Five ways marketing automation can help sales

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Discover five ways marketing automation can help your organisation make more sales.

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Five ways marketing automation can help sales

  1. 1. Five ways marketing automation can help sales teams
  2. 2. 1 Lead CaptureFive ways marketing automation can help sales
  3. 3. Marketing Automation offers twotypes of lead capturing.1. Landing PagesForm protecting desirable content –e.g. white papers, ebooks, specialoffers, free trials etc…Users will happily provide theirinformation providing you are offeringthem something of value.See our guide to creating landingpages. Five ways marketing automation can help sales teams
  4. 4. LANDING PAGE BUILDERThe best MarketingAutomation platformsoffer landing pagebuilders.Pardot’s (pictured) is oneof the mostcomprehensive. Five ways marketing automation can help sales teams
  5. 5. AUTOMATION RULESSales team can be aided by automation rules which can automatically assign a prospectto the appropriate rep.E.g. Prospect specifies location as Glasgow= assigned to west of Scotland rep. Five ways marketing automation can help sales teams
  6. 6. Marketing Automation offers twotypes of lead capturing.2. IP LookupThe best marketing automation platforms can provide informationabout your visitors based on their IP addresses.Data augmentation from integrated thirdparty sources such as data.com and linkedincan give you even more information. Five ways marketing automation can help sales teams
  7. 7. 2 Lead QualificationFive ways marketing automation can help sales
  8. 8. Lead qualification ensures sales teams areonly passed ‘warm’ leads. IMPLICIT CONSIDERATIONS EXPLICIT CONSIDERATIONS Interactions with your website Explicit information you know and/or emails. E.g. pages viewed, about prospects from past search terms used, materials meetings, forms, IP lookup etc… downloaded and so on. Five ways marketing automation can help sales teams
  9. 9. LEAD SCORINGThe process of scoring leads based on their interactions with your website and/or emails.EXAMPLE: +20 +3 +3 White paper download Page view Link clicked Five ways marketing automation can help sales teams
  10. 10. 3 Email AutomationFive ways marketing automation can help sales
  11. 11. Drip email campaigning is a key component of marketing automation technology. Read our guide to drip campaigns.Relevant emails drive 18 times morerevenue than broadcast emails. Jupiter Research Five ways marketing automation can help sales teams
  12. 12. Drip campaigns take prospects on journeys –which can help sales keep in contact with lostopportunities. Example journeys: Respondent Dormant MQL Lost opportunity MQL Respondent Respondent Five ways marketing automation can help sales teams
  13. 13. On a practical level, emails can be personalisedfrom a sales rep, who can (if they wish) be alertedto all behaviour alerts and replies. Drip campaign email Relevant sales rep alerted personalised from sales Prospect responds person. Five ways marketing automation can help sales teams
  14. 14. 4 Lead IntelligenceFive ways marketing automation can help sales
  15. 15. Marketing Automation gives sales reps a level of lead intelligencethat would have been completely unattainable in the past. Search term used Social media interaction Lead Page view Materials downloaded Five ways marketing automation can help sales teams
  16. 16. 5 Real time lead alertsFive ways marketing automation can help sales
  17. 17. Sales teams can receive desktop alertsof a prospect’s activity. Five ways marketing automation can help sales teams
  18. 18. 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 automationtechnology website or get in touch. 4 Lynedoch Crescent Glasgow G3 6EQ Tel: 0141 332 0126 Email: contact@mcraeandcompany.co.uk

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