Comments on: New Sales Tools Increase Alignment Between Sales and Marketing http://b2bmarketingpost.com/2009/06/15/new-sales-tools-increase-alignment-between-sales-and-marketing/ Sharing ideas and advice with B2B marketers Fri, 18 May 2012 23:10:20 +0000 hourly 1 http://wordpress.com/ By: Engagement 2.0: A New Mindset for Marketing and an Energized Link Between Customer, Prospect and Sales Team | Silverpop Blog http://b2bmarketingpost.com/2009/06/15/new-sales-tools-increase-alignment-between-sales-and-marketing/#comment-2373 Tue, 10 Apr 2012 18:55:43 +0000 http://b2bmarketingpost.com/?p=367#comment-2373 [...] Ramos with Forrester touched on this in a recent blog post on sales-marketing alignment: “As any rep can tell marketing, no two deals close the same. Learning how buyers buy is a [...]

]]> By: Concluding Our Conversation: Loopfuse CEO Chat, Part III « B2B Marketing POSTs by Laura Ramos http://b2bmarketingpost.com/2009/06/15/new-sales-tools-increase-alignment-between-sales-and-marketing/#comment-891 Mon, 03 May 2010 04:15:06 +0000 http://b2bmarketingpost.com/?p=367#comment-891 [...] lead management vendors include what I call “sales enablement” features in their offerings today – tools that help track a prospect’s digital footprints and summarize [...]

]]> By: Ken Krogue http://b2bmarketingpost.com/2009/06/15/new-sales-tools-increase-alignment-between-sales-and-marketing/#comment-643 Mon, 08 Feb 2010 16:55:37 +0000 http://b2bmarketingpost.com/?p=367#comment-643 Laura,

I think the new technologies have dramatically increased the frequency of touches by an Inside Sales team both initially and by proactively subscribing all lead responses into permission-based lead nurturing many companies are using Inside Sales as the primary instrument of lead generation and sales. Branding then becomes a byproduct by default.

Internally we drink our own medicine with lead generation reps who make 350-400 calls a day each. In the process of making these calls we leave well over a hundred pre-recorded voice messages with significant positioning and branding content, as well as sending at least a hundred emails immediately and subscribing nearly two hundred of these calls to ongoing email/fax/voice message nurturing campaigns.

I would have to agree that branding, though by no means a primary objective of these campaigns, is happening by default as our teams are combining Inside Sales with lead generation and lead nurturing.

Ken Krogue
President
InsideSales.com

]]> By: Inside Sales And Telemarketing Help Boost B2B Brands: Really? « B2B Marketing POSTs by Laura Ramos http://b2bmarketingpost.com/2009/06/15/new-sales-tools-increase-alignment-between-sales-and-marketing/#comment-612 Tue, 02 Feb 2010 00:18:54 +0000 http://b2bmarketingpost.com/?p=367#comment-612 [...] “keeping in touch” with prospects than simply just dialing for dollars.  New sales enablement tools help telesales see what “leads” look at when visiting the site, and can better inform [...]

]]> By: Jep Castelein http://b2bmarketingpost.com/2009/06/15/new-sales-tools-increase-alignment-between-sales-and-marketing/#comment-315 Thu, 25 Jun 2009 02:26:50 +0000 http://b2bmarketingpost.com/?p=367#comment-315 I agree with you (point 3) and with Ian that anonymous lead monitoring has the potential to be distracting. Even though it’s a ‘cool’ feature, I don’t see it immediately add to the bottom line.

Keeping track of identified visitors (ideally real-time) makes much more sense to me. I agree with the points you make for 1, 2, 4 and 5: I’m looking forward to work with my clients to optimize this, and get some best practices in place.

All in all, an excellent article. The best article I’ve read about this topic!

]]> By: Ian Gilyeat http://b2bmarketingpost.com/2009/06/15/new-sales-tools-increase-alignment-between-sales-and-marketing/#comment-298 Tue, 16 Jun 2009 19:18:37 +0000 http://b2bmarketingpost.com/?p=367#comment-298 Hi Laura,

These announcements all appear to be moving the market in the right direction of alligning sales and marketing activities but I hope that one of them will take into consideration the life cycle of the customer and the value of a customer. My impression is that it’s easy to get lost in many activities and lose track of the value of a customer the the relationship that has been built or is in process of being built.

]]> By: Terry Sydoryk http://b2bmarketingpost.com/2009/06/15/new-sales-tools-increase-alignment-between-sales-and-marketing/#comment-285 Mon, 15 Jun 2009 18:19:51 +0000 http://b2bmarketingpost.com/?p=367#comment-285 Hi Laura,
I’m with ActiveConversion. We are not surprised to see these developments. We’re releasing SalesView for ActiveConversion tomorrow which will be our version for SMB sales teams. SalesView was built specifically so that our audience didn’t require a CRM (although we have integration with Salesforce.com as well separate from SalesView). So our opinion is not everyone has Salesforce.

As for anonymous visitors, this is useful because not ALL leads are brand new. It’s just as important to know an existing company (or prospect company) that sales is aware of is visiting . Also in our market, this feature along with using our integrated Jigsaw lookup has been very popular for sales because they may not have a telemarketing group, or don’t want to wait for that group.

We also have lead trending, an alerts dashboard, integration with our Outlook plug-in and the ability for sales to add leads to a drip campaign. Contact me if you would like a demo.

Cheers, Terry.

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