Our month on personalization content may be done, but that doesn’t mean it’s no longer a relevant topic as we move into July. In fact, personalization plays a huge role in the topic we’re planning to cover over the next month: marketing automation tactics for sales. More specifically, we’re talking personalized selling, social selling, pipeline quality, and optimized techniques for turning prospects into customers.
So why devote a month’s worth of content to selling tactics for what is supposedly a “marketing” tool? Well, as we’ve mentioned a few times on our blog, the extreme marketing focus of an automation tool is a bit of a misconception. In fact, automation really has two audiences: the marketing team, which can use it as a tool to bring in leads, qualify them, and pass them on to sales; and the sales team, who sees marketing automation as a selling facilitator, providing them with the sales intelligence they need to personalize their sales messages and reach out to prospects at the right time.
For marketers, the next month of content will provide you with the ammo you need to improve sales adoption of a marketing automation tool at your company. As a salesperson, you’ll find the next month of content relevant because, well, you’re a salesperson. Let’s take a look at a few of the questions we’re planning to tackle throughout the course of July:
1. How can sales reps take advantage of social media? Are there rules that reps should follow when engaging over social mediums?
2. How does marketing automation help improve the quality of leads that are passed from marketing to sales?
3. What kinds of sales intelligence does marketing automation provide? How can it be used to help salespeople sell?
4. How can marketing automation help sales reps prioritize the leads that need more immediate follow-up?
5. How does prospect activity tracking help reps personalize their sales communications?
6. When is the right time for a sales rep to reach out to a prospect?
7. What happens if prospects aren’t quite ready to engage with sales? How can you ensure they don’t get lost in the funnel — and consequently, get picked up by competitors?
8. How can marketing help increase speed through the pipe?
9. How can sales reps see where a lead is in the sales process? How will they know if a lead is ready to buy?
10. How can sales reps get a better idea of their leads’ interests and motivations?
Stay tuned to learn the answers to these questions and more! In the meantime, check out some of our related content below: