The Selling Factory

How Sales Increased With Automated Marketing

 Written by Emmaline Shettel

Emmaline Shettel is an alum of The Selling Factory. She graduated from the University of Florida with a bachelor’s degree in telecommunications and a minor in digital arts and sciences. She is passionate about content creation, music, and video games. 

Photo by Carlos Muza

Knowing how to appeal to your customers’ needs and maintaining a relationship with them is vital in sales. Effective automated marketing is a great way to improve relationships by reaching out to customers and generating sales leads.

Automated Marketing in Action

Automated marketing is “technology that manages marketing processes and multifunctional campaigns, across multiple channels, automatically,” according to Salesforce. Although mass marketing to everyone in your contact list is not automated marketing, it does minimize the backend work to reach customers. 

Say you want to schedule a post on Facebook, Instagram, and Snapchat simultaneously – it is possible with automated marketing. Automation in marketing saves you more time without taking quality away from the content. According to Nucleus Research, marketing automation drives a 14.5% increase in sales productivity and a 12.2% reduction in marketing overhead. Additionally, 63% of survey respondents indicated that the ability to set measurable objectives for each campaign is the most valuable aspect of marketing automation.

How to Increase User Engagement with Automated Marketing

Automation in marketing is beneficial for those that like to spend time crafting the message and posting them in one place. As a result, with the repetitive marketing tasks handled, more time can go into the campaigns and genuinely interacting with customers. Also, this is great for posts that are on a schedule, like weekly and biweekly spotlights that will now post automatically.

The automation of marketing is helpful in a mass marketing strategy as well. Some platforms may receive more traffic overall, but different platforms cater to different demographics. However, executing content manually and steadily first is necessary. With this approach, you can gather data on how your target audience engages with which kind of post and platform.

Hootsuite is an example of an automated marketing platform that I earned a certificate from and continue to use. With this platform, users schedule posts, manage all channels, plan upcoming campaigns, stay on top of interactions, and view the analytics for each post.

How to Foster Customer Relationships with CRMs

It is crucial to go in-depth with marketing analytics, specifically with automation in marketing. One of the perks of automated marketing apps is the analytics from each post. It is impossible to measure the user engagement on a post without analyzing the data that users generate. 

These analytics promote relationships with customers and set goals to increase user engagement in the future. This all-in-one solution takes away from using another platform such as Google Analytics.

Additionally, automated marketing software usually has a free trial option. With this option, you notice the value that you and your customers get from automation in marketing will eliminate the cost paid for the software. The automation of marketing allows for many well-fostered relationships with customers and more consistent business from them. In other words, your monthly investment results in more success in sales.

Generating Sales Leads with Automated Marketing

The automation of marketing is also beneficial in sales. As a sales development representative (SDR), automation in marketing helps us find the right contacts, understand our prospects’ behaviors, and coordinate follow-ups. Distinguishing market-qualified leads (MQLs) from non-MQLs is pivotal for achieving sales team goals. 

Customers are the priority, and marketing identifies their pain points, needs, and buyer behavior. Furthermore, this is a win-win for the business and the customer. We don’t want our SDRs knocking on doors that aren’t fit for our product, so this allows companies to funnel MQLs for the sales team to approach.

Moreover, generating sales leads is expensive and requires nurturing with timely interactions. Having a sales cadence in place is crucial to ensure this process. Engaging these prospects with valuable content, calls, and email outreach is vital. With consistency, automated marketing enforces relationship building, increases user engagement, and promotes an increase in sales.

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Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

mia.semel@thesellingfactory.com

Kira Baker

Campaign Manager

Kira recently graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

kira@thesellingfactory.com

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

jared@thesellingfactory.com

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

ian@thesellingfactory.com

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

damien@thesellingfactory.com

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

brendan@thesellingfactory.com

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

savannah@thesellingfactory.com

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

zack@thesellingfactory.com

Josiah Blakemore

Campaign Manager

Josiah has over 8 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

josiah@thesellingfactory.com

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

sueming@thesellingfactory.com

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led Slingshotfund.org to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

adam@thesellingfactory.com

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.

brad@thesellingfactory.com