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Presenter: Adam Blitzer, VP of Marketing, Pardot Marketing Automation
 

Presenter: Adam Blitzer, VP of Marketing, Pardot Marketing Automation

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How to build compelling email campaigns that drive improved results....

How to build compelling email campaigns that drive improved results.
Lead Management and Marketing Automation: Best practices for deployment

* How drip marketing and lead scoring combine to make email marketing more powerful.
* Smart techniques for tracking and analyzing leads to improve advertising ROI.
* How tools like Pardot, combined with social media intelligence, make cold calling obsolete.

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  • The Campaign – You execute a perfect campaign that drives a third party opt in list and Pay Per Click traffic to a landing page that offers a whitepaper to individuals who convert. The Results – The Whitepaper is downloaded by 500 individuals. The Leads – All of the 500 respondents who downloaded the whitepaper are passed to sales for immediate follow up. The Cost - $10,000. The Results – Sales gripes about the quality of these new leads, and notes an inability to contact the respondents.
  • Should These Leads Have been Assigned to Sales? The Experts Agree - Marketing Sherpa and Forrester both estimate that 80% of all inbound leads (like the ones we just discussed) never have a meaningful conversation with a sales professional. Do Sales Reps Just Drop the Ball? - No. Sales often attempts to make contact with these leads (e.g., several call attempts and emails), however is unsuccessful. Low Hanging Fruit – Sales is judged on meeting their short term goals (Quotas), and it generally not interested in chatting with prospects who are going to close far into the future. Then What is the Problem? – Often these leads have been advanced to sales too quickly, without an objective level of qualification. Often these leads are too early in the buying process to respond favorably to a call from sales ( Like Finding a Needle in a Haystack ).
  • In truth, a large number of the leads who were assigned should have never crossed the chasm into the Sales arm of the organization. Anecdotally – Whitepapers are generally considered to be quite generic, meaning that the individual who downloaded that whitepaper is likely an early stage prospect who is attempting to educate him or herself. Sales Calls. The Prospect does not answer. But something else happens…Statistics indicate that nearly 70% of your mishandled leads (those who don’t speak with your Sales people) will buy from a competitor within 24 months. With proper qualification, the 80% of leads who statistically will be mis-handled by Sales are retained by Marketing until they show “Buying Signals”
  • Aligning Sales and Marketing Best in Class companies know that both Sales and Marketing must get on the same page and align themselves. This requires: Definition of a “Lead” – agreed upon by Marketing and Sales Service Level Agreement (SLA) - Sales commits to timely follow up and closes the loop on every Marketing Generated Lead, rejects unqualified leads back to marketing for nurturing Measure - Ongoing communication between both parties to evaluate progress toward goals and gaps in the process Greater alignment between these teams leads to: Less Lead Loss - Sales commits to follow up on all leads Higher Conversion Rates - Gartner noted that when greater integration is accomplished between marketing and sales, conversion rates for leads (defined as earning the designation as qualified and/or committed to the sales pipeline) can increase by as much as 50%.
  • Lead Qualification 101 Many B2B Marketers do not have a definition of a Marketing Qualified Lead (MQL). For example: BANT – Budget, Authority, Need and Timeline – (EXPLICIT) - This is one of the most traditional models of lead qualification, however BANT is actually a model for Opportunity Qualification, not Lead Qualification. Explicit (e.g., Job Title, Company Size, etc…) – (EXPLICIT) - Many Marketers leverage a numeric scoring model based upon Explicit factors, to ensure that the lead fits the company’s “Ideal Customer Profile” Activity – (IMPLICIT) - Many Marketers leverage a subjective “Activity Based” model that advances prospects who have downloaded multiple whitepapers, attended a webinar, etc… Eyeball Approach – (SUBJECTIVE) - a member of marketing reviews and subjectively determines if the lead should go to Sales.
  • Finding the right 20% Lead with reaffirming the 80% statistic. A Blended Model – Identifying the truly “Sales Ready” leads might look something like this: Implicit – Did this prospect download multiple whitepapers, or download a whitepaper and attend an educational webinar? Explicit - Does this prospect have: A Buying Title – Is this person capable of making a buying decision (e.g., VP, Chief, Director or Manager)? The Right Department – Are they in the appropriate department to benefit from your solution? The Appropriate Company Size – Is the lead’s company able to afford or have the staff to benefit from your solution. Author’s Note - LinkedIn and Jigsaw can help determine these.
