Your Presenters
#Salesforcesalon
Megan Poirier
Pardot/Salesforce
Wei Chiang
Tripwire
Rob Jordan
Idealist Consulting
Kirsten Kippen
Idealist Consulting
About Idealist Consulting
From socially-responsible roots
to INC5000 award winners
#Salesforcesalon
About Our Purpose
#Salesforcesalon
Pay It Forward
Program
1-1-1 Model
“Helping good people do good things”
About Today
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About You
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LEARN ENJOY ENGAGE
Is it Local?
MARKETINGPardot & Salesforce: The Dynamic Duo
Megan Poirier
Pardot/Salesforce
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?
Buyers Are More Connected to Information Than Ever Before
Website
Social Media
References
Community
Buyers Are Now 60% Through Sales Cycle Before They Engage With a Sales Person
ABOUT US CONSUMER
REVIEWS
SOCIAL
MEDIA
COMMUNITY
DISCUSSIONS
PRICING
PAGE
CONTACT
SALES
SEARCH
60% of the buyer’s 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%
The Goal of Marketers is to Fuel Sales, But Most Organizations Aren’t Aligned
Sources: SiriusDecisions
References
Social
Website
Community
Marketing Sales
are unsatisfied with sales and
marketing data alignment
63%
say sales and marketing
operations alignment is poor
58%
The Impact: Sales is less productive & it’s harder to close deals
Sources: Business2 Community, Leap Job, Ovation Sales, Group, Sirius Decisions, TopRankMarketing
of buyers want to wait to
connect with a company
until they’re 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
How Can Marketers Guide Sales to Connect With Buyers?
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 and Sell with Pardot
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.
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
Thank you
Q&A
SALESClosing Prospects and Managing Projects
Rob Jordan
Idealist Consulting
Remember...Time kills all deals
#1: Qualify your lead
THE VALUEWhen you speak their language you can sculpt
your pitch to their needs
#Salesforcesalon
#2: Know when to convert
#Salesforcesalon
THE VALUESales team works only with qualified leads
#3: Use sales funnel to guide your
engagement
#Salesforcesalon
THE VALUEA clear sales funnel builds organization
process
#4: Collaborate across departments
#Salesforcesalon
THE VALUEGet just-in-time advice from your colleagues
#5: Use apps to accelerate sales
process
#Salesforcesalon
THE VALUEDocument merges save time and prevent
duplicate entry
#6: Automate project closure
#Salesforcesalon
THE VALUEFollow-up is pre-loaded into your process
Build a Sales Strategy
#1: Qualify your leads
#2: Know when to convert
#3: Use sales funnel to guide your business process
#4: Collaborate across departments
#5: Use apps to accelerate sales process
#6: Automate post-sales engagement
#Salesforcesalon
Q&A
RETENTIONKeep clients, make new sales, build advocacy
Wei Chiang
Tripwire
Tripwire Customer Center
Ideas Tab
Ideas Example
Forums Tab
Forums Entries Example
Example Thread of Community Response
#Salesforcesalon
Q&A
#Salesforcesalon
BREAKOUT GROUPS
Marketing (leads)keeping a pipeline, lead generation, continually hunting for new business
Sales (prospects)Sales automation, staying engaged through long sales cycle, legacy info, velocity of business
Engagement (clients)losing clients, client tension, user adoption
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