10 ways big data will accelerate your marketing & sales pipeline performance

  • Published on
    14-Apr-2017

  • View
    1.100

  • Download
    0

Transcript

Template Title

Matt HeinzPresident, Heinz Marketing Incmatt@heinzmarketing.com @heinzmarketing

10 ways big data will accelerate your marketing & sales pipeline performance

@heinzmarketingHousekeepingCopy of this deckOffers for youFull Funnel Marketing new book!Modern Marketers Field GuideMatts award-winning* smoked bacon recipeSend me an email (matt@heinzmarketing.com) or bring me a business card noting what you want

@heinzmarketingI am serious about the bacon

@heinzmarketingWhats better than big data?The RIGHT dataFAST dataACTIONABLE data

@heinzmarketing10 big data focus areas for sales & marketingPersona developmentContent planningAwareness & social engagement growthSales planningABM filteringTactical conversion rate improvementsUpsell & cross-sell opportunitiesSales follow-up triggersOODA loop improvementNew market opportunity identification

@heinzmarketing1. Persona development

@heinzmarketingModel for persona development

@heinzmarketing2. Content mapping

@heinzmarketing3. Awareness & social engagementFollower growthSocial-originated lead generationSocial lead scoringHashtag & other contextual conversations

@heinzmarketing4. Sales planningTarget account list developmentTerritory & resource allocation/planningScorecard & activity/momentum trackingTrigger event prioritizationWhat else?What role can marketing play??

@heinzmarketing5. Account-based marketing filteringWhere do you focus & why?What attributes highlight your best, most lucrative prospects?

@heinzmarketing6. Tactical conversion rate improvementsOpen/click ratesSales follow-up response ratesEvent registration & attendanceSocial follow-backs

Do the math!

@heinzmarketing7. Upsell & cross-sell opportunities

@heinzmarketing8. Sales follow-up triggersBuying signals (overt & subtle)Trigger events (urgency drivers & priority changers)Competitive movesPersonnel changes

@heinzmarketing9. OODA loop optimization

@heinzmarketing10. New market opportunity identification

@heinzmarketing10 big data focus areas for sales & marketingPersona developmentContent planningAwareness & social engagement growthSales planningABM filteringTactical conversion rate improvementsUpsell & cross-sell opportunitiesSales follow-up triggersOODA loop improvementNew market opportunity identification

@heinzmarketingHousekeeping

Copy of this deckOffers for youFull Funnel MarketingModern Marketers Field GuideMatts award-winning* smoked bacon recipeSend me an email (matt@heinzmarketing.com) or bring me a business card noting what you want

@heinzmarketingThank You!Matt HeinzPresident, Heinz Marketing@heinzmarketingmatt@heinzmarketing.com

@heinzmarketing