If you could change one thing in your sales office, I know what it would be. You'd find a way to spend less time generating leads and more time following up on those leads to generate sales, right?
Marketing automation is a way of computerizing the tedious and repetitive tasks involved in generating leads and in lead scoring. After all, if it can be done effectively with something as simple as a computer, why sit around and do it manually? Your sales people have better things to do with their mental energy – like spend time with lead management, focusing more of their energy on prospective clients and customers.
You do want your people to spend more time with customers, don't you? More time actually closing sales. Leads don't make you a penny by themselves. Marketing automation software usually means a more productive sales force.