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Automate Sales and Marketing Processes with Microsoft Dynamics Integration https://ift.tt/37H8ZjN Aligning sales and marketing to work seamlessly together is still the holy grail for many B2B businesses. And it comes with its own sets of challenges. Research shows that 43% of people working in sales and marketing lack accurate, shared data on accounts and prospects, while 37% see sales and marketing processes as broken or flawed. These are quite considerable percentages. Businesses often don’t segment their audiences (or don’t do it accurately enough), which means marketers can’t create and provide content that’s tailored to their prospects’ needs. On the other hand, salespeople don’t get the right, qualified leads they can close. And a vicious cycle is created. Many organizations don’t have the data or tactics in place to answer questions like:
Top it off with the manual handling of data in excel spreadsheets that takes time and effort and is prone to errors. Add it all up and this directly affects the company’s bottom line. In this article, we’re looking at practical solutions on how technology can help bring sales and marketing processes together – and automate them using the leading integration between Microsoft Dynamics CRM and GetResponse MAX marketing automation platform. So that both teams share a harmonious and collaborative workspace. Table Of Contents Use the lead scoring to identify Sales Qualified Leads (SQLs)With GetResponse MAX, you can automate complex scenarios to nurture your audience with relevant, personalized communications. All your prospects’ actions and interactions with your brand can become a source of meaningful insights, but only if you can track and interpret the data at scale. That’s where marketing automation and lead scoring come in, allowing you to automate the interpretation of your customers’ actions (or lack of actions) at scale and automatically. The lead score is a measure of how likely an individual prospect is to convert to a customer. It’s based on their characteristics indicated by the information they provide your business with when they sign up using a form, and their behavior such as interactions with your website and emails. Lead scoring opens the door to better collaboration between your sales and marketing teams, allowing them to work in lockstep toward common goals with all the information, insights, and data they could need. Here’s how you can use it in your GetResponse MAX account:
Marketing automation makes the whole process quick, simple, and straightforward because the score is assigned automatically within the marketing automation workflows you create in GetResponse MAX, all based on customer actions and behaviors. Here’s what a workflow assigning scoring points might look like: Use the engagement score to identify the most active and inactive prospectsThe engagement score is a GetResponse tool that identifies and scores your contacts’ activity based on their interactions with your emails. We process the data in real-time to provide you with a prediction of your contacts’ interest in your emails. Based on that, we put contacts on a certain engagement level, choosing from a 5-step scale:
Here’s how you can use that in your marketing campaigns:
Pass Sales Qualified Leads to your sales team automaticallyWhen you have your lead scoring and engagement workflows in place, you can automate the process of passing SQLs to your sales team with the GetResponse MAX Dynamics CRM integration. Follow the simple steps:
Here’s what that looks like in the Microsoft Dynamics panel: Create dynamic marketing lists in Dynamics CRMIn B2B organizations, every lead is valuable, especially if you’re selling high-value products and services with high CPAs. A single sale can make a massive impact on the ROI. To avoid losing promising leads, use the Dynamics CRM to automate your lead evaluation process. With the integration, you can find specified groups and segment them in a snap, based on all the available information in real-time, transferred to the Dynamics CRM from your GetResponse MAX account. How does that work? Your contacts are added dynamically to the segments and updated in real-time in your CRM. So if you create a segment on Monday, and launch a sales campaign on Wednesday, people in that time frame will be added automatically, and the list will be updated. Create automated workflows for remarketing campaignsA typical scenario in B2B companies might look like this:
What happens when a contact is abandoned? The marketing budget spent on acquisition, like expensive LinkedIn ads, exhibitions, and other marketing costs, will have worked for brand awareness but did not bring in any revenue for the effort, money, and time spent. To avoid that, we recommend establishing an automated process, sending all the contacts who didn’t buy back to the marketing team for further nurturing. This will optimize your ROI and reduce customer acquisition costs. Here’s how you can do it in Dynamics CRM:
Marketing automation will take care of the rest of the remarketing campaign. You can set those processes up once, and they’ll work for you for as long as you need them to. And you’ll have time to concentrate on the creative part of sales and marketing and optimizing your campaigns. Summing upMarketing automation and leading integration of the marketing and sales stack can be powerful in aligning sales and marketing processes, making sure no promising leads fall through the cracks. The whole point is not to reinvent the wheel, using up time and resources, but to follow established processes proven to help grow and scale businesses. And they’re available through the Microsoft Dynamics CRM integration you can try out with your GetResponse MAX account. Click the button below to find out more: Printing via GetResponse Blog https://ift.tt/2Xap2TD December 24, 2020 at 10:52AM
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