It’s a misunderstanding that the companies that have marketing automation software tools are purely the use of marketing teams and not the sales team.
The B2B sales process can be a complex one and sales teams are looking for tools and software that can help increase their productivity, shorten the sales cycle and achieve better conversion rates.
86% of marketers that use an automation solution said the greatest benefit was improving lead nurturing and management. But, importantly for the sales team, what marketing automation can do is provide valuable information about leads on their website and informs them about a prospects interest. It can also provide a bounty of new leads they weren’t even aware of.
The compelling stats
45% more pipeline using marketing automation than those who don’t
14.5% increase in sales productivity
10% increase in revenue in 6-9 months with automated lead management
47% larger purchases than non-nurtured leads
451% increase in qualified leads
79% of leads never convert into sales.
Use Cases: How Can Sales Teams Use Marketing Automation?
Let’s Go Fishing for Leads
Sales are always after someone to call. Rather than ‘fishing’ through the yellow pages, how about ‘fishing’ in a pond of hot leads?
That’s exactly the option you have as you can see companies and individuals on your website that are not contacting you but are showing buying intent. You now just need to reel them in.
Monitor lead activity
You have some key accounts you are targeting. Wouldn’t it be good as a salesperson to be able to see how often in the last 30 days they have been on your site and the content they have consumed.
Understanding what a prospect cares about will help you get prepped for your call/demo.
Qualify Before You Call
Why not automate your qualification process so you can spend more time doing what has to be done by a human? We automatically generate key sales information, including company size, history, employee contact information, and more. Integrate this information with your CRM so you can get as much information on your leads as possible, which will assist with qualifying.
Alert… Hot Lead Waiting
Tired and frustrated with digging through piles and piles of unqualified leads just to find someone who’s ready and willing to buy.
Not only is this a waste of time, but it’s also a poor allocation of resources. Marketing automation will be able to identify and alert the sales team of hot leads so they can focus their efforts where they will produce the best results.
Nurture your leads. Automatically if you dare.
You know the call… it’s like clockwork. The salesperson who calls every three months and asks “are you ready to buy yet?”. Just a tad annoying and in all honesty not that successful. What is beneficial for a salesperson is being able to point their lead in the direction of valuable information on the website. One which helps answer their problem or question you previously discussed in a sales call.
Once on your website, you can also track other content and topics that matter to them. This makes ongoing sales interactions more meaningful but also more measurable due to the proper use of a marketing automation tool.
Real time lead monitoring.
Knitting separate tools together and having disjointed views is the stuff of nightmares. Our software creates a complete snapshot of what prospects are doing on your website.
This is important for sales teams because an integrated tool allows you monitor activity so that you can continue to test new strategies easier and fix faster. The ability to capture the data and map it against triggers and alerts in an marketing automation tool creates more powerful outcomes for sales teams.
Score leads
Marketing automation helps identify your hottest leads with simple lead scoring. Specific scores are applied to interactions on website page visits, email interaction, social interaction, company information and content they engage with.
We have a structure and methodology that will allow you to set the scores that will maximise that amount of hot leads to call and then the rest can be left for marketing to nurture and warm up.
Wasted Time. Get it Back.
80% of the average salesperson’s day is spent on non-revenue generating activities, including looking for prospects to contact and recognising them as worthwhile leads.
Let marketing automation get most of that time back for you and help you focus on the hot leads – the ones showing purchase intent.
