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Link: https://lnkd.in/euKYqtNh We are thrilled to announce that Selgine was recently highlighted in a startup challenge hosted by the Information Services Group (ISG). This recognition underscores our commitment to revolutionizing sales execution and partner relationship management systems. At Selgine, we are dedicated to empowering B2B marketers, sales enablement professionals, and business development channel managers with tools that help them "sell smarter at scale™." The ISG startup challenge provided a platform to showcase how our cutting-edge solutions can address the current gaps and shortcomings in the market. The ISG startup challenge is renowned for identifying and promoting groundbreaking technologies that have the potential to transform industries. Selgine’s inclusion in this challenge is a testament to the impact and value we bring to the B2B sales ecosystem. Our platform stands out in several key areas: Advanced Targeting and Analysis : Selgine offers a comprehensive "product hierarchy table" for more sophisticated targeting and personalized outreach. Human-Augmented Intelligence : Our generative AI capabilities, combined with heuristics and deterministic analytics, enhance content created by subject matter experts. We accelerate human ideas and approaches, enabling B2B marketers and sellers to achieve greater impact. Robust Security : Selgine’s approach to security is unique. We use OAuth for access security and backend integration, ensuring a two-level authentication process. This provides distributed trust and control to the edge where sellers and data interact with customers. Role-Based Scheduling : Our scheduling and calendaring functionality integrates with Google and Microsoft services, assigning the right Subject Matter Experts (SMEs) based on availability, time zone, region, and role. This ensures that meetings include all necessary roles, offering unmatched flexibility and efficiency. Partner Ecosystem Technology : Selgine’s patent-pending "drive and relay technology" enables a source company to drive a sales motion into a partner ecosystem company and relay into their (partner) customer base. This provides transparency and visibility across the entire selling value-cycle, setting a new standard in shared CRM and Partner Relationship Management systems. Selgine’s participation in the ISG startup challenge highlights our innovative approach and the significant benefits our platform delivers. We are excited about the future and remain committed to helping our clients achieve their sales and marketing goals. Want to learn more? Visit www.selgine.com  or request a demo today: Get Started | Selgine .

It’s well known, that before a customer decides what they think of your product, they decide what they think about you.  First impressions and building trust are essential to business-to-business (B2B) sellers.  What else should you be coaching your sellers to develop and why? At Selgine, we’ve learned the very best B2B sellers have three, very strong soft skills.  First, they are coachable and willing to learn.  The best sellers are able to separate their performance from themselves, their ego does not impact their ability to learn and grow.  Second is professionalism, we’ll talk about competency later, but for professionalism we’re focusing on sellers who know that following a sales methodology or process will not assure an outcome, but diligent tenacity coupled with punctual and actionable communication skills are key to advancing any relationship.  Lastly, is just the right pinch of creativity; coachable, professional, creative wins the day, every day, day after day. So, what gets a seller in the door? It’s empathy, the ability to understand and share the feelings of another.  It’s the first focus area for sellers to develop.  What’s key to empathy is one needs to get close enough to one’s customer or prospect to understand their feelings (care abouts and needs). What keeps a seller in an account and growing the business? In addition to empathy, Selgine has observed that the best sellers develop and retain customers best when they focus on these four additional focus areas: competency; reliability; integrity; and vulnerability. Competency, the ability to do something successfully or efficiently can never be discounted.  Sellers need to know their product they are selling and know how to help their customer or prospect navigate the purchasing (selling) process. Reliability, the quality of being trustworthy or of performing consistently well.  Consistent, trustworthy performance creates an environment where customers want to have sellers in their meetings, versus needing to have them in a meeting.  If your invited to a customer meeting where the topic is not related to the products you sell, you know you have reached the status of reliable (and trustworthy). Integrity, the quality of being honest and having strong moral principles; moral uprightness.  Customers know that projects always have problems and hiccups, they want to work with a trusted innovator (seller) who has the moral compass to “do the right thing” when wrong things happen. Vulnerability, the quality or state of being exposed to the possibility of being attacked or harmed, either physically or emotionally.  Vulnerability straddles a sellers ability to have the hutzpah to be creative and the self-awareness and coachability to learn from the chances they take. How do you best leverage “Trust” to win more business at scale? At Selgine, its no secret.  You lead with your B2B sellers and you never disintermediate them.  Through training, surveying, scheduling subject matter expert meetings, and providing them access to anything and everything they need to become the best seller they can be is essential.  That’s why Selgine’s Drive and Relay™ approach to sales motion and sales play management is so vital in today’s B2B market. In terms of engaging customers, anything and everything Selgine can do to assure that sellers are positioned and can demonstrate empathy; competency; reliability; integrity; and vulnerability is no accident; its curated and nurtured in everything we do.

