TIME *Natural cadence is the best. Match your pauses to the length of your sales cycle, then match to your goal. Also keep it mixed up. Generally, 6-‐45 days is the min and max Ome between emails.
LAZY LEADS*Not all leads in a database are good leads. So, set expectaOons when you engage. Don’t expect 100% engagement ever. Some leads will never engage!
ENGAGEMENT -‐ IniOal Set-‐up of Programs -‐ ConsulOng Session on “How To” -‐ Reviewing of Current Programs -‐ 30-‐90-‐180 Reviews and Audits
AUDITS-‐ Velocity -‐ ROI IS A HORRIBLE METRIC -‐ Total MQL -‐ Number of Pieces of Content in each stage -‐ Average Score by Stage -‐ Clicks -‐ Timing of Pauses
Contact InfoMathew Sweezey Pardot, An ExactTarget® CompanyMarketing Automation Evangelist 950 East Paces Ferry Rd Suite firstname.lastname@example.org Atlanta, Georgia 30326@msweezey 404.492.6848 - 877.3B2B.ROI www.pardot.com
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