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How Security Companies Can Accelerate Sales With Automation

Sales reps for security & integration companies have a lot of tasks to juggle and entering data into a CRM is usually the second to last on the list of to-dos. The last on the list is usually creating tasks for follow up so that managers have visibility into sales pipelines.

With a growing audience and leads are pouring in, your sales team may be having a hard time keeping up. While it’s a great problem to have, you also don’t want to short-change the amount of follow-up and guidance your sales team is able to provide to interested prospects.

Thankfully, Ignite Security Marketing provides marketing automation and CRM tools & services that can help automate part of the sales process.

Our sales automation services allow your reps to spend more time with prospects who are ready to buy by freeing up the time previously spent chasing cold leads. Leads that aren’t ready to buy aren’t ignored – instead, they’re carefully nurtured.

Sales and marketing automation ensure that teams work together, and no leads or customers fall through the cracks.

What is Sales Force Automation?

Sales automation sometimes shortened to SFA (sales force automation), is an integrated service that automates frequent sales processes and tasks such as tracking customer interactions, as well as analyzing sales performance and forecasts.

Sales force automation services provided by Ignite RMR come with a web accessible and mobile app database, an email application, tracking software, and sales email templates.

Some SFA features can include:

  • Salesperson tasks and goals tracking
  • Customer contact records
  • Appointment scheduling and tracking
  • Lead scoring and assignment
  • Workflow management

While previously you may have needed separate applications for sales automation and customer relationship management, Ignite RMR offers an integrated CRM and marketing automation platform that includes a variety of sales automation tools.

Getting Started With Sales Force Automation

Despite being supported by an inbound marketing team that specializes in the security industry, like most aspects of successful Sales and Marketing, you need to take a step back and ensure you have a solid plan for how you want to sales force automation to enable your business.

Ignite Security Marketing  automation services can enhance your strategies and bring greater efficiency and reliability to your sales teams execution, but you should be sure to know your sales process first.

The ultimate goal of sales force automation is to increase the productivity of your sales team and make sure no leads or customers fall through the cracks.

 

During our initial marketing assessments, we will help you answer questions like:

  • How will you want to automatically assign leads to your reps?  Round robin? Based on geography? etc.
  • What sales tasks do you want to create based on demonstrated prospect interest?  Send a follow-email? Alert a sales team member?
  • How would you like to increase (or decrease) lead scores based on initial interest from your prospects (website interactions, sales emails, etc.)?

Once you’ve got an idea of what you’d like to accomplish, we can begin the process of setting up your sales force automations.

Setting Up Your Sales and Marketing Automations

For this example, let’s assume that you’d like to automate the sales process once a lead visits your website and signs up to receive additional information about your offerings.

What should the automated workflow (aka your “automation”) accomplish?

  • It should automatically send a thank you email, acknowledging the prospect’s form submission and interest
  • It should tag the lead with information about the submission (site page, demonstrated interest, etc.) within the CRM so that your sales team can easily segment this contact and understand where they come from
  • It should assign active leads to your sales rep for personal follow-up
  • It should send a follow-up email to the prospect and alert their assigned sales team member if a link is clicked
  • It should increase the lead’s score based on the email open and click activity

Now that we have laid out exactly what processes we want to be automated, it’s time to create our automation.

Creating the Automation

Using our marketing automation services, Ignite Security Marketing constructs actions and triggers to create a new sales force automation workflow. Here is an example of how this could be set this up in our system:

illustration-source-automation

When a lead submits their information through a contact form, we apply a “requested more information” tag and send an email for more information. From here, the automation wait until a link is clicked in the email. If no link is clicked within 3 days, the automation will send a follow up email on day 4.

If the lead opens and clicks a link in the initial email, it will alert your sales team, increase the prospects lead score, and send a follow up email. From here, the sales team could make a determination of how hot the lead is and schedule additional follow-ups.

Now you have assurance that all of these “we should…” tactics in your plan will happen automatically.

