The evolution of the buying process that has created a shift of control to the consumer has forever changed the way sales and marketing approach and engage their prospects. No longer can sales people send generic, untailored messages regardless of the stage of the buyer. Sales people today must be agile in their approach to successfully connect with the modern B2B customer of today. Having a true insight into the behavior of the buyer and customizing the approach based upon their needs has become the base for successful salespeople.
Not only do B2B salespeople struggle to tailor the customer journey to prospect needs they also can spend up to ‘30% of their time looking for the right content to serve their customers’. Marketing spends time creating awesome and effective content only to have the sales person unable to locate it and often times just recreating it. This massive duplication of effort is a negative impact on the sales pipeline by pulling salespeople away from prospecting thus causing frustration, lost revenue opportunities and creating a larger divide between sales and marketing teams. To mend this challenge of sales and marketing alignment, sales people need real time data on their buyers and easy, anytime access to relevant content that can be seamlessly sent to prospects.
Oracle Marketing Cloud is proud to announce enhancements to our powerful set of Sales Tools (Profiler and Engage) that are further fueling the flexibility and mobility of our sales tools suite. Our new Google Chrome extension for Profiler makes it easier to find and engage with prospects while doing prospect research. While browsing a site or LinkedIn a sales rep can be alerted to all of the prospects they are tracking from a particular account creating true visibility into a prospects interests. Sales people can match contacts by domain, LinkedIn and email, increasing the overall efficiency of prospecting. With new localized version of Profiler sales teams can utilize Profiler across the globe.
Engage is now available in a mobile-friendly version. Sales reps can now easily create campaigns from any device creating real time engagement and enhancing overall productivity. Creating a sales email on the fly has never been so easy and the new contact is automatically synchronized with Oracle Eloqua and your CRM.
Modern marketing strategies today require a systematic approach by sales and marketing to remove inaccuracy and latency through the sales pipeline. ‘With up to 95% of B2B purchase decisions being directly influenced by content’ it is critical that sales tailor the message to buyers at the right time. Creating an environment of smart buyer profiling and simplifying the content ‘serve up’ for sales will ultimately fill the funnel with the right prospects and ensure that organizations create a seamless contextualized experience.
We are excited to see our customers drive more sales and marketing alignment and create a more enabled sales force through Oracle Marketing Cloud’s Sales Tools.
from Modern Marketing Blog | Oracle Marketing Cloud http://ift.tt/1HWGz45
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