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.

Related Posts

Five Reasons Marketing Must Break Out of Its Silo It’s always been easier to operate marketing as its own entity, with systems and data silo’ed so the only people who can used them being marketers. So...
Protected: Leads’ Labor Lost: the Gruesome R... We’re in the middle of conducting a survey about sales and marketing sentiment – what do sales people and marketers think about processes and people a...
Marketing in 2015: Personalized and Verticalized It’s frustrating to look back at predictions made in years past about marketing. They’re often right on the nose about what’s needed to better reach c...
Lead Management: No Lead Left Behind The best fiction writer is able to get into the heads of his characters, understanding their desires and fears in order to portray them realistically....