Marketing automation helps you move prospects down the funnel in two ways:

  1. It allows you to identify prospects whose timing for purchasing is changing to your advantage,
  2. It allows you to build relationships with prospects whose timing isn’t right yet.

So, to answer your question. As long as a prospect’s timing isn’t right yet, marketing automation software will help you build a relationship with a prospect automatically (which also means you can do it at scale, with as many prospects at the same time as you want).

Through segments, workflows and lead scoring, you can make sure your prospect gets the right kind of information for their phase of the buying process, thereby expediting their journey through the funnel (at least, in theory – in reality prospects can be all over the place).

And then, through alerts and triggers (as well as the aforementioned scoring) the platform will let you know once a prospect’s timing is changing to your advantage.

Through the things they’re doing, the pages they’re visiting, the content they’re consuming, you can tell the prospect is nearing the end of your funnel – and is therefore ready to be engaged by a sales person.

Have a look at our very own Net-Results platform that can help you achieve all of these things.

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Henrik Becker

Marketing Automation Consultant