Any tool that will help your sales team sell more is always worth the investment. However, if you’re not sure the exact ways in which a tool can help your team, it’s hard to take the plunge. You may or may not have heard of a tool known as Pardot. It’s a Salesforce product that provides B2B organizations with marketing automation solutions.
Whether you’ve heard of Pardot or not, you should take it upon yourself to start learning more about it, because it can help your sales team tremendously.
What Is Pardot and How Can it Help My Sales Team?
Salesforce Pardot is a B2B marketing automation solution by Salesforce that helps B2B organizations of all sizes create meaningful connections, generate more pipeline, and close more deals. Although Pardot is a marketing automation tool, it’s definitely not just for marketing teams; it’s a powerful tool for sales teams as well.
Here are three ways your sales team can use marketing automation to sell more and run a more effective sales program:
Use Nurture Emails to Stay Competitive and Spend More Time Selling
Lead nurturing is such an important component of any sales program. If you’re not nurturing leads, they’ll get lost in the mix and you may never close a deal. Nurturing is what helps you build relationships with potential customers and it results in more closed deals. Fortunately, if you use Salesforce Sales Cloud and Pardot, you can easily build a lead nurturing campaign.
In Sales Cloud, every prospect has a lead or contact record. This is already extremely helpful for salespeople who are managing a large pipeline. However, adding Pardot into the mix can give your sales program even more of a boost. With Pardot, you can add all of your prospects to personalized lead nurturing programs. Simply select a list of recipients who have contact records created in Sales Cloud.
If you’re calling hundreds of prospects every week, it can be difficult to follow up with every single one of them. Especially when each prospect is unique—one might say they’d like more information on your solution, while the other may say they’re familiar with your solution and are currently evaluating some of your competitors. In both scenarios, you can add each prospect to a different competitive nurture campaign. Then, these prospects will receive emails from customized campaigns that appear to be very personalized and directly from the sales rep. When in reality, they’re automated and being sent in the background while your sales team continues selling and closing deals.
Gain Insight Into a Prospects Activity Before You Contact Them
By using Pardot, you gain access to all prospect activity. And the best part—it’s pulled from Pardot directly into lead or contact records. Using this information, your sales team can better identify prospects needs, interest, and pain points before they engage with them. This allows sales reps to send personalized emails or strike up a relevant conversation during a call.
Salesforce Engage will also give sales reps real-time alerts based on prospect activity. Using these alerts, your team can respond quickly when they see a lead is qualified or if the data shows that they may be highly interested in a conversation. This helps your salespeople prioritize leads in their pipeline and also helps them close more deals. In sales, engaging quickly and before your competitors is crucial. The faster you can contact a warm lead, the better.
How can Pardot empower your team to sell more? Let’s find out → schedule a meeting.
Identify Your Most Qualified and Engaged Prospects
Some prospects may frequently be engaging with the content in your emails, while others are not. It’s important to follow up with every prospect in your pipeline. However, if certain people are engaging more than others, wouldn’t you like to know? With the power of Pardot, you can.
Email isn’t the only place you can gain insight into your prospects activity. With Pardot and Salesforce Engage, sales reps can also identify the prospects who engage positively with their brand on social media. Having more data and insight on your most qualified and engaged leads takes work off of your plate; it helps you with prioritization, follow up, and helps you convert leads into long-term customers.
Do you want to start leveraging the power of marketing automation to give your sales efforts a boost? Our certified Pardot consultants can help. Abstrakt Cloud Solutions is a full-service Salesforce solutions provider. From Pardot implementation services to Salesforce custom development, we help businesses maximize their Salesforce investment and use the platform to achieve business goals. Whether you’re looking for Salesforce custom development or month-to-month Salesforce managed services, our team can help.
Are you ready to rethink what your business can achieve with Salesforce? Let’s talk → schedule a meeting with our team today.