Warning, major Sales Execution Platform rant alert! Legacy sales execution platforms are designed wholly as an inter-company, ad-hoc, perpetual communication service delivering relatively contrived sequences and flows which are purported to be based on “best practices”.  These uniform sequences and flows are supposed to be individualized for all engagements, but actually are more contrived and grating to a natural and logical sales progression. The cynical imperatives of these cloud applications is twofold, first to tax sellers with a per sales user fee, that is not outcome-based; and second to limit traceability and line of sight to seller and buyer interactions, supplier and demand interactions, the completeness of the value-chain that every sales professional exists in is at best opaque in these legacy environments – the channel is simply non-existent. Selgine breaks-through these cynical imperatives by focusing on a credit-based system that is aligned with account engagement, not driven by numbers of sellers.  And second shatters the limits on traceability and line of sight to seller and buyer interactions – whether via your direct sales force or channel partner indirect teams. Only Selgine generates, collects, analyzes, and correlates seller signals and buyer signals with our patent-pending Drive and Relay™ technology. Although well entrenched, many vendors have reached their potential to drive front office value as a holistic sales execution platform.  As the graphic below denotes, legacy vendors are focused solely on the sales to account contact engagement, falling short on the critical sales enablement and engagement step.  Several companies Selgine integrates with can be extended and enhanced to provide multi-level marketing and sales engagement capabilities such as Seismic, High Spot, and HubSpot – to name a few. What’s profound about Selgine’s approach, is not the value-add it adds to the direct sales engagement, but rather the myriad of business models it enables for both direct and indirect business go-to-markets.  Perhaps there is no greater value proposition than the “Option-Value” value proposition, or more bluntly “how many unique, provocative, and compelling use cases can I use this investment for?” As the below graphic highlights, there are at least six compelling and unique business models and value enablers that are uniquely enabled by Selgine where a cascading brand management, marketing development funds (MDF), and control environment is a pre-requisite to enablement.  Only Selgine delivers. Wanna learn more? Check out www.selgine.com or ask us for a demo here: Get Started | Selgine .

Forrester is out with a Forbes article titled “Forrester Predicts A Turbulent Year For B2B Marketers In 2024”.  The article can be read in its entirety here https://www.forbes.com/sites/johnellett/2023/10/27/forrester-predicts-a-turbulent-year-for-b2b-marketers-in-2024/?sh=1ce69ec612a9 . At Selgine, we love this article.  The product market gaps and short-comings Forrester highlights in current sales execution platforms and partner relationship management systems underscore the need for B2B: marketeers, sales enablement professionals, and business development channel managers to rethink their tooling and how to “sell smarter at scale™”. Analyst and author, Laura Ramos, vice president and principal analyst at Forrester, states “Generative AI is going to create the opportunity for change at a much faster rate. Figuring out where to focus the resources that you're using to turn your generative AI experiments into business value is where the pressure points are going to be. Some organizations are going to do really well and get ahead, and others are going to struggle and fail.” She goes onto list five predictions: Generative AI will surface insights that dictate one in five new B2B product launches Thinly customized GenAI content will degrade purchase experience for 70% of buyers Legal action over privacy protections will strike a major data provider Two out of five Millennial buyers will demand early access to B2B product experts Half of B2B firms will boost partner ecosystem technology and process investment Yep.  These predictions are loved by Selgine, because we’re delivering solutions today that will future proof your B2B marketing engine bigly.  