Purpose & scope
This guide explains how Customer Success (CS), Revenue Operations, and Sales teams should use the Website Visitor Reveal feature (WAL) to discover, qualify, and act on account- and contact-level website activity. It describes the user flows, key fields, qualification criteria, post-qualification behavior (TAL / TCL / WAL), best practices, and troubleshooting steps — all written for delivery to CSMs and SDR/BDR teams.
Quick summary
WAL shows visitors at Account and Contact level with columns such as # Visits and Last Visited Date. Views are editable.
You can select accounts/contacts and qualify them. Once an account is qualified:
The account appears on TAL as a qualified account.
All contacts for the account are added to TCL within 48 hours.
WAL marks the account as Qualified immediately.
Clicking an account/contact opens a side drawer with qualification date, intent keywords, and qualification status (Qualified / Not Qualified / Unknown).
The Webpages view shows funnel-stage metrics (TOFU, MOFU, BOFU) and depth of engagement to help prioritization.
Key terms & acronyms
WAL — Website Visitor (the Website Visitor Reveal feature).
TAL — (Platform) list where qualified accounts surface.
TCL — Contact list where contacts are synced after account qualification.
TOFU / MOFU / BOFU — Top / Middle / Bottom of Funnel (content classification used to assess visitor intent and depth).
Navigation & first look
Where to find WAL: Open TAL and navigate to the Website Account List . The WAL view exposes two primary tabs: Accounts and Contacts, plus the Webpages view.
Visits
Last Visited Date
Qualification Status
Intent Keywords
You can edit which columns are visible and save custom views for repeated usage.
Detailed step‑by‑step workflow
Each step below explains why you do it and what to expect.
🔐 Step 1: Log in to your Sprouts account
The user enters their credentials and logs into the platform. After a successful authentication, the user is directed to the main dashboard.
From this point onward, the user has access to all modules and navigation items that are enabled for their role.
Action | Description |
Log in | Use your Sprouts account credentials. |
1) Inspect visitors at the Account level
Open WAL → Accounts.
Use the required filter to set a timeframe (e.g., Last 30 days).
Sort by # Visits or Last Visited Date to surface high-activity accounts.
Use the filter to filter an account by chosen criteria .
Click an account to open the side drawer for more context (see Side drawer section).
If an account looks promising, use the checkbox at left to select the account for qualification.
Tips: Save a custom view that shows only the columns your SDRs care about (e.g., # Visits, Last Visit,).
2) Inspect visitors at the Contact level
Switch to WAL → Contacts ( open an account and choose the Contacts tab).
Filter by account, email domain, or qualification status.
Sort by Last Visited Date.
Click a contact row to open the side drawer and inspect activity tied to that individual.
Use case: A contact visiting product pricing or trial pages (BOFU) is high priority even if overall account visits are low.
3) Customize columns & save views
Click edit view.
Add or remove fields.
Reorder columns by dragging.
Click Save view.
4) Select and qualify accounts
Select one or more accounts using the checkboxes.
Click Qualify .
Optionally: you can source the contacts also.
Confirm the qualification.
Immediate system behaviour:
WAL marks the account as Qualified instantly.
The qualified account is surfaced on TAL (qualified accounts list).
The system begins syncing the account's contacts to TCL; expect all associated contacts to appear in TCL within 48 hours.
5) Use the side drawer (details view)
When you click an account, the side drawer shows the summarized activity and qualification metadata. Key fields:
Qualified on — the date the account was qualified.
Qualification status — Qualified / Not Qualified / Unknown (Insufficient data).
# Visits — total visits in the selected timeframe.
Last Visited Date — absolute timestamp of last hit.
Intent keywords — extracted search/URL keywords that indicate interest (e.g., "pricing", "enterprise trial").
Top pages visited — list of the most-visited pages and the funnel stage for each.
Website visit timeline
How to interpret status:
Qualified: the account meets your rubric and is ready for outbound or CSM engagement.
Not Qualified: the activity suggests no immediate opportunity (e.g., only TOFU visits, low frequency).
Unknown: not enough data — wait for more signals or enrich data via third-party sources.
Webpages view: TOFU / MOFU / BOFU and depth of engagement
The Webpages tab classifies pages into funnel stages and shows how deeply visitors engage in each.
Definitions:
TOFU (Top of Funnel): Contains broad awareness content like blogs, resources, and inspirational articles. Typically, these pages drive initial discovery and early engagement.
MOFU (Middle of Funnel): Includes content designed to nurture interest and educate prospects about solutions. Examples: case studies, feature explanations, event pages.
BOFU (Bottom of Funnel): Lists high-intent pages that indicate purchase readiness, such as pricing, templates, and solution-specific checklists.
Visitor counts:
Each page card shows the number of visitors and engagement signals (e.g., clicks, manual tags). In the screenshot, they currently show 0 Visitors, but live data populates these counts.Search & Filter:
A search bar (top-right) allows filtering by keyword (page titles, categories).
A date filter lets you analyze engagement across a defined period.
Expandable categories:
Categories like Blog or Checklist-Template group multiple pages. Clicking “+X more” expands the list of underlying content items.Manual categorization:
Tags like Manual indicate that a page’s funnel classification has been manually set rather than system-detected.
How to use these signals:
High TOFU only: nurture with content; lower outbound priority.
High MOFU: consider targeted content or demo offers; medium priority.
Any BOFU activity: immediate follow-up recommended — high priority.
Depth example: An account with 6 total visits last 14 days that included 2 BOFU page visits and an average session time of 5+ minutes: treat as high intent.