Sales Enablement vendor SalesHood launched ENGAGE, its Digital Buyer Sites, at the end of June, but hasn’t formally press released the service. SalesHood emphasized its ease of setup and access for ENGAGE sites and its ability to “quickly activate” sales content and improve its effectiveness.
CEO Elay Cohen explained that a key differentiator for SalesHood is that it is “100% built on the same platform, providing a single sales enablement system for sales and marketing teams.”
Engage sites can be public or private and are set up with a couple of clicks. To facilitate access, domains may be whitelisted. Authentication is supported via Google SSO, Microsoft SSO, or an email with a magic link. Contact information is collected from all contacts that access the buyer site.
Sales reps can send buyer site invitations via email with personalized messages or shareable links. Buyers can also request access to a site if they do not yet have access.
ENGAGE captures buyer intent and sentiment as it gathers video-watching time, time on slides, downloads, shares, feedback, etc. Reps can attach both pre-recorded videos and custom recordings. Other content includes meeting recordings, meeting transcripts, and mutual action plans. In addition, the firm noted that chat support would soon be available.
“We continue the push the industry forward by helping our customers and partners embrace modern selling and digital buyer engagement with our ENGAGE product,” posted Cohen on LinkedIn. “CROs and sales leaders love ENGAGE because it powers revenue teams to use repeatable sales plays and proven content to boost sales efficiency by driving consistent sales execution. CMOs love ENGAGE because it quickly activates their sales content and improves content effectiveness. Customer teams love ENGAGE because it progresses (and closes) pipeline faster and more efficiently. Buyers love ENGAGE because they can make decisions faster and on their own timelines.”
Engage is priced at $50 per user per month. When bundled with the Learning module, the combined price is $75 per user per month. In 2023, the combined price will rise to $100 per user per month.
Last month, Drift rolled out its Conversation Cloud, which combines the capabilities of its Conversational Marketing, Conversational Sales, and newly launched Conversational Service offerings. Drift’s Conversational AI guides visitors along any stage of the customer journey, helping them “voice their intent with open text questions, find answers to their own questions, get personalized recommendations, or book a sales meeting.”
“Everything starts with a conversation, and in-person communication and experiences are taking a back seat to the conversations we have online, especially in our business relationships. Businesses are relying more and more on digital experience platforms – or in our case, conversational experience platforms – to bridge these connections and manage key customer interactions, touchpoints, and engagement. Our guiding philosophy at Drift is to put the buyer at the center of everything we do, and we are excited to bring the Drift Conversation Cloud to market to help our customers deliver a better experience to buyers at each stage of their journey, all while improving their sales teams’ efficiencies and accelerating revenue.”
Drift Conversational Sales manages customer conversations across chat, video, email, and phone. Drift routes high value leads to sales reps, notifying them when qualified leads are engaging with the chatbot or the website. Sales reps can “craft personalized outreach based on what web pages buyers visited, which sales touchpoints they engaged with, and how often they interacted with your brand.” Prospect activity is automatically logged to Salesforce.
Reps can also deliver personalized video messages based on site activity intelligence. Videos may be shared via LinkedIn, Drift, Outreach, or Salesloft. Drift claims a more than 3X improvement in response rates for asynchronous video.
Drift not only schedules meetings but also offers a new Deal Room module for capturing interactions between buyers and sellers, including meeting transcriptions and document sharing. Deal Room also provides real-time alerts when prospects engage with the Deal Room and manages Mutual Action Plans.
“Drift Deal Room enables seamless collaboration between your internal team and entire buyer committees in one central location,” blogged Drift Senior Product Marketing Manager Holly Xiao. “Everyone involved will be able to have conversations, share files, manage action items, schedule meetings, and more — directly in Deal Room.”
Continued Xiao, “Drift Deal Room lets you see who, what, and how buyers interact with your business throughout their entire journey. So, when it’s time for your next deal review, you’ll come to the table with a clear picture of deal activities and trajectory. And if you notice opportunities with lower engagement, you can rely on Drift Video, Drift Chat, Drift Email, and more to help you nurture deals in the right channel at the right time and keep them moving in the right direction.”
Conversational Service answers simple support questions, allowing the service team to focus on difficult support problems and high-priority customers. The Drift Chatbot supports Salesforce and Zendesk knowledge base articles. Conversational Service lets customers create their own support tickets or hand high-priority requests over to live service reps.
“Translating click-based engagement into buyer-led enablement across interactions requires conversation design that senses and responds to spoken and unspoken buyer needs across complex and connected buying journeys, wrote Forrester Principal Analyst Jessie Johnson last November. “Conversational interactions help B2B organizations meet buyers where they are in their journey, enable their buyers and customers in the moment, and inform the next interaction. The impact of poor execution, however, can have a lasting negative impact on the buying journey, customer experience, and even the brand itself.”