Published on February 19, 2014
Top 3 Reasons Sales Needs Marketing Automation Sangram Vajre Director of Marketing Derek Grant Director of Sales
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Introduction Derek Grant Sales Director, Pardot, a salesforce.com company Sangram Vajre Marketing Director, Pardot, a salesforce.com company
Presentation Outline • What’s the problem? • How Can Marketing Automation Help? • Top 3 Reasons Sales Needs Marketing Automation
Buyer expectations have changed 70% of the buying process is now complete by the time a prospect is ready to engage with sales. (SiriusDecisions)
Marketing & Sales Don’t Speak the Same Language Leads Events Qualified leads Pipeline Website Opportunities E-books Time to close Brand Accelerate the deals Giveaways ACV Buyer Persona Re-active deals
Hence the problem… Not Enough Leads Poor Lead Quality Low Lead Conversion Limited Visibility Missed Targets • Inconsistent pipeline • Low performing campaigns • No lead profiling • No lead nurturing • Bad leads routed directly to Sales • Manual lead routing • No sales insights • Long & inconsistent sales cycles • Time wasted • No ROI reporting • Lack of accountability • Poor alignment
So, How Can Sales Make Marketing Work for Them?
#1 You Don’t Want To Miss Out On Your Leads 79% of marketing leads are not pursued
1 2 3 Forms Progressive Profiles Automatic Assignment of Leads in CRM
#2 You want To Engage With Hot Prospects Quickly 78% of sales goes to the vendor that responds first
4 Rules of Engagement 5 Scoring and Grading
#3 Be Top Of Mind For Your Prospects? Nurtured leads at best in class organizations delivered 47% higher average order values than of sales goes to the non-nurtured leads. vendor that responds first 35% - 50% Aberdeen’s report “Lead Nurturing: The Secret to Successful Lead Generation”
6 Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% lower cost. Forrester Automatic Lead Nurturing
Drive Growth with Marketing Automation Better Leads Increased Pipeline Improved Close Rates Complete Insight More Sales 75% of companies using marketing automation see ROI within 12 months, 44% within 6 months. (Focus Research, 2013)
Sangram Vajre Director of Marketing @sangramvajre email@example.com Derek Grant Director of Sales @derekgrant firstname.lastname@example.org
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