Who can use this feature?
How It Works
When you set up a goal, you'll add criteria to describe the sales or marketing objective you are trying to achieve. Our modeling engine then analyzes information from your systems of record and The Network of RecordTM and sorts information into four categories: New, Open, Won, and Lost. These categories are used to identify which prospects you want to market to and which prospects you don't want filling your pipeline so you can make informed data-driven decisions to get the best ROI.
New records are net-new prospects you can get from The Network of Record. They're not yet in your system of record.
Open records are leads, accounts, and contacts in your system of record that you want to actively market or sell to.
Won records are leads, accounts, contacts, and opportunities in your system of record that have already met your sales or marketing criteria. For example, a record that has converted from a lead to an account, or an opportunity record whose stage is Closed Won. Won records may have present up-sell or cross-sell opportunities.
Lost records are leads, accounts, contacts, and opportunities in your system of record that have been rejected or disqualified.
Add a Goal
We recommend that your first goal be specific to a funnel stage, such as MQL. When your first goal focuses on the top of the funnel, you'll have more data to work with and a more accurate view of existing patterns and expected outcomes, so your insights and segments are more actionable. For best results, we recommend that you use a goal that includes at least 5000 Won and 5000 Lost records.
- From the Goal menu, select Manage Goals.
- Click New Goal.
- Define your won criteria by describing business you want more of. Decide whether your Won criteria need to meet any of the rules you set or all of them.
- Define your lost criteria by describing business you want less of. Decide whether your Lost criteria need to meet any of the rules you set or all of them.
Example Goal For Optimizing Marketing Qualified Leads
This goal defines when the lead qualification threshold for MQL has been surpassed and Sales is now actively pursuing this qualified lead.