Create Grow Blog

Revenue generation 101: Technology that sales and marketing need to grow

By Soumya Indurti • September 30, 2015

There is a lot of technology out there that provides value to different areas of your business. While Sales needs a powerful CRM tool to convert opportunities and manage pipelines, Marketing needs technology that automates ways to reach people scalably and effectively.

Get a CRM that supports sales growth

A CRM is a Customer Relationship Management tool that's powerful for your sales team. It usually helps track your customer information and interactions in one place. Deals move faster with powerful technology features provided by the CRM tool.

If you don't have a CRM tool for your business it's worth taking a look at G2 Crowd's comparison tool and make an informed business decision to pick one based on:

  1. Setup
  2. Maintenance
  3. Support
  4. Ease of Business
  5. Product Direction

Finally and more importantly, user reviews.

Discover technology that real people like to use. There's no point if technology can't be used by humans!

Here's an example from a comparison we did for a client as we tried to help them choose the right technology for their business on G2 Crowd:

Screen_Shot_2015-09-30_at_11.57.19_am

Sales reps can work from anywhere with the information that is available to them via a CRM making them increasingly more productive and helping them make smarter selling decisions.

Is that enough though?

Marketing Automation that accelerates selling

Driving more people to your website, engaging website visitors to turn leads and close as customers is something that Marketing can help with. To do so, there's need for technology that can support reaching people scalably and effectively.

Sales and Marketing alignment can support your revenue generation goals by creating a structured process for visitors to be engaged and providing clear conversion paths. 

Here are some of the benefits of marketing automation from eMarketer:

Benefits_of_marketing_automation

You can read the rest of the article at your leisure.

orange-quotation-marks-hiWe’re focused on closing the deal. Shortening the sales cycle comes up, but the primary objective is ‘let’s close the deal’ and identify those prospects and customers who are a good fit for this product,” said Lawrence DiCapua, global leader of revenue marketing for GE. “Let’s nurture them to the point that they’re actually buying.” 

Some technology or software in the market (like HubSpot) supports all your marketing needs like:

  • Email Marketing
  • Social Media Monitoring & Publishing
  • Lead Nurturing
  • Data & Analytics 

You can also pick standalone ones to help certain aspects of automation that supports your business requirements. Like Route supports lead nurturing and email marketing and Hootsuite can help you manage multiple social media accounts and publishing. Make sure that you have all the data you need to make important business decisions from the software technology you choose. 

Closed-loop analytics boosts revenue generation

A study by Forbes Insights and Turn found that marketers proactive in leveraging data-driven marketing were “three times more likely than laggards 
to report achieving competitive advantage in customer engagement/loyalty (74% vs. 24%) and almost three times more likely to have increased revenues (55% vs. 20%).”

There is no doubt that companies can see a huge range of benefits by choosing the right CRM tool and marketing automation software to drive more visits to your website, convert them to leads and close them as customers. When integrated well the opportunities that arise from data-driven marketing are endless and that includes your top priority for 2016 - revenue generation.

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