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Smart Sales Intelligence #SmartSales презентация
Содержание
- 1. Smart Sales Intelligence #SmartSales
- 2. Smart Sales Intelligence JILL KONRATH, author Agile
- 3. Marketing's Revenue Shift
- 4. 3 Types of Lead Data Demographic Information Behavioral Information Situational Information
- 5. 3 Types of Lead Data Broaden your
- 6. How to Obtain Behavioral
- 7. Sales’ Best Kept Secret When’s the best time to pick up the phone? Example 1
- 8. Sales’ Best Kept Secret What is the prospect interested in? Example 2
- 9. How to Obtain Situational
- 10. Benefits of Situational Awareness Understanding the motivation
- 11. Buyer Personas are not sufficient
- 12. What are their pain points?
- 13. What are their objectives?
- 14. What’s the context?
- 15. Trigger Examples Acquisitions Expansion Product Launches Corporate Challenges
- 16. Unifying Triggers Having sales and marketing listening
- 17. Lead Scoring & Prioritizing Adding business triggers
- 18. Trigger-Based Campaigns Creating trigger based campaigns will
- 19. Teeing it up for Sales Combining all three data types in one view
- 20. Open Table
- 21. Trigger: Acquisition LIKELY CHALLENGES HR issues Systems integration Marketing Sales Facilities
- 22. Message to SALES Pat, Congrats on
- 23. Message to MARKETING Kate, With your
- 24. Message to HUMAN RESOURCES Terry, While
- 25. Wrapping Marketing needs to incorporate sales intelligence
- 26. For More Information, please visit www.insideview.com
Smart Sales Intelligence JILL KONRATH, author Agile Selling, SNAP Selling & Selling to Big Companies @jillkonrath JOE LUCAS Director of Demand Gen & Marketing Ops, InsideView @joelucas
Слайд 2Smart Sales Intelligence
JILL KONRATH, author
Agile Selling, SNAP Selling & Selling to
Big Companies
@jillkonrath
@jillkonrath
JOE LUCAS
Director of Demand Gen & Marketing Ops, InsideView
@joelucas
Слайд 53 Types
of Lead Data
Broaden your vision of your database to make
your marketing relevant to your prospects and customers.
Understanding your prospects and customers along these three types of data provides better clarity to your business.
Understanding your prospects and customers along these three types of data provides better clarity to your business.
Proving a broader view
Demographics (Who am I?)
Based on past success and is driven by who sales wants to talk to
Behavioral (What do I care about?)
Shows the level of interest based on implied behavior
Situational (Why do I care about it?)
Shows the motivation behind the behavior and uncovers the desire of the prospect or customer
Who are you really selling to and Why?
Слайд 10Benefits
of Situational Awareness
Understanding the motivation behind the behavior gives you a
reference point to better understand your prospect
Слайд 16Unifying
Triggers
Having sales and marketing listening for the same events and looking
for the same type of prospect will allow for:
Getting on the same page
More successful campaigns
More accurate lead scoring
Better alignment
Higher revenue attainment
Слайд 17Lead Scoring
& Prioritizing
Adding business triggers to your lead scoring system will
make your score more accurate and ensure that sales is getting leads at the right time.
Know who to call and when
Слайд 18Trigger-Based
Campaigns
Creating trigger based campaigns will make your marketing message more relevant
to prospects.
Engage potential customers with the message that will resonate the most based on the issues they’re actually trying to solve.
Engage potential customers with the message that will resonate the most based on the issues they’re actually trying to solve.
Cut through the noise
Слайд 22Message to
SALES
Pat,
Congrats on your recent acquisition of CoPilot. Very cool what
it can do.
I’ve got some ideas on how to help your salespeople leverage it to drive incremental revenue.
We recently used this approach with another mobile app firm and delivered 29% more prospects in just 30 days.
Do you have 10 minutes on Friday morning for a brief overview? I’m open between 8:30-10.
Jill
I’ve got some ideas on how to help your salespeople leverage it to drive incremental revenue.
We recently used this approach with another mobile app firm and delivered 29% more prospects in just 30 days.
Do you have 10 minutes on Friday morning for a brief overview? I’m open between 8:30-10.
Jill
Слайд 23Message to
MARKETING
Kate,
With your recent acquisition of CoPilot, I suspect you’re intent
on getting the word out to prospective clients ASAP.
We recently helped (insert similar business) launch a marketing campaign that generated 52% more leads than initially projected.
How about setting up a quick chat to see if it’s something that makes sense for your company.
Would Tuesday at 2:30 work?
Jeff
We recently helped (insert similar business) launch a marketing campaign that generated 52% more leads than initially projected.
How about setting up a quick chat to see if it’s something that makes sense for your company.
Would Tuesday at 2:30 work?
Jeff
Слайд 24Message to
HUMAN RESOURCES
Terry,
While acquisitions are great, sometimes they create real headaches
in HR.
Most recently we helped XZY company get their merged benefits program up-and-running quickly at the same time we reduced their overall spend.
If it sounds interesting, let’s get 15 minutes on the calendar to talk about what you’re doing.
Would Friday at 9 am work for you?
Sam
Most recently we helped XZY company get their merged benefits program up-and-running quickly at the same time we reduced their overall spend.
If it sounds interesting, let’s get 15 minutes on the calendar to talk about what you’re doing.
Would Friday at 9 am work for you?
Sam
Слайд 25Wrapping
Marketing needs to incorporate sales intelligence early on in the process
Business
triggers represent an amazing opportunity for collaboration between sales & marketing
Leveraging business triggers will enable more impactful sales conversations
Leveraging business triggers will enable more impactful sales conversations
It All Up