  • Interest vs. Intent These two concepts are quite different, however they can both be measured and utilized to qualify a lead: Interest (e.g., “Tire Kickers”) Examples of Interest - When a prospect: Views 25 pages on your website Downloads 2 whitepapers Attends a webinar Telling Statistic - Forrester estimates that 70% of the mis-handled leads that are erroneously passed to Sales purchase from a competitor within 24 months. These prospects show interest, but may not show intent to be contacted as part of a sales process. Intent (e.g., “Buyers”) Examples of Intent - When a prospect: Completes the “Contact Me” form Searches for your company by Name Signs up for a product trial / test drive
  • Lead Nurturing 101 As we discussed in the first portion of this presentation – 80% of all leads should not be advanced to Sales. Additionally, due to economic drivers, many buyers of B2B technology (particularly CAPEX), are taking longer to close. The Experts Say – In 2009, Aberdeen Group noted that 80% of the “Best In Class” companies will implement a Lead Nurturing strategy by 2010. To Stop Lead Loss by Sales To Stay Top of Mind with prospects across a long sales cycle ROI Statistic - Marketing Profs noted that a basic ROI calculations can demonstrate how investing in additional marketing touch points prior to handing leads off to Sales can generate significant returns from increased revenues.
  • Although Nurturing Technology will empower Marketers to stay top of mind with prospects, many Marketers do not have a vision for how this technology can be impactful to their business processes: Education for leads who do not meet the MQL definition – Nurture these leads until they show buying signals and are passed to Sales. Standardized Communication during a Product Trial or Test Drive – Send consistent messages to prospects to engage them during a trial, without relying on sales to manually deliver these messages Stay Top of Mind throughout the Sales Cycle – Design programs that deliver high level information to responsive / non-responsive prospects who are being called on by Sales. Timely Reconnect after a Loss – Personalized, “On Behalf Of” the sales rep communication can be delivered prior to a tech refresh.
  • Education for Leads who are not yet a MQL Nurturing, pre engagement by a sales professional, is considered to be the most critical form of nurturing. Leads have likely shown interest (downloaded a whitepaper) but not intent (completing the “Contact Me” form). Content should be of an Educational Nature, and should appear to come from the Marketing Department (not Sales). Push v. Pull – Push out relevant educational content, rather than having the prospect pull the data. The recipients of this type of program are the 80% who will likely not engage with Sales, so rather than pass them over to be lost, these leads are retained as a Marketing asset.
  • Standardize Communication Set Sales Cycles such as a trial offer a great opportunity for a consistent messaging methodology to be delivered The message can be designed to move the prospect through the steps of the trial: Initial login Deliver instructions / How To Videos to Accomplish simple tasks Have the message terminate when the prospect takes the desired action (e.g., creating an account in the Trial) Send Messages indicating that the trial is nearing completion
  • Segmentation – Based upon Personas, Vertical, Products. Just make sure it is granular Timing – 3-4 times / month at a maximum (however if you are nurturing for a trial, you may elect to send out 1 email over each of the first 5 days). If you touch too frequently, the prospect will opt out If you touch too infrequently, the prospect will not be acclimated to getting email messages from you. Accelerate when prospects respond to messages, Decelerate when prospects are non-responsive
  • Rapport / brand building shows in the Pipeline- As a general rule, at companies without lead nurturing, very few Closed - Won opportunities are derived from older leads (e.g., Generated more than 90 days prior to Qualification as a SQL or Opportunity Creation).  Companies that excel at lead nurturing attribute as much as 50% of Closed - Won opportunities to older leads that have been nurtured. This broad nurturing keeps CPO lower, since all leads are retained by Marketing, and only passed to Sales once they have met a level of qualification (MQL).
  • Rapport / brand building shows in the Pipeline- As a general rule, at companies without lead nurturing, very few Closed - Won opportunities are derived from older leads (e.g., Generated more than 90 days prior to Qualification as a SQL or Opportunity Creation).  Companies that excel at lead nurturing attribute as much as 50% of Closed - Won opportunities to older leads that have been nurtured. This broad nurturing keeps CPO lower, since all leads are retained by Marketing, and only passed to Sales once they have met a level of qualification (MQL).

