Derek Grant presented tips and tricks for how the Pardot sales team uses Pardot to maximize sales effectiveness. The sales team uses features like lead qualification, activity tracking, social profile building, sales alerts, and rep-driven nurturing campaigns. They also integrate Pardot with their CRM to prioritize leads and track marketing-generated leads that are handed off to sales. The presentation provided best practices for using these tools to focus on engaged prospects while avoiding being creepy or giving sales too much information too soon.

1. How Pardot Sales Uses PardotTips and Tricks to Maximize Sales Effectiveness Presented by:Derek Grant, VP of Sales

2. We Drink Our Own Kool Aid Sales is a Power User of: Lead Qualification Lead Activity Tracking Lead Management Social Profile Building Sales Alerts Visitor Alerts Prospect Alerts LeadDeck Rep-Driven Nurturing Campaigns Email Plug-in We Drink Our Own Kool Aid

5. Unlimited Opportunity

6. Eliminates “Bad” territories

13. Sales is drinking from a fire hose

17. This is compared to the “Pardot Lead Created” Date

19. If not good, mark UnqualifiedThis syncs with Pardot No more nurturing

22. Validate Information through LinkedIn & JigsawSocial provides another Touch Point: Twitter – Follow Them LinkedIn – School & Prior Positions? Facebook – Family?

26. Location?

29. “From” address branding, makes it appears to have come from Outlook

30. Brian Carroll – Nurturing with the “Human Touch”Heavy HTML is for Marketing

32. Links Include:

33. Demo

34. Analyst Report

39. Respond in a timely manner

40. Nurture leads who are not ready to buy today / don’t engage

42. Let the prospect know that you are responding because of their activity

43. Jump on anonymous visitors