Marketing Automation Software- Get Qualified Leads to Sales

Today the business environment is highly competitive and volatile. Everyday there are new entrants who raise the level of competition in an industry.  Therefore, to survive in this fiercely competitive business environment, existing players as well as new entrants must come up with effective strategies to entice new customers and maintain existing ones. The best means to achieve this is through the implementation of an effective lead generation process.

Wikipedia defines lead generation as “the generation of consumer interest or inquiry into products or services of a business.” However, lead generation is not just about generating leads but quality leads, which in course of time turn into customers.  Hence, one of the important goals of the marketing team is to deliver better qualified leads to the sales team. However, to generate quality leads, the quality of the lead generation process implemented must be good. And the quality of the lead generation process is determined by people, processes and technology.

Often the sales and the marketing team take a beating in the technology aspect. This is because the most lead generation solutions that they use provide incomplete and outdated information on the leads, which are of little or no use to the marketing and the sales team. As the marketing and the sales team need better qualified leads, they should deploy marketing automation software that automates the lead generation process to capture qualified leads rich with information. Here is a look at some of its advantages.

• Identifies high value prospects and decision makers
• Provides real insights into a website visitor’s intent
• Procures actionable intelligence to convert a visitor into a qualified sales lead
• Relieves the inside sales teams from time consuming prospecting tasks
• Offers direct integration with sales pipeline software and process
• Provides improved conversion rates, sales performance and efficiency
• Helps to separate the high intent ready to buy leads from the low intent just looking for info leads
• Drives effective collaboration methodologies
• Enables knowledge sharing across the organization to bridge the gap between sales and marketing
• Identifies anonymous website visitors and intelligently analyzes their interests and intent to enable a targeted sales approach
• Provides the sales team the opportunity to make a personalized connection with qualified prospects in real-time
• Identifies where prospects are in the buying process through sophisticated behavior analysis

Thus, a best of the breed solution can drive sales by delivering increased number of qualified leads, faster lead conversion and prioritization of opportunities along with decision makers’ contact information.

Read more on - Marketing Automation, Lead Management System