Tag Archives: sales training

7 Best Marketing Automation Tools for Sales Enablement

We belong to an era where everything is getting digital very quickly. Especially during this pandemic, the world has faced the dire need for digitization even more. And as we progress towards automation, we focus on simplicity. From the simplest commands on Google or Siri to manless Tesla cars, where can you not find an example?

Digital marketing is no exception in this case. The introduction of AI in digital marketing has only made advertisements and promotions easier and smoother. It also saves you a lot of money. How? According to the Salesforce’s State of Sales report, sales personnel only spend 34% of their time selling their products.

The same report also says that sales personnel spend a lot more time doing other things like writing emails, follow-ups, data entry, scheduling meetings, etc. Now, all these tasks can be easily achieved by using Marketing Automation tools. So, here are our choice of 7 best marketing automation tools for sales enablement.

Best Marketing Automation Tools

1.   Sendinblue

Top on our list we place Sendinblue, an excellent marketing automation tool. Sendinblue has various features for email marketing, SMS marketing, chat, CRM, etc. This marketing automation tool can learn to message and email that you can customize and design.

Sendinblue is also helpful in campaigns. Here you can design effective landing pages. It has additional features like Facebook ad targeting, custom-signup form integration, retargeting, etc. 

2.   MailShake

MailShake is an inevitable marketing automation tool for email marketing. This automation tool excels at finding the most engaged leads. That way, you can focus more on qualified prospects who can be converted into customers.

MailShake also includes various outreach features. It has a very simple dashboard for prospect follow-up. MailShake engages your prospect on whichever platform they are active online. But above all, its built-in phone dialer lets you contact your leads in real-time.

3.   HubSpot

Hubspot is a very popular marketing automation tool available in over 90 countries worldwide. It is the most famous platform for inbound marketing and sales. Hubspot has various tools for social media marketing, landing page designing, SEO, web analytics, etc., made for small to medium-sized businesses.

Hubspot is also popular when it comes to email marketing. It has automated content and attractive templates for each recipient. It also has additional features like document management and tracking, contact management, customer profile, email tracking, etc.

4.   Pipedrive

Taking note of each of your prospects can be troublesome for any salesperson. Plus, it consumes a lot of time. But Pipedrive keeps everyone on the same page. It effectively collects customer data like age, demographics, gender, etc., and sorts it accordingly. Thus, you can understand a qualified lead better before handing them over to the sales consultant.

5.   Automate.io

If you are looking for a complete business automation solution, Automate.io can be the one. This marketing automation tool is an outstanding business workflow manager. It can offer you a completely secured workflow.

Furthermore, it can easily automate and manage business requirements like marketing, payment, and sales. Automate.io supports various major platforms like CRM apps, helpdesk, eCommerce and payment forms, etc.

6.   EngageBay

Small business owners know the pain of managing multiple CRMs and marketing automation tools. Sometimes, it is not even possible for them to align everything as per the budget. EngageBay is a platform where you can do multiple tasks together.

You can sync all your contacts here, and it will nurture those leads automatically. You can also schedule sales calls. Thus, you can focus on one thing instead of many.

7.   Highspot

With Highspot, you can easily fulfill your revenue goal with its expert guidance. Highspot features outstanding integrations like AI-powered search, in-context training, guided selling, customer engagement, and actionable analytics, etc. It has enterprise-ready sales enablement with all the eye-catching modern designs, which can be a breakthrough in your campaign.

Conclusion

Marketing Automation tools are becoming the new future of the digital marketing industry. And the reason behind this is quite clear. They help you create efficient campaigns with a lot less human power. It means that you save more while getting more efficient. We hope that these 7 best marketing automation tools for sales enablement will change your marketing scenario.

Why is measuring training effectiveness important to team leaders?

Be it a well-established company or a start-up, investments in training employees is something one cannot afford to skip as it helps the organization grow and remain competitive. However, there is no one-size fit training program that suits all. Hence, it is important to consider various factors like the company objectives, size of the investment, type of audience, etc. to design a training program. But it does not end at designing a training program and executing it. It is important to understand the effects of the program and analyzing them to look up if the program was successful, isn’t it?

