When Pardot was founded, we weren’t just building software for small businesses - we were a small business! In this session, Pardot’s own Derek Grant will walk you through how Pardot grew our own internal sales and marketing function, how we used Pardot at each stage of our evolution, and what we learned along the way.
17. Recruiters
=
#HistoricalFail
Recruiters
Hate
Us
• Interest
not
aligned
• Quick
hit
v.
Long
term
• 2
Internal
recruiters
18. Wait
-‐
we
hired
them?
Time
to
make
them
credible
19. Trust
The
System
Paint
by
Numbers
• Training
• It
takes
a
village
• Scripts
• Demo
/
Cold
Call
/
Templates
• Color
within
the
lines
• No
Freelancing
20. Sales
Playbook
Includes:
• General
Info
• Our
Story
• TargeUng
• CRM
Processes
22. New
Hire
Drip
Program
• Daily
• Linear
• 1
paragraph
or
less
• 1
value
proposiUon
23. In
Their
First
Week
• Think
like
a
Marketer
• Playbook-‐Based
Training
• Industry
Whitepapers
• Demo
for
2
Peers
• Prospect
30
Companies
• Cold
Call
Prospects