5 Replies Latest reply on Dec 12, 2013 7:00 PM by Veronica Holmes

    Sales Insight - Providing Content for Sales Team

      Just curious whether anyone had an example of how you arranged folders for your sales team to access via the sales insight app on SFDC? Were these stored in the design studio section as email templates?

      Also, does anyone have a good method established for tracking emails being send by the sales team?

      Any comments would help! Thank you!
        • Re: Sales Insight - Providing Content for Sales Team
          Jeff Shearer is a good example of doing this well, with his work at Egencia. 

          We have emails in the design studio, categorized in their own folders. Lots of SDR emails, templates that are common based on the type of leads that come in en masse. The kind of "thanks for downloading, you'd also probably be interested in ____ asset, I'm here if you have any questions!" emails. The folder structure depends on your sales team, really, and their specific business needs.

          Edward Unthank
          Marketing Operations Specialist
          Yesler
          • Re: Sales Insight - Providing Content for Sales Team
            Thanks Edward. I guess the sky is the limit.
            Tied to this question, I was wondering if you established any tracking measures to keep tabs on the ammount of emals being sent by your sales team (or specific membes of your sales team) and their deliverability?
            Any insight as to how to best do this?
            • Re: Sales Insight - Providing Content for Sales Team
              We track sales activities in general per SFDC user, in Salesforce. Whenever an email is sent to a prospect, an activity is logged, and the type of activity is logged as well. We use this for tracking response time of salespeople/SDRs.

              As for deliverability, we haven't come across huge problems, because our sales people are sending out emails to individual prospects, not en-masse. We do train our salespeople on how to watch the marketing activity to make sure they're not overwhelming prospects with emails/communication. After the salespeople have gone through the training to make sure they're in line with marketing, it's their responsibility not to send the same email content if a prospect has already downloaded it.

              If you're looking to track deliverability because your salespeople are going to be acting as marketers (i.e., sending out email blasts to lots of prospects), you might consider making actual Marketo programs that are available through SFDC. You could track deliverability that way, if that's the situation you're facing in your company!


              Edward Unthank
              Marketing Operations Specialist
              Yesler
              • Re: Sales Insight - Providing Content for Sales Team
                We make clones of our campaign emails as well as sales-specific emails and put them in one program called "Sales Prospecting"...that way we can track the sales email activity vs. the marketing program the email was originally in.
                • Re: Sales Insight - Providing Content for Sales Team
                  Veronica Holmes
                  I second Jason's approach - I've found that the separate program is excellent for tracking whether or not Sales use these emails and the effectiveness of them. I've linked the Program to a SFDC campaign to update statuses in both, and measured results at the end of each quarter in terms of opportunities influenced by this campaign.

                  In terms of folder naming - be granular and descriptive! When you are setting up the folders put yourself in the shoes of a busy sales person looking for that exact email

                  Also, I find if you have reps in different geographic regions you should always be careful to isolate in folders any emails that are localised too, to prevent any confusion. Email names can get cut off in the interface and be hard to read on the fly. A folder that highlights "Localised -Australia" or something like that has worked well for me in the past.