Managing Visitors and Prospects
Account Engagement helps you acquire, qualify, and convert prospects into customers. Everything starts with an unidentified visitor. After visitor provides an email address, you have a prospect and you’re ready to go. Assign prospects to users and create opportunities to track the customer journey.
Required Editions
| Available in: All Account Engagement Editions |
- Anonymous Visitors
An anonymous visitor is someone who has visited a page with your tracking code on it, but hasn’t converted to a prospect yet. Prospects are visitors who have an associated email address in Account Engagement. - Active Prospects
An active prospect has performed an activity, such as submitting a form, visiting a page, or clicking a link. Active prospects have a green person icon next to their name. A prospect who has never been active has a red person icon. - How a Prospect’s Source Field Is Populated
The value in a prospect’s source field is determined by the referring URL. The referring URL is the page the visitor was on before they visited a page with tracking code for the first time. Account Engagement pulls in source data when the referring URL is present and matches up with the expected website for a given vendor. - Prospect Audits
Each prospect record includes an audit table that displays details about changes to the record. - Prospect List Table Views
Marketing, administrator, and sales manager users can change the prospect table view to sort and filter prospects by category. - Prospect Table Actions
Apply mass actions to the prospect table without having to use an automation rule. You can select the entire table or individual prospects. - Add Prospects Manually
If you often meet prospects in person or want to test a prospect record, you can create a prospect record manually. - Assigning Prospects
Assign a prospect to an Account Engagement user to give the user ownership of the record and sync it to Salesforce. You can manually assign a prospect or use automation rules and completion actions to assign a prospect to the appropriate rep based on activity and information. - Delete or Undelete Prospects
When you delete a prospect, the record is moved to the recycle bin. From the recycle bin, you can restore the prospect or permanently delete the record. Deleting a prospect doesn’t delete the record that it’s syncing with in Salesforce. - Merge Prospects
Duplicate prospects sometimes end up in your database. You can merge up to three prospects at once and select one to be the primary. When merged, the activities of the merged prospects are aggregated, and Account Engagement recalculates the primary prospect’s score. Non-primary prospects are permanently deleted and don’t go to the recycle bin. - Export Prospects
Export prospects in CSV format to perform a bulk update, fix sync errors, or use prospect data for external reporting. - Importing Prospects
You can import a CSV file of new prospects or perform a bulk update of existing prospects. - Tracking Prospect Field Updates
The Updated At field displays the date and time that the prospect record was last updated. Account Engagement users and prospects can trigger changes to this field. - Tracking Most Recent Prospect Activity
The Last Activity field shows the date and time a prospect last interacted with your marketing assets. The field updates when a prospect takes an action, such as clicking a link or submitting a form. Most prospect activity updates the Last Activity field, but there are some exceptions. The field doesn’t update if the activity is the initiated by an Account Engagement user, such as sending an email. - Managing Prospects with Excessive Tracked Activity
When a prospect’s activity levels are high enough to impact performance for your business unit, Account Engagement pauses activity tracking for the prospect. Often, this level of activity is the result of a bot. - Prospect Actions
In Account Engagement, actions are applied to prospects in various ways. Not all actions are available in every type of asset. Automation rules, completion actions, engagement programs, and segmentation rules have different available actions. - Manage Prospect Mailability
You can view and edit a prospect’s mailability status on their prospect record in Account Engagement. If a prospect asks to be opted in or out, you must complete their request manually. You can also use the Do Not Email field to suppress prospects from marketing emails. - Prospect Accounts
A prospect account groups prospects that work for the same company under the same umbrella, keeping all the information about the company in one place. Use prospect accounts to reduce duplication and keep information consistent across prospect records. If you use Salesforce, this account information syncs from Salesforce to Account Engagement.
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