My Book of Persons

This feature is still in Beta and not accessible to the public yet.
Want to try the feature early? Get in touch with your CSM or product@madkudu.com.

The Book of persons is a feature that allows you to see/manage all the people associated with your accounts, and view the individual leads/contacts assigned to you. Think of it as a centralized database for viewing all the prospects and leads within your territory! Configuring your Book of persons and Book of accounts allows MadKudu to provide relevant matches based on your playbooks, and track relevant signals from prospects.

Your Book of persons includes:

People inherited from your Book of accounts. If you own an account, you automatically inherit the people associated with it. For example, if you own the StartUp account, your Book of persons will have: tom@startup.com, macy@startup.com, and so on.
Individual leads or contacts assigned to you. There are people directly assigned to you from Salesforce using the ownerId field, even if they are not tied to an account. For example, if chris@startup.com is assigned to you but not linked to an account, they will still appear in your Book of persons.

Why is Book of persons important?

This feature is important because it allows leads and contacts to be assigned at an individual level to sales reps, not just at the account level. This makes sure that every lead or contact is assigned to the correct sales rep, even if the lead does not belong to an account yet. For SDRs/BDRs, who have lead or contact level ownership, this makes sure no prospect is missed.

With Book of persons, all individual leads and contacts are included in your playbooks, which prevents valuable prospects from slipping through the cracks!

Book of persons also ensures that MadKudu tracks signals and gives recommendations to you based on your people — not based on people from other accounts.

Book of persons vs Book of accounts — Why have both?

Your Book of accounts allows you to view and manage the accounts you own, or accounts you may follow. For AEs, and team members who typically handle accounts, this will allow you to get recommendations and track signals based on the accounts you own. Sales managers, and members of the Ops teams, will also be able to track account owners on their sales team.

The Book of persons, on the other hand, focuses on individual people. It includes individual leads and contacts pulled directly from Salesforce, and all the people inherited from your Book of accounts. This is relevant for SDRs and BDRs, who tend to focus on individuals rather than accounts.

Who benefits from each?

SDRs/BDRs

You get a clear view of the individual people assigned to you, even if the lead/contact is not tied to an account. This way, you can engage with and track the right leads, without missing out on anyone.

You can view all the individual people from accounts you own, since the Book of persons inherits from your Book of accounts. You can see a broad view of the accounts you own in Book of accounts, but you can also track key decision makers using Book of persons.

Sales Managers and Ops teams

Your Book of accounts will allow you to track account owners on your team. Book of persons will allow you to focus on sales reps who may not be responsible for accounts, but primarily work with leads and contacts.

Use Cases

There are a different use cases you may fall under for the Book of persons feature. For example:

You are an AE who only owns accounts.

Let’s say you own the accounts: StartUp, Snapper, 123Software, and DevCon.
Your Book of accounts will show all four of these accounts.
Your Book of persons will automatically inherit all the people from your Book of accounts. For example:
- From StartUp, peter@startup.com, macy@startup.com…
- From Snapper, tom@snapper.org…
- And so on…

You are an SDR who does not own any accounts, but you have been assigned leads/contacts.

Let’s say you have a lead, tom@startup.com, but there is no StartUp account tied to him.
Without the Book of persons feature, tom@startup.com might not appear in your playbooks because he has no assigned account.
With Book of persons, tom@startup.com can still be assigned to you, even if he is not tied to an account.
Since you do not own account, your Book of accounts will remain empty.

You are a Sales Manager who wants to track your sales team’s assignments.

Let’s say you manage 1 AE (Robin) who owns accounts, and 2 SDRs (Tom and Macy) who do not own accounts.
If you track Robin, your Book of persons will inherit all the people from Robin’s account.
If you also want to track Tom and Macy, you can look them up in Book of persons to see all their assigned leads and contacts.
Now, your Book of persons will show:
- Robin’s people (from her accounts).
- Tom and Macy’s assigned leads/contacts.

How to Configure Book of Persons?

If you are a seller, your Book of persons is likely already configured. However, if you want to follow account owners or lead/contact owners, you can configure your territory with these easy steps!

Log in to the Sales Copilot
On the upper righthand corner of the screen, go to your profile icon.
Find the My Territory tab under Personal Settings.

In the Configure my territory page, you should see both Book of accounts and Book of persons.

If you own accounts, you should be able to see your name as an account owner in Book of accounts.

If you do not own any accounts, you should be able to see your name as a lead/contact owner in Book of persons.

In the search bar below “Book of persons,” you can search for lead/contact owners that you would like to track based on lead/contact ownerIds.
In the search bar below “Book of accounts,” you can search for account owners that you would like to track based on account ownerIds.

Once you are finished, don’t forget to save your configuration with the blue button at the bottom of the page.

Now you are all done configuring your Book of persons. It’s as easy as that!

Need Help?

If you encounter issues or have questions, contact your CSM or email us at product@madkudu.com.