Marketing Automation  

To Convert Your Visitors into Prospects 

Marketing automation systems such as Eloqua are popular for finance and investment websites, to drive leads from the top of the marketing funnel to become sales-ready leads at the bottom of the funnel. Prospects who become contacts are scored, based on their activities and then presented drip campaign messaging via email and social channels for lead nurturing until they are ready to buy.

bullet Marketing Automation Closes the Loop for Marketing and Sales

Marketing automation systems are designed to close the loop for marketing and sales teams. They help bridge sales and marketing, with marketing tools to execute campaigns, such as event and campaign management, lead scoring and nurturing. This enables your marketing team to effectively pass qualified leads through your auto-synched CRM (such as  Salesforce, to your sales team. Marketing automation systems include four key steps for lead generation:

bullet Lead Generation Automation Four-step Process

  1. Inbound leads, both email and phone are generally funneled to content such as a webinar or whitepaper, with a lead capture form where data is synched to a CRM system.
  2. Lead scoring tools that rank prospects based on key attributes, such as level of engagement, demographics and stage in the buying process.
  3. Outbound phone leads are inputted into a CRM system through list sourcing and marketing and sales offline initiatives.
  4. Then sales-ready leads are assigned to sales reps for appointments, while non-sales-ready leads go through an auto-responder email series with relevant, targeted and consistent communications for nurturing.

bullet CRM and Email Integration for Lead Generation   

Salesforce (starting from $5 per month per user) is an example of a cloud-based CRM system for small to larger organizations. It can be synched with Eloqua, a robust solution for finance and investment companies. Learn more about Eloqua for finance and investments at our marketing automation for lead generation post.

Eloqua (Click on the image on the left.)
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Or if you have a small budget, consider MailChimp, a cloud-based email service provider, free for under 2000 contacts). MailChimp sends a message to a specified URL when someone subscribes to your MailChimp list to include the subscriber’s email address. Salesforce CRM receives the MailChimp message of the new sales lead. For details, visit the MailChimp and Salesforce post. You will need a minimum Salesforce Group plus Connector for MailChimp integration.
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