Let’s elaborate here…. Generative AI will surface insights that dictate one in five new B2B product launches. Selgine is the only sales enablement platform or partner customer relationship management solution that has a thorough, yet accessible “product hierarchy table” for targeting and analysis.  Alternative vendors focus on contact lists and sales lists, Selgine manages Accounts, Contacts, Sellers, and Products – significantly more sophisticated for both targeting as well as personalizing outreach content. Thinly customized GenAI content will degrade purchase experience for 70% of buyers. Selgine focuses on well-curated content initially authored by subject matter experts in product marketing and business development.  Our generative AI, as well as heuristics, and deterministic analytic capabilities provide “human-augmented intelligence” – we are not looking to replace the author, publish, subscribe, and re-author or tune email delivery model already packaged in Selgine, we are providing the ability to accelerate human ideas and approaches that help B2B marketeers, sellers, business development professionals, and channel partner do their job with greater impact and optionality. Legal action over privacy protections will strike a major data provider. At Selgine, we’ll do everything we can to steer clear from this!  Selgine’s approach is to use OAuth for access security as well as back-end integration, in a very clever way that distributes security to the trusted owners who should control it.  It requires two level of authentication, the user organization to “white list” Selgine – permit us to connect to their systems and then it requires individual users (sellers, marketeers, business development, SDRs, channel partners, and to some degree customer contacts) to permit Selgine access.  The access can be easily revoked by enterprise customers or individual users.  Ditto for subsystems like salesforce.com, etc.  This is a very unique to Selgine, and provides a novel approach for distributing trust to the edge where sellers and data interact with customers. Two out of five Millennial buyers will demand early access to B2B product experts. At Selgine, we love this prediction. Our scheduling / calendaring functionality is the world’s first multi-participant, role-based, scheduling systems fully integrated with Google Email, Calendar & Meet as well as MS365 Outlook, Calendar, & Teams.  Based on a directory of entered Subject Matter Expert (SMEs) roles – Selgine assigns the right SMEs based on availability, time zone, region, and role – and the meetings can be many-to-many meetings, alternative approaches focusses on 1:1 meetings without any sense of “role”.  So let’s say you’re running a salesplay and either the internal audience (sellers) or external audience (customers) schedules a meeting to learn more about the salesplay solution, the meeting will pull ROLE-based list of SMEs which might include “pre-sales experts”, “commercial expert” and “services experts”, in addition to the Account Executive….  The system will search for appropriate times where all required SME roles can attend….  Noone does this but Selgine. 5.      Half of B2B firms will boost partner ecosystem technology and process investment. Selgine’s cloud service product was designed to deliver on its brand promise to “sell smarter at scale” through our patent-pending “drive and relay technology”.  There is no vendor in the market that enables a source company to drive a sales motion into a partner ecosystem company, and for them to relay into their (partner) customer base – providing transparency and visibility across the entire selling value-cycle.  Efforts to create “shared CRM and Partner Relationship Management” systems have been fraught with problems, bugs and breakdowns, security issues, and unwanted data leaks….  Large companies with sizeable MDF (marketing development fund) budgets will demand their channel partners provide Selgine-level of transparency and visibility for any programs that are funded by their MDF.  Most B2B, channel-ready companies simply do not know the art of the possible, that’s Selgine’s job to educate them. Wanna learn more? Check out www.selgine.com or ask us for a demo here: Get Started | Selgine .

