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. 

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

1. Create a Salesforce Report for Open Opportunities

1. Create a new report in Salesforce.
2. Select Opportunites 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:
   • 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:

   Salesforce Field	Operator	Value
   Qualified Signals Engagement Intent	contains	fire,hot
   Qualified Signals Engagement Trend	contains	surging,heating
   Stage	contains	Your custom open opportunity stages, like “Prospect” or “Quote”
   Type	not equal to	Any types you don’t want to include, like “Customer” or “Partner"

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:
   • 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:

   Salesforce Object	Salesforce Field	Operator	Value
   Account	Account Type	is not any of	Customer
   Opportunity	Owner Name	contains	Your sales reps' names
   Opportunity	Stage	is anything

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

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.