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Top 3 Reasons Sales Needs Marketing Automation


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More and more, sales and marketing are working together - and winning together. Some sales teams are digging even deeper - and coming up with gold by using marketing automation!

Join us for this 1/2-hour eye-opening discussion as Sangram Vajre, Director of Marketing, and Derek Grant, Director of Sales, both from Pardot, a company, explore the top three reasons why sales needs marketing automation.

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Top 3 Reasons Sales Needs Marketing Automation

  1. 1. Top 3 Reasons Sales Needs Marketing Automation Sangram Vajre Director of Marketing Derek Grant Director of Sales
  2. 2. Safe Harbor Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available., inc. assumes no obligation and does not intend to update these forward-looking statements.
  3. 3. Introduction Derek Grant Sales Director, Pardot, a company Sangram Vajre Marketing Director, Pardot, a company
  4. 4. Presentation Outline •  What’s the problem? •  How Can Marketing Automation Help? •  Top 3 Reasons Sales Needs Marketing Automation
  5. 5. Buyer expectations have changed 70% of the buying process is now complete by the time a prospect is ready to engage with sales. (SiriusDecisions)
  6. 6. Marketing & Sales Don’t Speak the Same Language Leads Events Qualified leads Pipeline Website Opportunities E-books Time to close Brand Accelerate the deals Giveaways ACV Buyer Persona Re-active deals
  7. 7. Hence the problem… Not Enough Leads Poor Lead Quality Low Lead Conversion Limited Visibility Missed Targets •  Inconsistent pipeline •  Low performing campaigns •  No lead profiling •  No lead nurturing •  Bad leads routed directly to Sales •  Manual lead routing •  No sales insights •  Long & inconsistent sales cycles •  Time wasted •  No ROI reporting •  Lack of accountability •  Poor alignment
  8. 8. So, How Can Sales Make Marketing Work for Them?
  9. 9. #1 You Don’t Want To Miss Out On Your Leads 79% of marketing leads are not pursued
  10. 10. 1 2 3 Forms Progressive Profiles Automatic Assignment of Leads in CRM
  11. 11. #2 You want To Engage With Hot Prospects Quickly 78% of sales goes to the vendor that responds first
  12. 12. 4 Rules of Engagement 5 Scoring and Grading
  13. 13. #3 Be Top Of Mind For Your Prospects? Nurtured leads at best in class organizations delivered 47% higher average order values than of sales goes to the non-nurtured leads. vendor that responds first 35% - 50% Aberdeen’s report “Lead Nurturing: The Secret to Successful Lead Generation”
  14. 14. 6 Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% lower cost. Forrester Automatic Lead Nurturing
  15. 15. Drive Growth with Marketing Automation Better Leads Increased Pipeline Improved Close Rates Complete Insight More Sales 75% of companies using marketing automation see ROI within 12 months, 44% within 6 months. (Focus Research, 2013)
  16. 16. Sangram Vajre Director of Marketing @sangramvajre Derek Grant Director of Sales @derekgrant