There is no panacea for selling at scale in B2B enterprises. However, there are ways one can segment their approach to the market and optimize their selling strategy efficiently (low cost, effort, and time), based on the targeted segment. That’s what Selgine is all about. There’s no shortage of “sales execution platforms”, CRM systems, and marketing campaign management and execution tools. So why consider yet another offer to help make your life easier? Because every now and again, a breakthrough approach to solving the same old problem comes along and radically changes the rules and economics of selling; providing an unfair advantage over alternative approaches being employed by your competition. Selgine is that breakthrough approach. Selling B2B at scale is so much more difficult than B2C Sales and marketing motions differ greatly between B2C (business to consumer) and B2B (business to business) scenarios. Specifically, B2C typically has a very specific and transactional goal: “get the customer to process an e-commerce transaction” or “get the customer to complete a survey”. In most cases the monthly value or lifetime value of an individual customer, for a given product or service, can not justify a dedicated or hyper personalized approach to marketing and sales. Given this reality, the focus is all about scale. For instance, with B2C e-commerce, the average conversion rate for email is 2.2% and the average form completion (survey) rate is 1.7%. How do you hit your numbers? Volume. The graphic below denotes the typical B2C scenario of launching B2C email or survey campaigns using two very popular and effective tools. This works for B2C for sure. B2B is a different beast. Once you inject a sales professional in between the customer and the product or service and gear marketing to support the sales professional’s custom sales approach to the customer the whole game changes. In general, in a B2B environment, marketers do not go “direct” to the customer with any detailed messaging or offers, perhaps some high-level “global” branding and awareness campaigns (eg. “Our annual customer summit is approaching, register now and save 10%!”), but really nothing of significant time-dependent value to drive a product or services deal this quarter. Why? Because a B2B sales representative is the company’s “CEO” at the account. The sales representative knows if the customer is in good standing and may be in the midst of a hot pursuit which can be derailed by non-complimentary or distracting messaging that was “lobbed-in” by marketing “over the head” or “around the back” of the sales representative. Additionally, B2B is a high-stakes, high-cost endeavor. Sales professionals are expensive, and the better they are the more expensive they are in terms of quota payments – expensive reps is what every company wants 😉. Challenging environment for Seller Given this reality, there are a plethora of tools to track the risk and cost of pursuits and to manage the company’s expectations of sales representative performance. Of course, many of these tools are also designed for sales representatives to better prosecute their pursuits using automation to track and manage their activities. The image below denotes a typical B2B sales professional environment, as one can see it’s considerably messier than the B2C graphic above. What’s worth calling out, in this image, is that the sales representative in the middle, flanked with a “dollar symbol” is captioned with “Ad-Hoc Sales & Customer Engagement” text. As this is the common reality, the sales representative aligns with their customer needs and then pursues a unique value proposition for their customer – compared to their peer sales reps their approaches are all custom or Ad-Hoc for their account needs. In this world, Sales and Marketing need to be aligned. Oftentimes this is a major point of friction, since sales representatives are performing Ad-Hoc pursuits, and marketing is more geared to producing content and programs that are designed to be replicable, albeit somewhat customizable, tensions arise between these two front-office teams. The goal? Get high-qualified deals into CRM and progress them through a sales funnel to closure. Hopefully, “Win” status before the end of the quarter. The presumption of the graphic above is the concept of “perfect knowledge”. What is perfect knowledge? It’s the perception that a sales representative has perfect knowledge of all opportunities at the customer account and perfect knowledge of all products and services in his bag and how they may be an ideal fit for his customer. More often than not, these two “perfect knowledge” assumptions are completely wrong. Why? Well for starters, there’s about a 30% annual turn-over rate of B2B reps, so they are always coming up to speed on your products & services and their accounts. The average B2B deal has a 2.5-month deal cycle, so they are able to raise their heads, get training 3 to 4 times a year, outside those windows, new product and service introductions, new industry trends and innovations may allude them. To compound the problem, 79% of marketing leads never convert into sales; 68% of B2B businesses have not properly identified their funnel; and 65% of B2B businesses have no lead nurturing processes. These three realities pile on the burden a sales representative has to get productive in their account. Why Selgine Selgine addresses the very real gaps between perfect knowledge and sales representative performance. How can marketing and business development teams harness information to bridge the gap between perfect knowledge and the reality of lack of education and constant churn in the sales force to maximize sales performance? What data is needed to continuously improve sales performance? Selgine is your answer. Selgine neither disintermediates your B2B sales force nor does it go directly to your customers. It is a personal concierge for your sales professionals that is managed and brokered by marketing, business