Sending Marketo Emails From Sales when there's no active or real sales owner assigned

Question

How do you handle sending Marketo nurture emails to contacts who are not assigned to a salesperson for whatever reason (ie: account is outside of ICP, inactive owner assigned, etc).

For contacts outside of ICP, we currently wait until they do some sort of hand-raising activity or MQL before we reassign to a salesperson OR have someone manage the replies and manually reassign the salesperson. However, this is very manual and not a perfect process so we're trying to identify a better way to manage this process (ideally automated).

For contacts owned by an owner that's inactive (due to BDR attrition), do you sign off the email from an alias name and have someone manage the inbox of replies? Do you pause them in the sales nurture so there are no more emails going out from that inactive owner? Our sales ops team needs to reassign the inactive owners manually and consider the account books when doing so, which means it could take a couple of weeks to reassign accounts from an inactive owner to an active owner.

falvares · Accepted Answer

Hi @jamie_hunter

I would either go with the velocity setup or using a generic email address (suggested by Sanford) as opposed to not engaging or communicating with your customers at all.

Yes, this would involve establishing a new process in managing accounts that do not have a BDR, but I would suggest trying to build a process and a solution rather than losing revenue because you were not able to engage with the customer at the right time.

Just my 2 cents

Floyd

SanfordWhiteman · Answer

How do you handle sending Marketo nurture emails to contacts who are not assigned to a salesperson for whatever reason (ie: account is outside of ICP, inactive owner assigned, etc).

For contacts outside of ICP, we currently wait until they do some sort of hand-raising activity or MQL before we reassign to a salesperson OR have someone manage the replies and manually reassign the salesperson. However, this is very manual and not a perfect process so we're trying to identify a better way to manage this process (ideally automated).

For contacts owned by an owner that's inactive (due to BDR attrition), do you sign off the email from an alias name and have someone manage the inbox of replies? Do you pause them in the sales nurture so there are no more emails going out from that inactive owner? Our sales ops team needs to reassign the inactive owners manually and consider the account books when doing so, which means it could take a couple of weeks to reassign accounts from an inactive owner to an active owner.

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