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

Email

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

GOOGLE

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

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%

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