Accelerate Sales with Marketing Automation

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The way we make buying decisions has changed. With so many channels though which to gather information, buyers spend a lot more time educating themselves before they’re ready to engage with a sales representative. This change in buying behavior presents both challenges and opportunities for today’s sales organizations. One way that companies are meeting this challenge head on and thriving in this new world is to leverage marketing automation technology. In this session, we’ll explore 5 ways that marketing automation helps sales teams close more business, more quickly.

Vertrieb Business Karriere

2 out of 3
most innovative companies
1 2 3

CHANGING BUYER
Need car
Gather
information
Evaluate
options
Buying
decision
Purchase
MARKETING SALES

CHANGING BUYER
MARKETING SALES
Need car
Gather
information
Evaluate
options
Purchase
Buying
decision

TOFU
MOFU
BOFU
$
WHY
MARKETING
AUTOMATION?

Scoring and Lead
Management
SALES AND
MARKETING
ALIGNMENT

DEMOGRAPHIC “FIT” SCORE
Positive Demographic Score
• Job title, industry, company size, region
Negative Demographic Score
• Generic or bad email address, no company (unemployed, self,
looking), job title

Page 18 © 2014 Marketo, Inc.#mktgnation14
+1 Click email
+1 Visit webpage / blog
+3 Early stage content
+5 Attend webinar
-10 Decay inactivity
Basic Engagement
+15 Free trial or contact request
+10 Pricing pages
+10 Demos
+12 Late-stage content
+8 Searches for specific keywords:
“marketo review”
Buying Intent

Joe Smith
Opened Email
Beth Ray
Filled out Form
Glen Gary
4 Page Views
Jen Harvey
2 Page Views
Lisa Zhang
3 Page Views
Harold Samuel
Downloaded File
Lori Francis
Clicked Email Link

Add leads to campaign Email 1
Email 2
Email 3

STATS Email Open Clicked
Auto-Touch Email 3 44% 21%
Industry Average 22% 3%
Link Clicked Clicked
1. Going to
purchase
6%
52%
2. Investigating
solution
9%
3. Reach out next
month
37%
Not interested 48% 48%
65
%

NO LEAD LEFT BEHIND:
SLA’S
Day 0 Notification
Day 1 If untouched, reminder
Day 2 If untouched, reminder cc boss
Day 3 If untouched, alert executives
Day 7 If stale, reminder
Day 8 If stale, reminder cc boss
Day 9 If stale, alert executives

ATTRACT NEW LEADS
ENGAGE PROSPECTS
THE HANDOFF
THE CONVERSATION
AUTOMATED SALES FOLLOW-UP
TOFU
MOFU
BOFU
$

Accelerate Sales with Marketing Automation

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