CEO, Principal Consultant
1/11/2024
Sales teams need more than just contacts and emails; they need deep buyer insights and smart engagement strategies to connect effectively. Marketo Sales Insight (MSI) provides just that—a toolkit that bridges the gap between marketing and sales, equipping sales reps with the information and automation to engage with leads when it matters most.
Here are five reasons MSI should become an essential asset for your sales team, transforming lead handling and communication to empower smarter selling.
Quick Access to Buyer Insights
Sales teams often need fast answers to questions like, “What’s been sent to my lead?” or “How engaged are they?” MSI (Marketo Sales Insight) provides clear, instant visibility into each buyer’s journey, allowing sales reps to access critical engagement information at a glance. This transparency empowers sales teams to better understand buyer behavior, helping them make informed decisions and build stronger connections.
Tracking Website Engagement and Program Membership
MSI seamlessly logs lead activities like page views, site visits, and program enrollments, giving sales reps a holistic view of engagement at every stage. This real-time tracking makes it easy for teams to gauge a lead’s interest level, improving the timing and relevance of their outreach efforts. Whether it’s tracking a lead’s journey on the website or their participation in specific programs, MSI offers sales teams a clear lens into engagement metrics.
Triggered Campaigns Based on Lead Behavior
Sales reps can kick off or pause campaigns dynamically, based on specific actions taken by leads. MSI’s behavioral tracking can signal when a lead’s score increases or when they register for a recent event, helping sales reps react in real-time. The platform’s tokenization features allow for a customized, adaptive approach, so campaigns can be more responsive to the specific needs and interests of each lead, enhancing the buyer experience.
Customize Layouts and Views
Leveraging Salesforce profiles, sales teams can display essential MSI data directly on their dashboards. This customized view allows reps to focus on high-priority leads without sifting through less relevant information, increasing efficiency and helping prioritize efforts on leads with higher engagement levels.
Set SLAs and Invest in Training
To get the most from MSI, establish clear service-level agreements (SLAs) for ‘Interesting Moments’—key points in the buyer journey that signal higher engagement. Regular training sessions ensure that both sales and marketing teams fully understand and capitalize on MSI’s features. These training sessions foster alignment, ensuring that everyone is equipped to use MSI to its fullest, creating a seamless, effective experience for both teams and prospects.
If you’re eager to transform the way your sales team connects with leads and boost engagement with data-driven strategies, MSI is your solution. Imagine having complete visibility into each buyer’s journey, enabling your team to make informed decisions and deliver the right message at the perfect time. Whether it’s quick access to engagement metrics, real-time tracking of program memberships, or launching campaigns tailored to lead behaviors, MSI empowers your team to maximize every interaction.
JTF Marketing are experts on all things MSI and regularly help clients navigate this tool to help bring sales and marketing teams together, setting the foundation for a more connected, impactful approach to engagement.
Book a call with one of our experts to find out how we seamlessly integrate MSI into your processes, enhance your buyer journey insights, and take your engagement strategy to the next level.