Jen Stretch, Principal Consultant at HomeStretch Marketing presents
"Sales Acceleration with Marketing Automation" at the BMA Carolinas Connect2Education B2B Marketing Workshop
8. The
New
Sales
&
MarkeCng
Funnel
Sales
Responsibility
MarkeCng
Responsibility
9. Big
Brother
is
Watching
A
JavaScript
snippet
is
placed
on
each
page
of
your
website
and
automaCcally
tracks
and
scores
how
users
interact
with
your
website,
content,
and
media.
<script
type='text/javascript'>
/*
<![CDATA[
*/
var
tocplus
=
{"visibility_show":"show","visibility_hide":"hide","width":"100%"};
/*
]]>
*/
</
script><script
type='text/javascript'
src='hWp://www.pardot.com/wp-‐content/plugins/
table-‐of-‐contents-‐plus/front.js?ver=1308'></script><script>
jQuery(document).ready(funcCon()
{
var
currentItem
=
0;
var
numberOfItems
=
jQuery('.tabbable
.home
.whaCs
.nav.nav-‐tabs
li').length;
var
infiniteLoop
=
setInterval(funcCon(){
if
(
currentItem
==
0
)
{
currentItem
=
2;
}
else
if
(
currentItem
==
2
)
{
currentItem
=
1;
}
else
{
currentItem
=
0;;
}
jQuery('.tabbable
.resources
.nav-‐
tabs
>
li
a').eq(currentItem).tab('show');
},
5000);
jQuery('.tabbable
.resources
.nav-‐
tabs
>
li
a').hover(
funcCon(){
clearInterval(infiniteLoop);
}
);
var
maxHeight
=
-‐1;
jQuery('.tab-‐pane').each(funcCon()
{
maxHeight
=
maxHeight
>
jQuery(this).height()
?
maxHeight
:
jQuery(this).height();
});
jQuery('.tab-‐pane').each(funcCon()
{
jQuery(this).height(maxHeight);
});
});
</script>
10. Understanding
Digital
Body
Language
Behavioral
Informa.on
Demographic
Informa.on
Product
Usage
Visited
web
pages
Company
locaCon
Product
line
Played
videos
Company
size
Data
usage
Downloaded
material
Job
Ctle
#
of
licenses
Webinar
registraCon
Company
revenue
#
of
products
sold
Requested
demo
Industry
Time
since
last
use
11. Scoring
Threshold
Lead
Score
0-‐30
31-‐69
70-‐100
Lead
Status
New
Lead
Contacted
MQL
SAL
Working
SQL
Qualified
Unqualified
Ownership
MarkeCng
Inside
Sales
Sales
Rep
21. The
Players
CRM:
• Salesforce
(costs
starCng
at
$25/user/month
–
FREE
trial!)
• Zoho
(free
ediCon,
paid
accounts
starCng
at
$12/user/month)
• MS
Dynamics
(starCng
at
$65/user/month)
• Oracle
(starCng
at
$100/user/month)
Marke.ng
Automa.on
PlaEorms:
• Marketo
(starCng
at
$895/month)
• Pardot
(starCng
at
$1000/month)
• Eloqua
(starCng
at
$2000/month)
Combined
CRM
&
Marke.ng
Automa.on
PlaEorms:
• Infusionso~
(starCng
at
$299/month)
• Hubspot
(starCng
at
$800/month)
NOTE:
these
are
base
prices
that
are
subject
to
change.
24. Workshop:
Lead
Scoring
AMribute
Value
Score
Notes
Visited
Web
Page
Demo
Page
+15
Has
form
Pricing
Page
+10
Company
Page
+5
AMribute
Value
Score
Notes
Job
Title
CEO,
CFO,
CxO
+15
Use
contains
VP,
President
+10
Manager,
Coordinator
+5
Exact
Match
27. Workshop:
Lead
Nurturing
Campaigns
• Users
in
a
free
trial
• Users
with
a
lead
score
less
than
50
• InacGve
prospects
(no
recent
acGvity)
28. Contact
HomeStretch
MarkeCng
for
Salesforce,
Marketo
and
Pardot
consulCng,
implementaCon
and
training
services.
866-‐330-‐8263
homestretchmktg.com
Presented
at
the
BMA
Connect2EducaCon
B2B
MarkeCng
Workshop
on
November
20,
2014
by
Jen
Stretch.