a high or heating Engagement Score. If you want to target accounts that are cooling, however, update the filters in your Salesforce report to include a wider Engagement Score range.

4. Build a Qualified Experience that’s Triggered by  URL Parameters

Create or update a Qualified Experience to resonate most with that specific audience. To trigger the Experience based on your advertisement:

1. Open the Experience builder.
2. Under the first section, Show this experience to visitors that match, select Referrer in the first drop-down menu.
3. (Optional) If you want to narrow down which pages display the Experience, specify with the successive options.
4. Depending on your ad tracking method:
   1. If you tracked a supported ad in Google Ads or LinkedIn, select that ad campaign from the drop-down menu.
   2. If you appended URL or UTM parameters, click Add parameters. Enter the URL parameter included in your paid ad, such as utm_campaign=Qualified.
5. Click Done.

If you want specific reps to pounce on your paid ad traffic, customize the Experience’s routing rules using the same URL parameter. Equip your reps by creating a shortcut for this audience.

Use Case

The demand gen manager is launching a new LinkedIn campaign and wants to hyper-target the audience. To make the most of their limited budget, Admin Anna creates a Salesforce report that only includes target accounts with Qualified Signals that indicate high purchase intent and builds a new Experience in Qualified.

The advertisements are purchased and served to key prospect accounts. When one of them clicks on the CTA, they’re directed to Trove Robotic’s website and see the unique Experience. The visitor is routed to Rep Raquel, as outlined in the Experience, who quickly pounces with the new shortcut.

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The Accounts-Not-in-Salesforce

Qualified Signals surfaces who’s perusing your website, including the accounts that aren’t in your CRM yet. Remove your blinders and grow pipeline with the Accounts Not-in-Salesforce use case.

Once Signals identifies new prospect accounts, add them to Salesforce and assign reps. Knowing which accounts are heating up, sales reps can effectively target their outreach.

How to Build the Accounts Not-In-Salesforce

Working together, your Qualified admin, Salesforce admin, and RevOps team can build the Accounts Not-in-Salesforce. Follow these steps to unearth accounts ready to buy. 

1. Build your Ideal Customer Profile in Qualified

1. Click the Settings icon.
2. From the left panel under Signals, click Ideal Customer.
3. Click the + icon.
4. Choose the criteria you want to focus on, like industry or company size.
5. Click Save.

2. Create a Qualified Signals Account List

By default, we include a Signals account list of all accounts Not in Salesforce. Use this as-is or create a new one if you want to apply other filters or modify the report’s columns.

1. Create a new Signals account list in Qualified, and check Share with org.
2. Click the Filter icon.
3. Click on the tiles to apply these filters:
   • Type: Not in Salesforce
   • Engagement Intent: Cold, Warm, Hot, On Fire
   • Engagement Trend: Cooling, Neutral, Heating, Surging
4. Click +Add Filter.
5. Select ICP from the first drop-down menu and adjust the remaining ones to fine-tune which accounts you want to include.
6. Click the Edit Columns icon on the right and select under General Fields
   • Account
   • Engagement Intent
   • Engagement Trend
7. (Optional) If you integrate with Clearbit Reveal, select the following columns from External Fields
   • Industry
   • Annual Revenue
   • Employee Count
8. Click Apply and Save As…

3. Create New Salesforce Accounts

With your Signals account list still open, you can create a new record in Salesforce for each included account.

1. Click Push to Salesforce in the upper-right corner.
2. Click Yes on the pop-up confirmation window.

4. Create a Salesforce Report for Your Accounts

1. Create a new report in Salesforce.
2. Select Accounts and click Continue.
3. (Optional) Click the Edit Report Name icon to enter a new report title, like “New Accounts in Salesforce: On Fire/Hot and Surging/Heating.“ When you’re done typing, click outside the textbox to save your update.
4. From the left panel, select the following columns:
   • Account Name
   • Qualified Signals Engagement Score 
   • Qualified Signals Engagement Intent
   • Qualified Signals Engagemet Trend

5. Add Filters for Indicative Signals Data and Run Your Report 

1. Click Filters.
2. From the left panel, click Show Me.
3. Select All accounts and click Apply.
4. If needed, click Created Date and change the date range to include only the new accounts.
5. From the Add filter… search bar, build these filters using the drop-down menus:

6. Click Run on the right.
7. Click the Arrow icon in the Qualified Signals Score column and select Sort Descending.

6. Assign New Accounts and Outbound

With these accounts now loaded and identified in Salesforce, your RevOps team can prioritize and assign them to sales reps.

Create an email template in your sales engagement platform. Your reps can then use that template to efficiently send personalized messages and track activities to the newly discovered accounts.

Use Case

Trove Robotics wants to expand their market share without adding sales rep headcount. Admin Anna creates a Signals account list and imports it to Salesforce. After creating a report to show only the new accounts with high purchase intent Signals data, their RevOps leader assigns the accounts to sales reps.

