Some FAQs about marketing automation technology.

1. Marketing Automation FAQs

2. We have an e-mail auto-responder, isn’t that
just the same as Marketing Automation?
Marketing Automation FAQ

3. No
Although Marketing Automation platforms
offer an automated response function, that is
just a tiny component of a comprehensive
feature-set.
Marketing Automation FAQ

4. Marketing Automation systems replace all the
separate systems you have for:
Email Tracking/Reporting Lead Nurturing Lead Scoring
You can find out more about all of these features on our marketing automation
website.
Marketing Automation FAQ

5. Lead nurturing and lead scoring – what are
they exactly?
Marketing Automation FAQ

6. LEAD NURTURING WITH DRIP CAMPAIGNS
The process of automatically “dripping” relevant information, usually via email, to sales
leads over a period of time, based either on user action or predefined time interval.
TIMELY INFORMATION LEAD NURTURING EASY OPTIMIZATION
Marketing Automation FAQ

7. LEAD SCORING
The process of scoring leads based on their interactions with your website and/or emails.
EXAMPLE:
+20 +3 +3
White paper download Page view Link clicked
Marketing Automation FAQ

8. LEAD SCORING
Once prospect reaches pre-determined ‘sales ready’ score, they can be passed on to sales.
EXAMPLE:
SALES
Marketing Automation FAQ

9. So, by nuturing leads, am I doing all the work
for sales?
Marketing Automation FAQ

10. No, B2B Marketing has evolved beyond all
recognition in recent times.
Marketing Automation FAQ

11. “Changes in the purchase process make it
more important than ever for marketing
departments to go beyond collecting
responses to actually managing prospect
relationships over time.”
David Raab, Raab Guide.
Marketing Automation FAQ

12. Percentage of decisions that are made by the
time buyers are ready for sales conversation.
70 %
Marketing Automation FAQ

13. Modern B2B marketers must now educate
and engage prospects to a greater level than
ever before.
Relevant emails drive 18 times more
revenue than broadcast emails.
Increase in qualified leads for companies using
marketing automation for lead nuturing. 451 %
Marketing Automation FAQ

14. Isn’t producing content extremely time
consuming for SMEs?
Marketing Automation FAQ

15. It can be, but good content is an investment.
Word of mouth
Social media sharing
Strong Content
Blogging responses Comments and debate
Marketing Automation FAQ

16. 70%
of consumers prefer getting
70%
of companies spend at least an hour
to know a brand through on social media each week
articles rather than ads. Sage Frog
Content Plus
Marketing Automation FAQ

17. Marketing Automation platforms deliver this
content automatically?
Marketing Automation FAQ

18. Yes.
And automation rules and dynamic lists allowing
for the content to be targetted to the right
people at the right time.
Marketing Automation FAQ

19. We are Scotland’s marketing automation specialists. If you are interested in discovering more about the ways in
which the technology can help drive business growth for your SME, please visit our marketing automation
technology website or get in touch.
4 Lynedoch Crescent
Glasgow
G3 6EQ
Tel: 0141 332 0126
Email: contact@mcraeandcompany.co.uk