Contact Settings: Defining Sales Contacts for Website Prospector and Hot Prospects

Act-On gives your sales team powerful ways to identify and prioritize engaged contacts. To make the most of Website Prospector and Hot Prospects, you’ll define which contacts count as prospects, contacts, or opportunity owners. The steps below explain how to set up these segments when you’re using Audience Center All Contacts. If you’re still using Marketing Lists, see this article instead.

What Is This Used For?

Website Prospector shows real-time website visitors and highlights known prospects based on ownership and status. Contacts are color-coded as prospects, contacts, or prospects with opportunities.

Hot Prospects appears inside your connected CRM and surfaces your highest-scoring prospects for each salesperson.

Set Up

With an Integrated CRM

If you have an integrated CRM*, Act-On automatically uses your CRM’s sales ownership assignments and classifies contacts according to your CRM’s lead and contact model. You do not need to store owner names or emails in All Contacts as Act-On connects them through the CRM Owner/Employee data.

You can optionally narrow what counts as a “prospect,” “contact,” or “opportunity” by selecting specific All Contacts segments. This is helpful when you want to limit views to sales-qualified leads or exclude certain accounts.

1. Go to Settings > Other Settings > Contact Settings and scroll to the Contact Owner Setting section.
2. CRM sales owner assignments are always used automatically and cannot be changed.
3. To narrow which contacts appear as Prospects, select a segment that represents your prospect audience.
4. To narrow which contacts appear as Contacts, select a segment for valid contact records.
5. To flag Opportunities in Website Prospector, select a segment containing opportunity-related contacts.

* Supported CRMs include Salesforce, Zendesk, NetSuite, Sugar, and Microsoft Dynamics.

Without an Integrated CRM

You can still use Website Prospector and Hot Prospects without a CRM integration. You’ll just define sales ownership and segment classifications directly in All Contacts.

1. Go to Settings > Other Settings > Contact Settings and scroll to the Contact Owner Setting section.
2. Select the owner email and owner name fields from All Contacts. These fields are used for ownership and for email personalization.
3. To highlight Prospects in Website Prospector, choose the segment that represents prospect records.
4. To highlight Contacts, select the appropriate segment containing known contacts.
5. To highlight Opportunities, select a segment that contains opportunity-related contacts.