Target Accounts (Also known as Drift Prospector) helps salespeople be more productive by engaging with the right people at the right time. Target accounts automatically prioritizes specific accounts, centralizes insights on behavior across the buying team, and gives them an opportunity to follow up all from a single interface.

Billing Plan:
Drift Prospector is available on every Sales Seat in our Premium, Advanced and Enterprise plans. Please note that setting notifications for target account lists is only available on FY22 Drift plans. The Prospecting Dashboard feature is currently in Beta.

In this article, we'll go over:

• How to Access Prospector
• What's in Prospector
• What is the Account Fit Score?
• How to build your own Targeted Account list
• Setting Notifications for Target Account lists
• Admin Managed Filters
• FAQ

How to Access Prospector
To access Prospector click on "Activity".

What's in Prospector

On this dashboard you'll see a stacked list of your most engaged accounts.  From here, you'll see :

• Which Account has accessed your page
• The accounts most recent activity, the accounts account fit score, engagement score, score graph, trend and last touch.
• what the accounts are engaging with

Use the search bar on the left side of the screen to search for a specific account. On the right side of the screen you will find filters that you can use to filter the account list. Here you can filter by account owner, account type, activity, and firmographic data such as company size, location, and industry. If no filters are set you will automatically be matched to a filter that shows you the most accounts. If there are no matches, you will be shown the all accounts view. For more information on filters, see the "How To Build Your Own Targeted Account List" section of this article.

Admins may choose to show active accounts on your website that are not currently in your CRM by enabling the "Show accounts that are not in my CRM in prospector tools" setting. Admins can toggle this setting by going to Settings > Organization Settings > Prospector or by clicking the gear icon > advanced from within Prospector.

With this setting enabled, you will see an icon appear next to accounts that are not currently in your CRM.

Along with seeing account that are not currently in your CRM, admins also have the ability to set which accounts they do not want to appear in Prospector based on several different criteria including filtering based on whether or not an account is a current customer or if an account has been recently disqualified. Click on  the gear icon > advanced from within Prospector to access these filters.


Click “View all engaged accounts” to view Account Engagement.

Note: For further information on the activity feed piece of Drift Prospector click here.

The right hand side dashboard also shows you a live look at how many visitors are on your site. Clicking “view all live visitors” will bring you to the Live View.

Below Live View, you will see a quick snapshot of the most recent activities that have happened on your site, what account it was and their engagement score. Clicking “View all activity” will also take you to the activity feed.

To view more details about your Targeted Accounts Engagement Score:

Click into the Account from the activity page. This will open up a preview of the account that shows you all the essential information and key contacts without having to dig through the account page. Here you can also find a prospecting recommendation to help guide reps in their prioritization. These prospecting recommendations can also be found in the daily digest emails. Click on the Activity tab to see a timeline of the accounts activity.

 From here click on View in Drift to view the account in Drift or if the account is in your CRM, click View in CRM to view the account in your CRM.

The activity timeline gives reps a historical snapshot of all Drift activity. In addition to seeing Drift activity here, you can now also see Salesforce activity right from within the activity timeline (see the second screenshot below). Selecting days of activity filters the account page feed so that reps can dig into specific activity details. Underneath the account name you will see who the last touch was so you can easily understand whether a prospect has been touched recently or not.

By scrolling down, you can view:

• Drift AI Generated Account engagement summary that highlights key actions from within the past two weeks
• Monthly Activity
• Top page hits
• An in depth look at the accounts engagement score

How is the Engagement Score Calculated?

The Engagement updates every 30 minutes, and the score prioritizes the accounts for you based on the their level of interest in your company.  It is measured on a scale of 1 to 5 by assigning weighted point values to any activities performed on your site.  The score is calculated based on the following activities in order of highest to lowest impact. 

• Meetings Booked
• Conversations held
• Videos viewed (longer % viewed have a higher impact)
• High intent page visits
• Email clicks
• Email opens

Other factors we take into account include:

• Recency: Only activity from the last 2 weeks will impact score. For example, if an account showed activity > 2 weeks ago, they will be given a score of 0 flames. In addition, the score is significantly impacted by the recency of the activity that occurred
• Known vs unknown contacts: Conversations, video views, and site visits from known contacts count 2X more towards the score
   

What is the Account Fit Score?

The Account fit score uses AI to assign a score to each account that visits your site based on how closely an account matches your organizations ideal customer profile.

The Account Fit Score is calculated by looking at open SFDC opportunities as well as ICP parameters. You also have the option to set your own ICP parameters for the Account Fit Score.

To set your ICP score click on the gear icon > Account fit. Here you can set your ICP parameters based on account size, location, and industry. Make sure to click save once you've finished. Once you've set your parameters, the settings will be locked until Drift starts generating scores (about twenty-four hours). After this point, you can edit the ICP parameters again.

Admins can use the toggle on this page to disable the Account Fit Score column in Prospector.

Click into "Contacts" to see:

• What contact visited your page
• Their role in the organization, their location, # of activities
• Last active time on your site

This information can be used to give insight into who is potentially involved in buying decisions and helps you define the buying committee giving you multiple avenues to break into a specific account. 

While viewing your Targeted Accounts activity, you can hover over each activity to access interaction shortcuts for your visitor.  

From here you can, by clicking on the appropriate icon, you can:

• engage the visitor in a realtime conversation
• view the visitors contact page,
• connect with them on linkedin
• email the visitor

Click Opportunities to view open opportunities that have been updated or created within the last three years against an account. Quickly understand why they were closed lost in the past to improve your chances of winning this time around or filter out accounts with open opps if you're an SDR trying to find new pipeline.

How to build your own Targeted Account list

To filter your target accounts, you'll first need to create a saved filter.  To create a saved filter:

1. Go to Activity
2. Use the dropdown to select all accounts
3. Click Create Saved Filter or Filter

In the Pop up: 

1. Enter the name for the filter
2. Set your preferences
3. Select what you'd like to filter from the drop downs.
4. Click Save

Once you have your filters created, you can access them by viewing the Your Saved Filters section of the dropdown at the top of the screen.

Note: It is not possible to create a saved filter based on account engagement score. However, if you navigate to the account engagement section of the "Visitors" tab, you can sort your accounts by engagement score.

In addition, you'll also find all your target account notifications by clicking on My Drift target account notifications.
Note: If you are using the "Page Visited" filter, make sure you type the name of the webpage and not the URL.

Setting Notifications for Target Accounts lists

To enable push notifications and daily digest email notifications for your Target Accounts lists:

1. Click on gear icon
2. Set your preferences and click save

Admin Managed Filters

Admins have the ability to create filters and set filter notifications for individual users and teams. As an admin, navigate to Prospector by clicking on the Prospector tab. Once in Prospector, click filters and set the constraints you want on your filter. Click Save filter to continue the set up process.

On the create saved filter screen you can:

• Name your filter
• Share your filter with everyone in your organization
• Set as a default filter for individual users or teams - this is the view that will show every time a user opens prospector
• Turn on daily digest emails and real time desktop notifications for the selected users

 FAQ

What happens to the account activity if my accounts are deleted from Drift?

Deleting an account stops Drift from tracking activities. If the account is re-imported at a later date Drift will commence tracking activities but will not retroactively populate activity data from the "down time".