Rep Riley reviews their new accounts on the Qualified Signals account list, and sees that one of them spent considerable time reviewing pricing, a high-intent page. With this context, they customize the email template and send it from their sales engagement platform.

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The Boomerang

The deal was lost, but you already invested in the prospect relationship. Know when to revive conversations, rather than accepting sunk costs, with Qualified Signals.

An increased Signals Engagement Trend triggers a notification that your lost prospect is back, possibly second-guessing their decision. Send a message right then to resurrect the opportunity.

How To Build the Boomerang

Working together, your Qualified and Salesforce admins can build the Boomerang. Follow these steps to pinpoint which accounts are reconsidering. 

1. Create a Salesforce Report for Open Opportunities

1. Create a new report in Salesforce.
2. Select Opportunities with Accounts and click Continue.
3. (Optional) Click the Edit Report Name icon to enter a new report title, like “Closed Lost Opportunities On Fire/Hot and Surging/Heating.“ When you’re done typing, click outside the textbox to save your update.
4. From the left panel, select the following columns:
   • Account Name
   • Opportunity Name
   • Qualified Signals Score 
   • Qualified Signals Engagement Intent
   • Qualified Signals Engagement Trend
   • Days Since Last Activity

2. Add Filters for Indicative Signals Data and Run Your Report 

1. Click Filters.
2. From the left panel, click Show Me.
3. Select My Opportunities and click Apply.
4. Click Close Date and update the date range to your preference.
5. From the Add filter… search bar, build these filters:
   

6. Click Run on the right.
7. Click the Arrow icon in the Qualified Signals Score column to sort by descending.

3. Build a Salesforce Flow that Alerts Reps in Chatter

We recommend using Flow Builder or Process Builder to alert reps in Chatter based on Signals data. Because each Salesforce org varies, configure a custom alert flow to automatically alert your reps via Chatter.

4. Create a Qualified Signals Account List

1. Create a new Signals account list in Qualified, and check Share with org.
2. Click the Filter icon.
3. Click on the tiles to apply these filters:
   • Type: In Salesforce
   • Engagement Intent: Hot and On Fire
   • Engagement Trend: Heating and Surging
4. Click +Add Filter and build these three filters using the drop-down menus:
   

5. Click Apply and Save.
6. Click the Edit Columns icon on the right and select under External Fields:
   • Account Name
   • Days Since Last Activity
7. Click Apply and Save As…

Use Case

Manager Marco decides to monitor lost opportunities, suspecting that they may have buyer's remorse. Admin Anna creates one Salesforce report, automated Chatter notification, and Signals account list.

With the Boomerang configured, a Chatter notification alerts Rep Riley: a contact from a lost opportunity is back on their site. Rep Riley reviews their browsing activity in Signals and sends a personalized message to restart the conversation.

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The Deal Accelerator

As your pipeline grows, use insights from Signals to pinpoint which opportunities deserve your attention most. An account with a heating Signals Engagement Trend indicates high purchase intent, so pounce to close the sale.

Implement the Deal Accelerator use case to better understand your open opportunities’ buying intent and prompt timely outreach. With the strategy below, you can quickly reach out to prospects with relevant content to keep them engaged and push the deal forward. 

How to Build the Deal Accelerator

Working together, your Qualified and Salesforce admins can build the Deal Accelerator. Follow these steps to identify opportunities prime for engagement. 

1. Create a Salesforce Report for Open Opportunities

1. Create a new report in Salesforce.
2. Select Opportunities with Accounts and click Continue.
3. (Optional) Click the Edit Report Name icon to enter a new report title, like “Open Opportunities On Fire/Hot and Surging/Heating.“ When you’re done typing, click outside the textbox to save your update.
4. From the left panel, select the following columns:some text
   • Account Name
   • Opportunity Name
   • Qualified Signals Engagement Score 
   • Qualified Signals Engagement Intent
   • Qualified Signals EngagementTrend
   • Days Since Last Activity

2. Add Filters for Indicative Signals Data and Run Your Report 

1. Click Filters.
2. From the left panel, click Show Me.
3. Select All opportunities and click Apply.
4. Keep the default filter Close Date: Current FQ as-is. 
5. From the Add filter… search bar, build these filters using the drop-down menus:

6. (Optional)  If you see a negative value on the Days Since Last Activity field, create a filter to remove those accounts. (It may show a negative number depending on your Salesforce instance and if you track scheduled activities that have not happened yet in Salesforce.)
7. Click Run on the right.
8. Click the arrow icon in the Qualified Signals Score column and select Sort Descending.

3. Build a Salesforce Flow that Alerts Reps in Chatter

We recommend using Flow Builder or Process Builder to alert reps in Chatter based on Signals data. Because each Salesforce org varies, configure a custom alert flow to automatically alert your reps via Chatter.

