Marketing Automation Presentation: Lead Generation and Sales Funnel
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Marketing Automation Presentation: Lead Generation and Sales Funnel
- 2. • Marketing Automation Overview • Marketing Automation Capabilities • The Sales Funnel • Lead Generation • Marketing Automation Benefits
- 5. Marketing software that aligns your company’s digital marketing efforts with your prospect’s website activity ◦ Marketing Efforts + Website Activity Enables marketers to better track their marketing efforts, and how they directly impact sales Opens lines of communication with prospective customers
- 10. Email, form & landing page development ◦ Quickly develop marketing pages without IT involvement Website visitor tracking ◦ Tell your sales team who is visiting your website Lead Management ◦ Leverage lead scoring to provide insight as to where a prospect is in the sales cycle
- 11. Social Media ◦ Integrate all aspects of your digital presence CRM ◦ Transfer marketing insight to sales team Reporting
- 12. Image from CRW Graphics
- 13. Gain prospect behavior insights ◦ How a prospect came to your website ◦ Every visit one of your prospects makes to your website ◦ The pages, resources and content a prospect visited Marketing Automation can deliver ◦ Targeted email messages relevant to your prospect ◦ Lead scoring on all prospects, to aid the sales team in qualification
- 14. Well built marketing systems will ◦ Enable the sales team to focus on the most qualified prospects, in all stages of the buying process Communicate to prospects with the right message ◦ Enable marketers to design targeted, automated communications for prospects Where they are in the sales cycle • What they are most interested in
- 19. Forrester Consulting, "Driving SMB Revenue In A Tough Economy," November 2012.
- 21. Lead Scoring ◦ Behavioral Pages Visited Content Read Emails Opened ◦ Demographic Traits that make your company’s ideal customer Ex. B2B Company: VP Sales, US & Canada
- 22. Drip Campaigns ◦ Automated programs that help you keep in touch with your customers until they are ready for a nurture campaign Lead Nurture Campaigns ◦ Serving relevant content to a prospect that relates to their interests and their place in the sales cycle
- 23. Inbound Marketing ◦ PPC & SEO ◦ Email Marketing ◦ pURL Campaigns ◦ Direct Mail Nurture ◦ White Papers ◦ Case Studies ◦ Demos & Videos ◦ Customer Testimonials ◦ Relevant Industry Data
- 24. Lead Scoring + Drip & Nurture Campaigns ◦ Once the lead score reaches your target, the prospect is sent to your sales team
- 27. • Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% lower cost. • Nurtured leads make 47% larger purchases than non-nurtured leads. • 61% of B2B marketers send all leads directly to sales; however, only 27% of those leads may be qualified Statistics from from Forrester Research, The Annuitas Group and Marketing Sherpa, respectively.
- 28. http://www.hubspot.com/marketing- automation-information http://www.slideshare.net/hschulze/marketi ng-automation-trends-2014 http://www.silverpop.com/Software/marketin g-automation/marketing-automation- highlights/b2b-highlights/
Editor's Notes
- Explain: Prospects- anyone who visits your website, comes, takes action there- before they get to sales Once this person is in the hands of sales, they are an opportunity or lead
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