Accounts

Last update: August 27, 2026

Topics:
Integrations

CREATED FOR:

User

The account view combines AI-generated research, recent news, open opportunities, pipeline value, and engaged contacts. Use this information to understand and prioritize an account before you reach out.

Open an account

Open an account from the profile of a prospect associated with it.

Select Prospects in the left navigation and open a prospect. See Prospects.
On the prospect detail page, select the Account tab.

Prospect detail page with Person and Account tabs {width="800" modal="regular"}

Sales Qualifier identifies the account from the prospect’s CRM record. The same account view is available from every prospect associated with that account. If Sales Qualifier cannot match an account, the tab shows No account found.

NOTE

The available sections and metrics depend on your CRM, your organization’s configuration, and the account data. If a section described here does not appear, the required data or feature is not configured.

The account view has two tabs: Details and Account Research.

Review the account details

The Details tab gives you a snapshot of the account and its pipeline.

Account overview

The overview card at the top of the tab identifies the account and summarizes its value:

The account name and region
Annual recurring revenue (ARR)—The annual recurring revenue across all active subscriptions. Select View All to review ARR by product in the Annual Recurring Revenue dialog.
Account statistics, including open opportunity and contact counts and the pipeline value

Account overview summary

The Account Overview panel summarizes the account based on CRM data and Account Qualification Agent research. If research is in progress, the panel shows a loading state. If research is unavailable, the panel shows a message.

Account insights

Use the buttons below the overview to switch between account views. The available views depend on your CRM and configuration:

View

What it shows

Opportunities

Open opportunities linked to the account, with key fields for each. Select View all to see the full list in a table. Opportunity details, such as stage, type, and close date, can also be used to filter the account’s contacts in My Opportunity Contacts when an administrator makes those fields filterable.

Top Members

The account’s top engaged contacts, ranked by engagement. Each contact shows their job title, email address, engagement score, and urgency indicator.

Intent data

Buying intent signals for the account, such as the products and topics the account is researching.

Account Team Members

People assigned to the account, with their email, job title, territory, and product group.

CRM fields

Account fields imported from your CRM, as configured in inbound mapping. See Integrations.

From the Top Members view, take either of these actions for a contact:

Add to Outbound Workflow—Enroll the contact in an Outbound Workflow.
Add to Marketo campaign—Trigger a Marketo campaign for the contact.

Research the account

The Account Research tab contains three areas:

Research categories—Research topics. Select a category to view its research in the center pane.
Research content—AI-generated research cards grouped by category. A card can include the source domain and the dates when the signal was first and last detected.
Recent news—Current news about the account, including dates, tags, and source links.

Account Research tab {width="800" modal="regular"}

If research or news cannot load, each area offers a Reload action to try again.

Use account intelligence in outreach

Account intelligence is most valuable when it shapes what you send:

Reference a recent news item or research signal to make your opening relevant instead of using a generic pitch.
Check open opportunities and pipeline value to decide whether to prioritize the account.
Use Top Members to identify who to contact, then enroll them in an Outbound Workflow.
Ask AI Chat to develop positioning for the account before a call.

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