Presenter: Adam Blitzer, VP of Marketing, Pardot Marketing Automation Presenter: Adam Blitzer, VP of Marketing, Pardot Marketing Automation Presentation Transcript

  • B2B Marketing Guide to Lead Qualification and Nurturing Adam Blitzer Co-Founder and COO, Pardot
      • SaaS Marketing Automation
      • 275+ clients
      • 30 team members in Atlanta; one lonely guy in Tallahassee
    Who are these Pardot guys? Introduction
      • Background in email marketing
      • Worked/lived in Japan for four years
      • Only bald member of Pardot team
    Who is this Adam fellow? Introduction
      • What is lead qualification?
      • How does qualification increase sales?
      • How can nurturing reduce spend?
    Lead Qualification &Nurturing: Overview Introduction
      • The Campaign
      • The Execution
      • The Leads
      • The Results
    The Anatomy of a Marketing Campaign A Day in the Life of a B2B Marketer
    • 80% of inbound leads never have a meaningful conversation with sales
    • Needle in a haystack vs. low-hanging fruit
    Should All Leads Be Assigned to Sales? The Need for Lead Qualification
    • A large number of the leads who were assigned should have never crossed the into the Sales arm of the organization.
    • 70% of your qualified but mishandled leads will buy from a competitor within 24 months.
    The Awful Truth The Need for Lead Qualification
    • Defining a “Marketing Qualified Lead” (MQL)
    • Service Level Agreement (SLA)
    Aligning Sales and Marketing The Need for Lead Qualification
    • Greater alignment means:
    • Less Lead Loss
    • Higher Opportunity Conversion Rates
    • Traditional Methods:
      • BANT – B udget, A uthority, N eed and T imeline
      • Explicit Factors (title, company size, etc.)
      • Activity Level
      • “ Eyeball” Approach
    What is a MQL? The Need for Lead Qualification
    • Implicit Factors: What they do
    • Explicit Factors: Who they are
    Finding the right 20%: A Blended Model The Need for Lead Qualification
  • Example Implicit Lead Scoring Model: The Need for Lead Qualification
      • Form or landing page conversion: +50 points
      • Site search query: +3 points
      • Link Click in an Email: +3 points
      • Visitor page view of Standard Pages: +1 point
      • Visitor page view of “Buying” Pages: +5 to +25 points
      • Opportunity created: +50 points
      • Opportunity lost: -100 points
  • Interest vs. Intent The Need for Lead Qualification
    • Interest
    • Research Phase
      • Views 25 pages on your website
      • Downloads 2 whitepapers
      • Attends webinar
    • Intent
    • Buying Phase
      • Contact Me form
      • Searches for your company by name
      • Product Trial
    • Most new, inbound leads should not be advanced to Sales
    • Many buyers of B2B technology are taking longer to close
    • 80% of the “Best In Class” companies will implement a Lead Nurturing strategy by end of 2010
    Lead Nurturing 101 The Need for Lead Nurturing
    • Nurturing prevents leaks in the sales funnel:
    • Educate non sales-ready leads
    • Standardize communication
    • Stay top-of-mind throughout the sales cycle
    • Reconnect after a loss
    What’s in it for Me? The Need for Lead Nurturing
    • Nurturing leads before a sales call is considered to be the most critical form of nurturing
    • Leads have shown interest but not intent
    • Content should be educational and come from Marketing – push, don’t pull
    Education for Leads who are not yet a MQL Lead Nurturing How To
    • Deliver a consistent message
    • Automate delivery so Sales is not responsible
    • Adjust or terminate the message when the prospect responds
    • Turn trial into a customer
    Standardize Communication Lead Nurturing How To
    • Automate delivery of “salesy” content – push the right combination
    • Inject personal notes from rep – nurture with the “human touch”
    • Trigger/alert rep-driven follow up processes
    Stay Top Of Mind In Sales Cycle Lead Nurturing How To
  • Lead Nurturing How To Reconnect After a Loss
    • Lost opportunities are still assets
    • Send “keep in touch” content as contract expires (e.g. month 9 of 12)
  • Do’s and Don’ts Lead Nurturing How To
    • Use segmentation
    • Use an introduction
    • Be mindful of timing
    • General to specific
    • Know when to stop
    • “ Nurture” your entire database
    • Assume that newsletters nurture
    • Be creepy
    Do Don’t
    • Companies that excel at lead nurturing attribute as much as 50% of new deals to older leads that have been nurtured .
    • Nurturing results in a lower cost per opportunity
    Show Me the Money Lead Nurturing and the Bottom Line
      • Lead qualification aligns sales and marketing to reduce lead loss and streamline the funnel
      • Leads that are not yet qualified should be nurtured until sales-ready
      • Research shows that companies using lead qualification and nurturing are closing more deals with less resources
    Conclusion In Closing
  • Think Outside the Inbox: The B2B Marketing Automation Guide Book