Let’s assume all companies in the world conduct training programs – online or offline and procure analytics in some form or shape. However, these analytics are at a broad level across organizations. To achieve the expected objectives, it is important to deep dive into the real problems. All of us have heard that learners must be pushed to take up the training programs at all points in time. And, hence companies are now catering to e-learning, micro-learning, game-based learning, AR, VR, interactivity, and engagement. These fancy mechanisms are new age developments and have cropped out of millennial generation problems.

However, pushing your learners is only going to take you so far. So, what is the real problem?

The real problem is the belief a learner has a training program and the value it adds to his career or personal growth whatsoever. You as a team lead can help your teams believe in the value-add of the training program. How will you do that?

In all companies, training programs are run and executed by team leads across their respective teams at a grassroots level. It hence becomes important for team leads to measure the ROI on these programs. Well, the investment here can be considered in time and efforts.

How do you measure the ROI of a training program?

We will look at the elements a team lead should look at while measuring the effectiveness of a training program.

The reaction of the employees As a team lead, it is important for you to understand the responses of your learners to the program. It helps you find out if the course content was easy and relevant to understand, identify and discuss strengths and weakness, view on the key takeaways and if the program was successful in matching the learners’ perception and expectations –

Have your learners learned It is crucial to identify if your learners have learned from the program which is one of the key objectives you have for the training program. You can analyse this by looking at test scores and course completion percentages, etc. These numbers help you identify the gaps in your learners’ understanding giving you a holistic picture of required improvements in your program –

Behavioral Patterns You can easily identify if your learners are using the knowledge, they have gained looking at their performance and attitude at work. Also, surveys and feedback from peers, supervisors, reporting managers of your learners will give you concrete data on your learners

These outcomes help you capture the results of your training program and answer the question of “Why a training program?” with actual data and facts. The results can include: Increased employee retention Increased productivity Higher employee engagement

Understanding the roadblock in the training programs your learners must go through is your responsibility as a team lead. Once you identify the roadblocks, you will be able to conduct your training program effectively and efficiently. This helps you line up with your business objectives with the program enabling you to achieve your goals and KRAs with a more logical approach.

By Shruti Shinde, Head- Enterprise Origination at QuoDeck

How QuoDeck enables enterprises to deliver game-based learning

QuoDeck relies on using gaming as a natural behavior of the learner to drive enterprise learning.

Experience indeed is the best teacher. Having experienced their share of boring mandatory trainings in their 15-year-old careers, Kamalika Bhattacharya & Arijit Lahiri thought something needed to be done about the kind of training which was literally being forced down the throat of employees. While a lot of this learning is needed as it a functional understanding, but the way in which it is delivered does not evoke any sense of excitement or feeling from the employees that it is being done for their betterment.

But over the last few years, people have picked up mobile as the primary device through which they consume content. So while people were clamoring for more content through new age formats on Google or Wikipedia, but somehow enterprises could not get into that mind shift. Enterprise learning remained very boring, stale, and desktop oriented. Says Kamalika, 

“That is when we thought that there was a need for enterprises to adjust to the new millennial generation used to consuming on mobile, in interesting and interactive formats.”

When the duo started looking at millennials, they realized that apart from browsing on social media, a large chunk of their time is spent on online gaming. A lot of these games were simple games like Candy Crush, Angry Birds which fall in the category of hyper-casual gaming. The duo started looking at how to marry these thoughts together and that’s when QuoDeck was born in 2010. 

QuoDeck is a SaaS product catering to the enterprise learning market, using interactivity and games to engage enterprise learners and use that to capture data, which in turn gets used to improve the learner experience and effectiveness. The product relies on how to use gaming as a natural behavior of the learner to drive enterprise learning. 

