Moneyball for B2B Lead Gen: How to Gain An Unfair Advantage

MONEYBALL FOR B2B LEAD GEN : HOW TO GAIN AN UNFAIR ADVANTAGE

INTRODUCTION

Lead generation. It’s your company’s lifeblood. Without a steady stream of leads, your organization will fail. So if you feel that generating quality leads is your greatest business challenge, it’s only natural. Enterprise corporations spend tens of millions each year to improve the quality of their leads and gain a competitive advantage.

Now you can, too!

EVERY SALE BEGINS WITH A LEAD

People…operate with beliefs and biases. To the extent you can eliminate both and replace them

with data, you gain a clear advantage“

Michael Lewis, Author, Moneyball: The Art of Winning an Unfair Game

THE CHALLENGE

2.5%Average b2b Lead-to-Qualification

conversion rate

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60% of b2b marketers rank lead gen as their biggest challenge

Lead conversion is the most inefficient and expensive process of the pipeline

Overcoming noise of information produced by internet

THE DEMAND FOR PERSONALIZATION

4 out of 5 Consumers Want Content Personalized

“ The Balancing Act: Getting Personalization Right

Yahoo! White paper

Getting fewer quality leads gives you the time to personalize

THE SOLUTION: PREDICTIVE ANALYTICSThe benefits

87% of CMOs will adopt predictive leads in the next 12

months

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Generate fewer leads of higher quality

Better understand your customers and find prospects similar to them

Create more effective and personalized marketing strategies

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Identify and target companies that display “buying signals”

Close deals

WHY PREDICTIVE ANALYTICS

The number of respondents reporting 2014 year-over-year revenue growth of

10 percent was more than two times higher among predictive analytics users

(72%) than nonusers (33%)

83% rated their use as having significant business

impact

Nearly half of those respondents using predictive analytics gave it

a top rating, indicating significant value

Predictive analytics simply uses past data and algorithms to predict future events. “

Sanjit SinghCOO of LeadCrunch

Healthcare has used it for years to determine which patients are at risk for certain conditions. The banking industry has used it for years to determine credit risk using past data such as financial history and personal data. And its use in marketing and sales is rapidly gaining

ground.

TWO MAIN APPLICATIONS

Predictive scoring

Predictive demand generation

PREDICTIVE DEMAND GENERATION

250% Avg. increase in Lead Conversion rates

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Helps you leverage a customer data model to fill the top of your sales funnel with the right accounts

Knowledge of who you should be marketing to allows you to develop a more precise and focused demand strategy

Market to high quality leads that are more likely to close, saving you time and money

PREDICTIVE SCORING

71% Out-of-date or incomplete leads in Sales and

Marketing databases

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Rank leads already in your sales funnel

Provide predictive scores based on historical behavior or your best prospects before they became customers

Focus immediate sales efforts on the best leads

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Craig RosenbergTOPO, 2015 TOPO Predictive Analytics

Technology Report

Predictive analytics is one of today’s hottest B2B marketing technologies. Fueled by drivers such as big data, SaaS delivery

models, and data-driven marketing and sales, predictive analytics garners a tremendous amount of attention, particularly given

how few customers are in actual production. Even so, early adopters are realizing demonstrable ROI ...

HOW LEADCRUNCH WORKS

1. Upload a sample of your customer data2. LeadCrunch data mines customers to identify predictive attributes and find common patterns3. Delivers continuous stream of high-precision leads with key contact information4. LeadCrunch learns over time to deliver improved precision

LeadCrunch grows with your business

WHO CAN USE LEADCRUNCH?

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Companies that sell B2B

Mid market and SMB companies

Users looking to target US-based leads

““LeadCrunch is just as effective for Inbound strategies as it is for Outbound

Bernhard Peters, VP Sales at Ebsta

CASE STUDY: BERNHARD PETERS, VP OF SALES AT EBSTA

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Improved lead conversions from 8% to over 30%

Time between initial outreach and face-to-face meeting: 35 days to 10 days

Identified new target verticals beyond traditional Ideal Customer Profile

““The quality of the information was so much better than anything I’d ever seen. We had names, direct emails and phone numbers of the real decision-makers.”

[email protected] 310-422-1448