What marketing automation companies don’t want you to

know

The #1 Challenge of Business

Source:MarketingSherpa

Almost 7 out of 10

Incr

ease

Hig

h-Q

ualit

y

Lead

s

“Just buy our software and $’s will come.”

It’s not true.

7 Secrets of Marketing Automation1. New coat of paint2. Content, baby, content3. “What do you mean our website

won’t work?”4. Garbage in, garbage out5. Don’t have skills6. Old sales processes don’t’ work7. CRM changes needed

Source: DemandGenReport

New Coat of Paint

BIG changes and not simple. It’s a long road.

Requires careful planning Implementation partner more

important than software Do you have in-house

skills?

Secret: A lot bigger change than they want you to think

Content, baby, contentSecret: You’ll need a LOT more than you have today

“What do you mean our website won’t work?”

Change goal of website Was Leads/Now

learning Track behavior and serve content Re-orient for customers, prospects and

buyers Need LOTS of landing pages

Secret: Your website probably needs major changes

Garbage in, garbage out

Marketing automation requires clean data

IDC “Half of leads in B2B are obsolete” Need vigilant database cleansing Huge, never-ending job

De-duplication Scrubbing Creating

Probably need new internal processes

Secret: You probably need a LOT better data to make this work

Don’t have skillsSecret: You probably don’t have the people or skills to make this work.

Old Sales Processes Don’t Work

Unlearn old processes/Reinvent new processes

“Without process sales will do what its always done and marketing will grow frustrated” Ardath Albee

“One of the thorniest problems”

Secret: The way sales has been qualifying and nurturing leads won’t work anymore

CRM Changes Needed

Walls between sales and marketing need to fall

Deals will flow back and forth Encompass sales, marketing,

support, etc. Need much more formal processes

Secret: You need real cooperation between sales and marketing

7 Secrets

1. New coat of paint2. Content, baby, content3. “What do you mean our website

won’t work?”4. Garbage in, garbage out5. Don’t have skills6. Old sales processes don’t’ work7. CRM changes needed

Source: DemandGenReport

What marketing automation companies don’t want you to

know

About Us

www.findnewcustomers.netCheck out our Marketing Automation Acceleration Service where we address the “Ferraris collecting dust” problem.

Find New Customers “Lead Generation Made Simple” helps businesses change and adapt to the new realities of B2B marketing. We pay particular attention on people issues and culture changes that block improvement. Our expertise in B2B demand generation means you develop higher quality leads, shorter sales cycles, and faster revenue growth. We’re also author of the definitive guide , How to Find New Customers.