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What marketing automation companies don’t want you to know<br />
The #1 Challenge of Business<br />Almost 7 out of 10<br />Source:MarketingSherpa<br />
“Just buy our software and $’s will come.”<br />
It’s not true.<br />
7 Secrets of Marketing Automation<br />New coat of paint<br />Content, baby, content<br />“What do you mean our  website w...
New Coat of Paint<br />Secret: A lot bigger change than they want you to think<br />BIG changes and not simple. It’s a lon...
Content, baby, content<br />Secret: You’ll need a LOT more than you have today<br />
“What do you mean our website won’t work?”<br />Secret: Your website probably needs major changes<br />Change goal of webs...
Garbage in, garbage out<br />Marketing automation requires clean data<br />IDC “Half of leads in B2B are obsolete”<br />Ne...
Don’t have skills<br />Secret: You probably don’t have the people or skills to make this work.<br />
Old Sales Processes Don’t Work<br />Secret: The way sales has been qualifying and nurturing leads won’t work anymore<br />...
CRM Changes Needed<br />Secret: You need real cooperation between sales and marketing <br />Walls between sales and market...
7 Secrets<br />New coat of paint<br />Content, baby, content<br />“What do you mean our  website won’t work?”<br />Garbage...
What marketing automation companies don’t want you to know<br />
About Us<br />www.findnewcustomers.net<br />Check out our Marketing Automation Acceleration Service where we address the “...
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Secrets of Marketing Automation

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What marketing automation companies don't want you to know. Why 3/4 of buyers don't get full value.

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Transcript of "Secrets of Marketing Automation"

  1. 1. What marketing automation companies don’t want you to know<br />
  2. 2. The #1 Challenge of Business<br />Almost 7 out of 10<br />Source:MarketingSherpa<br />
  3. 3. “Just buy our software and $’s will come.”<br />
  4. 4. It’s not true.<br />
  5. 5. 7 Secrets of Marketing Automation<br />New coat of paint<br />Content, baby, content<br />“What do you mean our website won’t work?”<br />Garbage in, garbage out<br />Don’t have skills<br />Old sales processes don’t’ work<br />CRM changes needed<br />Source: DemandGenReport<br />
  6. 6. New Coat of Paint<br />Secret: A lot bigger change than they want you to think<br />BIG changes and not simple. It’s a long road.<br />Requires careful planning<br />Implementation partner more important than software<br />Do you have in-house <br /> skills?<br />
  7. 7. Content, baby, content<br />Secret: You’ll need a LOT more than you have today<br />
  8. 8. “What do you mean our website won’t work?”<br />Secret: Your website probably needs major changes<br />Change goal of website<br />Was Leads/Now <br /> learning<br />Track behavior and serve content<br />Re-orient for customers, prospects and buyers<br />Need LOTS of landing pages<br />
  9. 9. Garbage in, garbage out<br />Marketing automation requires clean data<br />IDC “Half of leads in B2B are obsolete”<br />Need vigilant database cleansing<br />Huge, never-ending job<br />De-duplication<br />Scrubbing<br />Creating<br />Probably need new internal processes<br />Secret: You probably need a LOT better data to make this work<br />
  10. 10. Don’t have skills<br />Secret: You probably don’t have the people or skills to make this work.<br />
  11. 11. Old Sales Processes Don’t Work<br />Secret: The way sales has been qualifying and nurturing leads won’t work anymore<br />Unlearn old processes/Reinvent new processes<br />“Without process sales will do what its always done and marketing will grow frustrated” Ardath Albee<br />“One of the thorniest problems”<br />
  12. 12. CRM Changes Needed<br />Secret: You need real cooperation between sales and marketing <br />Walls between sales and marketing need to fall<br />Deals will flow back and forth<br />Encompass sales, marketing, support, etc.<br />Need much more formal processes<br />
  13. 13. 7 Secrets<br />New coat of paint<br />Content, baby, content<br />“What do you mean our website won’t work?”<br />Garbage in, garbage out<br />Don’t have skills<br />Old sales processes don’t’ work<br />CRM changes needed<br />Source: DemandGenReport<br />
  14. 14. What marketing automation companies don’t want you to know<br />
  15. 15. About Us<br />www.findnewcustomers.net<br />Check out our Marketing Automation Acceleration Service where we address the “Ferraris collecting dust” problem.<br />Find New Customers “Lead Generation Made Simple” helps businesses change and adapt to the new realities of B2B marketing. We pay particular attention on people issues and culture changes that block improvement. Our expertise in B2B demand generation means you develop higher quality leads, shorter sales cycles, and faster revenue growth. <br />We’re also author of the definitive guide , How to Find New Customers.<br />
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