Marketing automation may be used for a variety of purposes. Marketing automation is critical for sales leaders and reps to understand their prospects’ habits, use them in follow-ups, and make the correct connections.
What actions constitute a sales-ready lead, also known as a marketing qualified lead, and what defines a “hot” prospect (MQL). This is an important piece of the equation since it allows your sales team to focus on the more quality prospects while your marketing team nurtures the remainder.
Lead scoring, which is configured in an automation platform, shows you the various actions that prospects have done and how they have interacted with you across various channels. It allows you to tailor and customise your interactions with these prospects.
Account based marketing
Contrary to popular belief, working with inbound leads isn’t the only aspect of B2B sales. There must also be an emphasis on generating outward opportunities.
Account-based marketing (ABM) enables your sales team to discover and target clients with the highest revenue potential, engage them to move them through the sales funnel more rapidly, and track progress in terms of revenue gained.
It’s vital to follow up for at least 15 days, but no more than 30, to ensure that each outbound target prospect receives valuable messages and emails, but not too many.