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, non-tailored messages regardless of the stage of the buyer. Salespeople today must be agile in their approach to successfully connect with the modern B2B customer of today. Having 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, but they also can spend up to 30% of their time looking for the right content to serve their customers. Marketing teams spend time creating awesome and effective content only to have the salesperson unable to locate it and often times just recreating it. This massive duplication of effort has 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, salespeople need real time data on their buyers and easy, anytime access to relevant content that can be seamlessly sent to prospects.
The Oracle Marketing Cloud enhancements to our powerful set of Sales Tools (Profiler and Engage) further fuel the flexibility and mobility of our sales tools suite. The 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, which creates true visibility into a prospects interests. Salespeople can match contacts by domain, LinkedIn and email, thereby increasing the overall efficiency of prospecting. With a localized version of Profiler sales teams can utilize Profiler across the globe.
Engage is available in a mobile-friendly version. Sales reps can 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 available for sales will ultimately fill the funnel with the right prospects and ensure that organizations create a seamless contextualized experience.
One of the ways to create sales and marketing alignment is with a social selling program. Download the Ultimate Guide to Getting Started with Social Selling.
from Modern Marketing Blog | Oracle Marketing Cloud http://ift.tt/1S3AQda
via IFTTT
No comments:
Post a Comment