With Revenue.io, sales reps have the power to improve lead quality by simply rating calls. While of course the holy grail for gauging lead quality will always be ROI, Revenue.io’s call rating feature enables sales reps to quickly signal marketers when campaigns are or aren’t driving great calls. This real-time visibility can inspire marketers to work more agilely and iterate faster in order to provide reps with high quality sales leads.
As a marketer, I’m not merely concerned with amassing a large quantity of leads. I also want to ensure that I’m providing sales reps with a dependable stream of high quality leads that our reps can close. To that end, it’s absolutely vital for me to have real-time visibility into not only which marketing efforts cause the phone to ring, but also which efforts result in great calls.
Since I track all of my marketing campaigns in Salesforce, I regularly run reports on the ROI of my efforts. If your company has instantaneous sales cycles, then revenue-per-campaign may be the only metric you need to track in order to monitor lead quality in real time. However, as a SaaS marketer, I know that deals don’t always close right away. Therefore, I need a way to gain real-time visibility into the quality of the leads I’m driving. If one of my campaigns isn’t driving high quality leads, I want to know as quickly as possible. Thankfully, Revenue.io’s call rating feature gives me real-time visibility into which efforts result in great calls. This allows me to stay agile as a marketer. I don’t need to wait months to assess which efforts are driving sales. If a particular ad or piece of content isn’t driving good calls, I can iterate at a moment’s notice. By simply rating calls, our sales team helps me to invest more in the efforts that are driving the best calls.
Here are a few tips that sales managers can use to maximize the impact of Revenue.io’s call rating feature.
For more tips about how to align your sales and marketing efforts using Salesforce, be sure to check out our latest eBook, The Marketer’s Definitive Guide to Salesforce.
Jesse WestDirector of Lifecycle MarketingRevenue.io
Jesse Davis West is Director of Lifecycle Marketing at Revenue.io, focusing on improving the experience and maximizing the lifetime value for customers across their entire journey. Drawing on 11 years of B2B marketing experience, Jesse is passionate about communication, branding and strategic marketing. He also plays a mean lead guitar and can throw down at karaoke.