portland small business salesforce salon presentation deck
TRANSCRIPT
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Your Presenters
#Salesforcesalon
Megan Poirier
Pardot/Salesforce
Wei Chiang
Tripwire
Rob Jordan
Idealist Consulting
Kirsten Kippen
Idealist Consulting
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About Idealist Consulting
From socially-responsible roots
to INC5000 award winners
#Salesforcesalon
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About Our Purpose
#Salesforcesalon
Pay It Forward
Program
1-1-1 Model
“Helping good people do good things”
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About Today
#Salesforcesalon
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About You
#Salesforcesalon
LEARN ENJOY ENGAGE
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Is it Local?
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MARKETINGPardot & Salesforce: The Dynamic Duo
Megan Poirier
Pardot/Salesforce
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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?
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Buyers Are More Connected to Information Than Ever Before
Website
Social Media
References
Community
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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
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%
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The Goal of Marketers is to Fuel Sales, But Most Organizations Aren’t Aligned
Sources: SiriusDecisions
References
Social
Website
Community
Marketing Sales
are unsatisfied with sales and
marketing data alignment
63%
say sales and marketing
operations alignment is poor
58%
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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
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How Can Marketers Guide Sales to Connect With Buyers?
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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
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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.
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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
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Thank you
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Q&A
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SALESClosing Prospects and Managing Projects
Rob Jordan
Idealist Consulting
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Remember...Time kills all deals
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#1: Qualify your lead
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THE VALUEWhen you speak their language you can sculpt
your pitch to their needs
#Salesforcesalon
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#2: Know when to convert
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#Salesforcesalon
THE VALUESales team works only with qualified leads
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#3: Use sales funnel to guide your
engagement
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#Salesforcesalon
THE VALUEA clear sales funnel builds organization
process
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#4: Collaborate across departments
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#Salesforcesalon
THE VALUEGet just-in-time advice from your colleagues
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#5: Use apps to accelerate sales
process
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#Salesforcesalon
THE VALUEDocument merges save time and prevent
duplicate entry
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#6: Automate project closure
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#Salesforcesalon
THE VALUEFollow-up is pre-loaded into your process
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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
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#Salesforcesalon
Q&A
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RETENTIONKeep clients, make new sales, build advocacy
Wei Chiang
Tripwire
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Tripwire Customer Center
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Ideas Tab
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Ideas Example
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Forums Tab
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Forums Entries Example
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Example Thread of Community Response
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#Salesforcesalon
Q&A
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#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