GOT CRM? WHY YOU NEED MARKETING AUTOMATION TOO

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1 GOT CRM? WHY YOU NEED MARKETING AUTOMATION TOO

2 Sharon Moeller CRM Application Consultant Jodie Gilroy SR Business Analyst

3 SESSION OBJECTIVES crm marketing automation Source:

4 CRM Marketing Automation

5 What s The Difference Between Marketing Automation & CRM? 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 s they ve sent to your sales and customer service team, and more. (Capterra)

6 Marketing Automation Features

7 CRM Feature Overview

8 CRM Feature Overview

9 CRM Feature Overview

10 SESSION OBJECTIVES crm marketing automation Source:

11 Bi-Directional Data Sync Not a one-directional experience. Market & Remarket. Capture & Convert Customer Data (Market) Analyze & Convert Using Customer Analytics (Remarket) Ledgeview Partners Marketing Webinar Series

12 CRM + Marketing Automation Benefits Sales Intelligence Lifecycle Marketing Qualified Leads Automated Lead Qualification & Assignment 360 Degree View of Customer Activity & Successes Targeted Marketing Campaigns

13 Tracking Website Activity

14 INSIGHTS 74% of B2B buyers conduct more than half of their research online before talking to a salesperson. Source: Forrester

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17 APPLY IT PROSPECT: SUZIE Bank of the World

18 Social Media

19 INSIGHTS 75% of B2B buyers now use social media to research vendors. Source: IDC

20 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

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22 APPLY IT PROSPECT: Larry Frantic Financial Services

23 Marketing

24 INSIGHTS People who buy products marketed through spend 138% more than people that do not receive offers Source: Convince & Convert

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26 APPLY IT PROSPECT: Paul ABC University

27 Content Marketing

28 INSIGHTS 74% of buyers choose the sales rep that was the FIRST to add value & insight. Source: Harvard Business Review

29 INSIGHTS 82% of buyers viewed at least five pieces of content from the winning vendor. Source: Forrester

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32 APPLY IT PROSPECT: Sarah TLK Technologies

33 Lead Conversions

34 INSIGHTS 46% of marketers with mature lead management processes have sales teams that follow up on more than 75% of marketinggenerated leads. Source: Forrester Research

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36 APPLY IT PROSPECT: Tom Edwards Auto

37 Lead Alerts

38 INSIGHTS 50% of sales go to the first salesperson to contact the prospect. Source: insidesales.com

39 INSIGHTS If you follow up with web leads within 5 minutes, you re 9 times more likely to convert them. Source: insidesales.com

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41 APPLY IT PROSPECT: Fred Fast Furniture

42 Non-Sales Ready Leads

43 INSIGHTS 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

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45 APPLY IT PROSPECT: Steve Smart Solar Panels

46 Customer Reengagement

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48 SESSION OBJECTIVES WRAP UP

49 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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