Friday, June 3, 2016

Why Marketing Automation Benefits Your Sales Department

marketing automation

Utter the phrase marketing automation near a traditional sales department and you'll likely be met with snarls and retorts.  Though everyone can see the benefit of technology, very few are ready to take on the responsibility of marketing automation software.  Often times sales representatives have a skewed perception of marketing technology and struggle to see where marketing automation tools benefit their end of the deal.  As a marketing manager, it's your job to ensure that business-wide investment like marketing automation software has a smooth transition.

When sales and marketing automation combine, the results are nurtured leads and increased revenue.  The data provided from this software is a priceless resource to salespeople as they navigate through lead lists and contacts.

In addition to providing a detailed report on contacts and qualified leads at the click of a button, salespeople can identify the unique needs of their contacts and calls.  As they navigate throughout the quarters, the report-building features of marketing automation allow employees to get a realistic view of their progress.

Perhaps the biggest advantage to the sales department is the fact that marketing automation software eliminates the cold calling process by ensuring that you have the right information at the right time.  Not only does this save the sales department time, it allows them to focus on building relationships with the ideal customers.

Though it may seem like an uncomfortable change, it's important to remind your team that this change will result in them doing less footwork overtime.  In fact, it creates accountability between your marketing and sales departments by establishing a place for everyone's data to live.  So when sales asks marketing why the leads aren't qualified, marketing can make adjustments to their funnel in order to qualify contacts more intimately.

See the difference?  Before sales and marketing automation are united, there's a lot of blame.  With marketing automation tools, the intimidation of cross-department interaction is eliminated.  If you're ready to unite your business through all departments, consider marketing automation consulting and start looking for software vendors that fit your individual needs.   In the mean time, test your current marketing automation services and distribution efforts here: 

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