The amount of new information being created daily is truly immense. Every minute thousands of documents, tweets, blogs, government records, and

news items are published - sources that are filled with information that can help your company identify new leads.

Most companies, unfortunately, don’t take advantage of the vast amounts of rich data about new leads and business opportunities. They are overwhelmed by the quantity of information being produced and ill equipped to identify the key nuggets and clues that could lead them to the best prospects and opportunities.

USING DATA TO FIND HIGHLY QUALIFIED OPPORTUNITIES

In this guide, we will outline effective strategies to process massive amounts of real-time information from millions of public streams to help your company find highly qualified leads and business opportunities. We will discuss how new technologies, such as Ubermetrics Delta, help your sales and marketing teams fill the

LEAD GENERATION

BIG DATA AND BIG LEADSHARNESSING PUBLIC INFORMATION STREAMS TO GENERATE LEADS AND ACCELERATE SALES SUCCESS

funnel with attractive prospects and accelerate revenue growth.

In addition, we will address monitoring and filtering techniques and how traditional and non-traditional data sources can be used to help your company generate new opportunities and increase revenue. We’ll touch upon public information streams from sources, such as:

• Blogs and microblogs • Government records • News articles and press releases • Social Networks • Online forums • Images and videos• TV, radio, and print publications• Reviews and comments

USING DATA TO INCREASE SALES EFFICIENCY AND SUCCESS

If you’ve been involved in the B2B sales and marketing process, you know that effectively qualifying leads can be difficult and extremely time consuming. Many organizations lack the resources—people, budget, time—they need to qualify the best leads when using traditional, manual research methods. As a result, companies often rely on outdated, inaccurate information to generate prospect lists. They hope that through persistence and serendipity, their sales team can convert a meaningful percentage of leads into legitimate sales opportunities. It’s a losing battle. The world is changing rapidly, and the most successful companies are using new, data-driven techniques and tools to identify opportunities and qualify leads

In today’s era of “big data”, machine learning, and predictive analytics, companies that can’t evaluate massive amounts of real-time customer, product, and supplier information will lose the ability to identify the most qualified opportunities and quickly fall behind the competition.

CONVERT PROSPECTS INTO CUSTOMERS BY WORKING SMARTER THAN YOUR COMPETITION

LEAD GENERATION

Ubermetrics Delta is a powerful information discovery tool that utilizes advanced text mining to extract meaningful information from millions of sources in real time to

support and guide business decisions. Ubermetrics Delta helps quickly identify new lead opportunities and immediately provides real-time information about significant and unexpected changes about your company and products in the market. Delta continuously sifts though online and offline sources to recognize key events, such as conversation spikes regarding relevant topics or locations, sentiment changes, emerging hashtags, and upswings in retweets. With Delta at your side, monitoring key market events becomes nearly effortless and keeps your organization prepared to take advantage of new business opportunities as soon as they arise.

To get started with Delta, simply build search agents that include relevant keywords. Here’s a good example from the telephone industry:

<”competitors’ name”> AND <expensive> AND <change>

This search agent will deliver dissatisfied customers who are likely willing to change service providers. A company could use this information to contact commenters and offer plans that better meet consumer needs. Ubermetrics Delta is equipped with a propriertary stream processing engine that combines natural language process, text mining, and statistical algorithms to extract the most relevant documents, facts and statistics from your search queries in real time.

INFORMATION IS POWER...

LEAD GENERATION

USING UBERMETRICS DELTA TO TRACKMARKET TRENDS AND IDENTIFY OPPORTUNITIES

BUT WHICH INFORMATION IS POWERFUL?

LEAD GENERATION

Of course, generating new business opportunities from monitoring public conversations can be more complex than the simple wireless service provider example

above.

