This presentation explores the differences between Sales and Marketing Automation. How does each work? Which is better suited for a particular situation in the world of business?
2. Business Platform Success
We design, build, and manage business
platforms by leveraging DataStax,
Sitecore, Salesforce, Quickbooks and
other cloud software.
5. Marketing Automation
● Marketing Intelligence
○ Tracking codes
■ Email
■ Social Media
■ Web pages
○ Multiple link analysis
■ A | B Analysis
6. Marketing Automation
● Marketing Automation
○ Objectives
■ Fill top of funnel
■ Create leads to prepare to hand off to sales
○ Lead activity based scoring
○ Drip campaign messaging
■ Email
■ Social Media
7. Marketing Automation
● Marketing Automation
○ “Marketing Automation involves multiple areas of
marketing and is really the marriage of email marketing
technology coupled with a structured sales process.”
(Marketing Automation)
8. Marketing Automation
● Advanced Workflow Automation
○ Automation
■ Internal marketing processes
■ Operational efficiency
■ Business rules
● Automatically triggers sales/marketing related tasks
○ Budgeting and Planning
○ Workflow and approvals
○ Marketing calendar
○ Internal collaboration
○ Digital Asset Creation
9. Marketing Automation
● Functionality
○ Development and Analysis
■ Marketing campaigns
■ Customers
○ Marketing campaign management
○ Appropriate customer data organization and storage
○ Updating contacts from leads to customers
11. Sales Automation
● Automates business tasks of sales
○ Order processing
○ Contact management
○ Information sharing
○ Inventory monitoring and control
○ Order tracking
○ Customer management
○ Sales forecast analysis
○ Employee performance evaluation
12. Sales Automation
● Sales Automation Management Process
○ Objectives
○ Factors
○ Control processes
■ Time frames
■ Constrained contexts
● Customers
● Markets
13. Sales Automation
● Sales Automation Metrics
○ Time management
■ Estimated time versus actual time
○ Call management
■ Plan for customer interaction
○ Opportunity management
■ Measuring tools used by reps
■ Compliance with process by reps
○ Account management
■ Multiple opportunities with same client
14. Sales Automation
● Sales Automation Metrics
○ Territory management
■ Number of reps vs number of clients
○ Sales force management
■ Training / Coaching
■ IT Systems
■ Control
16. Sales Automation
● Sales Automation Software Processes
○ Built In Marketing Automation Tools
■ Metrics
■ Campaign Sequence
17. Sales Automation
● Sales Automation Metrics
○ New Leads
○ Advance Ratios
○ Close Ratio (Conversion)
■ Same month close
■ Overall close
○ Volume
○ Revenue
○ Gross Profit Margin
○ Activity
18. References
● Marketing Automation
○ http://en.wikipedia.org/wiki/Marketing_automation
○ Personal experience
● Sales Automation
○ http://en.wikipedia.org/wiki/Sales_force_management_syste
m
○ http://www.webopedia.com/TERM/S/Sales_Force_Automatio
n.html
○ Personal experience
19. Data & Analytics
Cassandra, DataStax, Kafka, Spark
Customer Experience
Sitecore
Information Systems
Salesforce, Quickbooks, and more
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