Marketing Reboot: Missing Opportunities to Accelerate Your Sales Team?
On November 8th, we had our Marketing Reboot webinar where we highlighted how you can empower your sales team with tools that will streamline and prioritize their workload, without leaving the CRM.
Thank you to everyone who participated in this webinar. Below is the video recording, slide deck, and Q&A.
- Percentage of Time Sales Reps Spend on Tasks
- Complexity for B2B Companies
- Customer Journey has Changed
- Act-On’s Impact on Sales
- Sales Enablement Demo
- Adaptive Journey
- Act-On Vision
- Engagement Optimization
Questions & Answers
- Q: I would like to start using the Act-On Sales Prospector, but don’t want to come across as Big Brother for a prospect. What are your suggestions?
A: You want to understand when somebody's on your website and when they're interacting with you, but you don’t want to give the impression that you’re following their every move. For example, if somebody’s on your webpage, and suddenly we call you, they’re going to be taken aback. Give it time, let the website prospector and the tracking do its job.
You wouldn’t have enough information on a prospect when they’re visiting your homepage, but when you use tracking, you will start that they went to a specific product page to look at pricing, implementation, and resources. You will lose all this information when you contact someone as soon as they’re on your homepage. If you contact them right when they're on your homepage, you're going to lose all that information, but with more time, you’re going to start seeing valuable data.
Prospect information is added to Act-On in real-time, so we suggest giving them more time to browse your website, and get more accustomed to your brand before calling.
What we’ve noticed with people on our website, is we see them signing up for newsletters, receiving and opening them, and then signing up for multiple webinars, but they are not then reaching out to us for a purchase, and when approached, they say that they are not interested. We realized that there might be an internal roadblock within their company, so we changed our message when we were reaching out, to try to push it into a purchase. Having the Sales Prospector tool integrated with CRM, where a sales rep can check and gain information, shows you the full gamut with a particular lead or contact.
- Q: We have a large sales team. How much is it going to cost us to have 42 sales reps in Act-On?
A: You automatically have 50 sales users included within Act-On, and that gives them access to the Website Prospector, to the marketing emails, at no additional cost.
For a growing sales team, we realized that not every single sales rep wants to log in to Act-on, so we set up a generic email and created and Act-On user with it. It sends our sales team all Prospector reports and alerts, and as more sales reps come aboard, they immediately start to receive all those Act-On updates. If you have a large sales team, this is a very effective way sending Sales Prospector reports to everyone.