This year at ReadyTalk, marketing has seen a significant push to help our Account Executives get the right information at the right time before they make their sales calls. One of the tools that helps them do this is Eloqua's Prospect Profiler.
Eloqua gathers a massive amount of behavoiral information about your prospects. However, many times this information is the domain of the marketer since sales reps do not usually have access to Eloqua. Sales reps usually live in your orgnaizations CRM - in our case Salesforce.
Prospect profiler allows the rep to see a prospects activity within salesforce.com on their respective lead/contact record. Things like, pages v iewed, emails opened, links clicked, search queries used, forms filled etc. A rep can see all of these things before they make a call. As aresult, their phone call can be targeted, relevant and factual.
Prospect profiler also gives the rep the ability to see the email marketing sent out or the landing page the prospect visited. Gone are the days of sales asking marketing to forward over the most recent marketing email.
Because of prospect profiler, reps are more likely to call our lead score MQLs because now they can see what activities were aggregated for a particular lead score. They can also tell whether a prospect has opened an email or not before they call. No more of the dreaded " Did you receive my email?" questions.
Prospect profiler is just one tool of many we give our sales team to help them sell better. Are you using it or have you found another tool that works wells for your sales team?