Automation After the Sale

It’s easy to see how sales force automation benefits your team during initial sales stages, but what about the engagement and retention stages for new & existing customers/ subscribers?

illustration-source-automation-follow-up

Benefits of using sales force automation for customers:

Instead of having your sales team or customer success team create tasks to check in with customers, Ignite RMR will create a workflow via marketing automation that automatically does this for them.

One popular schedule includes creating automated check-ins at 30, 60, 90 days and beyond to make sure customers are happy and gather feedback. Much like during the initial sales process, automating these steps will help your sales team feel less overwhelmed while still keeping your customers happy.

Other ways to use automation after the initial sale

There are a variety of ways that clients of Ignite can use automation to increase the productivity of their sales force.

  • Use lead scoring to build a segment of purchasers who have bought more than one product or become repeat customers.
  • Send automated emails to customers to cross-sell and/or upsell them based on information in their CRM profile.
  • Use CRM tags to mark customers who have canceled or paused their account with your billing department. Send automated emails to these customers to ask them why they decided to cancel and what could your business do to improve for the future.

The ultimate goal of sales force automation is to increase the productivity of your sales team and make sure no leads or customers fall through the cracks.

About Us

Ignite Security Marketing is a leading provider of inbound marketing & sales force automation services for security companies nationwide. Contact us today for a complimentary consultation and demo of our inbound marketing platform.

 

Introducing Ignite360 Visitor ID: Caller ID for Your Security Website

Did you know that only 1 to 2% of all visitors to your website will ever complete a contact form or pick up the phone to call?  When you choose Ignite Security Marketing as your digital marketing team, we will get you in contact with the other 98%. Interested leads, delivered daily to your sales team.

How Do We Do It?

Ignite360 Visitor ID, a new contact intelligence service from Ignite Security Marketing, turns anonymous website visitors and known contacts into qualified sales leads. When your sales team wants to know who is visiting your website, they are looking for much more than IP addresses and demographic data. They are looking for company names, email addresses, and phone numbers.

Ignite360 Visitor ID can provide you and your sales team with real-time data about who is visiting your website, and the research tools that they need to convert those warm leads into real sales.

How It Works

We provide your business with three options for receiving the visitor information that you need:

  • Instant Email Alerts that are sent directly to you or your team.
  • Our Dashboard (mobile friendly for those who work outside the office) which includes many detailed views of your visitors, traffic patterns, page view times, and more.
  • Reporting options that come in multiple formats and detail levels that include a PDF, and CSV download option for easy editing.
  • Who is on your website.
  • What products or services they are interested in.
  • Where they are from.
  • When they visited.
  • Email you while they are visiting your site.
  • and provide you with a way to send that information directly to your supported CRM.

Only 1 to 2% of all visitors to your website will ever complete a contact form or pick up the phone to call. We’ll help you get in touch with the other 98%

Applications for Systems Integrators

For Integrators and Dealers with a B2B focus, you get instant, real-time alerts about prospective companies that are visiting your website. In many cases, we can provide you with a list of key executives at the company, so that your sales team can follow up quickly and efficiently.

Applications for Security Dealers

Buying Signals: Who, What, Where, When.  In sales, we all know that timing is everything.  Getting to prospects when they are in the research phase will increase your chances of closing the deal.  

For the security dealer with a residential focus, our system can identify known contacts who are visiting your website, what pages they visited, and send instant alerts to your sales team to let them know that one of their leads is engaging with your website contact.

Getting Started Is Easy

Ignite Security Marketing will empower your B2B and B2C sales team to identify and close more sales with prospects and current customers who are actually interested in your security services. No more chasing cold leads or wondering how effective your email campaigns really are.

For electronic security companies who want to empower their sales teams and grow RMR like never before, schedule a demo of Ignite360 today and a free 30-minute strategy session on how inbound marketing and sales automation can boost sales and improve operations.

About Us

Ignite Security Marketing is an inbound marketing agency that specializes in marketing and sales force automation for the security industry. Since 2008, we have been the marketing agency of choice for SDM 100 corporations and small to medium security companies around the nation. Contact us today to discuss your inbound marketing requirements.