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Shortening Your Sales Cycle with Marketing Automation - Pardot Users Conference



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  • 1. Shortening Your Sales Cycle with Marketing Automation
    Ted McDermott
  • 2. What is DataSyncSuite?
    • Introduced in 2009, DataSync Suite is a fully integrated business platform.
    • 3. ConnectsCRM to Microsoft Exchange, Zimbra, Quickbooks, Drupal, and other applications
    • 4. Easily extensible framework for adding new applications
    • 5. Can be deployed as a multi-tenant hosted service
    • 6. Full CRM consulting and customization
    • 7. Rapidly expanding global partner network
  • What DataSync Suite Does
    DSS takes data and shares it amongst all of your business software applications and hardware.
  • 8. Customer Lifecycle Management
    Prospect lands on website
    Web Content Management
    Prospect fills out info request form
    Lead is scored and synced with CRM
    Marketing Automation
    Lead Management
    Sales Process is managed
    E-mail, Scheduling, Team Collaboration
    Proposal is submitted
    Customer places order
    Customer Relationship Management
    Workflow Automation
    Financial Management
    Follow-up & Ongoing
    billing management
  • 9. Why tell you about DataSync Suite?
    • Very complex message to communicate
    • 10. Multiple different audiences
    • 11. Difficult to pin down one lead type or vertical
    • 12. How do we communicate this message on a web site
    • 13. How do we know which leads are best
    • 14. Very long sales cycle
  • Finding help with Pardot
    • Who was visiting our site (technology experts, sales experts, finance, etc…)
    • 15. What message were they truly getting
    • 16. How were they getting this message
    • 17. What emails were reaching which person
    • 18. How much time was spent by a lead researching DataSync
    • 19. The key piece of information I wanted, Can we shorten our very long sales cycle
  • Outcome
    • Revamped our website and created entirely new home page
    • 20. Understood our audience with clarity we have never had
    • 21. Defined our email messaging, tailoring it to specific experts
    • 22. Decreased the amount of time wasted looking for information, increasing time on important pages
    • 23. Best of all shortened our sales cycle by 30-40%
  • Key Factors
    • Quality of our leads went up
    • 24. Created sales efficiency for sales staff
    • 25. Knowledge we gained on our leads before we even spoke to them
    • 26. Understanding Lead flow on our website and refining the message
    • 27. What emails communicate the most effective message to close the deal
  • Questions and Answers