Post on 09-May-2015
description
Sales User Training
B2B Marketing Automation
What is Pardot?
Introduction to Pardot
• Leader in B2B Sales &
Marketing Automation
• Based in Atlanta, GA
• Helping shorten sales
cycles since 2007
• Became an ExactTarget
Company in October 2012
How Pardot Will Help You
• Better qualify leads
• Increase targeted sales
• Save time
• Close deals faster
70%• from a competitor
of your mishandled leads will buy
within 24 months
salesforce.com Integration, Prospect Activity, Lead Qualification, Nurturing Programs, etc.
Important Features
salesforce.com Integration with Pardot
View Pardot info from within
your salesforce.com account
You do not have to login
Pardot to view information
prospect info
Valuable information from
Pardot improves
salesforce.com usage
salesforce.com Pardot Fields
salesforce.com Prospect Activities
ActivityEmail, form,
landing page, browsing activity and much more!
TypeSpecific activity
CampaignPardot campaign associated with
activity
ScorePoint associated with
activity
Date/TimeWhen the activity
occurred
salesforce.com Prospect Score
Lead ScoringA score is generated based
on the prospect’s activity
level. The score tells you
the prospect’s interest in
your company through their
level of engagement.
salesforce.com Prospect Grade
Lead GradingGrading is based on your
company's unique criteria
for an ideal prospect (job
title, company size, etc).
Grading defines the ideal
prospect and tells you how
interested you should be in
that prospect.
salesforce.com Scoring and Grading
Pardot ScoreHas this prospect taken important activities online?
Pardot GradeHow well does this prospect
match the ideal profile?
salesforce.com Social Data
salesforce.com Prospect Lists
salesforce.com Prospect Activity History
EmailsType of emails:
List emails, plug-in emails, drip program emails
Subject line indicates what kind of email was sent to your prospect
Nurturing Campaigns
This example illustrates one way
in which drip campaigns can be
used to nurture prospects.
Email Plug-Ins, LeadDeck, iPhone App
Tools for Sales
Track individual emails that are sent directly
from your email client to prospects
Best Practices• Mask the link with anchor text• Only 1 recipient per email
Email Plug-ins available
• Outlook 2003/2007/2010
• Apple Mail
• Gmail plug-in (Firefox & Chrome)
• Mozilla Thunderbird
Email Plug-Ins Send & Track Emails
Email Plug-Ins Send & Track Emails
salesforce.com Send & Track Emails
Outlook Plug-In Send & Track Emails
Send one-to-one tracked email to prospects from your email client
AppleMail Plug-In Send & Track Emails
Send one-to-one tracked email to prospects from your email client
Gmail Extension Send & Track Emails
Send one-to-one tracked email to prospects from your
email client
Thunderbird Plug-In Send & Track Emails
Send one-to-one tracked email to prospects from your email client
LeadDeck Real Time Alerts Desktop App
LeadDeck Individual Prospect Information
LeadDeck Customize Sliders
iPhone App LeadDeck on your phone
Email Notifications, Daily Reports, User Settings
User Settings
User Settings
• Selecting email alerts
and daily reports
• HTML/text signatures
• Adding more user info
Setting Email Notifications
Email Notifications Daily Activity Report: All Prospects
Email Notifications Daily Activity Report: AssignedProspects
Email Notifications Prospect Assignment
Email Notifications Starred ProspectActivity Alerts