When the duo started looking at millennials, they realized that apart from browsing on social media, a large chunk of their time is spent on online gaming. A lot of these games were simple games like Candy Crush, Angry Birds which fall in the category of hyper-casual gaming. The duo started looking at how to marry these thoughts together and that’s when QuoDeck was born in 2010. 

QuoDeck is a SaaS product catering to the enterprise learning market, using interactivity and games to engage enterprise learners and use that to capture data, which in turn gets used to improve the learner experience and effectiveness. The product relies on how to use gaming as a natural behavior of the learner to drive enterprise learning. 

How does Quodeck enable enterprises to deliver learning

Kamalika believes that the thing with LMS is that they tend to think of themselves as just a delivery vehicle. They don’t give much thought to what content they put in it. But QuoDeck cares as much about the content as much as the format in which it is delivered to the learner. The platform has a delivery app along with multiple products under the same room-such as an authoring tool, an entire game library-so all the tools are embedded in this platform. 

Organizations can easily upload their content in predefined templates and create content in a simple way on the platform. All enterprises have to do is enter content in text and the product platform renders it in beautiful formats for the mobile app. The DIY platform is also enabled with big data tracking. 

The platform allows enterprises to create a pull-based learning.

So from gamification to game-based learning to storyline based games which can be used to create an entire course, the platform goes on to offer simple hyper-casual games; documentation simulation which teaches people how to do documentation- a big requirement in insurance, banking, pharma, and retail; conversation simulations which teach people how to talk by simulating a chat with a customer, which is used a lot for sales training as well as customer service training. Moreover, the full-featured platform can address a small company of 30 people to a large company with thousands of people with a complex environment. 

35 companies, half a million learners

The product which was released in 2014, has seen steady adoption in the four years hence. Today, the platform boasts of almost half a million users on the platform across more than 35 companies including global clients as well. This number is expected to grow to 600000 over the next 3 months on the back of the current deployments in progress.  Unilever, Star India, eBay, SBI Life, Aditya Birla Group, Axis Bank, are some of the companies which are big clients of the subscription-based SaaS platform. 

Kamalika attributed this growth to the fact that the product spans an entire gamut of what you could do with gamification to simple gaming complex gaming to create a pull for learning. Companies like Reliance, Unilever, Aditya Birla use the platform to train their ecosystem advisors such as advisor network, distributor network as well as their salespeople. Thus the platform is being used to deliver a level of impact which actually drives business for them and not just for training them. So effectively, she believes that QuoDeck counts with pretty much every LMS out there. 

The future of game-based learning

A report by US-based learning technology market research firm Metaari states that the worldwide five-year compound annual growth rate (CAGR) for Game-based Learning products and services is a robust 37.1% and revenues will more than quadruple to reach well over $17 Bn by 2023. While revenues will more than triple in all eight global buying segments surveyed in the report, over the forecast period, the corporate segment will see the maximum rise in demand, driven by the booming demand for pre-employment assessment and evaluation games.

Kamalika avers with this trend of the corporate segment poised to post the highest growth rate out of all eight segments. She adds that upwards of 50% of companies in the world are looking to change their existing learning systems. One of the main reasons they look to switch is because of the lack of interactivity and mobile capability in these systems. So gaming, mobile learning, social learning are the new trends which no enterprise can afford to stay away from given their audience has changed completely. Added to the fact that they are no more dealing with traditional learning problems anymore. With a globally scattered employee base, companies can no longer get their employees to sit in a classroom for learning. 

More so as the audience demographics changes to millennials, who live in a digital world, enterprises are starting to realize that very strongly that they will start to fall behind if they are not using digital means for disseminating learning. So they are moving from traditional learning to digital learning. This change is very much essayed by the fact that compared to 2010, when QuoDeck would have a hard time convincing companies of game-based learning, today it is no more a challenge.

Kamalika aptly concludes, “Moving away from traditional learning is more a question of companies coming out of their comfort zones. Gaming is no more as bad a word as it used to be anymore!”

By Shweta Modgil, Feature Writer with People Matters

This article was first published on People Matters