THE SPOTLIGHT PLAYBOOK
Visualize The Top 10 Plays to Maximize Pipeline
Combine data from Linkedin, Facebook, and beyond to revolutionize the way you track and engage leads.
Segment accounts in various stages of the funnels to allow specific targeting and messaging
How: Create 5 segments that cover my account funnel using a combination of CRM filters and website behavior. Below is one suggested segment breakdown to cover your funnel. This was inspired by Docebo
- Net New: This shows accounts that are currently not in the CRM but are showing engagement and should be added to target accounts for sales
- Create Intent: Accounts in CRM that are yet to engage with high-value pages. So, the goal is to set campaigns to get more visits to these pages
- Create Opp: Accounts showing all the healthy engagement signs but not yet an opportunity. These are great for the sales team to chase
- Pipeline Hot: Accounts engaging with our sales teams and showing product discovery signals
- Pipeline cold: Accounts talking with sales but not showing much interest in product discovery
STEP 1
Lets first set and define our high intent pages
STEP 2
Add new intent pages and click save
STEP 3
Click “journey” to go back and create new account segments
STEP 4
Click “Create Segment“
STEP 5
Click on filter
STEP 6
Select filters and click save
STEP 7
Filters for ‘create intent’ segment
STEP 8
Filters for ‘create opps’ segment
STEP 9
Filters for ‘Pipleline Hot’ segment
STEP 10
Filters for ‘Pipeline Cold’ segment
STEP 11
Click “Build Retargeting Audience”
STEP 12
Click “Next” to push to Ad channels
STEP 13
Identify and select your specific personas
STEP 14
Click “Create Audience”
STEP 15
Name your audience and save
STEP 16
Click “Audiences”
STEP 17
Find your new audience created via spotlight
Coming soon
Coming soon
Our Customers' Success Stories Speak for Themselves!
“With Spotlight data compiling key engagement metrics in a centralized and easy-to-filter report, we can continuously optimize and refine our content and campaign strategies based on the types of prospects who are most engaged with specific types of content or messaging. The inclusion of ‘intent page’ data also helps users better identify where a company might be in their buying cycle or user journey.”
“With Spotlight, it allows us to create audiences on groups of accounts that we can target with different levels of engagement, which in turn opens up all the Sales playbooks we’re considering”
“Spotlight’s ability to present data that identifies non-engaged accounts has helped us create effective follow-up strategies and improve our targeting efforts with sales-led outbound.”
“Spotlight takes the guesswork out of third-party intent data, providing clear direction on which accounts to prioritize, thus streamlining our engagement with sales-ready leads.”
