4 Steps to the Perfect Salesforce Engage Roll Out

Salesforce Engage empowers your sales team to connect more effectively with prospects. But in order for that vision to become a reality after purchasing Engage, your sales team need to be up and running with the tool.

If you are asking yourself “How do I get my sales team started?!”, then you are in the right place. Never fear, this blog post will equip you with the powers of rolling out Salesforce Engage to your sales team in four easy steps.

Step #1: Create List Views

Warm up your sales team to Salesforce Engage by taking everyday, recognizable items and translating them into Engage first. What is the best way to do this, you may ask? Start with views.

Views are based on certain fields or campaigns. Create views that will help your team prioritize their Engage campaign sends. We have seen users create these views according to a prospect’s Pardot Score, a prospect’s Pardot Grade, Salesforce Campaign names, and more.

 

Step #2: Engage Campaign

Now you’re ready to create a sales user’s very first Engage Campaign! What are the sales users’ most common emails sent and daily or weekly tasks completed? Create a view for these common emails. Encourage sales users to send their very first Engage Campaign as part of their normal routine.

Let’s take introductory emails:

  1. Instead of sending each introductory email manually, send a template with Engage that will be personalized for each recipient. Create a view of “New Leads,” select them all, and click the “Send Engage Email” button.
  2. Use a pre-created marketing template with a simple %%first_name%% variable tag, or allow sales to design their own email template.
    1. Make sure marketing created email templates are marked as “One to one emails.”
  3. Click Preview and then Send!

In a few quick clicks, your sales team has easily breezed through what might have been a time-consuming administrative task. Other daily tasks to consider executing in Engage are follow-up meeting emails, reminder emails, and re-engaging with cold leads.

Once an email has been sent, encourage your sales users to take a look at their Engage Reports. How many of their leads or contacts opened the email versus clicked within the email? Show your users the power of Engage statistics, giving them extra incentive to use the tool every day.

Step #3: Engage Nurture Campaign

Using Engage, your sales reps can also add their prospects to nurture campaigns, which automate follow-up after your reps’ first point of contact. Once sales is comfortable with views and Engage Campaigns, this simple next step allows them to add a prospect to a nurture program that you have set up in Pardot. Reps love this since it lightens their workload, while ensuring that your company remains top of mind for prospects — even if the prospect is early in the buying cycle.

Here is how you do this:

  1. Set up a few nurture programs in Pardot that may be useful to your reps.
    1. If you have not talked to your sales team about what emails they send most often and would want automated, now is the time! Need inspiration?
    2. Learn how to create an Engagement Studio program in Pardot
    3. Make sure your lists are “CRM-Visible”.
  2. Then, show your Sales team how easy it is to add leads/contacts to a nurture program in Engage, whether they are on the go with Salesforce1, at their computer on Salesforce, or in their Gmail account.

One of the best ways to see quick adoption of this feature is to create a drip program for an event (or something else time-sensitive, where a sales team will need to send a lot of emails) and see how much time you are saving for your sales team by simply adding leads and contacts to a list.

Step #4: Engage Alerts

Now that your sales team has created views, launched a few campaigns, and actively used your nurture programs, they have a solid grasp of Engage and are ready to take the final step: Engage Alerts.

 

Engage Alerts are available for your sales team wherever they are: on Salesforce1, as a Desktop Application, or on Salesforce.com.

Countless advanced clients who are using Engage told us that alerts were invaluable — when used correctly. Here are a few tips:

  1. Do not use alerts to become a stalker. Top sales users never mentioned to prospects that they “saw you opened an email” or “visited this webpage last night.”
  2. Do use alerts to prioritize. If you are a sales user and someone is never replying, but you see an Engage Alert pop up that they opened an email, you know that it is worth continuing to follow up.
  3. Do use alerts to gather data. Top sales users use alerts to understand what actions a prospect is taking and target their communication around those interests.

Conclusion

Now that you have the power to get your sales reps up and running, you’ll be unstoppable!

For more information on Salesforce Engage, visit the Getting Started series.