development, or sales enablement to orchestrate highly curated, personalized sales motions . If ever there was a question “what value does marketing and business development deliver to sales”; Selgine is the answer. If ever there was a question “what is sales doing to drive up-sells, cross-sells, new product introductions, and attach rates for products, services and supporting marketing initiatives”; Selgine is the answer. Selgine’s mobile and responsive user-experience is easy to learn and use. With nominal training and experience, you should be able to launch your first sales motion within hours. Need more help? We’ll set it up for you as a white glove concierge service – no need to hire, implement, and dedicate new skills. It's that easy and Selgine is that accommodating. As the graphic depicts above, we’re not looking to replace your CRM, content management systems, email, calendar, training, and other support systems – we’re integrated with all of them. Two other call outs. First there are two Selgine Logos. Why? Because unlike B2C campaign and survey tools and all other existing CRM and B2B sales execution platforms, Selgine is the only solution with a double-trigger, multi-tier marketing process fully automated. Engage and Relay Leveraging your existing infrastructure, Selgine targets and emails a sales motion to very specific segments of your sales force – we call this the “engagement” stage. From there your sales force may “Relay” a pre-built, highly personalized curated email message or sales play to their account contacts. Why two stages? Because your salesforce as the “CEO” of their account needs to be “sold” first on the opportunity before they can accept to pursue the sales motion and relay it to their account. The sales motion engagement stage provides all the insights and information that an internal sales representative needs to be effective at selling the sales play at their account. Including: a justification on why their account was selected; access to training material to become better educated; scheduling of subject matter experts that can help them more effectively sell; curated content (presentations, internal FAQs, brochures, pricing and commercial details, etc.); pre-populated links into CRM to rapidly create an opportunity; internal surveys; and the ability to opt-out with justification. The sales play relay stage provides all the insights and information that an external customer needs to make well-informed purchase go / no-go decisions. Including access to subject matter experts, curated content like advisory reports and customer references, video overviews, and the ability to share with other parties. This multi-tier, just-in-time delivery of training, subject matter expertise, relevant curated content, surveys, and ongoing nurturing is what Selgine calls “B2B2C” marketing or “Sell Smarter at Scale™” In Conclusion There are many sales motions that are relevant to sub-segments of your sales force and their customers that never receive the love and attention they deserve from marketing due to a lack of resources, skills, or budget. with Selgine: up-sells, cross-sells, new product launches, industry-based solutions, country and regional based solutions, etc., can be delivered at scale to targeted sales and customer segments simply and cost efficiently. Selgine delivers a breakthrough that radically changes the rules and economics of selling; providing an unfair advantage over alternative approaches being employed by your competition. The goal? Get high-qualified deals into CRM and progress them through a sales funnel to closure. Hopefully, “Win” status before the end of the quarter.

From a B2B point of view, 2023 defied the odds.  Many businesses posted extraordinary returns and the stock market screamed to new highs to herald in the New Year.  The backdrop of all this success included extraordinary challenges as well as historic opportunities. Headwinds included growing global geopolitical tensions; contrasted by the emergence of practical use cases for Artificial Intelligence, Large Language Models, and Everything-as-a-Service delivered from the omni-present cloud. 2023 was also the year of growth, not just the acquisition of new logos, but more importantly the retention and development of existing customers.  If there’s one thing 2023 taught us, in a risky world, with rapid technological change: trusted sources of information and solutions; reign supreme. When one talks about retention and development, one often thinks about selling to the install base.  When one thinks about trusted sources of information, one typically thinks of analysts, systems integrators, sales, service, and product thought-leaders and specialists who can separate the “wheat from the chaff” and help their clients safely navigate risk to the promise of new opportunities. No wonder, B2B companies focused more on selling to existing customers in 2023, simply because it is more profitable than selling to new customers.  And ya know what?  They crushed it. Here are some facts and figures: 1.    Acquiring a new customer can cost five times more than retaining an existing customer 2.    Increasing customer retention by 5% can increase profits from 25-95% 3.    The success rate of selling to a customer you already have is 60-70%, while the success rate of selling to a new customer is 5-20% 4.    Loyal customers are 5x as likely to repurchase, 5x as likely to forgive, 4x as likely to refer, and 7x as likely to try a new offering. 5.    U.S. companies lose $136.8 billion per year due to avoidable consumer switching. The data shows us that retaining customers is more important than acquiring new ones. So why do so many businesses focus mostly on acquisition and neglect marketing that keeps customers loyal? How can organizations best assert the trust of their brand and employees within their customer base? How do companies more systematically implement sales strategies that drive retention and development of their existing customer? Well, the first question can be answered by the acronym D&R, and the second by the SS@S acronym.  