What this is
Pursue is where sales acts on accounts that have completed validation. It tracks how many accounts have been passed to sales, claimed and worked by sellers, and the resulting pipeline and revenue influence.
This section includes a dashboard, sales engagement tracking, a seller-facing workspace, pipeline influence reporting, and sales alerts.
Dashboard
The Dashboard ("Pursue Opportunities") summarizes sales activity and pipeline impact for a selected reporting window, adjustable via Filters.
Sales Engagement
- Accounts Passed to Sales: accounts handed to sales, with a link to Sales Engagement
- Accounts Claimed by Sales: accounts sales has accepted ownership of, with a link to review claimed accounts
- Accounts Worked by Sales: accounts with recorded seller activity, with a link to review worked accounts
- Tasks Generated by Sales: with a link to view task activity
Pipeline and Revenue Influence
- Pipeline Influenced: with a link to view opportunity detail
- Pipeline Accelerated: with a link to review acceleration
- Revenue Influenced: with a link to view revenue influence
Sales Engagement
Shows account-level acceptance and seller activity for accounts passed into Pursue.
Four summary cards: Claimed Accounts (accounts sales has accepted ownership of), Worked Accounts (accounts with seller activity), Tasks (qualifying stored CRM activity records), and Touches (total touches recorded, noting how many were booked meetings).
Account Activity
A table showing account-level detail on acceptance, work, tasks, touches, and the latest seller activity. Columns: Account, Passed to Sales, Claimed By, Worked, Tasks, Touches, Meetings, Last Activity.
Seller Experience
Propensity for Sales helps sellers prioritize pursuit-ready accounts, manage the initiatives they own, and act on current seller guidance without leaving the sales workflow.
It's organized into four tabs: Queued, Working, Sales Metrics, and AI Insights.
Pipeline Influence
Pipeline Influence
Reviews opportunity creation, impression-based acceleration, and Closed Won revenue for the selected reporting window.
- Opportunities Influenced: opportunities represented by created, accelerated, or Closed Won evidence
- Opportunities Created: opportunities created in the selected window
- Pipeline Influenced: total value of opportunities created in the selected window
- Pipeline Accelerated: opportunity value with a recorded account-level ad impression after creation and before close
- Revenue Influenced: Closed Won opportunity value in the selected window
Opportunity and Deal Detail by Account
A table reviewing opportunity value by creation, qualifying post-creation impressions, and Closed Won outcome. The table contains the following columns:
- Account
- Opportunity/Deal: the opportunity's CRM record ID
- Stage: the opportunity's current stage, such as Engaging, Interest Confirmed, Evaluation, Decision, Closed Won, or Closed Lost
- Influence: how the opportunity qualifies as pipeline-influenced, such as Created or Impression after opportunity creation, attributed to its source system (for example, Salesforce)
- Pipeline Influenced (the same as defined above, broken out per opportunity)
- Pipeline Accelerated (the same as defined above, broken out per opportunity)
- Closed Won Revenue (the same as defined above, broken out per opportunity)
- Last Sales Activity
Sales Alerts
Sales Alerts let you notify your sales team when a contact becomes hot or visits your website. Each alert has an Alert Target, Alert Criteria, a description, and a Status (Active or Inactive), and can be edited or removed from this table. Click Add Alert + to create a new one. Alerts can be Slack, Salesloft, Webhook, Email, or Apollo.
Important Notes
- An item appearing in the queue doesn't confirm a seller has accepted it. Check the resulting status after taking an available action, such as claiming or rejecting the item
- Passed and Claimed metrics track distinct handoffs, which may not represent unique companies
- Influence reflects an association, not proof that a specific activity caused an opportunity to progress or close
- Not every opportunity includes a pipeline amount or a closed outcome. Use the measures shown for each row rather than assuming every opportunity has a value
- Saving a sales alert and receiving one are separate events. Confirm delivery through the actual alert received, not the saved configuration alone