Are you sending emails but not sharing the data with the sales team—to help it understand how warm prospects are? This data can help the sales team know if prospects are hot or cold. Below is a simple list to help empower your sales team to use email data to sell.
1—Check Out Your Most Engaged Contacts
For example, if you have prospects who have opened an email a bunch of times, it's probably a good indicator they are really engaged with your company and ready to have a conversation. Since what you have to offer seems to be hitting a pain point, now is a good time to reach out.
2—Watch Your Bounce And Unsubscribe Lists
It's important your sales team knows if its prospect emails are bouncing or people are unsubscribing. This is a good indicator you either have the wrong email or they don't want to be contacted by your company anymore. To avoid additional friction or get updated emails, share the bounce and unsubscribe list data with the members of the sales team to better empower them to do their job and take action.
3—Look At The Click-Through Rate
It's important to see what your prospects clicked on. This is a good indicator of what they actually care about—something that will help the sales team by giving it more insights about prospects’ actions. The data can empower members of the sales team to have more thoughtful conversations about what prospects care about. For example, if they click on a link in your email about a particular service, it can be addressed in conversations with them.
Typically, the sales team is empowered to review this data via its CRM, especially if the CRM is connected to a platform like Hubspot. If not, a sales assistant or operations lead typically shares this information with sales team members. This data is also used by marketing to inform content decisions and better understand the value of the content being served up to the various lists.
When these tips are deployed, it empowers sales and marketing teams to be better aligned and support each other. Make the data from your email efforts really work for you. Have questions about emails and workflows, don’t hesitate to reach out.
