Convert More Prospects with Lead Scoring and Lead Nurturing


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Marketing automation can open up the floodgates for new prospects. But how do you know who are the RIGHT prospects for your business – and if they’re ready to buy right now? And if they aren’t, how do you engage with them until they ARE ready to buy?
Join Dell Cloud Business Applications and Pardot Marketing Automation in an in-depth Webinar that demonstrates the ins and outs of prospect lead scoring and lead nurturing – and why they are a critical component of a modern marketing automation system. You’ll learn:
• How lead scoring makes your sales team much more productive
• Why lead nurture is an essential part of your online marketing program
• Tips and tricks for making lead scoring and nurture work for your business
• And much more...

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  • Matthew’s Bio: Mathew Sweezey, Sr. Sales Manager, PardotMathew Sweezey is a leading expert in marketing automation, specifically lead flow analysis and nurturing execution. His primary focus is in advanced lead nurturing workflows. He has worked with numerous lead technology companies, helping them create and execute their lead flow and nurturing processes and is a popular speaker at industry events in the world of marketing automation.
  • Dell Cloud Business Applications is a portfolio of best of breed SaaS applications and services that enable businesses to grow while reducing overall costs.Today, we offer a complete front office automation solution including marketing automation from Pardot as well Sales Cloud and Service Cloud. In addition we offer Conga Composer an e-proposal solution and Adobe Echosign, an e-signature solution – two solutions that enable companies to more efficiently create and execute customer contracts.Lastly, we also offer Dell Boomi application integration – a solution that enables companies to seamlessly integrate front office applications like Salesforce with back office applications like QuickBooks, GreatPlains or Netsuite – to effectively enable a seamless quote to cash process and eliminate the time and errors associated with manually creating invoices from sales quotes.Using Dell to deliver these solutions reduces the overhead and cost associated with engaging multiple cloud software vendors and systems integrators. All of these solutions are delivered, implemented and supported by Dell.As our solution is comprised of multiple applications, you can start where it makes senses and add as your business needs change.
  • We are committed to your success helping you leverage cloud applications to propel growth.Getting started on the right foot with Cloud applications is critical, but small and growing businesses don’t have the time and resources for long, expensive implementations. Dell Cloud Services simplifies deployments with turnkey services designed specifically for the needs and budgets of small and medium businesses. Dell’s expert consultants make it easy to realize the value of your Cloud application investments.Dell implementation packages quickly configure application objects, from users, accounts, and opportunities to campaigns, dashboards, and reports - set up the Sales Cloud to uniquely match your business needs.Boomi implementation packages to connect your various applications, including financial packages like QuickBooks, MS Dynamics GP, PeachTree, and MAS 90.Customer Training and Support Portal delivers tutorials, best practices, knowledge libraries, and a collaborative community to optimize your businesses processes and get answers quickly. We also offer a number of flexible financing options such as monthly billing and financing through Dell Financial Services eliminating the need for upfront capital expenditures.
  • Convert More Prospects with Lead Scoring and Lead Nurturing

    1. 1. Convert More ProspectsWith Lead Scoring andLead Nurturing• Dell Cloud Business Applications• September 26, 2012
    2. 2. Agenda• Introduction• Guest Speaker – Mathew Sweezey, Pardot Marketing Automation• Moderator – Bill Odell, Dell Cloud Business Applications• Q&A• Helpful Resources2 Dell Cloud Business Applications
    3. 3. Asking a Question To ask a question, open the Questions bar in your control panel, type your question and submit it anytime during the presentation This Webinar is being recorded and a replay link will be emailed to all registrants3 Dell Cloud Business Applications
    4. 4. Today’s Webinar Panelists Presenter: Mathew Sweezey Sr. Sales Manager @msweezey Moderator: Bill Odell Sr. Marketing Director @bodel4 Dell Cloud Business Applications
    5. 5. Tip #1Score = Stage 1 2 3 Sales Cycle
    6. 6. Tip #2Stage = Relevance 1 2 3 Dynamic Content
    7. 7. Tip #3Staying relevant over time = Nurturing DRIPS
    8. 8. Pre-Lead Drip Programs • Pre-Tradeshow • Post-Tradeshow • Email Nurturing • Industry Nurturing • Non-Sales ready nurturing Stick to a • White Paper Download goal… nurturing
    9. 9. Cold Lead Drip Programs • Database Nurturing • Cold Lead Warming • Cold Lead Recycling • New List Nurturing Defeat Dead Leads!!
    10. 10. Sales SpecificDrip Programs • Lost Deal Drips • No Contact Drips • Opportunity Drips • Competitive Drips Take that Batman!
    11. 11. Problem/Goal Type of Drip Program Cold Database 3-2-1 Automate Lead Nurturing Stage-Specific DripEvent Pre and Post Follow-ups Event-Specific Drip Cold Marketing Lead Drip 3-2-1 Cold Sales Lead Drip Straight Drip Competitive Drip Straight Drip Lost Deal Drip Straight Drip
    12. 12. Straight Drip Example
    13. 13. 3-2-1 Example
    14. 14. Stage Drip Example
    15. 15. The Dell Cloud BusinessApplications Advantage16
    16. 16. Complete Front Office Automation SolutionMaximize Customer Lifetime Value Marketing Sales Finance Service Leads Opportunities Quotes Orders Invoices Collections Support Up-Sell/Cross-Sell Boomi Accounting/ERP Integrations Dell Services • Complete best-of-breed solution from a trusted provider • Single point of contact for all implementation, training, support, and vendor management • Start where it makes sense for your business and add as you grow17 Dell Cloud Business Applications
    17. 17. Rapid Time to Value, Customer SuccessComprehensive services from a trusted partner Pre-packaged End-to-end support Flexible Financing implementations • Turnkey implementation • Single point of contact • Monthly billing packages for Salesforce for all assistance • Pay by credit card • Best practices consulting • Support portal and • Financing through community Dell Financial Services • Training, tutorials, and knowledge libraries18 Dell Cloud Business Applications
    18. 18. Q&A19
    19. 19. Helpful Resources Dell Cloud Business Applications Website: – White Paper: Automate Lead Scoring and Nurturing for Better Lead Conversion – Marketing Automation Demo – Marketing Automation Buyer’s Guide20 Dell Cloud Business Applications
    20. 20. Thank you Dell Cloud Business Applications