Join Adam Dewey, Sales Manager at Pardot, An ExactTarget Company, and someone who has the "inside scoop" on how sales team members can benefit from the features and functionality of marketing automation.
Lead Capture!• Identify Companies on your site"• Identify and capture actual leads "• Cross reference leads with database"• Augment data uses 3rd party sources"
Lead Capture!Identiﬁed Companies ""• Based on IP Address"• Location"• Page Views/Interests " BigNetwork Corp." Green Paperworks" Sea Brands"
Identiﬁed Companies !“Instead of waiting for a prospect to ﬁll out a form or respond to an email,we created a lead score methodology based on their interaction with ourwebsite. Our inside reps would get into Pardot and go after the prospectswith the highest scores.”! “Time after time, we connected with prospects who knew who we were,but didnt take the time to respond to the our emails or forms. Once weconnected over the phone setting appointments that led to opportunitiesand sales was easier than ever.”! - Henry Schuck, DiscoverOrg"
Lead Capture!• Forms/Landing Pages"• Lead Management"• Page Views/Interests" qualify
Data Augmentation!Identiﬁed Companies"• Find Contacts "Leads"• Pull in missing data points"
Lead Qualiﬁcation!Implicit vs. Explicit Behaviors!
Lead Qualiﬁcation !Scoring"• Implicit behaviors and activities "• Track web and email activities"• Rank leads based on these behaviors"• Pass only high scoring leads to sales"
Lead Qualiﬁcation !Grading"• Explicit data & demographics """ CEO" vs." Bad Fit "
Email Automation !• Personal email tracking"• Rep-driven nurturing programs"• Personalized mail marketing campaigns ""
Personal Email Tracking!• Reps can track their own emails"• No more blind prospecting !
Rep Driven Nurturing Programs! • Sales can pass leads back to marketing" 5 days" 15 days" 30 days"Hi %ﬁrst_name%, I just missed you in the oﬃce and wanted to connect regarding Product XYZ, a beneﬁt driven soluAon that would be a game changer for %company%. Here is a white paper on Changing the Game I thought you’d enjoy reviewing. Game changing has become one of the fastest growing ways to dominate the compeAAon and becoming a game changer is easier than you think, you just need to call me back!
Personalized Marketing Campaigns !• Email marketing blasts come from sales reps"• Reps get all replies and notiﬁcations " Marketing" Sales" Replies" Alerts" Reports "
Lead Intelligence!Track all online behaviors"• Website, email social media and more" 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 and frame the conversation " Showed interest in these whitepapers " Prospect attended thought leadership webinar" Viewed case studies Viewed product A of product line A" information page and pricing page" Now that’s music to ears, sales guy!"
Lead Alerts !• Real time by pop-up" Tamara Smith! Doug Trenvor! Victoria Case! Kelly Hinton! Spliance! Wellness Health! Pilot Sofware! Edward Miloske! Ed Childress! Tom Hapstead! Miranda Belsen! Drenderen Search Teams! Circle Networks! Cranmer SEO!
Lead Alerts !• Mobile Alerts" 126.96.36.199" Dillares Software! 188.8.131.524" Miriam Teller! Tri-State Paper Works! 184.108.40.206" Brian Formant! 220.127.116.11" Gibson MarketVibe" Thomas McKinley!
Lead Alerts !• Allow your sales reps to act faster" • Real time" • Daily summaries" • Mobile alerts"