How to create an inbound marketing engine alongside your CRM

Automation, its just a tool!

85% of B2B marketers using marketing automation platforms feel that they’re not using them to their full potential.

—SiriusDecisions

CRM

CRM SUPPORTS SALES... By providing the backbone of knowledge and power for coordinated prospect and customer engagement, sales, and service.

...BUT NOT THE MARKETER For all CRM’s many strengths, no CRM system offers what today’s marketer must have to support sales and business goals.

End-to-end visibility and control over the entire lead lifecycle are essential.

The marketers challenge

To create an Inbound Marketing Engine toAttract, Nurture and Convert

The way we buy has changed

Understanding the journeyRe

leva

nt M

arke

ting

Cont

ent

Little

Some

More

Lots

Enough

No data, CRM or email

Some data, No CRM,

some email

Good data & CRM, regular

email campaigns

Good data, CRM, basic automation

Excellent data, CRM, full

automation

INBOUND LEAD NURTURE

Processes and tools

TIME

The requirements to create your engine

1) Coherent data

management and

recording

2) Understand the buyer needs and

expectations

3) Create, share and participate

in great content

4) Deploy and

integrate marketing

automation for nurture

LETS WORK THROUGH THE STEPS…

1) Coherent data management

2) Buyer needs & expectations

3) Create & share great content

What makes effective content?• Audience relevance• Storytelling• Triggers a response

3) Create & share great content - story

3) Create & share great content - story

3) Create & share great content - story

3) Create & share great content - story

3) Create & share great content - story

4) Deploy marketing automation

THE RESULT?

The result

Lead View – Lead Score

THANK YOU.

Harvey David Ltd. 30 Queen Square, Bristol, BS1 4NDHarveydavid.com 0117 214 0011 connect@harveydavid,com