Presenting the Value - Marketing Automation & Your Sales Team

Presen#ng the Value Marke#ng Automa#on & Your Sales Team Presented by: Ka# Newburg, Training Coordinator, Pardot LLC May 3, 2012

Who Am I?

Agenda •  What You’re Up Against •  Beneﬁts of Marke#ng Automa#on •  What You Can Do •  Finding Your Advocate •  Mantras to Keep in Mind

What You’re Up Against •  Any Habits Die Hard •  Who has ;me to learn more soRware? •  The process in place already works! •  A non-‐sales co-‐worker sugges#ng changes to sales process

????????? So, what can you do???

Beneﬁts of Marke;ng Automa;on For Non-‐Marke;ng Folk (a.k.a. Sales!)

Lead Qualifica;on •  Score as a measure of engagement •  Grade as an indicator of how the lead fits the ideal prospect profile •  Key Ac;vity: •  Form Submission (Free Trial, Request a Demo) •  Whitepaper (“How Our Company will Benefit You!”) •  Page View or Site Search (Why hello, Pricing Page) •  Webinar Aêndance (“Presen#ng the Value of Marke#ng Automa#on to Your Sales Team”… hmmm) •  Or a combina;on of the above!

Lead Intelligence Track all online behaviors •  Website, email, social media and more Put into CRM for easy viewing for sales… Visits Page Views Google AdWords Google Keyword Searches Yahoo Keywords Site Searches Drip Nurturing Email Clicks Email Opens Email Link Clicks Webinar Responses Twitter LinkedIn Facebook Website Chats

Lead Intelligence Allows reps to proﬁle & frame the conversa#on He a^ended this webinar… Showed interest in Viewed these 2 product these white papers… pages on the site… And searched for “pricing” on the site. Rock on, sales rep. Rock on.

The BoSom Line •  Marke#ng Automa#on will help you (the Marketer!) provide be#er leads •  Be^er leads means less hassle for Sales •  Focusing on leads qualiﬁed with the help of Marke#ng Automa#on will mean more closed deals •  More closed deals make a happy Sales Rep (and happy company!)

What Else Can You Do? •  Listen to them •  Involve them •  Inves#gate integra#on

Finding Your Advocate How one sales rep can be your best friend (or best weapon)

Finding Your Advocate •  Stubborn sales reps or too many? •  Approach a sales rep to test drive process •  Choose a friend from the sales team •  Choose someone who is open to new processes •  Focus on making one sales rep’s job easier •  That sales rep can then boast to his sales rep friends and colleagues the awesomeness of Marke#ng Automa#on

Mantras to Keep in Mind •  Be Pa#ent •  Be Persistent •  If a sales rep shows interest, indulge! •  Focus on their success •  Focus on making their job easier

Contact Informa;on Pardot Ka; Newburg 950 East Paces Ferry Rd Training Coordinator Suite 3300 Twi^er: @Ka#_Newburg Atlanta, Georgia 30326 Email: training@pardot.com Email: ka#.newburg@pardot.com 404.492.6845 877.3B2B.ROI www.pardot.com

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Presenting the Value - Marketing Automation & Your Sales Team

by Pardot on May 03, 2012

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