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Lead Nurturing 101Marketing Automation<br />SuiteApp: Pardot Prospect Insight<br />
Agenda<br />Why do I need to start Lead Nurturing?<br />Lead Nurturing strategy<br />Integration with NetSuite<br />Pardot...
Why Lead Nurturing? (reason #1)<br />80% of inbound leads are not ready for a sales call<br />* Source: Forrester Research...
Why Lead Nurturing? (reason #2)<br />SEO gets people to your website… then what?<br />
Why Lead Nurturing? (reason #3)<br />71% of B2B marketers are doing MORE content marketing than a year ago (only 2% are do...
Lead Nurturing Process<br />ATTRACT<br />ENGAGE<br />NURTURE<br />CONVERT<br />1<br />2<br />3<br />4<br />Attract visitor...
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Lead Nurturing 101 NetSuite Users - Pardot SuiteApp

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This presentation talks about 3 major reasons why there is a huge trend toward Marketing Automation and Lead Nurturing in general.

We discuss the 4 basic steps of digital marketing automation: 1) Attract, 2) Engage, 3) Nurture, and 4) Convert.

We also discuss Pardot Prospect Insight, which is a Marketing Automation platform that is tightly integrated with NetSuite, SalesForce.com, Microsoft Dynamics CRM, and SugarCRM.

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Lead Nurturing 101 NetSuite Users - Pardot SuiteApp

  1. 1. Lead Nurturing 101Marketing Automation<br />SuiteApp: Pardot Prospect Insight<br />
  2. 2. Agenda<br />Why do I need to start Lead Nurturing?<br />Lead Nurturing strategy<br />Integration with NetSuite<br />Pardot Marketing Automation http://www2.audaxium.com/l/3482/2011-01-13/53UIP<br />
  3. 3. Why Lead Nurturing? (reason #1)<br />80% of inbound leads are not ready for a sales call<br />* Source: Forrester Research<br />
  4. 4. Why Lead Nurturing? (reason #2)<br />SEO gets people to your website… then what?<br />
  5. 5. Why Lead Nurturing? (reason #3)<br />71% of B2B marketers are doing MORE content marketing than a year ago (only 2% are doing LESS)<br />* Source: B2B Technology Marketing Community (LinkedIn Group)<br />
  6. 6. Lead Nurturing Process<br />ATTRACT<br />ENGAGE<br />NURTURE<br />CONVERT<br />1<br />2<br />3<br />4<br />Attract visitors to your website<br />Capture their attention, get them to Opt-in<br />Keep their attention, become their “go-to” when ready to buy<br />Provide better leads to Sales, help them prioritize their time<br /><ul><li> SEO
  7. 7. Social Media
  8. 8. PPC
  9. 9. QR codes
  10. 10. Blog
  11. 11. Email
  12. 12. Advertising
  13. 13. Video
  14. 14. Whitepapers
  15. 15. eBooks
  16. 16. Webinars
  17. 17. Blog
  18. 18. Forums
  19. 19. Polls
  20. 20. Segment by persona
  21. 21. Segment by interest
  22. 22. Drip marketing
  23. 23. Personalized messages
  24. 24. Add value, educate
  25. 25. Build your brand
  26. 26. Become their “go-to”
  27. 27. More sales-ready leads
  28. 28. Prioritize by lead score
  29. 29. Website activity history
  30. 30. Real-time visitor alerts
  31. 31. Integrate with CRM
  32. 32. Measure ROI</li></li></ul><li>Lead Nurturing Funnel<br />Web Visitors<br />ENGAGE with LANDING PAGES & CONTENT<br />All you need is their name and email address<br />AUTOMATE DRIP MARKETING PROGRAMS<br />5 touches, 10 touches, 20 touches… you decide<br />CONVERT TO SALES-READY LEADS<br />Lead scoring and real-time sales alerts<br />
  33. 33. Key Benefits of Pardot Marketing Automation<br />For Marketing:<br />Automate. Automate. Automate.<br />Target better messages <br />Improve lead quality and volume<br />For Sales:<br />Focus on the best, most engaged, leads<br />Ask better questions based on visitor interests<br />Real-time notifications (strike while the iron is hot)<br />For Management:<br />Improve opportunity close rate %<br />Increase revenue/profit with same # of employees<br />Brand equity<br />
  34. 34. Contacts<br />Pardot / NetSuite integration<br />Companies<br />Fields<br />Score, Grade<br />Activity<br />Calls, Opps<br />
  35. 35. Pardot Summary / Q&A<br />Progressive Profiling<br />Landing Pages<br />Behavior Tracking<br />Persona Segmentation<br />Lead Scoring<br />Lead Nurturing / Email<br />Real-Time Visitor Alerts<br />ROI Reporting<br />Integration with CRM<br />List Development / Mgmt<br />
  36. 36. Why choose Pardot?<br />Ease of Use<br />Value<br />No-Hassle<br />
  37. 37. Craig DesBrisayDirector of Sales & Marketing<br />(866) 563-3858 x.204<br />craig@audaxium.com<br />www.audaxium.com<br />www.twitter.com/Audaxium<br />

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