When a prospect from a company lands on your marketing site, members of your Sales team should be able to be notified so as to not miss an opportunity to engage with them and have a greater probability of closing a deal. At the same time, your prospect should be immediately engaged in a customized manner, so they have a message from you there to greet them letting them know you're available to talk.
Drift ABM allows for you to send personalized, and targeted messages to the people that really matter. Just upload a list of accounts you want to target with a personalized message and have your sales team start to enjoy prospecting again.
Note: this feature is for Premium (formerly Company) or Enterprise plans with the Clearbit add-on.
Here's how it works:
Here's how to set it up:
There are two ways to add accounts into Drift right now. We are going to go over Syncing accounts from Salesforce first.
To learn how to do a CSV upload of your accounts, read the help doc here.
First, set up your targeted accounts in Salesforce:
Head to your Accounts tab in Salesforce, and edit your view.
Edit your Accounts View name with the following criteria:
If you do not include this information, the sync will not be successful.
Now, Sync your accounts from Salesforce into Drift:
Head to your new "Accounts" tab on the lefthand sidebar
From this page, you can sync Accounts from Salesforce!
When you click Sync from Salesforce, you're brought to the Salesforce Sync Settings.
Here, you can choose to Force Update All Accounts or add a specific Account List.
When you add a list, a window pops up where you can find the correct list in Salesforce!
You can check that box to make them a targeted ABM account. This will ensure that they are delivered the ABM Playbook and Reps can get notifications when these Accounts land on your site!3
Next, map any Account attributes you'd like to sync into Salesforce.
In your Salesforce settings, you can map Account attributes to your Accounts lists to map custom fields. That way, you can maintain existing structures and workflows built around Salesforce for your accounts as well.
Then, Account Owners should follow their Accounts:
Head to your Account settings to turn on notifications for your accounts.
Towards the bottom of your Notification settings page, you should see the option to "Follow your Accounts".
If you turn that option on, you will get a mobile or browser notification (if they are enabled) when your Account is live on your website!
Lastly, set up the ABM Playbook!
Head to your Playbooks tab and click on New Playbook
Choose the "Greet your Targeted Accounts" Playbook under Messaging Playbooks. This is where you can customize a welcome message to show your targeted accounts. We drafted one for you that includes the Account Name to make it super personal.
This playbook will automatically put the Account Owner as both the “welcome message” face and route the conversation right to them if the lead responds.
The default targeting settings are set up so that everyone who is part of a targeted account that you've synced to Drift will receive that personalized message.
Set your to have your Playbook deliver to your audience once, on every session, or on every page load!
Once all of your Playbook settings are up to your standards, you can save your settings, and publish it!
You might run into 2 problems:
- The salesforce owner isn't mapped in Drift. This is something you'll need to do in order to make sure the right person is routed to the conversation!
- Your account doesn't have a website in the website field in Salesforce. You will need to add that as a field and then resync your list.
The error will look something like this and we will make sure to allow you to download a CSV of the accounts that were causing errors:
Other Salesforce Articles:
- Mapping Salesforce Attributes
- Salesforce Routing
- Salesforce Global Dashboard
- Connect your Salesforce Sandbox to Drift
- Associate Leads or Contacts with Salesforce Campaign
- Granting Salesforce User Permissions for the Drift <> SFDC Integration
- Bulk Enroll Leads from Salesforce to Drift
- How to Send Sales Sequence Emails Using Drift and Salesforce
- Drift's Salesforce Integration