How TRC Consultants Leveraged Technology to Align Sales & Marketing
Katherine Tronolone, Marketing Manager of TRC Consultants, began to explore marketing automation as a solution to some very specific challenges. She experienced what many marketers face today:
- Marketing and sales were disjointed. Each operated independently of each other.
- Marketing was working in disparate systems. These were manual and time intensive.
- There was no integration between sales and marketing systems. Leads had to be added to the CRM manually.
- Marketing had limited visibility into the funnel.
Marketing spent so much time on tactical execution that it didn’t have the bandwidth to analyze what was working well and what was underperforming. That’s when Katherine decided she needed to make a change. She looked to marketing automation to simplify processes, gain important insights and drive ROI.
Initially, she compared Salesfusion, Marketo and Hubspot. She chose Salesfusion because of its strength in native CRM integration, which doesn’t require custom programming.
“Salesfusion had all the features we wanted, including event management, at an affordable price,” she says. “The software is also extremely easy to use and web-based, so it was a no-brainer.”
Katherine’s story is not uncommon. Many marketers today face these challenges. The old way of doing things, such as batch and blast email, is quickly becoming less effective. It’s also incredibly time consuming. Additionally, these traditional methods make it difficult for marketers to prove their value to the organization. They are seen as a cost center, not a revenue center like sales.
The best way for marketers to increase efficiency, improve their effectiveness and drive ROI is with marketing automation technology. It helps align sales and marketing around a single funnel, common workflows and unified goals. It offers visibility into what works well and what doesn’t. Most importantly, it offers a transparent and easy way for marketers to calculate their ROI.
Click here to read the full story about TRC Consultants and find out how they leveraged marketing automation technology to address these common problems.