Automated sales solutions for government agencies

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[Music] hey got a quick question for you what's the difference between marketing automation and sales automation many people think they're exactly the same thing but they're not marketing automation is when a contact travels through your campaigns and your sequences based on their behavior it's based on them it's like a choose-your-own-adventure for them so it's based on what they click based on what they open based on what they fill out so for example a marketing automation campaign from a webinar would be someone that got a webinar promotion email or SMS they clicked on that promotion webinar or SMS invite went to the webinar registration page filled out their details for the webinar registration page then got taken out of the reminder sequence that may have been a two-week sequence but they took action on the first two days so they get taken out of that and they get put into an automated reminder sequence that tells them when the webinars coming up and what's happening and how to join and all of those details so that's a marketing automation campaign now sales automation is completely different sales automation is driven by opportunities and sales stages so that's once someone becomes a highly qualified sales lead we call it an SQL a sales qualified lead so when someone becomes a sales qualified lead what then happens is that salespeople or the people responsible in your team for closing a sale are given sales tools to help them sell at a faster velocity and by building out sales tools and sales stages it actually helps them understand where people are at each stage of the deal flow right and so once someone moves from marketing qualified lead they move out of a marketing automation campaign and they go into a sales qualified lead stage which is a sales pipeline stage or a sales opportunity or a deal stage depending on the terminology that you use and one of the great things about sales automation is not only will it help your sales people and a faster velocity it actually provides you with a whole lot of reporting so if you have six sales stages in your business you can automate what happens when someone goes into a sales stage but here's the difference between marketing automation in sales automation with sales automation those sales stages are typically driven by sales people and workflow processes in your business and so if someone moves that someone in your team moves a contact from stage 2 to stage 3 automation can be fired off but the move was made by someone in your team based on a conversation over the phone based by based on something else that happens in your business documentation that have been sent off signed and received back things like that it's a workflow it's a process and so that's the big difference but one of the really great things about sales automation is that it allows complete transparency of what's happening in your business and so you can see at any particular stage where people are in your business are you getting 30 people stuck at stage 2 are there 20 people at stage 3 maybe you don't get paid until stage 4 so that allows you to do more hyper targeted remarketing back to people in your sales stages so if you've got 20 people stuck in stage 3 and you know you don't get paid until stage 4 rather than just doing a big broadcast out to your list of 5,000 10,000 or 20,000 people you can do a hyper targeted campaign just to those people in stage 3 to move them or bump them into stage 4 and that and then obviously you get paid when you get paid there's another stage there could be an onboarding stage and so it goes so a sales stage really creates that transparency it gives you reporting for your business you can see where everyone's at and you can understand exactly how to improve your ROI on your marketing and also how to improve the way your sales people sell your products and services [Music]