Webinar Participants
Adam Blitzer COO,Pardot
Micky Long VP, Arketi Group
Laurie Douglas Director of Marketing, A.D.A.M. Inc.
Ted McDermott VP of Business Development, Datasync
Automated lead nurturing – why it matters
Average sales cycle has become
22%
longer
decision makers
3more
Automated lead nurturing – why it matters
Lead nurturing is in place in only
10% - 20%
of B2B firms.
Automated lead nurturing – why it matters
Leading reason for not using lead management
is difficulty building a business case.
Automated lead nurturing – Why we’re here
80%of users would better prepare by building proper processes and content
Automated lead nurturing – Why we’re here
of Best in Class
worked collaboratively
between Marketing and
Sales
78%
Automated Lead Nurturing Drivers - Marketing
Long sales cycles – 6-18 mos.
Better management of leads
Small marketing department – department of 1
Lean sales team
How business case was built
No brainer once Sales saw the tool
Automated emails
Web activity tracking
Lead scoring
Much more visibility into our leads
Post-implementation thoughts/suggestions
Clean up your database as much as possible upfront
Make sure you have content
Do the upfront work of setting up the scoring
Automated Lead Nurturing – Sales Perspective
Quality Leads
Creates Sales Efficiency
Lead Knowledge
Lead flow on your website
What email messages work