Seattle Salesforce Small Business Event Presentation
48
Brought to you in partnership with WELCOME
-
Upload
idealist-consulting -
Category
Documents
-
view
49 -
download
1
Transcript of Seattle Salesforce Small Business Event Presentation
- 1. Brought to youin partnership with WELCOME
- 2. About Idealist Consulting Fromsocially-responsibleroots toINC5000 award winners WhoWeAre 2006 Founded by Peace Corps Business Development Volunteer 2015 INC5000 award winner with over 500 clients
- 3. WhyWereDifferent 1-1-1Model Helpinggood people do good things Pay It Forward Program
- 4. YourPresenters Nicole Conley Client Services Pardot/Salesforce Roz Burton-Torres Salesforce Administrator Idealist Consulting Rob Jordan CEO & Founder Idealist Consulting Kirsten Kippen Marketing Manager Idealist Consulting
- 5. AboutToday Leads (Marketing) Prospects (Sales) Client/Advocate (Engagement)
- 6. AboutYou LEARN ENJOY ENGAGE
- 7. IsitLocal?
- 8. MARKETING Pardot & Salesforce: TheDynamic Duo Nicole Conley Pardot/Salesforce Leads (Marketing) Prospects (Sales) Client/Advocate (Engagement)
- 9. 1.) To make marketing an Intuitive Solution 2.) To Bridge the gap between Marketing and Sales teams 3.) To Enable Sales Execution DRIVE MORE REVENUE Why Marketing Automation?
- 10. BuyersAre More Connected to InformationThanEver Before Website Social Media Email References Community
- 11. BuyersAre Now 60%ThroughSales Cycle Before They Engage With aSales Person ABOUT US CONSUMER REVIEWS SOCIAL MEDIA COMMUNITY DISCUSSIONS PRICING PAGE CONTACT SALES GOOGLE SEARCH 60% of the buyers journey is complete by the time he or she reaches out to sales. 60% In 2020, this rate of completion is projected to be 85% or higher. 85%
- 12. The Goal of Marketers istoFuel Sales, ButMost OrganizationsArentAligned Sources: SiriusDecisions Email References Social Website Community Marketing Sales are unsatisfied with sales and marketing data alignment 63% say sales and marketing operations alignment is poor 58%
- 13. The Impact:Sales isless productive&its harder toclose deals Sources: Business2 Community, Leap Job, Ovation Sales, Group, Sirius Decisions, TopRankMarketing of buyers want to wait to connect with a company until theyre ready to buy 90% of cold calls result in an appointment with a customer 2% average sales cycle increased 22% due to more people involved in buying process 22% on average, sales people invest 6.25 hours to set one appointment 6.25
- 14. HowCan Marketers GuideSales to ConnectWith Buyers?
- 15. Easy & Powerful Lead Generation Personalized campaigns that scale in minutes Unstoppable Sales & Marketing Align & empower teams like never before Holistic Sales & Marketing Ecosystem Extend the Sales Cloud to marketing Connect, Market andSell withPardot
- 16. Pardot Creates a Sales & Marketing Super Team Gain new insights into prospects interests and pain points. Empower sales reps with marketing assets. Quickly identify the hottest leads in real time.
- 17. Drive Growth with Pardot Customers who use marketing automation sell more. Improved marketing production 45% Improved lead generation 42% Improved lead nurturing 41% Increased sales revenue 44% eMarketer Marketing Automation Report 2015
- 18. Questions
- 19. SALES Closing Prospects and Managing Projects Rob Jordan Idealist Consulting Leads (Marketing) Prospects Client/Advo (Engageme
- 20. Remember...Time kills all deals. Its as easy as 1-2-3-4-5
- 21. #1: Qualify your lead
- 22. Thanks to Pardot we know: Demographic info Where he found us What events hes attended What online promotions hes seen When to convert is your call, but make sure you make a call. Leads (Marketing) Prospects (Sales) Client/Advocate (Engagement) Conversion point
- 23. THE VALUE Sales team works only with qualified leads
- 24. #2: Use customer journey to guide your engagement
- 25. Workflows and triggers can help Sales notified by workflow 5 days after estimate sent to follow up Create distinct stages with triggers: 1. Qualify: Prospecting 2. Estimate: Pending 3. Estimate: Sent 4. Estimate: Verbal Confirmation 5. Estimate: SOW Sent 6. Project: Active Leads (Marketing) Prospects (Sales) Client/Advocate (Engagement) Conversion point
- 26. THE VALUE A clear buyers journey builds organizational process
- 27. #3: Collaborate across departments Leads (Marketing) Prospects (Sales) Client/Advocate (Engagement)
- 28. THE VALUE Get just-in-time advice from your colleagues
- 29. #4: Use apps to accelerate sales process
- 30. Conga helps speed things along Leads (Marketing) Prospects (Sales) Client/Advocate (Engagement)
- 31. THE VALUE Integrated apps save time.
- 32. #5: Automate project closure
- 33. THE VALUE Opportunity to improve process.
- 34. Build a Sales Strategy #1: Qualify your leads #2: Use buyers journey to guide your process #3: Collaborate across departments #4: Use apps to accelerate sales process #5: Automate post-sales engagement
- 35. Q&AQUESTIONS
- 36. ENGAGEMENT Keep clients, make new sales, build advocacy Roz Burton-Torres Idealist Consulting Leads (Marketing) Prospects (Sales) Client/Advocate (Engagement)
- 37. WHAT IS COMMUNITIES? Salesforce is a system of record Communities is a system of engagement ...or, your Companys own social network but with a lot less unnecessary noise
- 38. Who can benefit from Communities? Partners: Franchises, Employees: HR and training for a remote team Customers: Support or call center alternative Anyone who wants to bring together disparate groups to enhance an internal process
- 39. The 3 Main Elements of Communities People (Social) Process (Ideas) Things (File Sharing)
- 40. People (social): An opportunity to sell deeper
- 41. Process (Ideas): Use real user feedback to drive new features
- 42. Things (file sharing): Share knowledge articles about best practices Check out my Knowledge Article on How to Build a Chicken Coop
- 43. One more time: The 3 Main Elements of Communities People (Social) Process (Ideas) Things (File Sharing)
- 44. Q&AQUESTIONS
- 45. BREAKOUT GROUPS Marketing (leads) Sales (prospects) Engagement (clients/advocates)