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Presen#ng	  the	  Value	         Marke#ng	  Automa#on	  &	  Your	  Sales	  Team	  Presented	  by:	  	  Ka#	  Newburg,	  Tr...
Who	  Am	  I?	  	  
Agenda	  	  •  What	  You’re	  Up	  Against	  •  Benefits	  of	  Marke#ng	  Automa#on	  •  What	  You	  Can	  Do	  •  Findi...
What	  You’re	  Up	  Against	  	  •  Any	  Habits	  Die	  Hard	  •  Who	  has	  ;me	  to	  learn	  more	       soRware?	  ...
?????????	  	         So,	  what	  can	  you	  do???	  
Benefits	  of	  Marke;ng	  Automa;on	  For	  Non-­‐Marke;ng	  Folk	  (a.k.a.	  Sales!)	  
Lead	  Qualifica;on	  	  •  Score	  as	  a	  measure	  of	  engagement	  •  Grade	  as	  an	  indicator	  of	  how	  the	  ...
Lead	  Intelligence	  	  Track	  all	  online	  behaviors	  •  Website,	  email,	  social	  media	  and	  more	  	  Put	  ...
Lead	  Intelligence	  	  Allows	  reps	  to	  profile	  &	  frame	  the	  conversa#on	  He	  a^ended	  this	  webinar…	    ...
The	  BoSom	  Line	  •  Marke#ng	  Automa#on	  will	  help	  you	     (the	  Marketer!)	  provide	  be#er	  leads	  •  Be^...
What	  Else	  Can	  You	  Do?	  •  Listen	  to	  them	  •  Involve	  them	  •  Inves#gate	  integra#on	  	  
Finding	  Your	  Advocate	  How	  one	  sales	  rep	  can	  be	  your	  best	  friend	  (or	  best	  weapon)	  
Finding	  Your	  Advocate	  •   Stubborn	  sales	  reps	  or	  too	  many?	  •   Approach	  a	  sales	  rep	  to	  test	  ...
Mantras	  to	  Keep	  in	  Mind	  •      Be	  Pa#ent	  •      Be	  Persistent	  	  •      If	  a	  sales	  rep	  shows	  i...
Mantras	  to	  Keep	  in	  Mind	  •      Be	  Pa#ent	  •      Be	  Persistent	  	  •      If	  a	  sales	  rep	  shows	  i...
Contact	  Informa;on	                                         Pardot	  Ka;	  Newburg	                       950	  East	  P...
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Presenting the Value - Marketing Automation & Your Sales Team


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Presenting the Value - Marketing Automation & Your Sales Team

  1. 1. Presen#ng  the  Value   Marke#ng  Automa#on  &  Your  Sales  Team  Presented  by:    Ka#  Newburg,  Training  Coordinator,  Pardot  LLC  May  3,  2012    
  2. 2. Who  Am  I?    
  3. 3. Agenda    •  What  You’re  Up  Against  •  Benefits  of  Marke#ng  Automa#on  •  What  You  Can  Do  •  Finding  Your  Advocate  •  Mantras  to  Keep  in  Mind    
  4. 4. What  You’re  Up  Against    •  Any  Habits  Die  Hard  •  Who  has  ;me  to  learn  more   soRware?  •  The  process  in  place  already   works!  •  A  non-­‐sales  co-­‐worker  sugges#ng   changes  to  sales  process    
  5. 5. ?????????     So,  what  can  you  do???  
  6. 6. Benefits  of  Marke;ng  Automa;on  For  Non-­‐Marke;ng  Folk  (a.k.a.  Sales!)  
  7. 7. Lead  Qualifica;on    •  Score  as  a  measure  of  engagement  •  Grade  as  an  indicator  of  how  the  lead  fits   the  ideal  prospect  profile  •  Key  Ac;vity:   •  Form  Submission  (Free  Trial,  Request  a  Demo)   •  Whitepaper  (“How  Our  Company  will  Benefit  You!”)   •  Page  View  or  Site  Search  (Why  hello,  Pricing  Page)   •  Webinar  A^endance  (“Presen#ng  the  Value  of   Marke#ng  Automa#on  to  Your  Sales  Team”…   hmmm)  •  Or  a  combina;on  of  the  above!    
  8. 8. Lead  Intelligence    Track  all  online  behaviors  •  Website,  email,  social  media  and  more    Put  into  CRM  for  easy  viewing  for  sales…   Visits Page Views Google AdWords Google Keyword Searches Yahoo Keywords Site Searches Drip Nurturing Email Clicks Email Opens Email Link Clicks Webinar Responses Twitter LinkedIn Facebook Website Chats
  9. 9. Lead  Intelligence    Allows  reps  to  profile  &  frame  the  conversa#on  He  a^ended  this  webinar…   Showed  interest  in   Viewed  these  2  product   these  white  papers…   pages  on  the  site…     And  searched  for   “pricing”  on  the  site.   Rock  on,  sales  rep.  Rock  on.  
  10. 10. The  BoSom  Line  •  Marke#ng  Automa#on  will  help  you   (the  Marketer!)  provide  be#er  leads  •  Be^er  leads  means  less  hassle  for   Sales  •  Focusing  on  leads  qualified  with  the   help  of  Marke#ng  Automa#on  will   mean  more  closed  deals  •  More  closed  deals  make  a  happy  Sales   Rep  (and  happy  company!)    
  11. 11. What  Else  Can  You  Do?  •  Listen  to  them  •  Involve  them  •  Inves#gate  integra#on    
  12. 12. Finding  Your  Advocate  How  one  sales  rep  can  be  your  best  friend  (or  best  weapon)  
  13. 13. Finding  Your  Advocate  •  Stubborn  sales  reps  or  too  many?  •  Approach  a  sales  rep  to  test  drive  process   •  Choose  a  friend  from  the  sales  team   •  Choose  someone  who  is  open  to  new   processes  •  Focus  on  making  one  sales  rep’s  job  easier  •  That  sales  rep  can  then  boast  to  his  sales   rep  friends  and  colleagues  the   awesomeness  of  Marke#ng  Automa#on    
  14. 14. Mantras  to  Keep  in  Mind  •  Be  Pa#ent  •  Be  Persistent    •  If  a  sales  rep  shows  interest,  indulge!  •  Focus  on  their  success  •  Focus  on  making  their  job  easier    
  15. 15. Mantras  to  Keep  in  Mind  •  Be  Pa#ent  •  Be  Persistent    •  If  a  sales  rep  shows  interest,  indulge!  •  Focus  on  their  success  •  Focus  on  making  their  job  easier    
  16. 16. Contact  Informa;on   Pardot  Ka;  Newburg   950  East  Paces  Ferry  Rd  Training  Coordinator   Suite  3300  Twi^er:  @Ka#_Newburg   Atlanta,  Georgia  30326  Email:  Email:       404.492.6845   877.3B2B.ROI  
  17. 17. Ques;ons?