sugarcon 2013: 10.5 advanced lead generation techniques

10.5 Lead Generation Tips

I promise you don’t know these!

*AVID DOES NOT MEAN GOODAVID SNOWBOARDER

*AVID DOES NOT MEAN GOODAVID SNOWBOARDER

Lets Get Started The Basics

The Basics

Stages are the Key

1 2 3

The Basics

Stages are the Key

Unidentified Need: No clue who you are or what your key words are yet.

1

The Basics

Stages are the Key

2 Defined Pain: Agree they have a pain, but are not ready to solve it

The Basics

Stages are the Key

3 Ready to Fix it: Agree they have a pain, and ready to solve their pain

Inbound Techniques Net New Lead Acquisition

TIP

Match your Keywords to your stages and content

#1

PPC

TIP

Use Dynamic call outs to match to stages, and interest as well

#2

Relevance

TIP

Ask only 2-3 questions each time

#3

Make It

Easy

TIP

Learn to “BOX – OUT”

#4

YES Threshold Batch

Outbound Techniques Converting Existing Leads

TIP

Have a goal & Stick to it #5

x

1 2

3

TIP

Save the HTML

#6

Rich Text

HTML

3-2-1 TIP #7

3 2 1

TIP Keep up with Stages on all Channels

#8

Outside the Box Examples

TIP Make it Easy at the Booth

#9

TIP Learn to use scoring for more than just “MQL”

#10

Contact Info

Mathew  Sweezey  Marke&ng  Automa&on  Evangelist    mathew.sweezey@pardot.com  @msweezey    

Pardot,  An  ExactTarget®  Company  950  East  Paces  Ferry  Rd  Suite  3300  Atlanta,  Georgia  30326    

404.492.6848  -­‐  877.3B2B.ROI  www.pardot.com    

Thank You

You’re the best audience ever!