Your sales team has always been standing as the pillar of your business, and it’s time to show them some love. Suppose you are thinking about how you need to simply streamline and automate repetitive sales tasks of every sales personnel by upgrading your marketing automation game. To help you further, Marketo Engage developed Sales Insight, considering the technological need to upgrade the sales team service to better coordinate with its marketing service.
Marketo Engage developed this platform to empower the sales team with the knowledge and analytics needed to convert more leads and create better sales opportunities. Marketo Sales Insight (MSI) is a native Salesforce application that aligns sales and marketing teams in strategy and execution. It can help the sales team understand and prioritize the greatest potential leads to engage in a personalized conversation with the lead. But an MSI can be installed by Salesforce users only if your marketing system has Marketo integration.
How Does MSI Work?
MSI has the power to monitor the real-time web activity of potential leads. It keeps track of the digital body language of qualified leads and adds them to the watch list. This enables the sales team to decide the right time to contact the lead and make the right sales pitch. Moreover, the sales team can track down the customer web activity and analyze MSI’s interest areas. Tracking every anonymous web activity gives an idea of how, when, and where the company is attracting leads, based on which, the company can expand its target area.
Benefits of MSI
MSI has a lot of added features that help boost lead conversion. Its data-driven sales services offer a single glass pane for every customer engagement form throughout the customer journey. Here is a list of benefits users can gain by using MSI:
Better email marketing
MSI helps send Marketo Engage emails and track them by generating and providing all the metrics related to marketing emails sent using Marketo. Information such as email sent date, open date, clicks, and follow-ups, along with the entire email conversation, helps the sales team frame a more accurate sales approach.
Get lead movement notification
You need to keep track of all the moves a lead makes in their customer lifecycle to better engage with your potential customers. But with so many leads to follow, it can be difficult to track every lead score update. MSI gives every sales rep regular updates on the leads they follow by turning the lead notification on for interesting moments – more on this in the next section.
Find ‘lead interesting” moments
With information such as downloaded resources, forms filled out via Marketo Engage services, search terms used, and timestamps, you get a closer look into a potential customer’s interest. MSI provides a comprehensive view of the past customer and helps understand customer trends and current needs. With increasing demand and rising competition, integrating MSI will give you a competitive advantage.
Best Bets
This MSI interface collects the digital body language of leads to help sales reps prioritize their activity. Based on the parameters established by sales teams, the Best Bet automatically makes a list of leads to follow, keeping the hottest one on the top, and prioritizing based on quality and urgency.
It integrates directly into your CRM
The Lead Feed gets updates via RSS feed to enable the sales team to easily access key customer insights, with real-time customer updates even when the sales team is not working in their CRM. This ensures that no critical lead insights get neglected.
Microsoft Outlook integration
MSI has Microsoft Outlook integration capability, and since most sales reps use Outlook for its convenient features, this partnership offers a great advantage. With a library of email templates to choose from, sales reps can create new emails easily and accurately with Outlook email.
MSI has been well-curated to serve the absolute need to fill the gap existing between the sales and the marketing team, and thus it increases lead score at a faster rate. This entire procedure allows the sales team to reinforce their approach toward a selling journey or addressing customer concerns.