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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 withsalesforce.com, 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:
    Marketing
    Sales
    Operations
    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
    Voicemail
    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
    ENGAGING LANDING PAGES
    Your leads are scored & graded using rules
    AUTOMATE NURTURING PROGRAMS
    Drip e-mail programs & dynamic web content
    SALES-READY NOTIFICATION
    Alert Sales Reps when leads become sales-ready
  • 6. Drip Program – lead nurturing automation
    1
    2
    3
  • 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
    ATTRACT
    ENGAGE
    NURTURE
    DELIVER
    1
    2
    3
    4
    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 www.audaxium.com