Follow Fred Armisen of Portlandia through his customer journey from lead to prospect to client, through the lense of Salesforce tools Pardot, Sales Cloud, and Communities. This was presented at a live event for the Portland Small Business community 3/19/15.

2. Your Presenters
#Salesforcesalon
Megan Poirier
Pardot/Salesforce
Wei Chiang
Tripwire
Rob Jordan
Idealist Consulting
Kirsten Kippen
Idealist Consulting

3. About Idealist Consulting
From socially-responsible roots
to INC5000 award winners
#Salesforcesalon

4. About Our Purpose
#Salesforcesalon
Pay It Forward
Program
1-1-1 Model
“Helping good people do good things”

5. About Today
#Salesforcesalon

6. About You
#Salesforcesalon
LEARN ENJOY ENGAGE

7. Is it Local?

8. MARKETING
Pardot & Salesforce: The Dynamic Duo
Megan Poirier
Pardot/Salesforce

9. 1.) To make marketing an Intuitive Solution
2.) To Bridge the gap between Marketing and Sales teams
3.) To Enable Sales Execution
DRIVE MORE REVENUE
Why Marketing Automation?

10. Buyers Are More Connected to Information Than Ever Before
Website
Social Media
Email
References
Community

11. Buyers Are Now 60% Through Sales Cycle Before They Engage
With a Sales Person
ABOUT US CONSUMER
REVIEWS
SOCIAL
MEDIA
COMMUNITY
DISCUSSIONS
PRICING
PAGE
CONTACT
SALES
GOOGLE
SEARCH
60% of the buyer’s journey
is complete by the time he
or she reaches out to sales.
60%
In 2020, this rate of
completion is projected
to be 85% or higher.
85%

12. The Goal of Marketers is to Fuel Sales, But Most
Organizations Aren’t Aligned
Sources: SiriusDecisions
Email
References
Social
Website
Community
Marketing Sales
are unsatisfied with sales and
marketing data alignment
63%
say sales and marketing
operations alignment is poor
58%

13. The Impact: Sales is less productive & it’s harder to close
deals
Sources: Business2 Community, Leap Job, Ovation Sales, Group,
Sirius Decisions, TopRankMarketing
of buyers want to wait to
connect with a company
until they’re ready to buy
90% of cold calls result in an
appointment with a
customer
2%
average sales cycle
increased 22% due to more
people involved in buying
process
22%
on average, sales people invest
6.25 hours to set one
appointment
6.25

14. How Can Marketers Guide Sales to Connect
With Buyers?

15. Easy & Powerful Lead
Generation
Personalized campaigns that
scale in minutes
Unstoppable Sales &
Marketing
Align & empower teams like
never before
Holistic Sales & Marketing
Ecosystem
Extend the Sales Cloud to
marketing
Connect, Market and Sell with Pardot

16. Pardot Creates a Sales & Marketing Super Team
Gain new insights into prospects’
interests and pain points.
Empower sales reps with
marketing assets.
Quickly identify the
hottest leads in real time.

17. Drive Growth with Pardot
Customers who use marketing automation sell more.
Improved marketing production
45% Improved lead generation
42%
Improved lead nurturing
41%
Increased sales revenue
44%
eMarketer Marketing Automation Report 2015

18. Thank you

19. Q&A

20. SALES
Closing Prospects and Managing Projects
Rob Jordan
Idealist Consulting

21. Remember...Time kills all deals

22. #1: Qualify your lead

25. THE VALUE
When you speak their language you can sculpt
your pitch to their needs
#Salesforcesalon

26. #2: Know when to convert

28. #Salesforcesalon
THE VALUE
Sales team works only with qualified leads

29. #3: Use sales funnel to guide your
engagement

32. #Salesforcesalon
THE VALUE
A clear sales funnel builds organization
process

33. #4: Collaborate across departments

35. #Salesforcesalon
THE VALUE
Get just-in-time advice from your colleagues

36. #5: Use apps to accelerate sales
process

40. #Salesforcesalon
THE VALUE
Document merges save time and prevent
duplicate entry

41. #6: Automate project closure

44. #Salesforcesalon
THE VALUE
Follow-up is pre-loaded into your process

45. Build a Sales Strategy
#1: Qualify your leads
#2: Know when to convert
#3: Use sales funnel to guide your business process
#4: Collaborate across departments
#5: Use apps to accelerate sales process
#6: Automate post-sales engagement

46. #Salesforcesalon
Q&A

47. RETENTION
Keep clients, make new sales, build advocacy
Wei Chiang
Tripwire

48. Tripwire Customer Center

49. Ideas Tab

50. Ideas Example

51. Forums Tab

52. Forums Entries Example

53. Example Thread of Community Response

54. #Salesforcesalon
Q&A

55. #Salesforcesalon
BREAKOUT GROUPS
Marketing (leads)
keeping a pipeline, lead generation, continually hunting for new business
Sales (prospects)
Sales automation, staying engaged through long sales cycle, legacy info, velocity of business
Engagement (clients)
losing clients, client tension, user adoption