Both are acronyms conceived by Selgine, a leader in sales execution and automation platforms.  D&R is an acronym that encapsulates Selgine’s patent-pending approach of running curated and professional email and survey campaigns with and through your B2B direct salesforce or channel partners, not around them as other B2C email and survey campaign solutions do.  D&R stands for “Drive and Relay” emphasizing the sales strategy to drive mass customize sales execution across your salesforce with specific industry, product, regional, market size, and other attributes to assure effective sales motions and sales plays.  Centrally “driven” sales motions that are curated and distributed to specific segments of the salesforce for “relaying” to their respective customers, assuring the professionalism and continuity of brand presence as well as enhancing the trusted innovator role your front office sales, service, and product experts share in their accounts. SS@S, jumps on the AI, Large Language Model, and Cloud themes by automating the strategy to “Sell Smarter at Scale™” or SS@S.  Here’s where Selgine shines, providing insights that correlate seller behavior with customer behavior through the assimilation of sales signals from both sellers and customers, so one can quickly course correct and learn from prior campaign sales motions and sales plays.  Once you master the art of Selgine’s SS@S, there is no limit to the types of campaigns you can drive with your salesforce for them to relay to your customers: Selling Strategies enabled by Selgine: 1.    Upselling new products and services 2.    Cross-selling new products and services 3.    Launching new products and services 4.    Renewing or extending term-based contracts 5.    Targeting specific customer niches such as industry, segment, region, language, etc… 6.    Surveying customer and seller wants and needs Marketing with Sales Strategies enabled by Selgine: 1.    Staying in touch with your current customer base. 2.    Reminding customers of upcoming events as well as tips and tricks 3.    Maintaining a professional appearance all the way to the inbox and beyond 4.    Taking advantage of opportunities to reach out to clients you have not talked to in years 5.    Getting more referrals sent your way 6.    Customer recognition and appreciation awards 7.    Loyalty recognition and awards 8.    Surveying customer and seller wants and needs So, Q: How can organizations best assert the trust of their brand and employees within their customer base? A: D&R - Drive and Relay Q: How do companies more systematically implement sales strategies that drive retention and development of their existing customer? A: SS@S - Sell Smarter at Scale There ya have it, the two acronyms all high-performance sales organizations need to know: D&R and SS@S.

Business to Business or B2B enterprises who leverage email marketing and selling solutions to engage and nurture deals with customers are often missing the most relevant information they need to Sell Smarter at Scale™. This blog will investigate a breakthrough approach to radically change the rules and economics of selling; by providing an unfair advantage over alternative approaches being employed by your competition. Selgine is that breakthrough approach. Traditionally, B2B enterprises leverage email automation solutions to help accelerate and scale sales activities. Email templates are crafted by marketing and sales enablement professionals for products, services, or solutions and loaded into a CRM solution like Salesforce. From here, these templates are accessed by sales professionals based on their custom or ad-hoc sales endeavor at their account and launched to the contacts at their customer account. Although effective in providing sales signal insights into the banter between the sales representative and the customer, they often fall short of providing the insights needed to course correct an account, quantify or qualify a sales opportunity, or incrementally improve your sales play process and account-based marketing (ABM) email outreach. Additionally, there is always a disconnect between email inbox and sent folders that are managed by Salesforce and the Sales Representative’s Google Workplace or Microsoft 365 email folders. A major point of pain for sales representatives that causes frustration and disconnects when communicating with account contacts. As the graph below depicts, modern outreach solutions that deliver a breakthrough customer experience have four distinct dimensions: The Discover Dimension – assures the integrated email sales execution platform for Surveying Internal Audiences (sales representatives and channel partners) as well as External Audiences (customer contacts and influential partners representing the customer account). A comprehensive Discovery Platform must enable correlation of Survey Insights from both the Internal Sales Representative and the External Customer contact. “Does the sales representative feel they can sell the solutions this quarter?” and conversely, “Does the customer have the need, budget, and authority to assess and consume this solution this quarter?” Perhaps a very blunt example, but one can see how polling both sellers and customers on the same topics from their unique perspective can be of immense value to all audiences. At Selgine we focus on delivering a full range of Survey capabilities including: Net Promoter Score (NPS): Is the sales representative open to promoting the merits of the sales play? Is the customer open to promoting the solution to be solicited to them? Multiple Choice Selection: Specific items we wish to learn from sales representatives and their customer contacts. Open Ended Question and Answer: Other “word cloud” and statement insights we can glean from write-in answers from our sales representatives and their customer contacts. The Engage Dimension – provides an email platform that helps