Decoding Marketo’s Powerful Sales Features: Sales Connect & Sales Insight

Marketo is a leading marketing automation tool that helps businesses simplify complex marketing processes, generate and convert leads, and foster meaningful relationships with customers.

With Marketo in your corner, you are already a step ahead of your competitors. However, one thing that we know about Marketo, is that they constantly add powerful sales features to take their automation solution to the next level. 

Today, we’ll discuss the two main sales features - Sales Connect & Sales Insight, and how they can empower your sales team and help you generate more revenue. 

Let's dive right in. Shall we?

Understanding Marketo’s Sales Connect and Its Features

Sales Connect is a powerful sales engagement solution in the Marketo platform. It streamlines the sales process, providing a unified platform for sales and marketing teams to work together and optimize their efforts to drive revenue growth. By integrating Marketo Sales Connect, users can access a wealth of real-time lead insights, digital playbooks, and analytics, all presented in a single-screen interface. Here are some features of Marketo Sales Connect.

• Lead Insights Live Feed: Sales reps can quickly identify their most promising leads using real-time sales and marketing engagement insights. This feature helps prioritize leads and engage in relevant conversations to close deals more effectively.

• Digital Playbooks: These playbooks guide inbound and outbound sales teams with proven best practice engagements across multiple channels such as email, phone, social, and direct mail. They help maintain the right cadence and follow SLAs.

• Content Templates: Using templates, sales teams can engage leads with appropriate content for each interaction. These include personalized emails, assets, and messages, enabling a scalable and self-service approach to sales outreach.

• Engagement Insights: Measure the impact of marketing and sales efforts on revenue and identify areas to optimize interactions and content for better engagement and results.

• Inbound Sales: Achieve the perfect balance between automation and personalization to effectively handle a high volume of customer demand while simultaneously enhancing inbound sales. Also, leverage the power of first-touch automation, digital playbooks, and engagement insights to fortify your inbound sales strategy.

• Outbound Sales: Elevate your outbound sales initiatives by delivering tailored engagements across various channels. Ensure a sustained and cohesive customer experience by consistently providing up-to-date, pertinent assets to your target audience.

Understanding Marketo Sales Insight and Its Features

Sales Insight is specifically designed to offer deep insights into buyer behaviors to help sales teams better understand their leads and prospects, make data-driven decisions, and ultimately close deals more effectively. 

It aims to bridge the gap between sales and marketing by providing real-time, actionable information about lead behavior and engagement. Here are some key features of Sales Insight.

• Simple Lead Prioritization: Focus on the most promising leads with the help of lead prioritization rankings on your buyer status dashboard. Reach out to potential buyers at the right moment using real-time lead scoring, which includes factors like buyer urgency, comparisons, and best fit.

• Activity Tracking: Keep track of each lead's interactions with your marketing assets. The platform provides a comprehensive view of a lead's engagement level by logging activities like email opens, clicks, website visits, and form submissions. This information allows sales reps to craft their approach based on each lead's unique behavior and preference.

• Seamless Handsoff: Provide your sales teams with instant updates on buyer engagement through ticker-style buyer notifications, buying intent alerts, and essential contact tagging. Share particular customer interactions with marketing campaigns to guarantee that your sales team tailors their follow-up messages effectively.

• Sales Insight Action: Give your sales reps the tools they need to swiftly connect with prospects and customers right within the CRM. Execute multi-step engagement campaigns, utilize customizable email templates, make calls using an integrated dialer, and efficiently handle tasks.

• Real-Time Notifications: Provide sales teams with immediate access to the latest customer information, such as names, accounts, event details, descriptions, and more, directly within the CRM. Ensure that sales teams receive real-time customer updates, even when they are not actively using the CRM, through Lead Feed RSS updates.

How to Use Marketo Sales Connect and Sales Insight to Generate More Revenue?

The true magic happens when Sales Connect and Sales Insight work in tandem. Sales Connect ensures efficient lead handoff and collaboration between sales and marketing, while Sales Insight provides data-driven intelligence for lead prioritization and behavior tracking. Together, they create a powerful revenue-generating engine by:

1. Improving Lead Quality: Sales Connect and Sales Insight work together to ensure that the leads passed from marketing to sales are of high quality and well-nurtured. Sales Insight allows marketers to prioritize and focus their efforts on leads with the highest potential for conversion. This means that sales teams receive leads that are more likely to convert into paying customers, leading to higher conversion rates and increased revenue.

2. Personalizing Engagement: Sales Connect provides real-time lead insights to sales representatives, including lead behavior and interactions. Marketers can use this data to ensure that leads are engaged with personalized and timely messaging. When sales teams reach out to leads with relevant and tailored content or offers at the right moment, it significantly increases the chances of conversion. This personalized approach not only enhances the customer experience but also drives higher revenue by converting leads into customers more effectively.

3. Improving Account-Based Marketing Efforts: Sales Insight includes account-level insights, particularly beneficial for account-based marketing strategies. Marketers can identify key accounts that are showing high engagement and buying intent. This information allows marketers to tailor their efforts specifically to these high-value accounts, increasing the likelihood of conversion and revenue growth.

4. Helping in Making Data-Driven Decisions: Sales Insight provides valuable data and insights into lead behavior and engagement. Marketers can use this data to refine their marketing strategies, focusing on what works best to drive conversions. By making data-driven decisions, marketers can allocate resources more effectively, invest in high-performing channels, and optimize campaigns to generate higher revenue.

Conclusion

Marketo's Sales Connect and Sales Insight are invaluable tools for businesses aiming to generate more revenue. By enhancing collaboration, providing real-time insights, and enabling data-driven decision-making, these features empower your sales teams to engage with leads effectively and close deals more efficiently. In a competitive market, having these tools at your disposal can make all the difference in your revenue growth journey.

Ready to Generate More Revenue and Witness Better ROI? Let’s Talk!If you want to optimize your sales efforts using Marketo, our experts will be happy to play a part in your journey. Just drop us a line at info@growthnatives.com and we’ll take it from there.