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Seattle Salesforce Small Business Event Presentation
Idealist Consulting focuses on integrating marketing and sales through innovative solutions like Pardot, aiming to improve lead generation and sales productivity. The document emphasizes the importance of alignment between sales and marketing teams, providing strategies for optimizing the buyer's journey. Key points include the necessity of collaboration, automation, and the use of technology to enhance the engagement process with prospects and clients.
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Seattle Salesforce Small Business Event Presentation
- 1. Brought to youinpartnership with WELCOME
- 2. About Idealist Consulting Fromsocially-responsiblerootstoINC5000 award winners WhoWeAre 2006 Founded by Peace Corps Business Development Volunteer 2015 INC5000 award winner with over 500 clients
- 3. WhyWe’reDifferent 1-1-1Model “Helpinggood people dogood things” Pay It Forward Program
- 4. YourPresenters Nicole Conley Client Services Pardot/Salesforce RozBurton-Torres Salesforce Administrator Idealist Consulting Rob Jordan CEO & Founder Idealist Consulting Kirsten Kippen Marketing Manager Idealist Consulting
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- 8. MARKETING Pardot & Salesforce:TheDynamic Duo Nicole Conley Pardot/Salesforce Leads (Marketing) Prospects (Sales) Client/Advocate (Engagement)
- 9. 1.) To makemarketing 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. BuyersAre More Connectedto InformationThanEver Before Website Social Media Email References Community
- 11. BuyersAre Now 60%ThroughSalesCycle Before They Engage With aSales 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 ofMarketers istoFuel Sales, ButMost OrganizationsAren’tAligned 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 islessproductive&it’s harder toclose 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. HowCan Marketers GuideSalesto ConnectWith Buyers?
- 15. Easy & PowerfulLead 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 andSell withPardot
- 16. Pardot Creates aSales & 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 withPardot 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
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- 19. SALES Closing Prospects andManaging Projects Rob Jordan Idealist Consulting Leads (Marketing) Prospects Client/Advo (Engageme
- 20. Remember...Time kills alldeals. It’s as easy as 1-2-3-4-5
- 21. #1: Qualify yourlead
- 22. Thanks to Pardotwe know: Demographic info Where he found us What events he’s attended What online promotions he’s seen When to convert is your call, but make sure you make a call. Leads (Marketing) Prospects (Sales) Client/Advocate (Engagement) Conversion point
- 23. THE VALUE Sales teamworks only with qualified leads
- 24. #2: Use customerjourney to guide your engagement
- 25. Workflows and triggerscan help • Sales notified by workflow 5 days after estimate sent to follow up • Create distinct stages with triggers: 1. Qualify: Prospecting 2. Estimate: Pending 3. Estimate: Sent 4. Estimate: Verbal Confirmation 5. Estimate: SOW Sent 6. Project: Active Leads (Marketing) Prospects (Sales) Client/Advocate (Engagement) Conversion point
- 27. THE VALUE A clearbuyer’s journey builds organizational process
- 28. #3: Collaborate acrossdepartments Leads (Marketing) Prospects (Sales) Client/Advocate (Engagement)
- 30. THE VALUE Get just-in-timeadvice from your colleagues
- 31. #4: Use appsto accelerate sales process
- 32. Conga helps speedthings along Leads (Marketing) Prospects (Sales) Client/Advocate (Engagement)
- 33. THE VALUE Integrated appssave time.
- 34. #5: Automate projectclosure
- 36. THE VALUE Opportunity toimprove process.
- 37. Build a SalesStrategy #1: Qualify your leads #2: Use buyer’s journey to guide your process #3: Collaborate across departments #4: Use apps to accelerate sales process #5: Automate post-sales engagement
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- 39. ENGAGEMENT Keep clients, makenew sales, build advocacy Roz Burton-Torres Idealist Consulting Leads (Marketing) Prospects (Sales) Client/Advocate (Engagement)
- 40. WHAT IS COMMUNITIES? Salesforceis a system of record Communities is a system of engagement ...or, your Company’s own social network but with a lot less unnecessary noise
- 41. • Who canbenefit from Communities? • Partners: Franchises, • Employees: HR and training for a remote team • Customers: Support or call center alternative Anyone who wants to bring together disparate groups to enhance an internal process
- 42. • The 3Main Elements of Communities People (Social) Process (Ideas) Things (File Sharing)
- 43. • People (social): •An opportunity to sell deeper
- 44. Process (Ideas): Use realuser feedback to drive new features
- 45. Things (file sharing): Shareknowledge articles about best practices “Check out my Knowledge Article on How to Build a Chicken Coop”
- 46. One more time: The3 Main Elements of Communities People (Social) Process (Ideas) Things (File Sharing)
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- 48. BREAKOUT GROUPS Marketing (leads) Sales(prospects) Engagement (clients/advocates)