Shannon Duffy shows how Salesforce Engage lets sales reps send tracked emails from Gmail and Sales Cloud, see opens and clicks in real time, and add prospects to nurture campaigns from their phone.
Hi, I'm Shannon Duffy, the head of marketing for Pardot B2B marketing automation by Salesforce and I'm so excited to talk to you about our newest product, Salesforce Engage. Salesforce Engage is all about putting the power of marketing automation into the hands and each and every one of your sales reps. Now they can send their own email campaigns, follow up in real time with prospects based on their behavior and add people to nurture campaigns from anywhere right on their mobile device. It powers sales and marketing alignment and drives results. Here we are on the desktop experience of Salesforce Engage which lives right inside sales cloud where reps spend all of their time anyway. And here I'm looking at a list of hot contacts and now thanks to Salesforce Engage, I can send them emails that move them through the buyer cycle. So let's go ahead and select all these contacts and click on the Send Engage campaigns email. This takes me to an email builder and I can type out my own email here or use marketing approved content that's already been set up by my team. I want to invite these prospects to a webinar and I know that my marketing team already has the perfect template ready to go. So I've got this nice HTML template here and it does all of the mail merging for me so it looks totally personalized in seconds. And because this email was sent out through Pardot, it's going to be tracked so. So I'll know right away if any of my customers opens the email or clicks through to register. I have access to reporting to keep track of what's working and what's not. And all of this is available in Gmail too through a plugin. Let's go ahead and hit send. So here we are in the reporting tab where we can see opens, clicks, deliverability, all of the stuff that used to only be visible to the marketing team. So in the old days, even though sales may be sending out emails to customers and prospects, the sales team had no visibility into what's happening to those emails. With Salesforce Engaged, the rep now has access to all reports and can look at the individual emails that have been sent to see how effective they are and how well they're working. Now let's talk about data in real time. Engage alerts lets reps know in real time when their prospects become active. If anything happens that reps going to know about it. Here we can see that Dave Flitzmiller from Kent Scientific has been active and I know since he's been active he's likely at his desk and if he's at his desk, he's likely near his phone. If I know he's near his phone, my connect rate is going to go way up. I'm going to drill into his card. And now not only do I know that he was active, I can see his entire buyer's journey. I'm going to go ahead and follow up with him. And now that I know the full context into what he's interested in, how he's engaging with our brand, and how frequently I know I can close him. Now let's talk about a sales rep's phone, which is where they spend all of their time anyway, because so many of them are always on the road. Here we are in the SalesforceOne mobile app. This allows me to run my business from anywhere, right on my phone. I want to click on Engage because I want to see what my prospects have been up to in real time. I can see they've clicked on some pages on our website, they've downloaded some white papers, but I want to drill into one of these prospects. I see Jody and I'm so excited to see her in my feed because I've been trying to get a hold of her for weeks. And here I have everything I need to know about Jody in order to sell to her. I want to give her a call, but before I do, let's click into her Marketing Actions tab to get a holistic look at how she's engaged with our brand and when. So I give Jodi a call and it's a great conversation. She tells me she's so interested in my product, but she needs about a month to get her boss on board. She asked me to give her a call in about 30 days. Typically this is the kiss of death for a sales reps. I have to Hope that in 30 days, Jody is still just as interested or remembers how interested she was. And more importantly, I have to hope that a competitor hasn't snuck into this deal and grabbed it right from under my nose. But because I use Salesforce Engage, I've got a trick up my sleeve. I can click on this add to nurture button right from my mobile device. And this is amazing because I know that Jodi is receiving consistent content about our brand that keeps us top of mind and her engaged. And better yet, since all of Jody's actions with our brand are being tracked in Pardot and Salesforce Engage, I'll have the earliest possible indicator that my prospect is close to being ready to buy. Salesforce Engage is making me a smarter rep and helping me sell faster from anywhere.
