B2B marketers and sales reps have been trying to better understand the customer lifecycle for years — the psychology behind purchasing decisions, the motivations that spur the research process, and more than anything, what makes buyers tick. Despite these efforts, there’s still a disconnect between customers, marketers, and sales reps. In fact, a recent IDC study commissioned by Salesforce identified three main factors causing a breakdown in the modern customer journey:

Buyers have a hard time finding the right information during the research process, and therefore lack the vendor knowledge they need to make a purchasing decision.
Marketers don’t understand how to […]

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In early 2015, Salesforce conducted a survey of more than 2,100 global marketers to better understand the current state of B2B marketing. The results proved that B2B marketers are as time-strapped as ever, and consistently grapple with three main challenges:

New business development
Lead quality
Lead generation.

But that’s not all that B2B marketers have on their plates. The emphasis on a more cohesive, personalized selling process is growing, leading many marketers to increase their investment in technologies that can help them create one-to-one buying experiences. Marketers now own more of the lead-to-revenue cycle than ever, and are responsible for engaging with buyers throughout […]

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Last week, our summer camp series touched on the intricacies of customer support and creating more effective B2B websites. Today, we’d like to introduce you to Susan Spicknall, Senior Implementation Specialist and a long-time Pardot veteran. At Pardot, Susan helps ensure that the client onboarding process runs as smoothly as possible — but outside of work, she’s an avid dancer and a self-taught mandolin player.

Let’s hear what Susan has to say about getting started with marketing automation: how you can prepare, tips for getting started, and ways that you can start taking your marketing to the next level.

Take it away, Susan!

So […]

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Salesforce recently released the 2015 State of Sales research report, a survey of over 2,300 B2B and B2C sales leaders that’s chock-full of insights about sales success metrics, challenges and obstacles, and technology adoption.

The report breaks up survey respondents into three categories: high performers, moderate performers, and underperformers. High performers are defined as “those that most consistently keep up with prospects’ and customers’ changing expectations.” They also tend to rate their sales capabilities as outstanding or very good and have plans to increase the size of their sales force in the next 18 months. In other words, successful sales teams are reliable […]

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One of my favorite aspects of email deliverability is how much power you have over your own email destiny. You send to a good list and do all the right things, and you’re in the clear. Do badly and you’ll get in trouble. There’s a bit of a gray area in there, but for the most part, the path to good deliverability and sending is pretty straightforward. The real gray area is the people sending the programs, and that brings us to the topic of today’s post: Email Marketing: The Good, the Not-so-good, and the Ugly.

I put marketers in three separate […]

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Date: July 16, 2015
Time: 2:00pm EDT / 11:00am PDT

Ever wonder how we use our own products?

At Pardot, we’ve used our own marketing automation solution to build our business as we’ve grown from a small start-up to a part of a Fortune 500 company. Now, Pardot is changing the way that other areas of Salesforce do business as well.

Hear straight from the experts in this 40-minute webinar on how Salesforce uses Pardot. We’ll have representatives from Pardot, Desk.com, and Salesforce Foundation to share insights on:

– how Pardot powers their day-to-day marketing and sales processes
– specific challenges that Pardot has helped them […]

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Meet Cliff Seal.

Today we’re joined by special guest Cliff Seal, a prominent expert in the Atlanta tech community and a tenured member of the Pardot team. Cliff is here to share on an area of his User Experience (UX) expertise that is particularly pertinent to B2B marketers: website effectiveness and lead generation. 

Read up! And to learn more about our summer camp content series, please click here.

Alright, Cliff…

Tell us a little bit about your background with User Experience. What roles have you had at Salesforce Pardot over the years? Prior to/outside of Salesforce Pardot?

Like a lot of UX folks, I discovered how […]

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Next Thursday, we’ll be hosting a webinar with Desk.com and Salesforce Foundation to discuss some of the ways that Salesforce uses Pardot to drive demand and close deals. Since we get a lot of questions about how we use our own product, we’re hoping to give you an inside look at how we leverage marketing automation across the Salesforce organization.

But that doesn’t mean you have to wait until next week to have your burning questions answered. Let’s take a look at some of the ways that we’ve used our own product over the years as we built our team from a one-woman department […]

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