Creating and Closing Pipeline with Salesforce Reports
Use Case #1: Help create pipeline by identifying new accounts that fit your ICP
A report(s) can be set up that can be used by your BDR team, or whichever team or individual is responsible for qualifying and assigning new account opportunities. This report would show all of the ‘Unmatched’ accounts (accounts which are not associated to one of your existing Salesforce accounts) that meet criteria you define.
You can set up this report to show you accounts you deem to fit your ideal customer profile, based on company size, industry, and location. You can also set up the report to only show accounts displaying certain intent signals to further narrow the account list. For example, you might only want to see accounts reading reviews about your product, or only accounts comparing your product to a specific competitor.
You could set up one or multiple versions of this report depending on how large your team is and how they are set up. You can schedule this report to be sent to the appropriate team member(s) at an appropriate cadence when it makes sense to review the list for potential new opportunities.
See the next page for instructions on setting up the report.
Go to Salesforce ‘Reports’ - you can navigate here by clicking on the 9 dot app selector in the upper left corner and searching for “Reports”.
On the Reports screen, select ‘New Report’.
Choose Report Type → TrustRadius Accounts with TrustRadius Activities
Add the desired ‘Columns’ to the Report. We recommend leveraging the following columns, but you can include other columns (fields) as appropriate to include other helpful information that can be used to filter and sort the list.
Add the desired ‘Filters’ to the Report.
Add ‘Match Status’ as a filter with the value equals “Unmatched”
You can add other filters that are relevant such as filtering by ‘Company size’ or ‘Industry’ to only see intent activities for companies that fit your ideal customer profile.
You can filter on ‘Description’ to only see intent activities that contain your product name.
Name your Report in the upper left corner. For example, you can name the report “Unmatched ICP TrustRadius Accounts”.
Save your report in a Public Folder.
Use the ‘Subscribe’ feature to set up the report to be emailed to the appropriate individual or team at the appropriate cadence. From the report, click on the down arrow next to ‘Edit’ and click on ‘Subscribe’
You can choose the subscription frequency, time, and recipients from this menu.
Use Case #2: Help sales close business by helping prioritize outreach for the accounts showing the strongest intent signals
Reports can be set up for sales reps so that they can see which of their accounts have been active on TrustRadius. This report would let reps know about signals their accounts are sending by giving visibility into which products their account is looking at, reading reviews about, and when they are comparing your product to a competitor’s product.
The report can be built once, and then copied for each sales rep with a filter for their name. You can schedule the report to be sent to reps at an appropriate cadence (i.e. Daily or Weekly) so they do not need to go looking for this information.
Here's how to Set Up the Report:
Go to Salesforce ‘Reports’ - you can navigate here by clicking on the 9 dot app selector in the upper left corner and searching for “Reports”.
On the Reports screen, select ‘New Report’.
Choose Report Type → TrustRadius Accounts with TrustRadius Activities and Salesforce Account
Add the desired ‘Columns’ to the Report. We recommend leveraging the following columns, but you can include other columns/fields as appropriate to include other helpful information that can be used by your team to filter and sort the list.
Add the desired ‘Filters’ to the Report. You can add “Salesforce Account: Account Owner” as a filter and set the value to equals [NAME]. You will use this to set up the report for your sales reps. Note, you can add other filters to help narrow on use cases that matter to your team. For instance, you can filter on ‘Description’ to only include intent activities that contain your product’s name.
Name your Report in the upper left corner. For example, you can name the report “TrustRadius Accounts by Sales Rep”.
Save your report in a Public Folder.
You can make copies of your report for each sales rep by clicking on the down arrow icon next to ‘Save’ and clicking on ‘Save As’.
Save the new report as “TrustRadius Accounts - [Sales Rep Name]”
Use the ‘Subscribe’ feature to set up the report to be emailed to reps at the appropriate cadence. From the report, click on the down arrow next to ‘Edit’ and click on ‘Subscribe’
You can choose the subscription frequency, time, and recipients from this menu.
