[Mintigo Webinar] 5 Secrets To Closing More Deals Using Big Data Analytics

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  1. 1. SecretsToClosingMore DealsUsingBigData Analy6cs SwayneHill,SVPSales Min0go
  2. 2. 5WaysWeUseBigData 1. 2. 3. 4. 5.Priori0zeAccounts(+25%) Findthebestcontacts(2X) Learntheirinterests(+40%) Createapersonalizedapproach(3X) Engageallbuyerrolesinthesalescycle(+20%)
  3. 3. Priori6zeAccounts Weusedto Assignterritoriesandpriori0ze leadsbasedonstate,city, companysizeandindustryProblem Arbitrarycoverage Missedopportunity Demo0vatedAEs
  4. 4. UsingBigDataAnaly6cs wegenerateda moreprecise deni0onofour totaladdressable market(TAM)Investedin Marke0ng Automa0onEarly Technology AdoptersBusiness-to- Business HighPPC Spenders
  5. 5. TAMSize&Elements
  6. 6. Priori6zeAccounts Nowwe Alignterritoriesbasedon thetruedistribu0onofTAM Priori0zeandrouteleads basedonTAMt Getop0malcoverageon thebestopportunites
  7. 7. FindTheBestContacts Weusedto Buy000sofcontactsfrom D&B,OneSource,InfoGroup, Data.comandthelikeProblem Stalecontactdetails Poortarge0ngvalue Wasteof0meforAEsYourFavoriteListBroker SELECT* FROMContacts WHEREJobTitle=VP ORJobTitle=CIO ORDERBYState
  8. 8. UsingBigDataAnaly6cs wefoundsignals indica0ngwhois morelikelyto engageVP
  9. 9. WeLearnMoreEveryDay
  10. 10. FindTheBestContacts Nowwelookforthingslike Smilingfaces(3.8xmore) NewontheJob(2.5xmore) Sociallyac0ve(2xmorelikely)Andavoid VPjob-level(9xless) VP
  11. 11. LearnTheirInterests Weusedto Seekoutresearchanalysts Gotoconferencekeynotes Educateourselveson industrytrends Problem Disconnectedfromreality
  12. 12. UsingBigDataAnaly6cs ...wescansocial networkslooking forpaeernsinour TAMthatreveal poten0alinterests
  13. 13. LookingforLikelyInterests
  14. 14. LearnTheirInterests Nowweknow Whotheyfollowandwhat theyshareonTwieer Whichgroupstheyre aliatedwithonLinkedIn Whattechnologiestheyuse andprojectsthatmaybe emergingforthem
  15. 15. PersonalizedApproach Weusedto Batch,blastemailanddialfordollars Figurewedmakeupforqualityon volumeProblem Missedopportunitytomakea sincereconnec0on Burnedoutourmarket
  16. 16. UsingBigDataAnaly6cs wetranslateinterestsintopersonaliza0onWhat were selling!Relevant!What interests them!
  17. 17. PersonalizedApproach Nowe Insertintelligenceintoour intromessaging Doitatscaleusing Salesforcevariable replacementsandHTML templates Get3xhigherconnec0on rates
  18. 18. EngageAllBuyers Weusedto Travelforface-to-facemee0ngs Buylunches Playgolf Problem Tooexpensiveandmakes anAEsingle-threaded
  19. 19. UsingBigData weenrich accountswithmore contactsand automa0cally segmenttheminto buyerroles
  20. 20. UploadMoreContacts
  21. 21. TheyreRoutedtoPersonas
  22. 22. SentForNurture
  23. 23. EngageAllBuyers Nowwe Nurturecontactsallaround ourentrypointwithrelevant messagingandcontent Warmupthedecision-group evenbeforetheygetpulled intotheprocess Easedasingle-point-of-failure SendROI problemforAEs storiesInvitetoBest Prac0ceWebinarsSendAnalyst ResearchReports
  24. 24. BigDataAnaly6cs=SellMore 1. 2. 3. 4. 5.Priori0zeAccounts(+25%) Findthebestcontacts(2X) Learntheirinterests(+40%) Createapersonalizedapproach(3X) Engageallbuyerrolesinthesalescycle(+20%)
  25. 25. Min6goCanHelp Takethenextstep Checkoutwww.min0go.com Registerforaproductdemonstra0on Talktooneofourexperts
  26. 26. SecretsToClosingMore DealsUsingBigData Analy6cs SwayneHill,SVPSales Min0go