1. Partner Certification - Gold General Sales Training

2. What is Pardot?Pardot Marketing Automation is an on-demand solution thatcan show your sales team exactly where to spend its time inorder to maximize ROI. Advanced micro-level web analyticsallows Pardot to capture all relevant prospect activities, bothon and off your site, and help you determine who is showingthe most buying signals.Integration with your CRMSales tools like LeadDeck, Outlook Plugin, and Social MediaConnectorsDaily notifications of prospects activitiesFull view of your prospects activities between phone calls 3. ProspectsWhat Pardot calls Leads/Contacts Sync with leads and contacts that are in CRMAnonymous Visitors People who come to your website, but have notconverted to a prospect Once a visitor looks at a page on your website, we willattempt to identify their company via their IP addressProspects A visitor will convert to a prospect once they fill out a formor click on a tracked email link. Not all grading data isautomated Prospects are assigned to sales reps when sales ready 4. Lead Activity TrackingPardot Doesnt MakeYou a Mind Reader Focus sales cycleson the most obviousactivities Buying SignalsSearch: What did they call it? Captures Intent (e.g.,Pricing) 5. Lead Scoring How active the prospect is on your website. Different activities on your site determine score amount Spend more time with more active leads. 6. Lead Alerts Check out Comments and Notes Comments are Prospect provided Notes are Lead Management Provided 7. NurturingTriggered inside the CRM Non-Responsiveprospects Examples ofCampaigns Use List section ofCRMUse Light HTML Reps dont createHTML messages. From address 8. NurturingTriggered inside the CRM Non-Responsiveprospects Examples ofCampaigns Use List section ofCRMUse Light HTML Reps dont createHTML messages. From address 9. Email Plugin Track Ad-Hoc EmailsOur Rule: All Voicemails must beaccompanied by an email Links Include:DemoAnalyst Report3rd Party Sites (Blog,ecosystem)Best Practices: Mask the Link withAnchor Text Only 1 Recipient per email 10. Sales Dos and DontsDo Dont Focus the Be Creepyconversation on theprospects interests Let the prospect know that you are responding Respond in a timelybecause of their activitymanner Jump on anonymous Nurture leads who arevisitorsnot ready to buy today/ dont engage Leverage the CRM asthe primary way to getdata 11. End of Course Twelve You have reached the end of the GeneralSales Training course You will now take a test of what you havelearned. You must score greater than 85% topass this portion of the test Good luck!