4 Ways Sales Teams Benefit from Marketing Automation

Marketing Automation is often thought of as a solution for marketers, but many organizations don’t realize that a successful marketing automation system requires effective collaboration of sales and marketing teams. 

Getting sales teams on-board with marketing automation, is more difficult then getting marketing engaged, so we’ve compiled a list of 4 reasons why sales should be excited about marketing automation.

1. Less cold calling – With a marketing automation system, marketing teams are able to implement more efficient campaigns. This means more leads are generated for sales so they can focus less on cold calling, an more on having meaningful conversations with prospective customers.
2. More qualified leads– Marketing automation systems should have lead scoring functionality. With this feature, marketing can prioritize the greater quantity of leads coming in so that the hottest leads are passed immediately to sales.
3. Lead history tracking– Once a lead has been qualified, sales should begin gathering information about them. With marketing automation systems you should be able to track a lead's activities on your website (what campaigns they converted on, what content they downloaded etc.) to give sales insight into a lead to help improve their sales conversations.
4. Automated lead nurturing– Even once marketing has done their job, sometimes leads just aren’t ready to buy when they talk to sales. Rather than keeping their own list of leads to stay in contact with, sales can return leads to marketing for automated nurturing.

Posted by Amberlie Denny at May 19, 2010 8:45 AM

Comments