Upload
insidesalescom
View
448
Download
4
Tags:
Embed Size (px)
DESCRIPTION
Inside Sales Virtual Summit - Access all 62 recorded sessions here: http://www.insidesales.com/summit/register-2 Jared Garoutte - Chief Marketing Officert at http://www.mintigo.com/ LinkedIn: http://www.linkedin.com/in/garoutte Twitter: https://twitter.com/jgaroutte Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
Citation preview
Watch the video at InterestBase.com
Does Big Data Know Your Next Customer Before You Do?
Jason GaroutteCMO, Mintigo@jgaroutte
Watch the video at InterestBase.com
About Mintigo
Watch the video at InterestBase.com
Agenda
1. New data you must start using
2. Interest selling really works
3. Are you smarter than a machine?
4. Essential tools for winning
Watch the video at InterestBase.com
• Websites• LinkedIn• Facebook• Blogs• Tumblr
The Amazing New Data
• Twitter• News articles• Press releases• Job boards• Databases
2.5 quintillion bytes per day90% created in last 2 years - IBM
Watch the video at InterestBase.com
It’s All Connected, Man
Social Graphsand
Interest Graphs
http://scobleizer.com/2010/11/16/first-look-gravity-is-making-interest-graphs-of-your-social-content/
Watch the video at InterestBase.com
A New Tool from Facebook
https://www.facebook.com/about/graphsearch
Watch the video at InterestBase.com
Playing with Facebook
Watch the video at InterestBase.com
Playing with Facebook
Watch the video at InterestBase.com
Playing with Facebook
Watch the video at InterestBase.com
Playing with Facebook
Watch the video at InterestBase.com
Selling with Facebook?
Watch the video at InterestBase.com
Selling with Facebook?
Watch the video at InterestBase.com
Wild Goose Chase?
“How many new baby pictures do you Like a month? You may not even actually like babies – you’re just being polite.”
Watch the video at InterestBase.com
Agenda
1. New data you must start using
2. Interest selling really works
3. Are you smarter than a machine?
4. Essential tools for winning
Watch the video at InterestBase.com
1000 Words Create a Picture
Business Model Org chart
Social Profile
SpendingTechnologies
Watch the video at InterestBase.com
From Raw Data to Interests
Hiring in sales
Uses Salesforce
Tweets about salesSVP
Demo on website
Sales management
Inbound marketing
50 employees
Watch the video at InterestBase.com
It Works on Websites
Determine visitor interests:• Clickstream• IP address• Time of day• Device
20% more leads
Watch the video at InterestBase.com
It Works with Email
4X Email ResponseFind prospects interested in field sales productivity based on:• Hiring• Org chart• Business model
Target titles Target interest
Watch the video at InterestBase.com
It Works for Inside Sales
CONFIDENTIAL
130% More Conversion
Target titles Target interest
Find small businesses interested in reducing their monthly teleco expense.
Watch the video at InterestBase.com
Agenda
1. New data you must start using
2. Interest selling really works
3. Are you smarter than a machine?
4. Essential tools for winning
Watch the video at InterestBase.com
“Sure, We Know our Buyer”
Using what data?• Industry ?• Revenue ?• Titles ?
SIC codes established in 1937
Watch the video at InterestBase.com
What Machines Can See
Selling to a segment Selling to an interest
Software companies “Streamline our technical sale”• Software• Large part of org chart is Sales• Currently hiring sales engineers• Website has words “request demo” or
“free trial” but not “credit card”• Website offers “whitepapers” and other
enterprise assets
Watch the video at InterestBase.com
What Machines Can See
Selling to a segment Selling to an interest
Marketers who use Salesforce
“Modern digital marketing”• Salesforce users• Many sales reps• Website links to Twitter and LinkedIn• JQUERY – 15X more likely!
Watch the video at InterestBase.com
Learning by Example
Your Samples Data Collection Big Data Analytics Prospects & interests
Watch the video at InterestBase.com
Example: Webinar Invites
VPs are 80% less likely to register for a webinar than managers.
Watch the video at InterestBase.com
Machines aren’t smarter.Just a lot faster.
Watch the video at InterestBase.com
Agenda
1. New data you must start using
2. Interest selling really works
3. Are you smarter than a machine?
4. Essential tools for winning
Watch the video at InterestBase.com
#1. Find your TAM
• Add interest data• Find your 90/10
Watch the video at InterestBase.com
#2. Learn your personas
Watch the video at InterestBase.com
#3. Use a scoring system
Sales-ready
Nurture: finance
Nurture: tech
New inbound leads
Watch the video at InterestBase.com
#4. Give the data to reps
Watch the video at InterestBase.com
Interested?
New eBook on “your perfect persona”[email protected]
@mintigowww.mintigo.com