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Convert More Prospects With Lead Scoring and Lead Nurturing Dell Cloud Business Applications September 26, 2012

Convert More Prospects with Lead Scoring and Lead Nurturing

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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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Page 1: Convert More Prospects with Lead Scoring and Lead Nurturing

Convert More Prospects With Lead Scoring and Lead Nurturing

• Dell Cloud Business Applications

• September 26, 2012

Page 2: Convert More Prospects with Lead Scoring and Lead Nurturing

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

Page 3: Convert More Prospects with Lead Scoring and Lead Nurturing

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

Page 4: Convert More Prospects with Lead Scoring and Lead Nurturing

4 Dell Cloud Business Applications

Today’s Webinar Panelists

Moderator: Bill Odell

Sr. Marketing Director

@bodel

Presenter: Mathew Sweezey

Sr. Sales Manager

@msweezey

Page 5: Convert More Prospects with Lead Scoring and Lead Nurturing

Tip #1

Sales Cycle

11 22 33

Score = Stage

Page 6: Convert More Prospects with Lead Scoring and Lead Nurturing

Tip #2

11 22 33Dynamic Content

Stage = Relevance

Page 7: Convert More Prospects with Lead Scoring and Lead Nurturing

Tip #3

DRIPS

Staying relevant over time = Nurturing

Page 8: Convert More Prospects with Lead Scoring and Lead Nurturing
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• Pre-Tradeshow • Post-Tradeshow • Email Nurturing • Industry Nurturing • Non-Sales ready nurturing • White Paper Download

nurturing

Pre-Lead Drip Programs

Stick to a goal…

Page 10: Convert More Prospects with Lead Scoring and Lead Nurturing

• Database Nurturing• Cold Lead Warming • Cold Lead Recycling • New List Nurturing

Cold Lead Drip Programs

Defeat Dead Leads!!

Page 11: Convert More Prospects with Lead Scoring and Lead Nurturing

• Lost Deal Drips • No Contact Drips • Opportunity Drips • Competitive Drips

Sales Specific Drip Programs

Take that Batman!

Page 12: Convert More Prospects with Lead Scoring and Lead Nurturing

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

Page 13: Convert More Prospects with Lead Scoring and Lead Nurturing

Straight Drip Example

Page 14: Convert More Prospects with Lead Scoring and Lead Nurturing

3-2-1 Example

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Stage Drip Example

Page 16: Convert More Prospects with Lead Scoring and Lead Nurturing

The Dell Cloud Business Applications Advantage

16

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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

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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

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Q&A

19

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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

Page 21: Convert More Prospects with Lead Scoring and Lead Nurturing

Thank youDell Cloud Business Applications

1-877-857-2364

www.dellcloudapplications.com