The changing role of business marketing

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Discover how modern B2B marketers are using marketing automation to adapt to the changing role of business marketing.

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The changing role of business marketing

  1. 1. The changing role of business marketing
  2. 2. “Changes in the purchase process make it more important than ever for marketingdepartments to go beyond collecting responses to actually managing prospectrelationships over time.” David Raab, Raab Guide. The changing role of business marketing
  3. 3. Percentage of decisions that are made by the time buyers are ready for sales conversation. 70 %The changing role of business marketing
  4. 4. The percentage of internet users who 78% conduct product research online.The changing role of business marketing
  5. 5. Nine out of ten business buyers say that when they’re ready to buy they’ll find you.The changing role of business marketing
  6. 6. Cold calls Mass email Junk mail CALLER ID SPAM FILTER DUSTBINThe changing role of business marketing
  7. 7. How can marketing automation help?The changing role of business marketing
  8. 8. LEAD NURTURING WITH DRIP CAMPAIGNS The process of automatically “dripping” relevant information, usually via email, to sales leads over a period of time, based either on user action or predefined time interval. TIMELY INFORMATION LEAD NURTURING EASY OPTIMIZATIONThe changing role of business marketing
  9. 9. Relevant emails drive 18 times morerevenue than broadcast emails. Jupiter ResearchThe changing role of business marketing
  10. 10. INCREASE IN QUALIFIED LEADS FOR COMPANIES USING MARKETING AUTOMATION FOR 451 % LEAD NURTURING.The changing role of business marketing
  11. 11. Nurtured leads make 47% larger purchases thannon-nurtured leads. The Annuitas GroupThe changing role of business marketing
  12. 12. Companies that automate leadmanagement see a 10% or greater increasein revenue in 6-9 months. Gartner ResearchThe changing role of business marketing
  13. 13. Want more info?The changing role of business marketing
  14. 14. We are Scotland’s marketing automation specialists. If you are interested in discovering more about the ways inwhich the technology can help drive business growth for your SME, please visit our marketing automationwebsite or get in touch. 4 Lynedoch Crescent Glasgow G3 6EQ Tel: 0141 332 0126 Email: contact@mcraeandcompany.co.uk

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