presenting the value - marketing automation & your sales team
TRANSCRIPT
Presented by: Ka# Newburg, Training Coordinator, Pardot LLC May 3, 2012
Presen#ng the Value Marke#ng Automa#on & Your Sales Team
Who Am I?
Agenda
• What You’re Up Against • Benefits of Marke#ng Automa#on • What You Can Do • Finding Your Advocate • Mantras to Keep in Mind
What You’re Up Against • Any Habits Die Hard • Who has ;me to learn more
soRware? • The process in place already
works! • A non-‐sales co-‐worker sugges#ng
changes to sales process
?????????
So, what can you do???
Benefits of Marke;ng Automa;on For Non-‐Marke;ng Folk (a.k.a. Sales!)
Lead Qualifica;on • Score as a measure of engagement • Grade as an indicator of how the lead fits
the ideal prospect profile • Key Ac;vity:
• Form Submission (Free Trial, Request a Demo) • Whitepaper (“How Our Company will Benefit You!”) • Page View or Site Search (Why hello, Pricing Page) • Webinar A^endance (“Presen#ng the Value of
Marke#ng Automa#on to Your Sales Team”… hmmm)
• Or a combina;on of the above!
Lead Intelligence Track all online behaviors • Website, email, social media and more Put into CRM for easy viewing for sales…
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
Lead Intelligence Allows reps to profile & frame the conversa#on He a^ended this webinar…
Viewed these 2 product pages on the site…
Showed interest in these white papers…
And searched for “pricing” on the site.
Rock on, sales rep. Rock on.
The BoSom Line
• Marke#ng Automa#on will help you (the Marketer!) provide be#er leads
• Be^er leads means less hassle for Sales
• Focusing on leads qualified with the help of Marke#ng Automa#on will mean more closed deals
• More closed deals make a happy Sales Rep (and happy company!)
What Else Can You Do?
• Listen to them • Involve them • Inves#gate integra#on
Finding Your Advocate How one sales rep can be your best friend (or best weapon)
Finding Your Advocate
• Stubborn sales reps or too many? • Approach a sales rep to test drive process • Choose a friend from the sales team • Choose someone who is open to new
processes • Focus on making one sales rep’s job easier • That sales rep can then boast to his sales
rep friends and colleagues the awesomeness of Marke#ng Automa#on
Mantras to Keep in Mind
• Be Pa#ent • Be Persistent • If a sales rep shows interest, indulge! • Focus on their success • Focus on making their job easier
Mantras to Keep in Mind
• Be Pa#ent • Be Persistent • If a sales rep shows interest, indulge! • Focus on their success • Focus on making their job easier
Ka; Newburg Training Coordinator
Twi^er: @Ka#_Newburg
Email: [email protected]
Email: ka#[email protected]
Pardot 950 East Paces Ferry Rd Suite 3300 Atlanta, Georgia 30326
404.492.6845 877.3B2B.ROI www.pardot.com
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