marketing automation | sales user training | onpath

Sales User Training

B2B Marketing Automation

What is Pardot?

Introduction to Pardot

• Leader in B2B Sales &

Marketing Automation

• Based in Atlanta, GA

• Helping shorten sales

cycles since 2007

• Became an ExactTarget

Company in October 2012

How Pardot Will Help You

• Better qualify leads

• Increase targeted sales

• Save time

• Close deals faster

70%• from a competitor

of your mishandled leads will buy

within 24 months

salesforce.com Integration, Prospect Activity, Lead Qualification, Nurturing Programs, etc.

Important Features

salesforce.com Integration with Pardot

View Pardot info from within

your salesforce.com account

You do not have to login

Pardot to view information

prospect info

Valuable information from

Pardot improves

salesforce.com usage

salesforce.com Pardot Fields

salesforce.com Prospect Activities

ActivityEmail, form,

landing page, browsing activity and much more!

TypeSpecific activity

CampaignPardot campaign associated with

activity

ScorePoint associated with

activity

Date/TimeWhen the activity

occurred

salesforce.com Prospect Score

Lead ScoringA score is generated based

on the prospect’s activity

level. The score tells you

the prospect’s interest in

your company through their

level of engagement.

salesforce.com Prospect Grade

Lead GradingGrading is based on your

company's unique criteria

for an ideal prospect (job

title, company size, etc).

Grading defines the ideal

prospect and tells you how

interested you should be in

that prospect.

salesforce.com Scoring and Grading

Pardot ScoreHas this prospect taken important activities online?

Pardot GradeHow well does this prospect

match the ideal profile?

salesforce.com Social Data

salesforce.com Prospect Lists

salesforce.com Prospect Activity History

EmailsType of emails:

List emails, plug-in emails, drip program emails

Subject line indicates what kind of email was sent to your prospect

Nurturing Campaigns

This example illustrates one way

in which drip campaigns can be

used to nurture prospects.

Email Plug-Ins, LeadDeck, iPhone App

Tools for Sales

Track individual emails that are sent directly

from your email client to prospects

Best Practices• Mask the link with anchor text• Only 1 recipient per email

Email Plug-ins available

• Outlook 2003/2007/2010

• Apple Mail

• Gmail plug-in (Firefox & Chrome)

• Mozilla Thunderbird

Email Plug-Ins Send & Track Emails

Email Plug-Ins Send & Track Emails

salesforce.com Send & Track Emails

Outlook Plug-In Send & Track Emails

Send one-to-one tracked email to prospects from your email client

AppleMail Plug-In Send & Track Emails

Send one-to-one tracked email to prospects from your email client

Gmail Extension Send & Track Emails

Send one-to-one tracked email to prospects from your

email client

Thunderbird Plug-In Send & Track Emails

Send one-to-one tracked email to prospects from your email client

LeadDeck Real Time Alerts Desktop App

LeadDeck Individual Prospect Information

LeadDeck Customize Sliders

iPhone App LeadDeck on your phone

Email Notifications, Daily Reports, User Settings

User Settings

User Settings

• Selecting email alerts

and daily reports

• HTML/text signatures

• Adding more user info

Setting Email Notifications

Email Notifications Daily Activity Report: All Prospects

Email Notifications Daily Activity Report: AssignedProspects

Email Notifications Prospect Assignment

Email Notifications Starred ProspectActivity Alerts