1. Presen#ng
the
Value
Marke#ng
Automa#on
&
Your
Sales
Team
Presented
by:
Ka#
Newburg,
Training
Coordinator,
Pardot
LLC
May
3,
2012

2. Who
Am
I?

3. Agenda
• What
You’re
Up
Against
• Benefits
of
Marke#ng
Automa#on
• What
You
Can
Do
• Finding
Your
Advocate
• Mantras
to
Keep
in
Mind

4. 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

5. ?????????
So,
what
can
you
do???

6. Benefits
of
Marke;ng
Automa;on
For
Non-­‐Marke;ng
Folk
(a.k.a.
Sales!)

7. 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!

8. 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

9. Lead
Intelligence
Allows
reps
to
profile
&
frame
the
conversa#on
He
a^ended
this
webinar…
Showed
interest
in
Viewed
these
2
product
these
white
papers…
pages
on
the
site…
And
searched
for
“pricing”
on
the
site.
Rock
on,
sales
rep.
Rock
on.

10. 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!)

11. What
Else
Can
You
Do?
• Listen
to
them
• Involve
them
• Inves#gate
integra#on

12. Finding
Your
Advocate
How
one
sales
rep
can
be
your
best
friend
(or
best
weapon)

13. 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

14. 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

15. 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

16. Contact
Informa;on
Pardot
Ka;
Newburg
950
East
Paces
Ferry
Rd
Training
Coordinator
Suite
3300
Twi^er:
@Ka#_Newburg
Atlanta,
Georgia
30326
Email:
training@pardot.com
Email:
ka#.newburg@pardot.com
404.492.6845
877.3B2B.ROI
www.pardot.com

17. Ques;ons?