New eTrigue SalesPro Tool Unveiled to Help Automate Prospect Engagement
- Written by Demand Gen Report Team
- Published in DemandGen Reports
Marketing automation solutions continued to bridge the gap with sales at last week’s Dreamforce, with eTrigue announcing the availability of eTrigue SalesPro. The new tool designed to offer Salesforce CRM users the ability to send unlimited emails that track the activity of individual leads on a company’s Web site. SalesPro is a sales acceleration tool designed specifically for sales teams to track an individual Web site visitor’s ongoing activity history.
By sending real-time lead alerts with detailed Web visit information, 3D lead scoring and historic activity specific to each individual visitor, eTrigue SalesPro is designed to enable sales representatives to make timely and informed calls, connecting with prospective buyers more often and closing sales faster.
“The BtoB buying process has changed forever,” said Jim Meyer, General Manager of eTrigue Corporation. “Buyers are starting earlier and spending more time researching options via the Web. If the sales team can identify who is visiting the site and what they are doing the instant it happens, it is like knowing a customer is waiting in the lobby.”
While some of the sales intelligence tools that have been added to marketing automation solutions have required companies to subscribe to their full suite, Meyer said companies can buy SalesPro as a standalone product. The pricing for tool starts at $500 per month, with up to 10 additional users added at $50 each per month.
With many organizations forced to reduce the headcount and production of their marketing teams during the recent recession, Meyer said the SaaS-based tool will offer sales teams the intelligence they need to optimize engagement with potential customers early in the buying process. In order to enable self-service campaigns and communications without risking corporate branding, Meyer said SalesPro provides pre-defined email templates maintain corporate standards and keep sales representatives “on-message” with marketing while giving the option to include a personal touch.
“The sales process is more competitive and complex than ever before,” said Mark E. Lewis, director of marketing at Fujitsu, an eTrigue customer. “More decision makers and longer buying cycles mean sales teams need to stay on top of their customer engagements. eTrigue SalesPro lets a sales representative know exactly which leads are real, active and ready to buy.”
To help simplify the deployment of SalesPro, Meyer said eTrigue focused on automating set-up, simplifiying the lead routing process and minimizing content development requirements from the marketing department.
The tool is also designed to automate the notification when a prospective customer revisits a company’s web site, automatically notifying the appropriate salesperson with a real-time lead alert sent via email as well as noted in Salesforce CRM.
To help build alignment between sales and marketing, Meyer added that SalesPro provides metrics such as emails sent, opens, visits/responses and allows marketing and management teams to assess performance with pre-defined reports showing the average cost per response, the number of opportunities generated and, most importantly, the total value of won opportunities.