Is your marketing team unable to identify leads from your website and laden with mundane, repetitive tasks? Do your sales reps lack lead intelligence and lead visibility? While it is possible to operate manually on a very small scale, any lead generation campaign spread over time involving a large number of leads and multiple touch points will require a marketing automation solution. Not sure where to start in terms of planning, implementation, and integration? You are in luck.

Balance Lead Quantity With QualityDownload our free white paper: Marketing Automation Guide – How to Get Started.

For a marketing automation deployment to be successful a number of things have to be in place such as:

  • Close loops between marketing and sales.
  • Define MQLs, SQLs and SALs.
  • Agree on metrics to collect to measure success.
  • Decide on scoring algorithms.

We encourage marketers and sales folks to team up to make a business justification for a marketing automation platform. A joint request for management approval and funding will carry far more weight than a request from a single department.

Marketing automation can truly be a product for both marketers and sales folks. It allows marketers to identify, prioritize, and nurture leads even as it empowers sales with lead intelligence, the ability to run hyper-targeted campaigns, and receive real-time alerts on lead activity. Marketing automation thereby enables you to close leads faster and delivers higher conversion rates and higher revenue. It is an important piece in the lead to money process and can bring about sales and marketing alignment.

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