Account Research

The Account-Level View provides a comprehensive overview of all prospect activities, allowing you to identify the right moments to engage prospects.

Account Summary

The top section of the account page gives you details at a glance to evaluate the account, including ICP fit and activity metrics.

You will also see a summary of all signals that have occurred across that account with a timeline view. This is useful for spotting engagement patterns, such as ramping up engagement or a return in activity after a down period.

Quick tip: Conduct deeper research on the account by clicking directly into their website or click the 3 dots to open the account on LinkedIn.

At the top of the account view, you will see 4 different tabs (activity, visitor, analytics, and company) that provide insights about the account:

1. Activity Tab: The activity tab provides insights into actions prospects are taking and the different stakeholders evaluating. Below are a few example scenarios on how you can best leverage this information.
2. Visitor Tab: Provides an overview of all visitors, identified and anonymous, across the account. You can filter by total session time and recency for different views of activity.
3. Analytics Tab: Gives an overview of the top pages viewed and traffic sources. This provides useful data on pages getting the most engagement and where visitors are coming from. Teams often use this to optimize pages that are getting significant traffic.
4. Company Tab: Find additional company details delivered from Clearbit, an overview of their tech stack from our company database, and news about the account.

Right Panel:

On the right panel, you will see account details from your integration, including CRM (Salesforce/HubSpot), email tools, and G2 if connected:

CRM Information (Salesforce/HubSpot): If integrated, you can view detailed account information from Salesforce or HubSpot, including account owner, opportunity stage, last modified time, and last successful sync. You can also claim the account directly in these CRMs.

Email + G2 Integration: The panel also shows data from other integrations such as Outreach, Salesloft, Apollo, and G2. This includes detailed activity and traits, helping you get a comprehensive view of the account’s engagement and status.

Leveraging the Activity View:

The activity view is a goldmine for insights that can shape how you engage with the account. Below are a few different scenarios where these insights can be useful:

Identifying “Stuck” Moments:

Spotting when a prospect is stuck can be the ultimate moment to provide additional support. For example, you notice a prospect spending a lot of time on a specific docs page. Recently, we noticed strong engagement from several stakeholders in an account who came in through a PLG motion. Things got interesting when we saw a Solution Engineer spending a lot of time on our Salesforce Integration docs. Instead of reaching out to book a meeting directly, we shot over a Slack Connect to see if we could help answer any questions as they got things configured.

Prospects Exploring Specific Capabilities:

The activity feed is valuable for spotting prospects diving deeper into specific functionality. For example, if you notice a prospect spending a lot of time on your enterprise solutions page and large team expansion docs, it could indicate a high-value opportunity. Use these insights to tailor your engagement and answer specific questions.

Prospects Exploring Advanced Functionality:

In a similar scenario, when you notice prospects diving into advanced features, it’s a great moment to engage with supporting content. For example, someone implementing an automation after developing comfort with the data and their process.

Accounts in Sales Cycle:

For prospects already in the sales cycle, the activity feed provides invaluable insights to ensure they’re getting the most out of the product. For example, if there are specific steps in your POC, ensure they complete those before your next chat to keep things moving smoothly.

Multithreading to Bring Stakeholders Together:

One of the most valuable use-cases from the activity feed is seeing how different stakeholders across the organization are evaluating. This gives you an opportunity to bring stakeholders together and use the context on how different prospects are evaluating to drive the conversation.

Delivering Value Based on Prospect's Actions

As we shared in our introductory lesson on the Warm Outbound Mindset, Koala gives you a view into what prospects are doing in your “store” that you can leverage to deliver value as they progress through the sales process. Depending on your business, this might look a little different, but at the core, you will be able to better understand your prospects' interests and have more productive conversations.

Additional Resources

To learn more about strategies and approaches to best leverage the insights provided by Koala, check out our lessons in Koala 101.

• Warm Outbound Mindset
• Advanced Account Research
• Signal Best Practices
• Value-Added Outreach