Buyers from your target accounts are browsing your website and researching your products every day. The Signals AI Predictive Model combines first-party website engagement, third-party research intent data, and Salesforce data to identify where each account is in their buyer journey.
Leverage first-party website engagement to identify the accounts that are actively browsing your website. See which products and services they find most appealing, then take quick and meaningful action, like focused outbound prospecting and advertising campaigns.
Engagement Score
The Engagement Score is a number between 0–100 in the Account 360's timeline graph. When someone associated with an account visits your website, their activity on your website contributes to the account’s Engagement Score calculation. Activities that contribute to a higher Engagement Score include (but are not limited to):
- How many high-intent pages were viewed.
- How actively visitors engage with each page, including mouse movement, clicks, and scroll depth.
- How much active time visitors spend on your website, as opposed to leaving a tab open.
- How many visitors from the same account were on your website.
- How recently and how often visitors from the same account return to your website.
- Clickthroughs from outbound emails and tracked ads.
- How many conversations visitors had with your AI SDR agent and your sales reps.
- How many voice calls visitors had with your sales reps.
- How many meetings were booked with Qualified.
Our proprietary data model assigns weights to activities like these based on how much or little they indicate purchase intent.
To organize accounts by Engagement Score or Research Score in Salesforce, ask your Salesforce admin to install the Signals unmanaged package. The install needs a password from your Qualified Success Architect (QSA). Once it's installed, you can sort by the included Signals Engagement Score and Signals Research Score fields. For the steps, see Displaying Signals data in Salesforce.
Engagement Intent
To quickly assess how strong an account’s engagement is, we display the Engagement Intent per account. The Engagement Score lines up with these Engagement Intents:
| Engagement Intent | Engagement Score |
|---|---|
| Cold | 0–19 |
| Warm | 20–50 |
| Hot | 51–79 |
| On Fire | 80–100 |
Accounts with a hotter Engagement Intent have a higher propensity to buy, while cooler accounts are less likely to buy.
Engagement Trend
An account’s Engagement Intent can change rapidly, so we also display the account’s Engagement Trend. The Engagement Trend is the Engagement Score’s rate of change over the past 14 days.
| Engagement Trend | Engagement Score’s rate of change over the previous 14 days |
|---|---|
| Cooling | Decreased 10 or more points |
| Neutral | Remained within ± 10 points |
| Heating | Increased 10–24 points |
| Surging | Increased 25 or more points |
The Engagement Trend is important because it indicates if an account is gaining or losing interest in your company’s product or services. In turn, this helps your sales team know if they need to reach out imminently.
.svg)
