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 Software 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. 

Billing Plan: Live View is available on any paid Drift plan, starting with Premium.
 

In this article, we'll cover

• bringing your Salesforce accounts into Drift
• targeting a personalized Account Based Marketing (ABM) message to your targeted accounts

 

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, to do this:

1. Head to your Accounts tab in Salesforce, and edit your view.

 

2. Edit your Accounts View name with the following criteria:

1. Make sure your filter by "all accounts"
2. Set the filter logic
3. Make sure the list is visible to all users

The criteria you need to include in your list is:

• Account Name
• Domain
• Account Owner

If you do not include this information, the sync will not be successful. 

Note: The domain you use to sync an account to Drift must be unique. If you have more than one account sharing the same domain name, Drift will only be able to import one of those accounts.
 

Salesforce Lightning Steps

1 Head to your Accounts tab in Salesforce, click the gear icon and then click New.

 

2. Make sure the list is visible to all users.

 

3. Make sure you filter for "All Accounts".

 

4. Set your criteria that you want to use to filter which accounts will go to Drift.

The criteria you need to include in your list is:

• Account Name
• Domain
• Account Owner

If you do not include this information, the sync will not be successful. 

Map Your Users from Drift to Salesforce

In order to make sure this is successful, you need to map your Drift users to their corresponding users in Salesforce. To do this go to

1. Settings
2. Click Integrations and select Salesforce
3. Mapped Salesforce Users

For an overview on that, check out this doc.

Now, Sync your accounts from Salesforce into Drift:

To do this, you'll want to go to Integrations > Salesforce > Accounts or Visitors > All Accounts > Sync from Salesforce
Be sure to toggle which account lists you would like to be set as targeted accounts. This will ensure that they are delivered the ABM Playbook and Reps can get notifications when these Accounts land on your site!

You can also manually add Accounts by clicking import from a CSV.  For info on how to do this, see our doc on importing via a CSV doc here.

This will ensure that they are delivered the ABM Playbook and Reps can get notifications when these Accounts land on your site!

Note:

For more information on syncing Salesforce account information to Drift please see this doc
Keep in mind: The SFDC Account Owner sync happens once a night if you change mapped users in Drift to Salesforce.  

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

For more information on syncing account properties and account property field types please see our Syncing Account Data doc.

Then, Account Owners should follow their Accounts: 

Each sales rep needs to do this individually in their settings.  To allow notifications from accounts

1. Click your profile icon

2. Select Notifications

 

Scroll down and towards the bottom of your Notification settings page, you should see the option to "Account activity"

If you turn on, "My Drift target account notifications" you will get a mobile or browser notification (if they are enabled) when your Account is live on your website!

You can also now Notify a Secondary Account Owner in addition to the primary account owner when target accounts are online. To enable this setting, go to:

1. Visitors
2. All Accounts
3. clicking on the gear/settings symbol next to Manage accounts

Lastly, set up the ABM Playbook!

To set up an ABM playbook. 

1. Go to Playbooks 
2. Select Create Chat Playbook / Bot Live Chat Playbook
3. Select ABM welcome message as your playbook type. 

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.

We recommend using personalization tokens to make the message personal for your accounts, to do this, click Personalization to browse the available tokens.

In order to have this playbook display for your targeted accounts make sure you add the targeting condition "Targeted Account is True". Add any additional conditions you like!

Advanced Targeting

Set the Frequency to have your Playbook deliver to your audience once, once per 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!

Troubleshooting: 

You might run into 2 problems:

1. 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! 
2. 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: