Leveraging Account Scoring
Account Scoring grants the opportunity to weigh companies based on characteristics important to your organization while helping you find and prioritize your best fit accounts.
There are several benefits to this. For instance, the DataFox score is transparent and flexible so your team can control the criteria feeding into the algorithm.
This criterion is based on info-dense sources, built from 4 data sets:
- Sets include custom Salesforce information on the account (e.g. tier, custom industry, etc)
- DataFox firmographics (headcount, location, etc.),
- DataFox Signals (leadership changes, office expansions, etc.)
- Conference attendees or public curated lists (Dreamforce, Inc 5,000, etc.)
We’ll show you how to leverage Account Scoring below.
Prioritizing Account Scores
1. To prioritize your named account list, first, login to your DataFox instance. Afterward, navigate to the Companies tab.
2. Select “Add a Filter” and navigate to the Salesforce selection.
3. In the Salesforce section, you should see the Salesforce Lead Owners and the reps associated with this criteria. In this example, we'll use Brian.
Select the Account Owner, and then Apply.
4. Once the filter applies, a list of companies with Account Scoring weights will appear. If you do not see the Account Scoring column, however, you need to adjust your fields.
To add the column, select Customize Fields.
5. A new window will appear. Under the Inactive Fields side, you should see the Account Score selection. Click it to add it to the Active Fields section. You may drag it to organize its placement in DataFox. Once done, click Close.
6. Once this is applied, Account Scoring should now appear in your instance.
The companies with your Account Scoring weights will appear. To prioritize, select the Account Scoring field and “Sort Descending.”
7. Once Sort Descending is applied, the highest weighted company appears at the top of the list, ideal for targeting best fit accounts.
8. Reps can view the scoring criteria by clicking into the company name to view the profile or by looking at the Salesforce iFrame.
The criteria thus far typically involve companies you know exist. However, you can use Account Scoring to target current nonexistent prospects within your Salesforce instance.
To identify these companies, we’ll show you a potential method for this example.
1. Return to the Companies tab and select “Add a Filter” and filter for your ICP. In this example, we will use multiple selections: Industry Keywords >> SaaS, Location >> United States, and Headcount >> 100 Minimum.
2. To identify only net new opportunities leverage the Salesforce filter and change the option to “Only show accounts not Synced to Salesforce.”
3. Now that you have a list of prospects that fit your ICP, you will want to sort by descending under the Account Score column.
If you discover interesting accounts, you can check the box to the left of their name and select the "Sync to Salesforce" button.
Use Chrome Extension for Prospecting
You may also target specific companies by utilizing the DataFox Chrome extension.
Once you reach the website, simply select the DataFox Chrome extension. Once done, a tab appears with details about the website and company.
The profile will also display the custom Account Score to provide talking points when doing outreach. If the company is a good fit, you can push it to Salesforce directly in the chrome extension to claim this account.
If you have additional questions, please reach out to us at firstname.lastname@example.org.