2. About Idealist Consulting Fromsocially-responsibleroots
toINC5000 award winners WhoWeAre 2006 Founded by Peace Corps
Business Development Volunteer 2015 INC5000 award winner with over
500 clients
3. WhyWereDifferent 1-1-1Model Helpinggood people do good
things Pay It Forward Program
4. YourPresenters Nicole Conley Client Services
Pardot/Salesforce Roz Burton-Torres Salesforce Administrator
Idealist Consulting Rob Jordan CEO & Founder Idealist
Consulting Kirsten Kippen Marketing Manager Idealist
Consulting
9. 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?
10. BuyersAre More Connected to InformationThanEver Before
Website Social Media Email References Community
11. BuyersAre Now 60%ThroughSales Cycle Before They Engage With
aSales Person ABOUT US CONSUMER REVIEWS SOCIAL MEDIA COMMUNITY
DISCUSSIONS PRICING PAGE CONTACT SALES GOOGLE SEARCH 60% of the
buyers 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%
12. The Goal of Marketers istoFuel Sales, ButMost
OrganizationsArentAligned 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%
13. The Impact:Sales isless productive&its harder toclose
deals Sources: Business2 Community, Leap Job, Ovation Sales, Group,
Sirius Decisions, TopRankMarketing of buyers want to wait to
connect with a company until theyre 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
14. HowCan Marketers GuideSales to ConnectWith Buyers?
15. 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
andSell withPardot
16. 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.
17. 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
18. Questions
19. SALES Closing Prospects and Managing Projects Rob Jordan
Idealist Consulting Leads (Marketing) Prospects Client/Advo
(Engageme
20. Remember...Time kills all deals. Its as easy as
1-2-3-4-5
21. #1: Qualify your lead
22. Thanks to Pardot we know: Demographic info Where he found
us What events hes attended What online promotions hes seen When to
convert is your call, but make sure you make a call. Leads
(Marketing) Prospects (Sales) Client/Advocate (Engagement)
Conversion point
23. THE VALUE Sales team works only with qualified leads
24. #2: Use customer journey to guide your engagement
25. Workflows and triggers can help Sales notified by workflow
5 days after estimate sent to follow up Create distinct stages with
triggers: 1. Qualify: Prospecting 2. Estimate: Pending 3. Estimate:
Sent 4. Estimate: Verbal Confirmation 5. Estimate: SOW Sent 6.
Project: Active Leads (Marketing) Prospects (Sales) Client/Advocate
(Engagement) Conversion point
26. THE VALUE A clear buyers journey builds organizational
process
28. THE VALUE Get just-in-time advice from your colleagues
29. #4: Use apps to accelerate sales process
30. Conga helps speed things along Leads (Marketing) Prospects
(Sales) Client/Advocate (Engagement)
31. THE VALUE Integrated apps save time.
32. #5: Automate project closure
33. THE VALUE Opportunity to improve process.
34. Build a Sales Strategy #1: Qualify your leads #2: Use
buyers journey to guide your process #3: Collaborate across
departments #4: Use apps to accelerate sales process #5: Automate
post-sales engagement
35. Q&AQUESTIONS
36. ENGAGEMENT Keep clients, make new sales, build advocacy Roz
Burton-Torres Idealist Consulting Leads (Marketing) Prospects
(Sales) Client/Advocate (Engagement)
37. WHAT IS COMMUNITIES? Salesforce is a system of record
Communities is a system of engagement ...or, your Companys own
social network but with a lot less unnecessary noise
38. Who can benefit from Communities? Partners: Franchises,
Employees: HR and training for a remote team Customers: Support or
call center alternative Anyone who wants to bring together
disparate groups to enhance an internal process
39. The 3 Main Elements of Communities People (Social) Process
(Ideas) Things (File Sharing)
40. People (social): An opportunity to sell deeper
41. Process (Ideas): Use real user feedback to drive new
features
42. Things (file sharing): Share knowledge articles about best
practices Check out my Knowledge Article on How to Build a Chicken
Coop
43. One more time: The 3 Main Elements of Communities People
(Social) Process (Ideas) Things (File Sharing)
44. Q&AQUESTIONS
45. BREAKOUT GROUPS Marketing (leads) Sales (prospects)
Engagement (clients/advocates)
