Work your book

Prioritize accounts and choose your next conversation.

Overview

Your book of business brings together the companies assigned to you, account research, and suggested prospects. Use it to decide where to spend your time and prepare for your next conversation.

Your team’s engagement policy defines which accounts belong in your book. If you need to understand which accounts you can claim or contact, start with account eligibility.

Choose an account

Open your book of business and review the accounts near the top. Rankings take account fit, timing, signals, and engagement history into consideration. The table helps you compare that context across accounts:

Column	What it tells you
Fit	How closely the company matches the customers you are looking for.
Timing	Whether the available research suggests a reason to reach out now.
Signals	Events and activity that may make the account relevant to your outreach.
In sequences	How many people at the company are already in active sequences.
Last Sales Activity	The latest sales activity recorded for the company.

Fit and timing range from Poor to Great. Open View book ranking to see the signals your team uses to prioritize accounts. If your team allows you to adjust them, this control appears as Customize book ranking.

Prepare your outreach

1. Review the account context

   Click a company name and open Intel. Review the fit and timing explanations, the history of your team’s interactions, and the supporting signals. Use this context to decide whether to begin a new conversation or follow up on an existing one.

2. Choose a prospect

   Review Key prospects in the account’s intel. Each recommendation explains why that person may be relevant to your outreach.

   You can also expand the arrow beside a company in your book to see prospect cards. Click a person’s name to review their details, or click the card to open the account’s intel.

3. Plan the next conversation

   Review Angles in the account’s intel for suggested ways to approach the conversation. Check the supporting context, then click the prospect’s name to review their recent activity before choosing your next action.

   From the person’s details, create a task for a follow-up you want to handle yourself or enroll them in a sequence. Unify checks your team’s engagement rules when you take the action.

Save a useful view

Use views to return to a focused set of accounts. For example, filter for strong fit when planning new outreach, or use an engagement-status view to revisit accounts your team has already worked.

1. Choose filters and columns

   Click Filter to narrow the book by status, fit, timing, or company. Open Display options to choose and arrange the columns you need.

2. Save the view

   Open the view menu above the table and choose Create new view. Give the view a name and click Create view. It saves your current filters and column layout as a personal view.

   When you change an existing view, click Save to keep the changes or Reset to return to its saved settings.

Questions

What if an account has no intel?

Open the company’s intel and click Generate intel. You can also select companies in your book and generate intel for them together. Generation can take several minutes.

Your administrator controls intel availability and your monthly manual-run allowance. If generation is unavailable, ask them to review these settings.

Why is an account missing from my book?

Your team’s policy uses an ownership field to determine book membership. Ask your administrator to check the account’s owner and your policy assignment. You can review the ownership field in your team’s rules.