Find engaged accounts sales has not worked
Accounts that read your content, opened your campaigns and visited your site, with no sales touch in two months. Marketing did its job. Hand them over with the evidence.
The conversation
Sample accounts and numbers, for illustrationYouFind accounts in our ICP that engaged with our campaigns, content or website in the last 30 days but have had no sales activity in the last 60 days, show the engagement and the owner if there is one, and tell me which ones to hand to sales this week.
Unify3 checks · Unify Intent, HubSpot and Salesforce
- Matched website visits, content reads and campaign clicks from the last 30 days to accounts and, where known, people.
- Looked for emails sent, calls logged, tasks and opportunity activity in Salesforce over the last 60 days.
- Kept the accounts with engagement and no activity, and noted the owner where one exists.
Forty-seven ICP accounts engaged in the last 30 days with no sales touch in 60. Twenty-nine have no owner at all; eighteen have an owner who went quiet.
- 47
- engaged, unworked accounts in the ICP
- 29
- with no owner
- 18
- owned, owner quiet 60+ days
- 11
- read pricing more than once
| Account | Engagement, 30 days | People | Owner |
|---|---|---|---|
| Northwind Labs | Pricing twice, integrations, webinar | 3 | None |
| Merridian Systems | Security page, two campaign clicks | 1 | Ana, quiet 74 days |
| Brightpath | Four blog reads | 2 | None |
| Halden Robotics | Docs, pricing, case study | 2 | Chris, quiet 61 days |
Engagement is what the account did. Whether it means anything is decided in the next turn, by depth, not volume.
YouRank them by how far the engagement went and tell me which to hand over this week.
UnifyTwelve are worth handing over now. Pricing and integration pages, repeat visits and more than one person engaging put them there. Four blog reads did not.
- 1Northwind LabsHand over
- 2Halden RoboticsHand over
- 3Merridian SystemsHand over
- 4BrightpathHold
- Depth over volume
- One person reading pricing twice outranks four people reading the blog. The ranking weights the page, the repeat and the persona, not the count.
- Quiet owners
- Halden and Merridian have owners who have not touched them in two months. They go back to those owners with the gap shown, not to a new rep.
YouFor the 18 with an owner who went quiet, show me what the account did in the meantime, starting with Halden.
UnifyChris last touched Halden 61 days ago, and the account has been busy since. The other 17 carry the same view for their owner.
- 61 days agoLast touchChris sent a check-in email. No reply, and no task set after it.
- 12 days agoDocsTwo people from Halden read the routing and API docs.
- 9 days agoPricingOne visit to the pricing page and the plan comparison.
- 6 days agoCase studyThe robotics case study, read to the end, from a campaign email click.
Five of the 18 went deep enough to hand back this week. The other 13 stay on their owner’s list with the gap shown.
YouWhich accounts read our pricing page more than once with no sales activity at all, and who at each one did the reading?
UnifyEleven accounts read pricing more than once with no sales touch. A named reader exists at seven, and the other four are known only at company level.
| Account | Pricing visits | Who read it | Owner |
|---|---|---|---|
| Northwind Labs | 2 | Dana Holt, VP Operations, known from the webinar form | None |
| Oakridge Health | 4 | Two people, one known: Marta Lind, COO | None |
| Fernhill Software | 2 | Ines Varga, Head of Support, from a campaign email click | Sam, quiet 66 days |
| Lumen Freight | 3 | Company level only | None |
A person is named only where they identified themselves, through a form or an email click. Otherwise the visit is shown for the company and the right persona is suggested instead.
YouHand the twelve over with the evidence, and set this to run every Monday.
UnifyTwelve handoffs are out: seven to the routing list, five back to their owners. The check runs every Monday and only new accounts are handed over.
- Northwind Labs · handoffOwner UnassignedRouting list
- Halden Robotics · handoffOwner ChrisOwner notified
- Merridian Systems · handoffOwner AnaOwner notified
Set up
- Seven unowned accounts on the routing list Each with the pages, campaigns, dates and the people who engaged, so the first touch is informed.
- Five owned accounts back to their owners With the 60-day gap and what the account did in the meantime.
- Monday check scheduled Same rule every week. Accounts already handed over are skipped; new engagement at a handed-over account is appended to the owner.
The handoff carries evidence, not a score. Whether the engagement means the account is ready to buy is for the rep to find out.
