Derek Grant, Vice President of Sales at Pardot, dives in to how-to tips for leveraging Pardot on the sales side of your organization. Topics will include using social media as a sales tool and how to use Pardot data to engage prospects in a targeted way without "getting creepy."
6. Visitor Capture
Used for:
• Validation of Efforts
• Lead Generation
Assign Visitors
• Check CRM
• Use Letters
Tip:
• Opt In To
Appropriate States /
Countries
7. Turn Down the Creepy Factor
Do:
• Find Your Ideal Prospect(s)
• Note Search Terms
• Search for Other Visits
• Send a Tracked Email
Don’t
• Identify that you are watching
them
8. Email Alerts
Used for:
• Priority Pages
• High Value Forms
Tips:
• Configure Page
Rules
• Twilio for Phone
Alerts
• Exclude tagged
prospects
9. LeadDeck Alerts
Used for:
• Real time feedback
Tips:
• Limit Columns &
Alerts
• Use the Installed App
10. Turn Down the Creepy Factor
Do:
• Be Timely
• “Thanks for Downloading”
• Note Search Terms
Don’t
• Note Specific Page Views
• Disclose Too Much
11. Email Plug In
Used for:
• Gaining Visibility
• Tracks Links to Any
Site
Tips:
• Only 1 Recipient
• Use Anchor Text
12. Turn Down the Creepy Factor
Do:
• Link to third party sites
• Remove the HTTP://
• Note the specific link
Don’t
• Disclose that you tracked
their click
• Respond too quickly
14. Nurture Longtail Prospects
Use When:
• They won’t Engage:
• Don’t Want to Talk
• If You Lost a Deal
• They use a Competitor
15. Prospect Nurturing
Used for:
• Staying In Touch
• Reconnecting with Lost
Opps
Tips:
• Mark as “Visible in CRM”
• Only a few options
• Stop on Opportunity
Created or Opportunity
Won
16. Personalize with CRM Data
Sales Captures Data About Their Current:
• CRM
• Email
• Marketing Automation Vendor
• Other Marketing Tools
29. Contact Information
Pardot
Derek Grant 950 East Paces Ferry Rd
SVP of Sales Suite 3300
derek.grant@pardot.com Atlanta, Georgia 30326
@derekgrant
404.492.6848
877.3B2B.ROI
www.pardot.com
Notas del editor
Brag on the team
CRM Data:Passed to PI for more granular segmentationCan also help refine an offline message“Pardot – a Marketing Automation platform that helps you drive more value from your PPC campaigns, and automate your prospect nurturing…something that MailChimp can’t currently do”Or “Pardot’s micro analytics provide actionable sales tracking data that LeadLander or Google Analytics cannot provide”