SugarCon 2013: 10.5 Advanced Lead Generation Techniques

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Mathew Sweezey, Pardot, an ExactTarget Company

We all know that leads make the sales and marketing world go round, and if you're an agile marketer you are always looking for new ways to get better leads. In this session, join Mathew Sweezey, Pardot B2B Marketing Evangelist, as he walks through 10.5 advanced lead generation techniques for content marketing, search marketing, and email marketing. These are all techniques that are simple in concept and easy in implementation. You'll leave wishing you'd known them before, and excited you know them now.

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SugarCon 2013: 10.5 Advanced Lead Generation Techniques

  1. 1. 10.5 Lead Generation TipsI promise you don’t know these!
  2. 2. *AVID DOESNOT MEANGOODAVIDSNOWBOARDER*AVID DOESNOT MEANGOODAVIDSNOWBOARDER
  3. 3. Lets Get StartedThe Basics
  4. 4. The BasicsStages are the Key1 2 3
  5. 5. The BasicsStages are the KeyUnidentifiedNeed:Nocluewhoyouareorwhatyourkeywordsareyet.1
  6. 6. The BasicsStages are the Key2DefinedPain:Agreetheyhaveapain,butarenotreadytosolveit
  7. 7. The BasicsStages are the Key3ReadytoFixit:Agreetheyhaveapain,andreadytosolvetheirpain
  8. 8. Inbound TechniquesNet New Lead Acquisition
  9. 9. TIPMatch yourKeywords to yourstages andcontent#1PPC
  10. 10. TIPUse Dynamic call outs tomatch to stages, andinterest as well#2Relevance
  11. 11. TIPAsk only 2-3questions each time#3MakeItEasy
  12. 12. TIPLearn to“BOX – OUT”#4YESThresholdBatch
  13. 13. Outbound TechniquesConverting Existing Leads
  14. 14. TIPHave a goal &Stick to it#5x123
  15. 15. TIPSavetheHTML#6RichTextHTML
  16. 16. 3-2-1TIP#73 2 1
  17. 17. TIPKeep up withStages on allChannels#8
  18. 18. Outside the BoxExamples
  19. 19. TIPMake itEasy at theBooth#9
  20. 20. TIPLearn to usescoring for morethan just “MQL”#10
  21. 21. ContactInfoMathew  Sweezey  Marke&ng  Automa&on  Evangelist    mathew.sweezey@pardot.com  @msweezey    Pardot,  An  ExactTarget®  Company  950  East  Paces  Ferry  Rd  Suite  3300  Atlanta,  Georgia  30326    404.492.6848  -­‐  877.3B2B.ROI  www.pardot.com    
  22. 22. Thank YouYou’re the best audience ever!

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