We have to agree with Laura Ramos of Forrester: sales enablement tools became all the rage in 2009. The recession, which forced marketing organizations to attempt to become efficient and accountable, highlighted the importance of monitoring pipeline health and of efficient, targeted lead generation processes. What’s more, it has become obvious that marketing and sales need to work together if lead generation is ever going to become a truly efficient process.
Why do other Sales Enablement tools force you to buy the kitchen sink?
Not all sales enablement tools are created equal, of course. Most tools on the market are add-ons to existing marketing automation suites. This means that companies are forced to invest in an expensive, full marketing automation solution before they can add on the sales enablement tool.
But what if you don’t have the budget to fully automate your marketing? These systems are expensive, and with the economy still in recovery, many businesses that desperately need to automate their lead scoring, monitoring and nurturing simply cannot afford to spend so much.
SalesPro: an affordable stand-alone Sales Enablement tool
eTrigue SalesPro was created to address this need for highly targeted yet affordable sales automation. This sales enablement application is unique because it is a stand-alone tool that does not force you to spend on a full marketing automation system. Yet, despite its affordability, it presents sales teams with a very detailed view of potential leads.
In addition to eTrigue SalesPro , eTrigue also offers a marketing automation platform – eTrigue Professional. eTrigue Professional and eTrigue SalesPro can either work solo, or combined. Unlike our competitors, you don’t have to deploy a full-blown Marketing Automation platform to use the sales enablement application. But when you are ready, both eTrigue SalesPro and eTrigue Professional work together seamlessly within minutes.
Encouraging marketing and sales alignment
Unlike other Sales Enablement tools on the market, eTrigue SalesPro doesn’t just capture Web site visitors, then email their info to Sales. SalesPro can score and qualify leads, then send out email alerts to sales reps when a lead meets a minimum threshold that was previously determined by marketing and sales.
Which brings us to another reason companies love eTrigue SalesPro: it enables and encourages (maybe even forces!) alignment between marketing and sales efforts, an important key to true marketing efficiency.
Enabling Sales to make informed decisions
We said it before: the last thing sales reps need is to waste their time calling cold prospects. That’s why eTrigue SalesPro does so much more than send short email alerts whenever a lead visits the site.
eTrigue SalesPro automatically creates lead routing rules to provide real-time lead alerts based on identified prospects and their activities. It can also be set to send alerts based on prospect scoring and on specific campaign activity, so that sales reps receive alerts when a lead has met certain scores. The alerts are chock full of useful information: they present the scores and the reasons behind them, along with account and buyer activity. All this information is presented in an easy-to-read format, enabling the sales rep to make an informed decision.
If the sales rep chooses to pursue the lead, she can continue communicating with the lead from within Salesforce.com, using email templates that were prepared and approved by Marketing (did we say alignment?) and that nurture and track the activity.
eTrigue SalesPro is a compact, affordable package, perfect for firms that while not yet ready for full marketing automation solutions, are looking to encourage alignment between marketing and sales efforts, and to improve their pipeline health and their lead nurturing process. It also works beautifully for companies who are already running eTrigue Professional marketing automation solution, but want to implement eTrigue SalesPro to empower their sales team to customize, personalize, and take control of separate initiatives while ensuring that marketing has control of the message.
