Marketing Automation & CRM Optimization

Marketing Automation & CRM Optimization

We Make Your Systems Work

Marketing automation is a powerful way to scale your business. It's also a beautiful method for aligning marketing, sales, and support.

If you're not yet using marketing automation tools, the Think Better team can implement and set up marketing automation for your organization.

If you're paying for marketing automation, but not sure if you're using it properly, we can audit and optimize your systems.

If you need someone to manage and help you realize the power of marketing automation, our team can provide a tailored approach to make sure you get the most out of the systems you're using to create efficiency, drive sales, decrease support requests, etc. 

If you don't see your marketing automation or CRM software, don't worry. We're problem solvers. We can figure it out.

 

Systems We Know

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Marketing & Sales Alignment

Marketing & Sales Alignment

We work with your sales and marketing teams to ensure that everyone's rowing in the same direction to:

  • Set clear expectations and achieve sales targets
  • Create efficiency and measurement across the sales and marketing teams
  • Establish a cohesive growth team that will make your business successful

A marketing and sales alignment project is typically laid out in four phases:

Preparation and Research

  • Understand the existing sales and marketing organizations
  • Analyze the use of the current systems 
  • Research the sales process and sales cycle
  • Identify gaps and areas for improvement 

Sales & Marketing Process Improvement

  • Define sales process
  • Define a marketing qualified lead
  • Implement lead scoring
  • Fill gaps and improve efficiency with automation
  • Align Sales CRM reporting with sales process

System Optimization

  • Marketing automation system clean up
  • Sales CRM system clean up
  • Marketing automation and CRM systems alignment 

Education and Expectations

  • Define marketing contribution model
  • Create documentation of new systems
  • Educate and train sales and marketing teams 

Reactivation

Reactivation

The Think Better TEAM PREPARES AND EXECUTES reactivation Campaigns FOR our CLIENTS IN AN EFFORT TO:

  • Re-engage and nurture lost customers, old opportunities, dormant contacts, or passive customers to drive sales
  • Scale marketing activities efficiently and affordably
  • Establish automated systems that will continually drive business

A reactivation project is typically laid out in four phases:

Preparation and Research

  • Understand the target market
  • Analysis of existing contact opportunities
  • Determine channels for promotion
  • Prepare the sales team
  • Analysis of existing contact database
  • Determine channels for distribution

Content Development

  • Outline timing, messaging, and delivery
  • Write and create supporting emails, landing pages, posts, etc.
  • Set up content workflow and distribution

Systems Configuration

  • Set up campaign measurement
  • Ensure conversion tracking is configured
  • Activate triggered internal and external messages
  • Prepare the sales team

Execution

  • Activate the campaign
  • Monitor and measure

Positioning & Packaging

Positioning & Packaging

BY CLEARLY DEFINING YOUR BRAND POSITION AND PACKAGING YOUR BUSINESS IS IN THE POSITION TO:

  • Put a stake in the ground regarding who you are and what you stand for
  • Create brand consistency in your company and the market 
  • Establish a unique and inspiring position that targets a specific audience
  • Create packages that meet the needs of your unique audience

The project is usually laid out in five phases:

Conduct a Strategic Discovery Session

Define Your Business Story

  • Interviews with key stakeholders
  • Document and share findings with the team
  • Draft the central story points
  • Work with the team to finalize the story

Package Preparation and Research

  • Understand the target market
  • Competitive assessment
  • Research historical performance
  • Provide suggested packaging
  • Revise and finalize with team

Publish Supporting Materials

Measurement and Adjustment

Account-Based Marketing

Account-Based Marketing

Our team prepares and executes Account-Based Marketing for clients To:

  • Drive pipeline by supporting sales and increasing close rates
  • Focus resources on engaging with the buying team in target accounts in the software space
  • Coordinate personalized marketing and sales efforts to create opportunities with targets

The project is usually laid out in three phases:

Preparation and Research

  • Determine channels for promotion
  • Understand the target market
  • Prepare the sales and marketing teams

Content Creation and Execution

  • Define campaign goals and pipeline expectations
  • Draft emails for each member of the buying team
  • Draft follow-up voicemails and emails for sales team to use
  • Advise Sales Ops to guide the assignment of account owners and set up automation triggers
  • Advise Sales Ops to create triggers for LDRs and Account Execs
  • Advise Sales Ops to set up campaign tracking
  • Set up channels to support the campaign

Measurement and Adjustment

  • Monitor and measure campaign-originated pipeline
  • Monitor and measure email performance
  • Implement improvements to messaging and create additional support materials

Lead Acquisition

Lead Acquisition

WE DEVELOP LASTING, REPEATABLE LEAD ACQUISITION APPROACHES SO YOU CAN:

  • Experience growth, not in the short-term, but for the future
  • Support your sales team with marketing-qualified leads that turn into opportunities
  • Sell more of your product or service and grow your business

Our lead acquisition approach is dependent on a number of factors. We recommend that the following projects be completed prior to any lead acquisition activities:

Strategic Discovery

Buyer Persona and Journey Definition

Positioning and Packaging

Marketing Automation & CRM Optimization

Marketing and Sales Alignment

Once these projects are complete, we can successfully conduct lead acquisition programs that will deliver results through a variety of approaches:

Sales Enablement

Sales Enablement

WE WORK WITH YOUR SALES AND MARKETING TEAMS TO ENSURE THAT THE SALES TEAM HAS THE RESOURCES THEY NEED TO:

  • Increase your close rate and acquire more business
  • Create consistency in the materials that the sales team is using 
  • Enable more efficient qualification and follow up with leads and opportunities using automation
  • Fill in knowledge gaps with supporting sales assets like competitive assessments, buyer personas, pitch decks, demo scripts, etc.

A sales alignment project is customized for the unique needs of your business and the sales team.

We complete the following projects to prepare for the sales enablement project and then provide a customized approach:

Strategic Discovery

Buyer Persona and Journey Definition

Positioning and Packaging

Marketing Automation & CRM Optimization

Marketing and Sales Alignment

Buyer Persona and Journey Definition

Buyer Persona and Journey Definition

Understanding your buyers is one of the most important foundational elements of your marketing organization. Buyer personas serve as a guide to existing and new team members.

As your business grows, more members are added to your team. These people might not be familiar with your market which creates a gap when it comes to marketing and sales.

By defining buyer personas and the buyer journey, your entire team has a clearer understanding of who buys your product, why they buy it, what they care about, and how you provide them value.

This helps your marketing team speak your buyer's language, provide more valuable content, craft better offers, find the right placements, and acquire more marketing qualified leads. 

Buyer personas and an understanding of the buyer journey helps your sales team develop more targeted pitches, identify meaningful buying triggers, and shorten the sales cycle, which all leads to more sales. 

Strategic Discovery

Strategic Discovery

Every Think Better client engagement starts with a Strategic Discovery session.

The session is tailored to the business' needs and aims to:

  • Clarify your business vision and purpose
  • Define the business goals - 1, 3, and 5 year
  • Complete the Business Model Canvas

Out of this session, clients receive a recommended marketing approach, a completed business model canvas, and a business scorecard with documented goals and targets.

If you're interested in working with Think Better let us know by filling out the form below to set up a Strategic Discovery Session.

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