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Effective Online Lead Generation with Pardot
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Effective Online Lead Generation with Pardot


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In this presentation learn how to nurture your leads until they are sales-ready. …

In this presentation learn how to nurture your leads until they are sales-ready.
How to enhance your website with search tracking, landing pages, and lead capture forms. Being perceived as a thought leader, rather than a spammer. Automating the process of nurturing a potential buyer through their investigation process. How to track what your prospects are doing on your website

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  • Email MarketingEmail blasting, drip marketing, auto responders, and an Outlook plug-in allow marketing and sales teams to effectively reach their prospects.Landing Page/Form CreationBuild landing pages and forms with intuitive drag-and-drop builders. Integrate them with your existing web site for lead generation.CRM IntegrationNative integrations, NetSuite, andSugarCRM. Other CRM systems can be integrated via Pardot's web services API.Reporting & AnalyticsDetermine which marketing assets are converting the most visitors into prospects and allocate marketing spend accordingly.AutomationTake the manual labor out of lead assignment, segmentation, and nurturing by automating your most common marketing and sales processes.Lead ScoringAutomatically score and grade your prospects and follow up with only those meeting your ideal customer profile.Sales Team AlertsAutomatically notify your sales teams of significant prospect and visitor activity.ConnectorsLink to other business applications such as Google AdWords, Google Analytics, Social Profiling, Twilio, and LinkedIn.
  • Transcript

    • 1. Effective Online Lead Generation
      Are there enough qualified leads in your pipeline?
    • 2. Audaxium: How we help companies
      Help improve:
      Customer Loyalty 
      Examples of our services…
      Netsuite CRM/ERP
      Pardot Online Marketing
      Web Store Implementations
    • 3. Marketing Challenges in 2010
      Sales 2.0 (pull marketing vs. push marketing)
      64% of C-level execs use internet to search for products
      54% of buyers are doing more research online than before
      80% of inbound leads never have a meaningful conversation
      Decision-makers are in hiding
      Spam filters
      Marketing teams are busy – never enough time in the day
    • 4. Do you know where your prospects come from?
      Which lead source strategies work?
      Where do you need to spend your time & money?
      Which strategies are converting into sales?
      Your Email
      Your Blog
      Paid Search
      Natural Search
      Site Referral
      Social Media
    • 5. Pardot Conversion Funnel
      • 80% of leads are not ready for a sales call
      Web Visitors
      Your leads are scored & graded using rules
      Drip e-mail programs & dynamic web content
      Alert Sales Reps when leads become sales-ready
    • 6. Drip Program – lead nurturing automation
    • 7. Pardot Overview
      Email Marketing
      Landing Page & Form Creation
      CRM Integration
      Reporting & Web Analytics
      Nurturing Automation
      Lead Scoring
      Link to other systems
      Sales Team Alerts
    • 8. Pardot Web Marketing Process
      Bring leads to your website with e-mail automation
      Deliver compelling web content and landing pages
      Easily determine who your most active leads are
      Hand off nurtured prospect to the sales team
      Micro-level tracking allows you to individually track all links and calls to action in your emails and easily view which prospects take action
      Easily create landing pages and forms with drag and drop wizards. Intelligent dynamic content can be delivered to specific visitors
      Track visitor activity on your website, use automated drip programs to send your lead the right info to become a prospect
      Automated lead scoring, rules and segmentation make it easy to pass hot leads to a sales person and provide them with data to help sell
    • 9. Using Pardot E-mails
      Sending e-mails with Pardot provides more visibility on how your lead reacts to the e-mail you sent them
      Did the lead open the e-mail?
      Did the lead pick on a link in the e-mail? Which link?
      Did the lead go to the landing page? Fill out the form?
      Did they watch the video or view a white paper?
      Where did they go and what did they do after that?
      Result: You can determine if your e-mails are effective and how leads use them
    • 10. Raise your conversion rate with Landing Pages
      Know where visitor came from with Lead SourceTracking
      Multivariate Testing of page content & graphics
      Track if visitor watched a video or read the white paper
      Dynamic content displayed for different lead types
      Web form provides Progressive Profiling of your visitors
      Automation rules for Segmenting and Lead Scoring
      Submitting the form will launch lead into a Drip Program
    • 11. Nurture and Profile your leads
      Lead Source: Signed up for our Newsletter
      Having filled out a web form Pardot now has the lead’s contact details and automatically tracks and rates their web interaction
      Visitor activity on the website
      Visited the site more than 5 times
      Read two Simulation White Papers
      Watched a related Video
      Picks on the Simulation links from newsletter e-mails
      Has read a related blog post
      Searched for ‘FEA’ on the site
      Read a related success story
      Checked out the Simulation Promotion in July
      Result: Pardot determines they are interested in Simulation and alerts a Sales Rep
    • 12. Act on intelligence from Pardot
      Pardot Automation and Profile Segmentation provides sales people with better leads to follow
      Get real-time alerts of visitor/lead activity on your desktop
      With automation rules leads are assigned to sales people at the right time when a lead shows the right buying signals
      Know what a lead is interested in or has investigated before speaking to them
      Make phone calls easier when you know what a lead has reviewed on your website
      Result: Allows for better conversations with your leads when they are ready to buy
    • 13. In summary…
      Sales 2.0 (pull marketing vs. push marketing)
      75% of leads will buy “something” within 24 months
      Beat your competitors at the nurturing process
      Be perceived as a thought leader rather than a spammer
      Decision-makers are in hiding
      When they’re ready to shop, capture them before your competitors do
      Marketing teams are busy – never enough time in the day
      Automate, automate, automate
    • 14. Download our Web Marketing Guide White Paper to learn more
      Go to