drive a personalized and curated sales motion email to internal sales representatives for them to relay a personalized and curated sales play email to their external account contacts. The Engage dimension, for external contacts is where most CRM email systems gather their sales signals from. As one can see, from a Selgine point of view, this constitutes less than 25% of desired sales signals. So, what’s missing? What’s so unique about Selgine’s approach? Several items: Internal Engagement The internal sales motion solicitation provides insights into whether that sales representative has been trained on the sales plays subject matter The internal also provides insights to sales representative’s engagement with other sales professionals and subject matter experts Internal insights also include what and how often marketing content and collateral are being employed by sales professionals. Further internal activity provides sales representatives the option to opt-out with a reason, that can help refine and develop future sales motions and plays. External Engagement The external sales play solicitation provides insights into whether the customer has sought training on the sales plays subject matter The external also provides account planning insights to customers engagement with other customer contacts not originally party to the solicitation It also provides access to account team subject matter experts, and whether they requested a meeting with the SMEs. Other external insights also include what and how often marketing content and collateral are being employed by sales professionals. Of course the standard metrics of mail opened, mail forwards, replies etc are always provided, but its these deeper insights that really make Selgine standout. Particularly since this data can be correlated – so sales representative engagement and account contact engagement can be correlated side by side to help quantify and qualify the quality and state of the sales play pursuit. The Internal Dimension – are sales representatives and channel partners, a very key difference than CRM and alternative email based B2B campaign management systems. For the first time, if you are managing marketing development funds for your channel partners, you can insist that they use Selgine so they and you can glean insights into their sales motions and sales plays with your products and services being solicited to your partner customers. Think about it, shared visibility between your company and your channel partner company in joint pursuits at your channel partner customers. The External Dimension – is how and when account contacts, customers, and influential partners representing the customer are engaged. This is the typical audience and dimension professionals think of when they think of email marketing. How does Selgine Bring All These Dimensions Together? Let’s explore a straightforwarduse case. Mary, is a B2B marketing guru, responsible for field sales, bizdev, product, and partner marketing. Robert, is a B2B customer account sales executive who’s struggling to hit his number. Tanya, is a customer executive at Robert’s account. Mary needs to stimulate targeted demand for scores of solutions, products, and services on a very limited budget. Upsell, cross-sell, renewals, new product introductions, as well as sales and customer surveys are all on Mary’s desk to deliver. Robert needs to expand his influence with his customers by continuously introducing new and better approaches to solve their problems or grow their business. Robert makes money when he convinces his customer he can help them make or save money. Tanya’s business has demanding wants and needs that need to be addressed on-time and on-budget, and she’s smart enough to know what she doesn’t know. She needs help from a trusted innovator. Selgine empowers Mary to build, target and launch customer sales motions by working with and through her salesforce, including Robert. Her first carefully and professionally curated email with embedded links creates awareness with Robert and provides him with targeted training and content on how to approach his customer. Robert initiates his product upgrade sales play by Relaying Mary’s second email in her double-trigger sales motion directly to his account contacts, including Tanya. Since the email came directly from Robert, Tanya acts on the email and engages with Robert as she knows him, it’s not from a corporate or third-party account. This back and forth of Selgine communications between Mary and Robert; and Robert and Tanya produce a torrent of sales signals and customer sentiment data. Selgine’s AI Analytics and Reporting platform collects, correlates, and transforms this torrent of sales signals and customer sentiment data into meaningful insights that reveal the state and progress of the Mary’s sales play, under Selgine management, based on Robert and Tanya’s interactions. Robert leverages Selgine to better understand the interactive interest level of Tanya and her peers, many who were not on the initial email from Robert. Robert now has the confidence to forecast this sales play as an opportunity in Salesforce. Selgine Analytics capabilities go beyond operational sales support, it provides transformational value to all levels of the business, including Robert, Mary, their executive leadership and the C-suite. In Conclusion Current email sales automation is lacking 75% of the email and sentiment analysis functionality you need, and it's killing deals. Only Selgine provides the four dimensions you need to Discover, Engage, Internal, and External audiences with confidence and correlated insights so you can Sell Smarter at Scale™. Selgine delivers a breakthrough that radically changes the rules and economics of selling; providing an unfair advantage over alternative approaches being employed by your competition. The goal? Get high-qualified deals into CRM and progress them through a sales funnel to closure. Hopefully, “Win” status before the end of the quarter.