Join Adam Dewey, Sales Manager at Pardot, An ExactTarget Company, and someone who has the "inside scoop" on how sales team members can benefit from the features and functionality of marketing automation.

1. How Your Sales Team Can Benefit
from Marketing Automation!
Adam Dewey, Sales Manager!

2. A little about me !
• Sold Knives door to door"
• Sold to Celebrities "
• Big Batman Fan"

3. The Traditional Components!
• Email Marketing"
• Lead Nurturing "
• Paid Search Marketing"
• Social Messaging"
• Campaign ROI and Reporting"
• ….what about sales? "

4. What will we talk about?!
5 ways Marketing Automation can Help Sales"
• Lead Capture"
• Lead Qualification"
• Email Automation"
• Lead Intelligence"
• Real Time Lead Alerts"

5. Lead Capture!
Identified Companies & Leads!

6. Lead Capture!
• Identify Companies on your site"
• Identify and capture actual leads "
• Cross reference leads with database"
• Augment data uses 3rd party sources"

7. Lead Capture!
Identified Companies ""
• Based on IP Address"
• Location"
• Page Views/Interests "
BigNetwork Corp."
Green Paperworks"
Sea Brands"

8. Identified Companies !
“Instead of waiting for a prospect to fill out a form or respond to an email,
we created a lead score methodology based on their interaction with our
website. Our inside reps would get into Pardot and go after the prospects
with the highest scores.”!
“Time after time, we connected with prospects who knew who we were,
but didn't take the time to respond to the our emails or forms. Once we
connected over the phone setting appointments that led to opportunities
and sales was easier than ever.”!
- Henry Schuck, DiscoverOrg"

9. Lead Capture!
• Forms/Landing Pages"
• Lead Management"
• Page Views/Interests"
qualify

10. Data Augmentation!
Identified Companies"
• Find Contacts
"
Leads"
• Pull in missing data points"

11. Lead Qualification!
Implicit vs. Explicit Behaviors!

12. Lead Qualification !
Scoring"
• Implicit behaviors and activities "
• Track web and email activities"
• Rank leads based on these behaviors"
• Pass only high scoring leads to sales"

13. Lead Qualification !
Grading"
• Explicit data & demographics "
"
" CEO"
vs."
Bad Fit "

14. Email Automation!

15. Email Automation !
• Personal email tracking"
• Rep-driven nurturing programs"
• Personalized mail marketing campaigns "
"

16. Personal Email Tracking!
• Reps can track their own emails"
• No more blind prospecting !

17. Rep Driven Nurturing Programs!
• Sales can pass leads back to marketing"
5 days" 15 days" 30 days"
Hi
%first_name%,
I
just
missed
you
in
the
office
and
wanted
to
connect
regarding
Product
XYZ,
a
benefit
driven
soluAon
that
would
be
a
game
changer
for
%company%.
Here
is
a
white
paper
on
Changing
the
Game
I
thought
you’d
enjoy
reviewing.
Game
changing
has
become
one
of
the
fastest
growing
ways
to
dominate
the
compeAAon
and
becoming
a
game
changer
is
easier
than
you
think,
you
just
need
to
call
me
back!

18. Personalized Marketing Campaigns !
• Email marketing blasts come from sales reps"
• Reps get all replies and notifications "
Marketing" Sales"
Replies"
Alerts"
Reports "

19. Lead Intelligence!

20. Lead Intelligence!
Track all online behaviors"
• Website, email social media and more"
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

21. Lead Intelligence!
• Allows reps to profile and frame the conversation "
Showed interest in
these whitepapers "
Prospect attended
thought leadership
webinar"
Viewed case studies
Viewed product A of product line A"
information page and
pricing page"
Now that’s music to ears, sales guy!"

22. Lead Intelligence!
• And follow-up emails "

23. Real Time Lead Alerts!

24. Lead Alerts !
• Real time by email"

25. Lead Alerts !
• Real time by pop-up"
Tamara Smith! Doug Trenvor! Victoria Case! Kelly Hinton!
Spliance! Wellness Health! Pilot Sofware!
Edward Miloske!
Ed Childress! Tom Hapstead! Miranda Belsen!
Drenderen Search Teams! Circle Networks! Cranmer SEO!

26. Lead Alerts !
• Daily Summary Reports"
Tamara Smith!
Abbott Company"
Gaston Tri-Marketers"
Parketi InteriSecure"
Gimbel Software"
Heuseman Merchants Corp."
Delego CPerson"
Tramore University"
MerSolutions Inc."

27. Lead Alerts !
• Mobile Alerts"
46.26.234.236"
Dillares Software!
75.12.102.304"
Miriam Teller!
Tri-State Paper Works!
86.34.212.123"
Brian Formant!
86.34.212.123"
Gibson MarketVibe"
Thomas McKinley!

28. Lead Alerts !
• Allow your sales reps to act faster"
• Real time"
• Daily summaries"
• Mobile alerts"

29. Lead Alerts !
• Don’t be creepy!"

30. Stats !
• 451% increase in qualified leads"
• 47% larger purchases than before implemented"
• 7-10% adoption rate by B2B organizations"
*provided
in
Focus.com
industry
study
©
2012
Focus,
Inc.
hPp://www.focus.com/images/view/61559/

31. Wrap-up !

32. Wrap It Up !
To recap:"
• Lead capture"
• Lead qualification"
• Email tracking"
• Lead intelligence"
• Real time lead alerts"

33. Questions!

34. Contact Info!
Adam Dewey !
Sales Manager"
adam.dewey@pardot.com
@adamdeweypardot
"
"
"
"
"
Pardot™, An ExactTarget® Company
950 East Paces Ferry Road, Suite 300, Atlanta, Georgia 30326"
404.492.6845 | 877.3B2B.ROI | www.pardot.com!