[Mintigo Webinar] 5 Secrets To Closing More Deals Using Big Data Analytics
Transcript of [Mintigo Webinar] 5 Secrets To Closing More Deals Using Big Data Analytics
5 Ways We Use Big Data 1. Priori0ze Accounts (+25%) 2. Find the best contacts (2X) 3. Learn their interests (+40%) 4. Create a personalized approach (3X) 5. Engage all buyer roles in the sales cycle (+20%)
Priori6ze Accounts We used to… • Assign territories and priori0ze
leads based on state, city, company size and industry
Problem • Arbitrary coverage • Missed opportunity • Demo0vated AE’s
Using Big Data Analy6cs
…we generated a more precise defini0on of our total addressable market (TAM)
Business-‐to-‐Business
High PPC Spenders
Invested in Marke0ng Automa0on
Early Technology Adopters
Priori6ze Accounts Now we… • Align territories based on
the true distribu0on of TAM • Priori0ze and route leads
based on TAM fit • Get op0mal coverage on
the best opportunites
Find The Best Contacts
Your Favorite List Broker
SELECT * FROM “Contacts”
WHERE “JobTitle” = ‘VP’ OR “JobTitle” = ‘CIO’ ORDER BY “State”
We used to… • Buy ‘000’s of contacts from
D&B, OneSource, InfoGroup, Data.com and the like
Problem • Stale contact details • Poor targe0ng value • Waste of 0me for AE’s
Find The Best Contacts Now we look for things like… • Smiling faces (3.8x more) • New on the Job (2.5x more) • Socially ac0ve (2x more likely)
And avoid… • VP job-‐level (9x less)
VP
✔
✔ ✖
✔
Learn Their Interests We used to… • Seek out research analysts • Go to conference keynotes • Educate ourselves on
industry trends
Problem • Disconnected from reality
Using Big Data Analy6cs
...we scan social networks looking for paeerns in our TAM that reveal poten0al interests
Learn Their Interests Now we know… • Who they follow and what
they share on Twieer • Which groups they’re
affiliated with on LinkedIn • What technologies they use
and projects that may be emerging for them
Personalized Approach We used to… • Batch, blast email and dial for dollars • Figure we’d make up for quality on
volume
Problem • Missed opportunity to make a
sincere connec0on • Burned out our market
Using Big Data Analy6cs … we translate interests into personaliza0on
What we’re
selling!
What interests
them!Relevant!
Personalized Approach No we… • Insert intelligence into our
intro messaging • Do it at scale using
Salesforce variable replacements and HTML templates
• Get 3x higher connec0on rates
Engage All Buyers We used to… • Travel for face-‐to-‐face mee0ngs • Buy lunches • Play golf
Problem • Too expensive and makes
an AE single-‐threaded
Using Big Data …we enrich accounts with more contacts and automa0cally segment them into buyer roles
Engage All Buyers Now we… • Nurture contacts all around
our entry point with relevant messaging and content
• Warm up the decision-‐group even before they get pulled into the process
• Eased a single-‐point-‐of-‐failure problem for AE’s Send ROI
stories
Invite to Best Prac0ce Webinars
Send Analyst Research Reports
Big Data Analy6cs = Sell More 1. Priori0ze Accounts (+25%) 2. Find the best contacts (2X) 3. Learn their interests (+40%) 4. Create a personalized approach (3X) 5. Engage all buyer roles in the sales cycle (+20%)
Min6go Can Help Take the next step… • Check out www.min0go.com • Register for a product demonstra0on • Talk to one of our experts