Marketing and Sales Automation

1. Front Matter

   Pages i-xiii

   PDF

2. Introduction

   • Uwe Seebacher, Uwe Hannig

   Pages 1-4

3. Digital Transformation in Marketing and Sales

   1. Front Matter

      Pages 5-5

      PDF

   2. Automation of Repetitive Processes in Marketing and Sales

      • Uwe Hannig

      Pages 7-18

   3. Roadmap to Marketing Automation

      • Alexander Körner

      Pages 19-35

   4. Dovetailing of Marketing and Sales Automation

      • Manfred Aull

      Pages 37-49

   5. CRM, CXM, and Marketing Automation

      • Klaus Heinzelbecker

      Pages 51-63

   6. Marketing Automation Changes Sales

      • Norbert Schuster

      Pages 65-83

   7. Automation and Social Selling, Can It Work?

      • Philipp Schmid

      Pages 85-95

   8. From 0 to 5-Digit-Profit in 10 Weeks with Conversion-Rate-Optimized Marketing and Sales Automation

      • Bernd Trummer

      Pages 97-128

4. The Customer Side of Marketing and Sales Automation

   1. Front Matter

      Pages 129-129

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   2. On Buyers’ Expectations, Buyers’ Goals, and the Improvement of the Customer Experience

      • Roland Burkholz

      Pages 131-158

   3. Valid Customer Data: The Foundation for Omni-channel Marketing

      • Simone Braun, Andreas Heißler

      Pages 159-176

   4. Account-Based Marketing: Much More Than a New Automation Trend

      • Torsten Herrmann

      Pages 177-187

   5. Account-Based Marketing with CRM and Marketing Automation

      • Klaus Heinzelbecker

      Pages 189-212

   6. Marketing Automation and Customer Loyalty

      • Janosch Baum

      Pages 213-225

   7. Marketing Automation for Tobacco Companies

      • Tobias Voigt

      Pages 227-238

   8. What Will Massively Influence the Automation of Marketing and Sales in the Future

      • Olaf Mörk

      Pages 239-255

5. Customer Journey Management

   1. Front Matter

      Pages 257-257

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   2. From Email Marketing to Lead Management

      • Martin Philipp

      Pages 259-277

This book clarifies based on latest findings and research what one needs to know about marketing and sales automation, how to manage projects to implement them, select and implement tools, and what results can be achieved. It also outlines what can be expected in the future such as the automation of corporate communication and Human Resources.

The range of topics spans from the creation of a valid data base in the context of applied AI for realizing predictive intelligence and the effects of data regulations such as the European General Data Protection Regulation (GDPR) when addressing customers and prospects to recommendations for selecting and implementing the necessary IT systems. Experts also report on their experiences in regard to Conversion-rate-optimization (CRO) and provide tips and assistance on how to optimize and ensure the highest RoI for marketing and sales automation. A special focus will be placed on the dovetailing of marketing and sales and the management of the customer journey as well as the improvement of the customer experience.

• Marketing Automation
• Sales Automation
• Applications
• Implementation
• Implementation Tools

• Institute for Sales and Marketing Automation (IFSMA), Viernheim, Germany

  Uwe Hannig

• FYNEST International, Frankfurt, Germany

  Uwe Seebacher

Uwe Hannig is head and academic director of the Institute for Sales and Marketing Automation (IFSMA, Germany). He is a professor of information and performance management and has many years of experience in sales and marketing in theory and practice. In 1994, Prof. Hannig was appointed Professor of Business Administration and Statistics at Ludwigshafen University of Applied Sciences (Germany), and since 2000, he has been Professor of Information and Performance Management. He has developed several MBA programs as well as certificate programs for various universities and helped establish two business schools, of which he was managing director and academic director, respectively. While still a student, Prof. Hannig founded a software services company. He was managing director and supervisory board member in several companies from different industries. In 1995, he founded the non-profit Institute for Management Information Systems e.V. (IMIS), of which he is the chairman of the board.

Uwe Seebacher is a methods and structural scientist. He holds a doctorate in economics and business administration and is Professor for Predictive Intelligence at the University of Applied Sciences Munich and Professor for Marketing and Communications at the University of Applied Sciences for Marketing and Communication at Vienna. He has more than 30 years of experience as a business angel and investor, consultant, leader but also entrepreneur in the media, manufacturing, and service industries. He is a popular key note speaker and panelist.

He has authored more than 50 books in many leading publishing houses, such as „Reengineering Corporate Communication“ (Springer Cham 2022), “Assets-as-Service” (Springer Gabler 2021), “Data-driven Management” (Springer Gabler 2021), "Predictive Intelligence for Managers" (Springer 2021), "B2B Marketing Guidebook" (Springer 2021), "Marketing Resource Management" (AQPS 2021), "Leadership Development" (Linde 2006) or "Template-based Management (Springer 2020) or “European Human Resource Management” (HBM 2009).

For his innovative concepts and initiatives, e.g., with Allianz, the European Union, the Austrian Federal Economic Chamber, Bayer Leverkusen, and BASF, he received various awards, such as the Diskobolos Innovation Award of the European Chamber of Commerce and the 2016 Export Award of the Austrian Federal Economic Chamber.