got crm? - ledgeview partners · “marketing automation helps to foster leads and get them ready...
TRANSCRIPT
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WHY YOU NEED MARKETING AUTOMATION TOO
GOT CRM?
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SESSION OBJECTIVES
Source: http://www.ci-group.com/infographic-marketing-today-vs-yesterday/
crmmarketingautomation
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Marketing AutomationCRM
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“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?
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Marketing Automation Features
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CRM Feature Overview
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CRM Feature Overview
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CRM Feature Overview
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SESSION OBJECTIVES
Source: http://www.ci-group.com/infographic-marketing-today-vs-yesterday/
crmmarketingautomation
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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.
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CRM + Marketing Automation Benefits
• Sales Intelligence
• Lifecycle Marketing
• Qualified Leads
• Automated Lead Qualification & Assignment
• 360 Degree View of Customer Activity & Successes
• Targeted Marketing Campaigns
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Tracking Website Activity
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74% of B2B buyers conduct more than
half of their research online before talking
to a salesperson.Source: Forrester
INSIGHTS
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Bank of the WorldPROSPECT: SUZIE
APPLY IT
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Social Media
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75% of B2B buyers now use social media
to research vendors.
Source: IDC
INSIGHTS
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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
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Frantic Financial ServicesPROSPECT: Larry
APPLY IT
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Email Marketing
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People who buy products marketed
through email spend 138% more than
people that do not receive email offers
Source: Convince & Convert
INSIGHTS
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ABC UniversityPROSPECT: Paul
APPLY IT
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Content Marketing
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74% of buyers choose the sales rep that
was the FIRST to add value & insight.
Source: Harvard Business Review
INSIGHTS
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82% of buyers viewed at least five pieces
of content from the winning vendor .
Source: Forrester
INSIGHTS
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TLK TechnologiesPROSPECT: Sarah
APPLY IT
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Lead Conversions
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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
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Edwards AutoPROSPECT: Tom
APPLY IT
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Lead Alerts
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50% of sales go to the first salesperson to
contact the prospect.
Source: insidesales.com
INSIGHTS
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If you follow up with web leads within 5
minutes, you’re 9 times more likely to
convert them.Source: insidesales.com
INSIGHTS
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Fast FurniturePROSPECT: Fred
APPLY IT
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Non-Sales Ready Leads
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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
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Smart Solar PanelsPROSPECT: Steve
APPLY IT
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Customer Reengagement
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SESSION OBJECTIVES
WRAPUP
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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?
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