5 REASONS SMES NEEDMARKETING AUTOMATION McRae and Company
Small Companies and Sales/Marketing• How do executives managing companies with a turnover of less than £100m view sales and marketing? – Generally as a black hole with limited visibility of how investments at different stages of the sales and marketing pipeline make most difference to sales. • But it doesn’t have to be so dark. • Marketing Automation platforms reveal where and how investments throughout the pipeline lead to sales growth.
Here are 5 reasons how MarketingAutomation can transform sales in marketing in SMEs.
Reason #1• Big money goes into sales • With Marketing and marketing. Automation, you can. – For a typical organization, about 30% to 40% of top- line spend goes into generating sales. – With so much money being poured into these investments, they need to be well understood and their impact closely tracked.
Reason #2• A closed sale is the end of a • With Marketing long sales pipeline, not the Automation, you can. start.• A lot of companies can see what happened at the last slice of the sales funnel when a deal closes. – But to truly understand why that deal closed, you need to view the buyer’s entire journey and all the touch points that influenced the sale along the way.
Reason #3• Marketing Automation • It’s not just about gives you the ability to reacting. plan ahead. – It’s about actively planning – Once you know what ahead investments are pushing leads through your sales and marketing funnel, you can focus investment on them and start measuring the impact on sales two or three quarters out.
Reason #4• You can identify your • Marketing Automation biggest problems. pinpoints the pain in your sales cycle so that the – Instincts might tell you investments you make are to hire more field sales solving the actual issues, reps, but is the clog not adding to them. you’re experiencing really at the bottom of your sales funnel?
Reason #5• You can benchmark • Marketing Automation performance internally helps you get a grip on and against your peers the velocity of your with solid, ongoing sales cycles. analysis. – You might feel like your sales cycle is too long, but how do you know?
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