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Marketing automation can open up the floodgates for new prospects. But how do you know who are the RIGHT prospects for your business – and if they’re ready to buy right now? And if they aren’t, how do you engage with them until they ARE ready to buy? Join Dell Cloud Business Applications and Pardot Marketing Automation in an in-depth Webinar that demonstrates the ins and outs of prospect lead scoring and lead nurturing – and why they are a critical component of a modern marketing automation system. You’ll learn: • How lead scoring makes your sales team much more productive • Why lead nurture is an essential part of your online marketing program • Tips and tricks for making lead scoring and nurture work for your business • And much more...
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Convert More Prospects With Lead Scoring and Lead Nurturing
• Dell Cloud Business Applications
• September 26, 2012
2 Dell Cloud Business Applications
Agenda
• Introduction
• Guest Speaker – Mathew Sweezey, Pardot Marketing Automation
• Moderator – Bill Odell, Dell Cloud Business Applications
• Q&A
• Helpful Resources
3 Dell Cloud Business Applications
Asking a Question
To ask a question, open the Questions bar in your control panel, type your question and submit it anytime during
the presentation
This Webinar is being recorded and a replay link will be emailed to all registrants
4 Dell Cloud Business Applications
Today’s Webinar Panelists
Moderator: Bill Odell
Sr. Marketing Director
@bodel
Presenter: Mathew Sweezey
Sr. Sales Manager
@msweezey
Tip #1
Sales Cycle
11 22 33
Score = Stage
Tip #2
11 22 33Dynamic Content
Stage = Relevance
Tip #3
DRIPS
Staying relevant over time = Nurturing
• Pre-Tradeshow • Post-Tradeshow • Email Nurturing • Industry Nurturing • Non-Sales ready nurturing • White Paper Download
nurturing
Pre-Lead Drip Programs
Stick to a goal…
• Database Nurturing• Cold Lead Warming • Cold Lead Recycling • New List Nurturing
Cold Lead Drip Programs
Defeat Dead Leads!!
• Lost Deal Drips • No Contact Drips • Opportunity Drips • Competitive Drips
Sales Specific Drip Programs
Take that Batman!
Problem/Goal Type of Drip Program
Cold Database 3-2-1
Automate Lead Nurturing Stage-Specific Drip
Event Pre and Post Follow-ups Event-Specific Drip
Cold Marketing Lead Drip 3-2-1
Cold Sales Lead Drip Straight Drip
Competitive Drip Straight Drip
Lost Deal Drip Straight Drip
Straight Drip Example
3-2-1 Example
Stage Drip Example
The Dell Cloud Business Applications Advantage
16
17 Dell Cloud Business Applications
Leads Opportunities Quotes Orders Invoices Collections Support
Complete Front Office Automation SolutionMaximize Customer Lifetime Value
Dell Services
• Complete best-of-breed solution from a trusted provider
• Single point of contact for all implementation, training, support, and vendor management
• Start where it makes sense for your business and add as you grow
ServiceSales FinanceMarketing
Up-Sell/Cross-Sell
Boomi
Accounting/ERP Integrations
18 Dell Cloud Business Applications
Rapid Time to Value, Customer SuccessComprehensive services from a trusted partner
• Turnkey implementation packages for Salesforce
• Best practices consulting
Pre-packaged implementations
• Monthly billing
• Pay by credit card
• Financing through Dell Financial Services
Flexible Financing
• Single point of contact for all assistance
• Support portal and community
• Training, tutorials, and knowledge libraries
End-to-end support
Q&A
19
20 Dell Cloud Business Applications
Helpful Resources
Dell Cloud Business Applications Website:
www.dellcloudapplications.com/solutions/marketing-automation
– White Paper: Automate Lead Scoring and Nurturing for Better Lead Conversion
– Marketing Automation Demo
– Marketing Automation Buyer’s Guide
Thank youDell Cloud Business Applications
1-877-857-2364
www.dellcloudapplications.com