4. Create a Qualified Signals Account List

1. Create a new Signals account list in Qualified, and check Share with org when you first save it.
2. Click the Filter icon.
3. Click on the tiles to apply these filters:some text
   • Type: In Salesforce
   • Engagement Intent: Hot and On Fire
   • Engagement Trend: Heating and Surging
4. Click +Add Filter and build these three filters using the drop-down menus:

5. Click Apply and Save.
6. Click the Edit Columns icon on the right and select under External Fields:some text
   • Account Name
   • Days Since Last Activity
7. Click Apply and Save As…

Use Case

At Trove Robotics, the sales manager wants reps to know when their open opportunities are heating up and show purchase intent on their website. Admin Anna creates a Salesforce report, automated Chatter notification, and Signals account list.

The next week, a prospect is busy on Trove Robotics’ website, which elevates their Signals Engagement Trend to heating. This triggers a Chatter notification, alerting Rep Riley. Without delay, Rep Riley opens the Qualified Signals account list to review the account’s activity and browsing behavior. With this context, Rep Riley sends a personalized, relevant message to the prospect from their sales engagement platform.

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The Dashboard of Shame

Sales managers empower their reps to meet their goals and stay on task. Sometimes even your most trusted reps need a gentle nudge to connect with their accounts and move a deal forward.

The Dashboard of Shame highlights which accounts have no recent logged activity despite demonstrating buyers' intent in Qualified Signals. Create this dashboard for your leadership and sales reps alike to stay on track to meet quota. 

How to Build the Dashboard of Shame

With the steps below, your Salesforce admin can create a dashboard with the components and data that will motivate and enable your team best. 

1. Create a Salesforce Reports for Accounts without Recent Activity

1. Create a new report in Salesforce.
2. Select Accounts and click Continue.
3. Click the Edit Report Name icon to enter a new report title, like “Hot and On Fire Accounts with No Activity.“ When you’re done typing, click outside the textbox to save your update.
4. Select the following columns from the left panel:some text
   • The field you use to manage rep ownership, like “Account Owner” or “BDR Owner"
   • Account Name
   • Open Opportunity Count
   • Qualified Signals Engagement Intent
   • Qualified Signals EngagementTrend
   • Days Since Last Activity
5. Click Filters.
6. From the left panel, click Show Me.
7. Select All accounts and click Apply.
8. Click Created Date and select All Time.
9. Click Apply.
10. From the Add filter… search bar, build these filters using the drop-down menus:
    

11. Click Run on the right.
12. Within the Qualified Signals Engagement Intent and sales rep owner columns, click the Arrow icon and select Group Rows by this Field.
13. Repeat steps 1-13 to create a second report titled “Surging and Warm Accounts with No Activity” that filters for surging and warm Engagement Trends.

2. Create a Salesforce Report for New Assigned Accounts without Recent Activity

1. Create a new report in Salesforce.
2. Select Accounts and click Continue.
3. Click the Edit Report Name icon to enter a new report title, like “New Accounts with No Activity.“ When you’re done typing, click outside the textbox to save your update.
4. Select the following columns from the left panel:some text
   • Account Name
   • The field you use to manage rep ownership, like “Account Owner” or “BDR Owner”
   • Days Since Last Activity
5. Click Filters.
6. From the left panel, click Show Me.
7. Select All accounts and click Apply.
8. Click Created Date and select All Time.
9. Click Apply.
10. From the Add filter… search bar, build these filters using the drop-down menus:
    

11. Click Run on the right.
12. Click the Arrow icon in the sales rep owner column and select Group Rows by this Field.

3. Create a Salesforce Dashboard From Your Reports 

1. From the Dashboards tab, click New Dashboard.
2. Enter a name and click Create.
3. Click + Component to add and customize five components:some text
   • Create a Metric Chart and Stacked Horizontal Bar Chart from the “Hot and On Fire Accounts with No Activity” report.
   • Create a Metric Chart and Stacked Horizontal Bar Chart from the “Surging and Warm Accounts with No Activity” report.
   • Create a Lightning Table with the “New Accounts with No Activity” report.
4. Click Save.

Use Case

As Trove Robotic’s pipeline grows, sales reps and account executives are busy. While mistakes happen—we’re all human after all—their CRO and sales managers want a better way to prevent hot deals from slipping away. Admin Anna creates a few Salesforce reports and presents them within a single Salesforce dashboard.

Over their morning coffee, Manager Marco opens the new dashboard and sees that a newly assigned account received no outreach in the last 15 days. They let Rep Riley know that the account has surging Engagement and Research, who takes immediate action to engage the prospect.

<span id="existing-customer-upsell"></span>

The Existing Customer Upsell

You already help customers get the highest return on their investment. With Qualified Signals, empower your team to cross-sell and expand their accounts. 

