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Salesforce Implementation and Business Best Practices by Corrao Group

Tag: abm

New Feature: Salesforce Engage Team Reports

New Feature: Salesforce Engage Team Reports

Salesforce Engage allows users to be first, be relevant, and be productive with their clients. Why is it important to be first? “50% of Sales go to the Rep that responds first”- InsideSales.com. With Engage, your Sales team knows the moment their prospects interact with their emails. Be relevant with personalized, Marketing approved templates to send to prospects as “78% of B2B buyers expect Sales Reps to send personalized interactions based on information from their online activities” – IDC, 2015. Gone are the days of purchasing lists and expecting an ROI from it.

Salesforce has recently released the feature of Engage Team Reports for Salesforce Engage. Rather than viewing all Engage emails sent within a time period from everyone in your company, you now have the ability to create teams of your users and drill down specifically on each team. Users will be able to view aggregated email stats per team that were sent via Engage in Salesforce, Gmail, and Outlook. In each team report, drill down into each Sales Rep and determine the most successful templates via email open rate or click through rate.

engage_team_reports

With the introduction of Salesforce Engage’s Team Reports feature comes another technological advancement for Account Based Marketing (ABM). In ABM, one vital metric is making sure that your content reaches clients and makes an impact. Well, you can’t track the impact of the email if you don’t know whether the email actually reached the inbox or not. Without Engage, Marketing Automation sends off emails and requires you to manually go through each prospect to check if they opened the email. With Engage Team Reports, you can drill down and see a list of those who it was sent to, who opened it, clicked a link, and more.

In addition to making sure your content reaches prospects, Engage Team Reports boosts your ABM metrics in additional ways. Utilize the tool to be first, knowing when your clients open emails so that you can prepare for a relevant call. It also supports the ABM metric of ‘Quality vs Quantity’ as it allows your team to focus on those qualified prospects who are actually opening and clicking through emails, rather than blindly going into a call hoping that they read your email.

View our full data sheet if you’d like to learn more about Account Based Marketing.

Salesforce Engage Team Reports is available for current and future Salesforce Engage users. For those who have Engage already, follow this article to quickly install and start reporting on your team’s Engage emails! For those who do not have Salesforce Engage at the moment, contact sales to learn more.

Author Jack Corrao iiiPosted on August 10, 2017Categories UpdatesTags abm, account based marketing, Engage, pardot, Reporting, salesforceLeave a comment on New Feature: Salesforce Engage Team Reports

Go Beyond ABM with Account Based Management

Go Beyond ABM with Account Based Management

Over the last couple years at Corrao Group, we’ve been hearing the term ABM (Account Based Marketing) resurfacing from the 80’s as the Marketing world’s latest discovery of ROI results associated with aligned Sales and Marketing business marketing tactics.

This trend raises a number questions for us such as:

Why are companies just now embracing this concept?

How could a successful company afford to ignore each of their client’s unique and individual needs?

To Corrao Group, it’s common knowledge that in order to provide the best results and service, you must look at each account as a unique opportunity with various departmental areas for improvement.  This avoids repeating the same procedures every day for every client and expecting the same results.

It’s one thing to deliver personalized attention to each client account, and another to have this level of attention to detail embedded in your daily business practices. Corrao Group does not participate in generic one-size-fits-all business marketing tactics. We believe in Account Based Management and demonstrate it with our customers via a number of tools and procedures.

At the end of April 2017, we presented our take on ABM at the ‘Salesforce on ABM’ Event in Mountain View. View the slides here

If you’d like to download our ABM Guide for B2B Marketers, please fill out the form below.

 

Author Jack Corrao iiiPosted on June 22, 2017December 21, 2017Categories ABM, UpdatesTags abm, abm mgmt, abmm, account based marketingLeave a comment on Go Beyond ABM with Account Based Management

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