Act-On has some powerful features to help your sales team! Here's how to define your contact segments for use in Website Prospector and Hot Prospects. These instructions apply if you are using Act-On Contacts to manage your contact data. If you are using Marketing Lists, check this article instead.
What is This Used For?
Website Prospector is an Act-On tool that displays real-time website visitor info. These visits can be filtered by known prospects assigned to various salespeople. Contacts can also be categorized as a prospect, contact, or prospect with an opportunity and will be color-coded accordingly.
Hot Prospects is a tool that displays within your connected CRM. It will highlight top prospects (based on lead score) for each sales representative.
Set Up
With an Integrated CRM
If you have an integrated CRM*, Act-On will assume that you want to use the CRM sales ownership assignments, and will identify leads/prospects and contacts according to the CRM model. You do NOT have to add sales owner names or emails to your All Contacts list, as they will be joined via the Owner/Employee table.
You can override the default CRM segments to present your sales team with a more narrow view of prospects, contacts, and opportunities. For example, you may want to exclude certain enterprise accounts or limit them to only sales-qualified prospects.
- Navigate to Settings > Other Settings > Contact Settings and scroll down to the Contact Owner section.
- With a CRM, the CRM sales owner will automatically be used to identify a contact's owner. This can not be changed.
- If you would like to select a more narrow segment instead of all "Leads" or "Prospects" to identify valid prospects for your salespeople, you can select a segment for prospects
- If you would like to select a more narrow segment instead of all "Contacts" to identify valid contacts for your salespeople, you can select a segment for contacts.
- If you would like to identify contacts with opportunities to highlight these on Website Prospector, you can select a segment for opportunities.
* Integrated CRMs include SalesForce, ZenDesk, NetSuite, Sugar, and Dynamics.
Without an Integrated CRM
When you don't have a CRM integrated, you can still identify sales owners for your contacts. You'll just need to add a sales owner name and email to your All Contacts list, and then define those fields in Contact Settings.
- Navigate to Settings > Other Settings > Contact Settings and scroll down to the Contact Owner section.
- Select the owner email and name fields from your All Contacts list. These will be used for email personalization and to assign sales owners in Website Prospector.
- If you would like to highlight "Prospects" in Website Prospector, select a segment that contains prospect data.
- If you would like to highlight current "Contacts" in Website Prospector, select a segment that contains contact data.
- If you would like to identify contacts with opportunities to highlight these on Website Prospector, select a segment that contains contacts with opportunities.