Getting Sales to Buy In: Why Marketing Automation Isn’t Just for Marketers Nicole Conley Pardot Client Advocate @NicoleAtPardot

Ginny Richardson Pardot Client Advocate Manager

Nicole Conley & Ginny Richardson Pardot Client Advocate Team Lead & Pardot Client Advocate Manager

Real Time Alerts • On your desktop with LeadDeck Real-Time Prospect Monitor

–  Get instant notifications when your prospects are active

•  In your inbox with activity alerts –  Set your completion actions to notify users when certain action is taken

• Use Case!

Lead Qualification • Scoring

–  How interested is the prospect in me? –  Quantified based on prospect behavior and activity

• Grading –  How interested in the prospect am I? –  Grade increases or decreases based on how closely the prospect fits a perfect prospect’s profile

Scoring + Grading for Lead Nurturing

Grading & Scoring Use Case

Scoring + Grading for Lead Assignment

Email Automation • Email Plug-Ins

–  Utilize your standard email provider to send Pardot tracked emails

Salesforce Integration

• View Pardot info right from within Salesforce’s Lead or Contact Records –  Campaign, score, and grade –  Prospect activities –  Lists

• Send Pardot Emails –  Use the awesome email templates

created by your marketing team –  Use the “Send with Pardot” button to

track it!

• Let your Sales team work from the system they know best!

Q&A