Marketing automation and CRM
Posted: Sun Feb 02, 2025 8:52 am
If lead management is to be used professionally, automated lead generation or a CRM system is of crucial importance.
Lead generation
Using your own website as a lead generation machine is one of the most sustainable lead generation practices. If you persistently publish content on your own website that interested parties can search for and download by providing personal data, then lead generation is taking place.
Lead qualification / lead scoring
Not all leads generated are suitable leads. Usable leads are qualified, unsuitable ones are filtered out. If there are a small number of leads, manual qualification is best. For larger quantities, automated lead scoring is worthwhile. Manual qualification is much quicker because the marketing automation software first has to collect data over a longer period of time for automatic lead scoring.
Developing leads further (lead nurturing)
If a lead still needs time to make a purchase decision, it receives france whatsapp data an automated workflow. This way, the lead receives targeted information several times to help them make a decision. This provides a certain level of regularity, and the information obtained also enables targeted planning of the next steps .
Marketing and sales interface
Seamless collaboration between marketing and sales is essential for lead management to work. Both areas of the company must establish rules that must be followed together for the correct handling of leads so that sales measures can be effective.
If leads are passed on to sales too early and pressure is put on, this will scare the lead away - or sales will be frustrated because they are contacting leads who are not yet ready to buy.
Sales support (sales enablement)
If the handover to sales has gone smoothly and marketing automation and CRM are already in use, it is worth considering how sales can be supported with content and tools to ensure that the sale is completed.
Support with content: videos, case studies, podcasts, email templates, white papers, product folders, etc.
Support with tools: prospecting tool, meeting tool, deal management tool, etc.
Lead generation
Using your own website as a lead generation machine is one of the most sustainable lead generation practices. If you persistently publish content on your own website that interested parties can search for and download by providing personal data, then lead generation is taking place.
Lead qualification / lead scoring
Not all leads generated are suitable leads. Usable leads are qualified, unsuitable ones are filtered out. If there are a small number of leads, manual qualification is best. For larger quantities, automated lead scoring is worthwhile. Manual qualification is much quicker because the marketing automation software first has to collect data over a longer period of time for automatic lead scoring.
Developing leads further (lead nurturing)
If a lead still needs time to make a purchase decision, it receives france whatsapp data an automated workflow. This way, the lead receives targeted information several times to help them make a decision. This provides a certain level of regularity, and the information obtained also enables targeted planning of the next steps .
Marketing and sales interface
Seamless collaboration between marketing and sales is essential for lead management to work. Both areas of the company must establish rules that must be followed together for the correct handling of leads so that sales measures can be effective.
If leads are passed on to sales too early and pressure is put on, this will scare the lead away - or sales will be frustrated because they are contacting leads who are not yet ready to buy.
Sales support (sales enablement)
If the handover to sales has gone smoothly and marketing automation and CRM are already in use, it is worth considering how sales can be supported with content and tools to ensure that the sale is completed.
Support with content: videos, case studies, podcasts, email templates, white papers, product folders, etc.
Support with tools: prospecting tool, meeting tool, deal management tool, etc.