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Sales 2.0: What Sales 2.0 tools have you implemented & what is the impact?
I just got back from the Sales 2.0 conference. Standing room only crowd, and double digit vendors. In other words, Sales 2.0 both in methodology and tools is real and here to stay. I'd like to hear from users what sales 2.0 tools they have implemented and what the impact has been.
Events
- Dos and Don'ts of Small Business Marketing May 29 @ 11 am PT
- Lead Nurturing 202: The Next Generation May 31 @ 11 am PT
- The Tricks to Paid Media June 6 @ 11 am PT
- Display Advertising for Brand Awareness June 20 @ 11 am PT
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5 Answers
We have done a pretty good job of integrating Sales 2.0 technologies into our sales process. We spent quite a bit of time on the process part and didn't just lob technology into the mix so I feel like we are reaping the benefits.
Data: Jigsaw and ZoomInfo. Each has unique strengths they bring to the table.
Sales Enablement: InsideView. Love them for precall prep.
CRM: sf.com
Inbound Marketing: Hubspot and Active Conversion. Once again each has unique things they bring to the table.
Instant Meetings: Glance
The impact for us has been a higher conversion rate for both inbound leads and outbound reach. We are much smarter about our buyers/clients and use those smarts to craft better messages and services.
It is not about buying the technology it is all about making the technology support an already effective sales/marketing process!
Site Traffic Analysis: Site Catalyst (Omniture)
SEO optimization and Tracking: Raven (impressed with Conductor Searchlight)
PR / Awareness: Meltwater
PPC tracking: Moving to Omniture from Google Analytics & Adwords with more BING
Inbound IP identification & contact acquisition & short-form data enhancement (integrated with Eloqua): Demandbase
Marketing Automation / Automated Lead Scoring / Maturation: Eloqua Team
Real-time sales alerts: Eloqua Team
Demand waterfall analysis & campaign ROI reporting: Eloqua Campaigns
CRM: Salesforce.com, with standardized templates for follow up
Demandbase tied to Omniture and Eloqua outreach has signficantly improved inquiry to MQL conversion. Adoption of standard terms and definitions with SLA's between marketing and sales has improved MQL to SAL and Sales Accepted Lead to SQL metrics.
More than doubled pipeline in 9 months.
@gholzrichter
The foundation for us is Salesforce.com and the sales methodology that we have developed for ourselves and for our clients. With that being the case, integration becomes key and has driven other decisions as we have built out an overall Sales 2.0 approach. Our 1.0 implementation looks like this:
CRM: Salesforce.com
Marketing Automation: Pardot
Data: Jigsaw & DiscoverOrg
Content: Brainshark
Online Meetings: GoToMeeting & WebEx
Social Media Tools: Hootsuite & TweetAdder
We very much rely on our clients from the standpoint of Inbound and I see this as a current weakness in the mix that is in the process of being addressed at various levels. Hubspot is very much under consideration.
CRM: InfusionSoft
Marketing Automation: SalesGenius
Data: DiscoverOrg & LinkedIn
Online Meetings: Glance
We find that although LinkedIN is a great tool for networking we can get emails and contact information through DiscoverOrg - much more thorough.
- Jigsaw and LinkedIn unlimited editions. Know everything about everyone, and then get their phone numbers.
- Google Alerts (just seems cheaper and easier than other event trigger systems)
- VoIP with Find-Me-Follow-Me and SpinVox voice to text conversion. Don't ever be unreachable and get your messages even when you can't listen to them.
- ConnectAndSell - Get a whole day's dialing crammed into one hour. It's not cheap, but think of it as a headcount replacement and keep your best talent lean, mean and producing.
- Email - This sounds simple, but stop using email as a substitute for phone calls, and start using it as a tool. We invested in a playbook of emails that are concise, to the point, and purposeful. Not email marketing emails either...these are standardized emails for the sales reps that cover 75% of the typical daily sales situations. They personalize them and tailor to the situation, but they are tools.
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