It’s no surprise that marketing automation opens opportunities for managing your leads like never before; but how else can you use the system to benefit your business? A case study by Marketing Sherpa found that utilizing marketing automation can drive more 75% more leads. Even though you’ve got this huge flood of leads, we know they don’t qualify and convert themselves. What could be the risks involved with passing all of the new leads on to sales? How hazardous is it to prematurely qualify leads? Manage the influx of leads and drive lead qualification through marketing automation.
What qualities do “qualified leads” embody? Although this is a crucial question, it will inevitably be different for each organization that attempts to define it. It is imperative that the sales and marketing agree on some of the “static” characteristics of the ideal lead that is nearing their buying decision. Some of the static definitions of each lead will derive from pieces of their profile that are unlikely to change in the next few quarters, such as their job title, the size of their company, their geographic location, etc. Each of these items will factor into their score, and ultimately, how they’re qualified and whether or not they get pushed to sales. Here are three things that will help drive lead qualification through marketing automation:
Monitor Lead Engagement
In order to properly and completely profile each lead and potential lead, it’s necessary to have a good handle on the amount of contact they’ve had with your brand. There’s nothing worse than to scare away a prospect by pushing them to sales too early. With the right tools, marketing automation can make tracking visitor activity a breeze, with gadgets like desktop clients. Monitor your landing page traffic in real time, see which links/images are getting the most hits, and discover who’s spending the greatest amount of time on your site. With the various tools that marketing automation affords your business, it becomes less of a chore to discover and evaluate the potential buyers’ interest levels.
Prioritize and Push (only) the Hottest Leads to Sales
Shorten the sales cycle by prioritizing the prospects who have shown their readiness to make buying decisions. Understand, gauge, and encourage their readiness through effective and diligent lead nurturing practices. Utilize personalized email messages and targeted content to engage and drive lead qualification through marketing automation. By prioritizing the leads that are most ready to buy, your sales team is less likely to waste their time chasing prospects who do not feel informed enough to make a decision. Along the same thread, don’t give up on these leads. They may only require a little extra TLC and the right nurturing campaign to push them over to the qualified side.
Ensure your CRM is Synced
Chances are, your marketing automation software is equipped to automatically synch with the CRM. Be sure you’re not entering the same information in multiple platforms. Synching up the common platforms between both the sales and the marketing teams provides a greater visibility, stronger communication, and an overall clearer plan of action.