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Accelerate Sales with Marketing Automation

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The way we make buying decisions has changed. With so many channels though which to gather information, buyers spend a lot more time educating themselves before they’re ready to engage with a sales …

The way we make buying decisions has changed. With so many channels though which to gather information, buyers spend a lot more time educating themselves before they’re ready to engage with a sales representative. This change in buying behavior presents both challenges and opportunities for today’s sales organizations. One way that companies are meeting this challenge head on and thriving in this new world is to leverage marketing automation technology. In this session, we’ll explore 5 ways that marketing automation helps sales teams close more business, more quickly.

Published in: Sales, Business, Career
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  • And as I was thinking about this, I ran into an HBR article…
    And I realized it’s YOU – the Marketing Nation that is leading this innovation
  • Half marketo users
  • Our #1 secret is that we believe that buying has changed forever, and that marketing and sales need to change as well.

    Not that long ago, there were few 3rd party sources of information – information scarcity – which meant that a buyer had to get most of their information from sales.

    In this world, it made perfect sense for marketing to pass all leads over to sales. It also meant we lived in a world of attention abundance, with fewer channels competing for a buyer’s attention. Traditional marketing, characterized by Mad Men-style marketing, grew up in this era.
  • Changed the way we work
    Changed what was expected of us
    Changed our careers
    Changed everything to what it means to be a marketer
  • Lots of research available that supports this shift.
  • Why Attract visitors to your content w/ SEO and social. Nurture them at MOFU. Focus though, is on
  • Content discovery. Build your audience through content, great, but they need to find it.
  • Why Attract visitors to your content w/ SEO and social. Nurture them at MOFU. Focus though, is on
  • Why Attract visitors to your content w/ SEO and social. Nurture them at MOFU. Focus though, is on
  • Here’s how Marketo does it.

    Latent behaviors – interest
    Active behaviors – buying intent
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