In the last blog we discussed the top 3 reasons why msp sales/marketing automation investments fail. this week, we explore 3 more reasons for this failure

TRACK YOUR PROSPECT FLOW

Once your sales and marketing funnel has been analyzed, the next step is to determine where the leads are coming from into your funnel and how are they being treated. You need to understand the source of each lead and the cost per lead. This helps you determine which lead sources are most effective and plan your marketing strategies accordingly. At this stage you also need to understand how your prospect’s journey with you progresses throughout the sales cycle and chart out the key milestones in the journey. For instance, what do you do once a lead gets in touch with you, how do you deal with leads that are not ready to close immediately and how do you treat existing leads. These are some questions that need to be answered at this stage.

IDENTIFY YOUR KEY CHALLENGES

Most MSPs cite lead generation, poor marketing support and poor lead insight and engagement levels as their key challenges. You need to identify your key marketing and sales challenges. Only then you will be able to pick the marketing and sales enablement solution that’s right for you.

PICKING THE RIGHT SOLUTION

Finally, you arrive at the last step, picking the right Sales & Marketing enablement solution. You will find that you have a lot of options when it comes to sales and marketing automation. But, you need to pick the one that specifically addresses your core challenges and works to add value to your sales funnel at every step—right from the time a lead flows in until they close.

I also notice that often MSPs need much more than just a marketing and sales enablement software. They are so busy managing their client’s IT infrastructure that they need support to help manage their business’s marketing and sales tasks. However, they realize this after having invested in an automation solution when they see the ROI is not what they’d expected. Of course, it wouldn’t because, even though they have all the tools they need, they lack the expertise or the time to put them to right use.

Bottom-line: Do your homework before investing in that MSP Marketing & Sales Enablement program. Find out where you are and what is it that you really need and then…just go for it!