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Customer Forum

People on your website with open Opportunities

Greta (Workbooks Online) Posted: 2017-05-08 12:56

Prerequisite: This report uses the Web Insights module, and will not work if you’re not licenced to for this feature. Your system administrator will be able to confirm if you have this extension.

Overview

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This forum post is discussed in our 'Web Insights top 3 reports' Success Clinic video. 


This forum post explains how to build the ‘People on website with Open Opportunities’ report which shows Online Activity of People already in your sales pipeline. The report will also show you People who do not currently have an Opportunity, but have been on your website recently.

 

openOpps.jpg


Open Opportunities contain important information such as the key people involved in the potential deal, expected value (amount) and Close Date for your Opportunity. Salespeople gather information during their interactions with the key people, and update the Opportunity as the deal progresses through the sales pipeline, which usually involves updating the Stage. Web Insights allows you to see which key contacts are visiting your website and which pages they are viewing - pricing, offers, types of services and products etc. Web Insights allows your salespeople to gain visibility of activity on your website, which helps them work efficiently, and close more deals in a shorter timeframe.

 

Being able to see which pages People are visiting on your website not only helps you close open Opportunities, but also to cross-sell and upsell to existing customers. It might be that People are visiting web pages about your new product or services, that aren’t part of your current sales pipeline (don’t have open Opportunities). These page views / visits indicate their interest and this can be used by salespeople as a great opportunity to upsell next time they’re on the call with a Person (contact from an existing customer).

 

If a Person has been on your website, but doesn’t currently have an open Opportunity, this can be used as a prompt for salespeople to follow up and generate a new Opportunity based on how active they’ve been on the website and which pages they’ve visited.  Sales or Marketing could also target people (existing customers) that are looking at a specific page detailing a product or service they haven’t purchased before.

 

How do I create this report?

 

Step 1. Create the Report using a Template Report

 

We’ve provided a Template Report (Template - People on your website with open Opportunities).  All you need to do is use the template as a starting point.

 

  1. Start > New > Report > select “Create a report from a template report”

  2. Select the “Template - People on your website with open Opportunities” template

  3. Give the report a suitable name and description on the Main tab of the report editor and click Save.

 

Step 2. Add Custom Web Insights Fields

 

On the Details tab, add the Custom Web Insights fields as columns which were created by the plugin during first setup. These are:

 

  • Insights 30 Days Score

  • Insights 7 Days Score

  • Insights Last Visit

  • Insights Revenue

  • Insights Total Score

 

On the People with open Opportunities tab, add Value columns for:

 

  • Insights 30 Days Score

  • Insights 7 Days Score

  • Insights Revenue

 

You may want to change the order of the columns in the report so they are displayed to your preference.

 

Step 3: We now need to add criteria to only include people that have been on your website recently.  

On the Criteria tab, add the criterion ‘Insights 30 days score > 0’:

 

  • Click Add Criteria

  • Select the Insights 30 days score column

  • Select > and type 0

 

People who haven’t been on your website will have a score of 0, so adding the criterion ‘Insights 30 days score > 0’ will exclude these.

 

criterion.jpg

 

Step 4: Share this Report with those that will be using it.


By default, the report will only be shared with the Users that are a member of the System User Group. To share with a wider audience, use the padlock icon in the top right corner of the report editor. You can find more information at Sharing Reports page.