Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Pardot Elevate 2011: Social Selling

1,739 views

Published on

Derek Grant, Vice President of Sales at Pardot, dives in to how-to tips for leveraging Pardot on the sales side of your organization. Topics will include using social media as a sales tool and how to use Pardot data to engage prospects in a targeted way without "getting creepy."

Published in: Technology, Business
  • Be the first to comment

  • Be the first to like this

Pardot Elevate 2011: Social Selling

  1. 1. Tips for the Social SaleHow Pardot Leverages Tracking + Social DataPresented by:Derek Grant, SVP, Sales
  2. 2. Get Social#Pardot2011
  3. 3. Who The Heck Are You? I’m Derek Grant • Sales Manager at Pardot • With Pardot since 2007 • Motto: Be Brief, Be Brilliant and Be Gone
  4. 4. Rock Stars from Mars?
  5. 5. Leveraging Behavioral DataKnow What, When and Why
  6. 6. Visitor Capture Used for: • Validation of Efforts • Lead Generation Assign Visitors • Check CRM • Use Letters Tip: • Opt In To Appropriate States / Countries
  7. 7. Turn Down the Creepy Factor Do: • Find Your Ideal Prospect(s) • Note Search Terms • Search for Other Visits • Send a Tracked Email Don’t • Identify that you are watching them
  8. 8. Email AlertsUsed for:• Priority Pages• High Value FormsTips:• Configure Page Rules• Twilio for Phone Alerts• Exclude tagged prospects
  9. 9. LeadDeck Alerts Used for: • Real time feedback Tips: • Limit Columns & Alerts • Use the Installed App
  10. 10. Turn Down the Creepy Factor Do: • Be Timely • “Thanks for Downloading” • Note Search Terms Don’t • Note Specific Page Views • Disclose Too Much
  11. 11. Email Plug In Used for: • Gaining Visibility • Tracks Links to Any Site Tips: • Only 1 Recipient • Use Anchor Text
  12. 12. Turn Down the Creepy Factor Do: • Link to third party sites • Remove the HTTP:// • Note the specific link Don’t • Disclose that you tracked their click • Respond too quickly
  13. 13. Rep Driven NurturingFaking Sincerity With Longtail Prospects
  14. 14. Nurture Longtail Prospects Use When: • They won’t Engage: • Don’t Want to Talk • If You Lost a Deal • They use a Competitor
  15. 15. Prospect NurturingUsed for:• Staying In Touch• Reconnecting with Lost OppsTips:• Mark as “Visible in CRM”• Only a few options• Stop on Opportunity Created or Opportunity Won
  16. 16. Personalize with CRM DataSales Captures Data About Their Current:• CRM• Email• Marketing Automation Vendor• Other Marketing Tools
  17. 17. Send “Light” HTML
  18. 18. Not “Heavy” HTML
  19. 19. “Forward” Emails
  20. 20. Nurturing Works
  21. 21. The Social SaleRecommended Do’s and Don’t
  22. 22. Social Selling
  23. 23. Social Selling - LinkedIn
  24. 24. Social Selling - LinkedIn
  25. 25. Social Selling - LinkedIn
  26. 26. Social Selling - Twitter
  27. 27. Social Selling - Facebook
  28. 28. Questions?
  29. 29. Contact Information PardotDerek Grant 950 East Paces Ferry RdSVP of Sales Suite 3300derek.grant@pardot.com Atlanta, Georgia 30326@derekgrant 404.492.6848 877.3B2B.ROI www.pardot.com

×