Enable Sales Reps in HubSpot/Salesforce

Pre-requisites:

(REQUIRED) You should have built the Starter Workflow or any other HockeyStack workflow that syncs data from high intent accounts to your CRM on an ongoing basis.

(OPTIONAL) If you use Salesforce, setting up the iFrame embed inside Salesforce will be helpful for reps.

This guide is for HockeyStack Admins that want to help sales reps act on high-intent accounts and contacts surfaced by HockeyStack Account Intelligence.

To do so, we will outline two CRM views (tables) they can work from daily. These use HockeyStack scores, engagement data, and ownership filters to drive action.

Table 1: Net New Prospects

Goal: Show reps high-scoring, unowned accounts worth pursuing.

Create a view/report filtered as:

• Company properties:

  • HockeyStack Intent Score ≥ 60

  • Last Sales Activity Date > 14 days ago

  • Owner is someone who is not a sales rep or unassigned

  • Filters to exclude current customers and existing pipeline

  • ... Additional ICP filtering as needed

• Include fields:

  • Account Name

  • HockeyStack Intent Score

  • HockeyStack Company Journey

  • Any HockeyStack AI research fields you synced over

  • Last Sales Activity Date

  • Any other fields reps need for qualification (e.g. industry, company size, funding)

Rep assigns fit accounts to themselves and starts working the account.

Table 2: Owned Accounts

Goal: Help reps stay on top of their existing book of business and re-engage where needed.

Create a view/report filtered as:

• Company properties:

  • HockeyStack Intent Score ≥ 60

  • Last Sales Activity Date > 14 days ago

  • Owner = Current user (rep)

  • Filters to exclude current customers and existing pipeline

• Include fields:

  • Same as above (Account Name, Score, Last Activity, etc.)

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At the end of every day, both of these views should have 0 data remaining (which means all high intent prospects got engaged with, and Last Sales Activity for all of them is < 14 days ago).

The sales leader and/or RevOps should be responsible for ensuring this number does go down to 0.