Are you Automating your Marketing? You’re [in] Bound to be Missing Great Leads.
Read this excerpt from a write-up we submitted to a client for an upcoming face-to-face meeting.
“[The decision maker] is an integral part of the sales and marketing team driving process improvement and workflow. She is also well versed in CRM and has worked on CRM initiatives for previous employers evaluating Oracle, Salesforce, and Microsoft. She said that [prospect company] currently has no CRM in place and that they are only utilizing internal reports. She feels that sincethey are looking to implement a CRM in 2015 that now would be a good time look at [EP Client’s] service offerings, as they will be looking for outside support to help with this initiative.
Despite the fact that this prospect is responsible for implementing a CRM next year, our client doesn’t have any form fills or email opens or any contact with this prospect and wasn’t even aware of the initiative. Sure, our client may receive an inquiry in mid-2015 – when the prospect needs that third bid – but now they have a chance to influence everything from the budget to the requirements to the process.
Such is the topic of our first Infographic, ‘YOU’RE [IN] BOUND TO BE MISSING LEADS.’ We created it for the Callidus C3 show that included presentations on their marketing automation solution. We were hoping to generate a bit of controversy with people that we thought would be so wedded to the idea of “click and sell” that they’d practically revolt at the suggestion that their marketing automation doesn’t cover it all. To our surprise, we actually had a board member of a participating company refer us to his COO that is looking for ways to “make it happen” as opposed to only waiting for form fills.