Tip #5 – Arm Sales with Intelligence with Sales Insight

Tip #4 – Celebrate Wins and Build Alignment with Sales
8th Dec
Tip #6 – Don’t Forget Your Plain Text Email
10th Dec
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Don’t bring a knife to a gun fight. Give Sales what it needs to succeed.

We have released ten marketing automation tips to make you a little more productive. Like presents, some are small, some are big–but enjoy them all.

Today’s Tip: Arm Sales with Intelligence with Sales InsightGunfight

In yesterday’s Celebrate Wins and Build Alignment with Sales postI spoke about the importance of communication in building Sales and Marketing alignment. Like any relationship, that takes time.

How can Marketers start providing value to Sales quickly?

If there is one area where organizations can earn a “Quick Win,” it’s Marketo’s Sales Insight.

Sales Insight is a Marketo add-on app that gives Sales the proper weapons to sell effectively–it puts valuable marketing information at the rep’s fingertips–pages visited, interesting moments, lead scoring and other key activities.

Sales Insight will provide instant value to Sales while Marketing works on the longer term communication activities. Timewise, we’ve helped companies setup Sales Insight in less than an afternoon complete with some basic Interesting Moments. The next step is training and rollout which can vary depending on an organization’s internal policies.

SalesInsight

Sales Insight Sits within the CRM to Provide Real-Time Access to Marketing Activity

Some General Rollout Guidelines

Here are a few things to consider for Sales Insight implementation. If you need help with any, let me know.

  • Setup Interesting Moments to start collecting data. Jeff Shearer (@TheJeffShearer) has some great tips on how to leverage tokens in tip #14  in his 15 Marketo Protips article.
  • Get you CRM Admin on board to get Sales Insight setup within the CRM. Marketo has the process pretty well documented but you will have to make a few decisions along the way.
  • Send a heads up email to Sales to build excitement.  Encourage them to spend 5 minutes watching this Marketo Sales Insight video.
  • Develop a 1-2 Sales Insight training document.
  • Schedule a 30-60 minute training with Sales to roll out Sales Insight.

For those of you Indiana Jones fans, here’s the video from the famous gun fight scene from Raiders of the Lost Arc.

Other Tips from the Series

DYN

Josh Verrill

Services: Strategy, Assessment, Ongoing Services

“RevEngine Marketing has helped Dyn reach amazing results. Within 60 days, REM helped Dyn establish repeatable best practices to improve marketing efficiencies over 50%. That enabled our business owners to focus on the business, not on our system.
With REM as our long term partner, we’ve seen marketing’s contribution revenue double over the past year. REM has helped us achieve success with everything from managing the lead lifecycle to gaining visibility into marketing effectiveness.”

451research

Coming soon…

Clavis Insights

Helped find the gaps in Solix marketing process to put on path for 5X improvement.

Centage

Created efficiencies reducing webinar setup time and other programs by 50%+.

Reduced reporting time on key video watching program by 10x. Insights now take minutes as opposed to hours.

Clavis Insights

Established best practice program and landing page strategy to streamline ongoing marketing as much as 50%.

Provided vision into marketing influence by creating multi touch attribution model to measure the impact of various touch points.

DYN

1. Created marketing efficiencies reducing day-to-day workload for select campaigns by 30%+.

2. Identified approx $1 million+ in bad/old data to cutting Marketo license costs, improving personalization and boosting marketing results.

3.Streamlined Marketo performance 30%+ with in-depth performance audit to disable old campaigns, eliminate unnecessary fields and optimize CRM sync.

4. Improved nurture journey reducing staffing 1/4 resource (or $25K) the time of sending manually.

Bullhorn

Created efficiencies reducing webinar setup time and other programs by 50%+.

Reduced reporting time on key video watching program by 10x. Insights now take minutes as opposed to hours.

DataGravity

Coming soon…

Fusion

Boost engagement by 167% including a 12X single day improvement leveraging a Triple Touch Methodology.

IngramMicro

Coming soon…

Kewill

Coming soon…

USAA

Develop a Second Chance nurture strategy to boost engagement 2X for previously unconsumed content.

Yearup

Coming soon…