<aside> 💡 In order to properly prepare for the search phase, it’s important to discuss marketing automation with all departments that will be affected and define the specific requirements of each. Use the following questions to plan how both marketing and sales will use marketing automation and reap the benefits:

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Who in your company will use marketing automation? Who will take ownership?

What ratio of sales engagements currently result in a closed deal? What steps can you take towards better qualifying leads and improving this ratio?

Are you using your website for lead generation? If so, how can you expand this?

How can you incorporate cross-channel marketing into your efforts?

What are your current KPIs, and how can you show each department’s value?

What are some short-term goals that can be achieved with marketing automation?

What are some long-term goals that can be achieved with marketing automation?