Technology is moving at the speed of light, coupled with innovation, this is dramatically changing the way companies are tackling their sales processes. As you know, sales are a measurement of how well a company is moving their product or providing their service. In an effort to sell more, companies are turning to marketing automation to improve the process, their response time and their customer engagement.
According to a recent article from Promotion World, “Marketing automation helps marketers efficiently segment, automate to, and track engagement for prospects through the customer lifecycle.” Isn’t that what every company strives to do? As automation gives us more ability to manage and cultivate potential customers from a cold to warm opportunity, then here are some steps to consider as ways to move beyond the virtual relationship in the sales cycle:
Automation of the marketing and sales processes make it easy to track progress and what information has been provided to the prospective customer. Once virtual relationships have been developed, it’s time to focus your attention on engaging to make the sale. It’s obvious that marketing automation has had an impact on the sales process; however without effective, relevant communication, many times companies are running opportunities away versus pulling them in. How can you better pull in your audiences?