If a current customer is browsing pages about an unpurchased product, their Signals Engagement trend will increase to heating or surging. Alert your account executives or account managers right then so they proactively reach out and kickstart an expansion opportunity.

How To Build the Existing Customer Upsell

Working together, your Qualified and Salesforce admins can build the Existing Customer Upsell. Follow these steps to identify which accounts are most likely to increase spend.

1. Create a Salesforce Report for Your Accounts

1. Create a new report in Salesforce.
2. Select Accounts and click Continue.
3. (Optional) Click the Edit Report Name icon to enter a new report title, like “My Accounts On Fire/Hot and Surging/Heating.“ When you’re done typing, click outside the textbox to save your update.
4. From the left panel, select the following columns:some text
   • Account Name
   • Qualified Signals Score 
   • Qualified Signals Engagement Intent
   • Qualified Signals Trend
   • Days Since Last Activity
   • Contract End Date

2. Add Filters for Indicative Signals Data and Run Your Report 

1. Click Filters.
2. Keep the default filter Show Me: My accounts as-is. 
3. Click Created Date and change the date range to include all of your accounts.
4. Click Run on the right.
5. Click the Arrow icon in the Qualified Signals Engagement Score column and select Sort Descending.

3. Build a Salesforce Flow that Alerts Reps in Chatter

We recommend using Flow Builder or Process Builder to alert reps in Chatter based on Signals data. Because each Salesforce org varies, configure a custom alert flow to automatically alert your team via Chatter.

4. Create a Qualified Signals Account List

1. Create a new Signals account list in Qualified, and check Share with org.
2. Click the Filter icon.
3. Click on the tiles to apply these filters:some text
   • Type: In Salesforce
   • Engagement Intent: Hot and On Fire
   • Engagement Trend: Heating and Surging
4. Click +Add Filter and build these two filters using the drop-down menus:
   

5. Click Apply and Save.
6. Click the Edit Columns icon on the right and select under External Fields:some text
   • Account Name
   • Days Since Last Activity
   • Contract End Date
7. Click Apply and Save As…

Use Case

When new products are launched at Trove Robotics, account managers want to sell to their customers’ other departments. Admin Anna creates a Salesforce report, automated Chatter notification, and Signals account list.

One of Rep Raquel’s accounts visits Trove Robotics’ website. They spend considerable time on the newest product’s page, which raises their Engagement Trend to surging and triggers a Chatter notification. Rep Raquel reviews the account’s browsing data in Qualified Signals to send their customer a personalized, relevant message from their sales engagement platform.

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The Pre-Event VIP Call Down

Leverage sponsored events to generate high-quality pipeline. Leading up to an event, engage the accounts planning to attend with the opportunities most likely to close.

The Pre-Event VIP Call Down provides a list of your invited accounts, sorted by highest Qualified Signals score. Cross-reference this against your event registration list to see which accounts to prioritize and book one-on-one meetings.

How to Build the Pre-Event VIP Call Down

Your event manager and Salesforce admin can build the Pre-Event VIP Call Down. Follow these steps to prioritize event attendees with the highest purchase intent.

1. Locate Your Event’s Attendance List

Partner with your events manager to retrieve a list of everyone attending your event. If you sponsor an event, like Dreamforce, you can request a pre-event registration list.

2. Create a Salesforce Report for Your Accounts

1. Create a new report in Salesforce.
2. Select Campaign with Contacts and click Continue.
3. (Optional) Click the Edit Report Name icon to enter a new report title, like “Pre-Event VIPs.“ When you’re done typing, click outside the textbox to save your update.
4. From the left panel, select the following columns:some text
   • Campaign Name
   • Account Name
   • First Name
   • Last Name
   • Qualified Signals Engagement Score 
   • Qualified Signals Engagement Intent
   • Qualified Signals Engagement Trend
   • Whoever owns that account, like “BDR Owner” or “Opportunity Owner”

3. Add Filters for Indicative Signals Data and Run Your Report 

1. Click Filters.
2. From the left panel, click Show Me.
3. Select All campaigns and click Apply.
4. From the Add filter… search bar, enter and select Campaign Name.
5. Enter your event’s campaign name and leave the Operator as equals.
6. Click Apply.
7. Click Run on the right.
8. Click the Arrow icon in the account owner column and select Group Rows by this Field.
9. Click the Arrow icon in the Qualified Signals Score column and select Sort Descending.

Use Case

With a sponsored event imminent, Trove Robotics’ reps are booking in-person meetings. Admin Anna creates a Salesforce report that includes all accounts sent a campaign about their event that are also displaying heating Signals.

The event manager compares the Salesforce report to the attendee list, identifying their VIPs. Galvanized with this focused list, Rep Raquel reviews those specific accounts’ Signals data to prepare for on-site meetings.