CRM Strategies for Accelerating Pipeline Growth Chris Grindler Senior Manager, Member Acquisition GBTA Suzy Matus, Manager, Customer Marketing Salesforce Pardot

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References  

Community  

Buyers Are More Connected than Ever Before

ABOUT  US   CONSUMER  REVIEWS  

SOCIAL  MEDIA  

COMMUNITY  DISCUSSIONS  

PRICING  PAGE  

CONTACT  SALES  

GOOGLE  SEARCH  

By  2020,  85%  of  the  buyer’s  journey  will  be  completed  before  the  buyer  reaches  out  to  sales.  

85%  Buyers Are Controlling Today’s Sales Process

Be  Appealing:  EnCce  with  Value  

Be  Available:  Put  Yourself  Out  There  

Be  Smooth:  Make  It  Hard  to  Say  No  

How to Win at Lead Generation

Chris  Grindler  Senior  Manager,  Membership  AcquisiCon  

What do you have to offer potential customers?

AnCcipate  Needs  &  Pains  

Think  Laterally  

Stand  Out  From  The  Crowd  

Content Is The Hook

Be  Appealing  

Become  a  Trusted  Resource  

Provide  Reasons  to  Interact  

Understand  What  Leads  are  Interested  In  

Content and Lead Generation Are BFFs

Be  Appealing  

Easy  Content  Storage  

Tracked,  Custom  Links  

Landing  Pages  and  Forms  

Pardot Powers Your Content

Be  Appealing  

How do people find your content?

Use  Your  Own  ProperCes  

OpCmize  for  SEO  

Share  on  Social  

Help People Find You – For Free!

Be  Available  

Google  AdWords  

RetargeCng  

Find  Your  Social  Medium  

Grow Your Audience Through Ads

Be  Available  

OpCmize  Your  Pages  

Manage  Social  Sharing  

Track  Campaign  Success  

Pardot Helps You with Free & Paid Channels

Be  Available  

How Do You Turn Suspects Into Prospects?

Use  Short  Forms  

Make  It  Relevant  

Follow  up  based  on  the  funnel  

Improve Your Chances of Conversion

Be  Available  

Segment  for  Relevancy  

Nurture  Over  Time  

Use  “Thank  You”  Content  

Keep Them Coming Back For More

Be  Available  

Easy,  Visual  Builders    

Automate  All  The  Things!  

Test  and  Adapt  Based  on  Customer  Data  

Pardot Is Your Conversion Machine

Be  Available  

CASE STUDY: The GBTA Event Marketing

Transformation

Efficiency  Conversions  Engagement  

Precise  TargeMng    

Cost  Time  to  Convert  Time  to  Market  

 

Pardot Has Transformed GBTA Event Marketing Key Benefits

Event score drives targeting

Top  Tier    18%  Conversion  

Mid  Tier  3%  Conversion  

BoQom  Tier  0%  Conversion  

How GBTA Uses Marketing Automation for Events Capture | Nurture | Target | Convert

Lead  AcquisiCon   Prospect  TargeCng   Prospect  Conversion  1.  Text emails from

meaningful personas

2.  Abandon cart emails 3.  Dynamic content

with promo codes 4.  Page actions with

alerts to inside sales team

Email form on every page

Leads for event drip campaigns

Increased return on marketing investments

 20%  registraMon    

growth    

50%+  reducMon  in  markeMng  

expenditures    

Bottom Line Results

Process Improvements at GBTA

8X  increase  in  new  requests  serviced  per  

month        

     

Fulfillment  Mme  reduced  by  70%,  to  less  than  48  hours    

 

Pardot Use Has Transformed GBTA Event Marketing Key Process Metrics

Formula For Lead Generation Success

Be Appealing Entice with Value

Be Available Put Yourself Out There

Be Smooth Make It Hard to Say No

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