got crm? - ledgeview partners · “marketing automation helps to foster leads and get them ready...
TRANSCRIPT
WHY YOU NEED MARKETING AUTOMATION TOO
GOT CRM?
SESSION OBJECTIVES
Source: http://www.ci-group.com/infographic-marketing-today-vs-yesterday/
crmmarketingautomation
Marketing AutomationCRM
“Marketing automation helps to foster leads and get them ready for the sales team. Once
the lead has progressed through to the bottom-of-the-funnel and become a qualified
sales lead (and eventually a customer), that’s when companies typically start to track their
interactions through a CRM. CRMs store information like how long a contact has been a
customer, records of any purchases they have made in the past, the dates and notes of
any phone conversations you’ve had with the contact, a record of inbound emails they’ve
sent to your sales and customer service team, and more.” (Capterra)
What’s The Difference Between Marketing Automation & CRM?
Marketing Automation Features
CRM Feature Overview
CRM Feature Overview
CRM Feature Overview
SESSION OBJECTIVES
Source: http://www.ci-group.com/infographic-marketing-today-vs-yesterday/
crmmarketingautomation
Ledgeview Partners | Marketing Webinar Serieshttp://blog.capterra.com/whats-difference-between-crm-and-marketing-automation-software/
Analyze & Convert
Using Customer Analytics
(Remarket)
Capture & Convert
Customer Data
(Market)
Bi-
Dir
ecti
on
al D
ata
Syn
c
Not a one-directional experience. Market & Remarket.
CRM + Marketing Automation Benefits
• Sales Intelligence
• Lifecycle Marketing
• Qualified Leads
• Automated Lead Qualification & Assignment
• 360 Degree View of Customer Activity & Successes
• Targeted Marketing Campaigns
Tracking Website Activity
74% of B2B buyers conduct more than
half of their research online before talking
to a salesperson.Source: Forrester
INSIGHTS
Bank of the WorldPROSPECT: SUZIE
APPLY IT
Social Media
75% of B2B buyers now use social media
to research vendors.
Source: IDC
INSIGHTS
73% of salespeople using social selling as part of
their sales process outperform their sales peers
and exceed quota 23% more often.
Source: Aberdeen
INSIGHTS
Frantic Financial ServicesPROSPECT: Larry
APPLY IT
Email Marketing
People who buy products marketed
through email spend 138% more than
people that do not receive email offers
Source: Convince & Convert
INSIGHTS
ABC UniversityPROSPECT: Paul
APPLY IT
Content Marketing
74% of buyers choose the sales rep that
was the FIRST to add value & insight.
Source: Harvard Business Review
INSIGHTS
82% of buyers viewed at least five pieces
of content from the winning vendor .
Source: Forrester
INSIGHTS
TLK TechnologiesPROSPECT: Sarah
APPLY IT
Lead Conversions
46% of marketers with mature lead
management processes have sales teams that
follow up on more than 75% of marketing-
generated leads.
Source: Forrester Research
INSIGHTS
Edwards AutoPROSPECT: Tom
APPLY IT
Lead Alerts
50% of sales go to the first salesperson to
contact the prospect.
Source: insidesales.com
INSIGHTS
If you follow up with web leads within 5
minutes, you’re 9 times more likely to
convert them.Source: insidesales.com
INSIGHTS
Fast FurniturePROSPECT: Fred
APPLY IT
Non-Sales Ready Leads
63% of people requesting information on
your company today will not purchase for at
least three months – and 20% will take more
than 12 months to buy.Source: Marketing Doughnut
INSIGHTS
Smart Solar PanelsPROSPECT: Steve
APPLY IT
Customer Reengagement
SESSION OBJECTIVES
WRAPUP
Do I Need Marketing Automation?
• Do I currently operate a variety of independent marketing technology?
• Do I have way to capture, nurture & ranks leads?
• Do I have an automated way pass leads to my sales team?
• Do I have a way to report on marketing campaign effectiveness?