Engaged but unworked accounts, with and without Unify
Marketing reports engagement. Sales reports activity. Nobody reports the gap between them.
| Without Unify | With Unify |
|---|---|
| Engagement lives in the marketing platform and activity lives in the CRM, and the two are compared once a quarter in a deck | Website, content and campaign engagement is matched to CRM activity per account, every week |
| An account that read pricing three times gets no call because nobody in sales saw it | Accounts engaging with no sales touch in 60 days are a list, ranked by how far the engagement went |
| The handoff, when it happens, is a lead score with no explanation | Each handoff carries the evidence: pages, campaigns, dates, and the people who engaged |
| Accounts with an owner who went quiet look the same as accounts nobody owns | Owned accounts go back to their owner with the gap shown; unowned ones go to the routing list |
Start from this prompt
Make it your own in Unify, then review the results.
Find accounts in our ICP that engaged with our campaigns, content or website in the last 30 days but have had no sales activity in the last 60 days, show the engagement and the owner if there is one, and tell me which ones to hand to sales this week.
What else you can ask for
The walkthrough is one path through this workflow. These are the turns people take most often.
- Owned but quietWhich engaged accounts have an owner who has not touched them in 60 days, and what did the account do in the meantime?Try in Unify
- Pricing readersWhich accounts read our pricing page more than once in the last 30 days with no sales activity at all, and who at each one did the reading?Try in Unify
- Weekly handoffEvery Monday, send me the ten most engaged ICP accounts with no sales activity in 60 days, with the pages, campaigns and the right person at each.Try in Unify
How it changes by who you sell to
- Software
- Software buyers read docs and pricing for weeks before anyone at the account replies to a rep. Ask for accounts whose engagement is rising with no sales touch, weight docs and pricing visits above blog reads, and hand over the pages read, not a score.
- Financial services
- Bank and insurer engagement is quiet and senior: one compliance lead reading a security page twice. Ask Unify to count depth over volume for institutions, and to hand the account to a rep with the exact pages and dates rather than an engagement number.
- Healthcare
- Provider accounts engage from several departments with no coordination. Ask for accounts where more than one department engaged, and hand sales the department map so the first call goes to the one closest to buying.
- Manufacturing
- Manufacturers rarely fill in forms, so the engagement is website visits and a webinar or two. Ask for accounts with repeat visits to product and integration pages, and give sales the plant and the operations contact rather than the marketer who registered.
- Media
- Agencies engage constantly on behalf of clients, which looks like intent and is not. Ask Unify to separate agencies from brands, keep brand-side accounts, and hand over only the ones where a buying persona did the engaging.
Next in events and inbound activation
First-party audiencesBuild audiences from first-party engagementWebsite visits, content reads and campaign clicks are already yours. Combine them with the ICP into an audience that refreshes itself, and split it by who should work it.
+4Post-event follow-upFollow up after an event with the right peopleThe badge you scanned is rarely the buyer. Drop customers and open deals, rank the rest, and add the decision makers who stayed home.- Sales handoffHand email-engaged leads to the right repGive sales a prioritized handoff with the engagement context and a clear owner.
Connect what this workflow uses
Each guide covers the connection, what Unify reads and writes, and what to check before the first run.
- Connect SegmentSend supported Segment events into Unify through Webhook (actions).
- Connect HubSpotConnect HubSpot to Unify, map Company and Person fields, and plan CRM exclusions and supported write-back.
- Connect SalesforceAuthorize Salesforce in Unify, configure CRM field mappings, and choose when to enable writing.
- Connect GmailConnect Gmail to Unify for sequence emails and replies.
- Connect OutlookConnect Microsoft Outlook directly to Unify.
Questions about this workflow
What counts as engagement?
Website visits and the pages read, from Unify Intent or Segment; content downloads and campaign opens and clicks, from HubSpot or Salesforce. Each is tied to the account and, where known, to the person, so the handoff names who engaged.
What counts as sales activity?
Emails sent from a connected mailbox, calls logged, tasks completed and opportunity updates in the CRM in the last 60 days. An account with any of those is not on this list; an account whose owner went quiet is, with the owner shown.
Does this replace lead scoring?
It replaces the handoff, not the score. Instead of a number, sales gets the pages, the campaigns, the dates and the people, and a ranking that explains itself. Use your score as one of the inputs if you want.
How is this different from handing engaged leads to sales?
That page hands over the most engaged people from email. This one starts from accounts, combines website, content and campaign engagement, and keeps only the accounts sales has not touched, so nothing already being worked is handed over twice.