got crm? - ledgeview partners · “marketing automation helps to foster leads and get them ready...

WHY YOU NEED MARKETING AUTOMATION TOO

GOT CRM?

Sharon MoellerCRM Application Consultantsmoeller@ledgeviewpartners.com

Jodie GilroySR Business Analystjgilroy@ledgeviewpartners.com

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?