Pardot Elevate 2011: Social Selling
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Derek Grant, Vice President of Sales at Pardot, dives in to how-to tips for leveraging Pardot on the sales side of your organization. Topics will include using social media as a sales tool and how to use Pardot data to engage prospects in a targeted way without "getting creepy."
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Pardot Elevate 2011: Social Selling
- 1. Tips for the Social Sale How Pardot Leverages Tracking + Social Data Presented by: Derek Grant, SVP, Sales
- 3. Who The Heck Are You? I’m Derek Grant • Sales Manager at Pardot • With Pardot since 2007 • Motto: Be Brief, Be Brilliant and Be Gone
- 4. Rock Stars from Mars?
- 5. Leveraging Behavioral Data Know What, When and Why
- 6. Visitor Capture Used for: • Validation of Efforts • Lead Generation Assign Visitors • Check CRM • Use Letters Tip: • Opt In To Appropriate States / Countries
- 7. Turn Down the Creepy Factor Do: • Find Your Ideal Prospect(s) • Note Search Terms • Search for Other Visits • Send a Tracked Email Don’t • Identify that you are watching them
- 8. Email Alerts Used for: • Priority Pages • High Value Forms Tips: • Configure Page Rules • Twilio for Phone Alerts • Exclude tagged prospects
- 9. LeadDeck Alerts Used for: • Real time feedback Tips: • Limit Columns & Alerts • Use the Installed App
- 10. Turn Down the Creepy Factor Do: • Be Timely • “Thanks for Downloading” • Note Search Terms Don’t • Note Specific Page Views • Disclose Too Much
- 11. Email Plug In Used for: • Gaining Visibility • Tracks Links to Any Site Tips: • Only 1 Recipient • Use Anchor Text
- 12. Turn Down the Creepy Factor Do: • Link to third party sites • Remove the HTTP:// • Note the specific link Don’t • Disclose that you tracked their click • Respond too quickly
- 13. Rep Driven Nurturing Faking Sincerity With Longtail Prospects
- 14. Nurture Longtail Prospects Use When: • They won’t Engage: • Don’t Want to Talk • If You Lost a Deal • They use a Competitor
- 15. Prospect Nurturing Used for: • Staying In Touch • Reconnecting with Lost Opps Tips: • Mark as “Visible in CRM” • Only a few options • Stop on Opportunity Created or Opportunity Won
- 16. Personalize with CRM Data Sales Captures Data About Their Current: • CRM • Email • Marketing Automation Vendor • Other Marketing Tools
- 18. Not “Heavy” HTML
- 19. “Forward” Emails
- 20. Nurturing Works
- 21. The Social Sale Recommended Do’s and Don’t
- 22. Social Selling
- 23. Social Selling - LinkedIn
- 24. Social Selling - LinkedIn
- 25. Social Selling - LinkedIn
- 26. Social Selling - Twitter
- 27. Social Selling - Facebook
- 28. Questions?
- 29. Contact Information Pardot Derek Grant 950 East Paces Ferry Rd SVP of Sales Suite 3300 derek.grant@pardot.com Atlanta, Georgia 30326 @derekgrant 404.492.6848 877.3B2B.ROI www.pardot.com
Editor's Notes
- Brag on the team
- CRM Data:Passed to PI for more granular segmentationCan also help refine an offline message“Pardot – a Marketing Automation platform that helps you drive more value from your PPC campaigns, and automate your prospect nurturing…something that MailChimp can’t currently do”Or “Pardot’s micro analytics provide actionable sales tracking data that LeadLander or Google Analytics cannot provide”