Adding marketing automation in CRM will help your sales team be more efficient. In today’s information age, it’s not about how much information you receive, rather, it’s about how you receive the information. Most CRMs cobble together leads and contacts into a few buckets, offering no way to separate hot leads from cold leads. Without a systematic way to prioritize leads, opportunities get lost in the shuffle, important opportunities get buried in the database and important leads are masked as yet another database record. Businesses finally have a way of differentiating their leads and optimizing sales people’s time with marketing automation in CRM.
Lead Qualification in Your CRM
Most solutions offer a host of additional marketing automation features in CRM. Adding leads/contacts to a lead nurturing campaign, sending an email campaign and customized dashboards are a few examples. One key area of integration is lead qualification. With marketing automation in CRM, vital lead qualification criteria is extracted from the marketing automation system and injected into the CRM to streamline access to high priority leads.
Various industry methods exist to prioritize leads. Lead scoring, buy signals and total activity are just a few examples. When CRM records are enriched with lead qualification criteria sales people can easily plan their day by running prebuilt dashboards and reports to expose highly qualified leads. The best part about these processes is the automation. It’s a set-it-and-forget-it model. With marketing automation in CRM, data is bi-directionally shared between both systems in real-time (usually every 5 minutes). Changes to data in one system are automatically updated in the other. With both systems in harmony, sales people only need to access marketing automation data in their CRM – simplifying the number of tools required to do their job.
Adding marketing automation in CRM is near effortless. Most CRMs, such as Salesforce.com, offer some type of marketplace for apps. For example, Salesforce.com’s marketplace is AppExchange. Installing Lead Liaison’s marketing automation in Salesforce.com can be done in less than 10 minutes. Configuration usually takes an additional 15-30 minutes.
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