Let’s take a look at an Ubermetrics customer in the fast fashion industry. Using Delta, the fashion retailer was able to track a variety of relevant conversations in online forums to identify an emerging trend among male consumers. What they found was that affluent male shoppers 28 years and older were increasingly dissatisfied with the traditional bricks and mortar shopping experience. For example, one representative consumer complained:

“I hate shopping! I’m tired of trying on a bunch of clothes in crowded stores with a limited selection of guy’s clothing”

This post doesn’t clearly identify a lead, but in combination with many similar comments across a wide variety of platforms such as social media, forums and blogs, it demonstrates an interesting market trend and a potential opportunity to win male shoppers by providing an improved shopping experience.

This Ubermetrics customer not only identified key conversations, it gained insight into the opportunity size and target customer characteristics: How frequently were conversations occurring; the intensity with which these young men were dissatisfied with traditional stores—language and sentiment associated with the conversation; the target audience—demographic information about the commenters. Through its use of Delta,

the retailer became convinced that the opportunity was legitimate and tasked a team with developing new online shopping concepts that catered to this target segment. The result was a new approach that offered young, affluent male customers personal shopping guides, who proactively provide clothes by mail based on the consumer’s measurements, style, price, and brand preferences. The concept has been hugely successful. In just a couple of years, the company expanded its offering to seven other European countries and has a rapidly growing customer base of more than

In sales, speed is highly correlated with success. A recent article from InsideSales.com cites research that

demonstrates that 35-50% of all sales go to the company that makes first contact with a prospect. How can Delta help you act quickly so that you can consistently be the first company to contact the best prospects?

Let’s consider the impact Delta’s advanced alerting capabilities can have on a company‘s lead generation activities. One current Ubermetrics customer, a German insurance with about 150,000 employees worldwide

and 92 billion euro revenue in 2014, operates in extremely competitive and highly commoditized markets. When prosepects express interest in new insurance products, for example, by asking for advice in an online forum, Delta’s smart alerts immediately notify the company’s most appropriate sales rep in real-time. Delta provides the necessary information to identify the post’s author and conversation platform so that the sales agent can contact the potential customer directly or in the most appropriate manner. The agent

can also use Delta to research the prospect and important topical context so that she can provide professional expert advice in order to build a relationship based on trust.

GETTHEREFIRST.

LEAD GENERATION

LISTEN. LEARN. ACT.UNDERSTAND YOUR CUSTOMERS NEEDS

LEAD GENERATION

The best companies at generating new leads are the ones that consistently listen to their customers. They find

topics that interest their prospects and understand the problems their customers and potential customers face. They know how to respond quickly with products and offers that can solve customer pain.

One of the best ways to listen to your buying community is to use Delta’s seach queries to automatically scan online and offline information sourc-es based on pre-defined keywords.

Keywords should relate to your industry, company, brand, products, competitors, or customers. Frequent-ly analyzing results can help identify trends in customer preferences and provide feedback on product capa-bilities and new features.

Similarly, in the business environment, quick and thorough responses to RFPs can mean the difference between success and near misses.

Speed and information is the key to sales success

One of Ubermetrics‘s customers operates in the construction information service industry, informing its clients about new construction projects put out to public or private competitive tender. As the leading company in this industry, publishing 50.000 construction projects and over 300.000 business opportunities yearly, our customer trusts Delta for real-time notifications any time relevant new requests are posted.

TAKE THE LEAD.

Many companies are successfully using DELTA for lead generation across a variety of industries. A customer

operating in the logistics industry with 2000 employees worldwide and annual revenue of more than 700 million euro, uses Delta to identify new warehouse construction plans and permits. Once Delta identifies relevant information from online and offline sources such as news articles, commercial trade reigsters, and forums, the system immediately informs the customer, who directly approaches prospects with customized warehouse management solutions. The

company and its sales force no longer need to wait for public RFPs. Instead, they proactively contact prospects before their competitors even get a chance to act. Fast action, good information, and customized proposals mean increased sales and business success.

KEEPUPTHE GOODWORK.

Ubermetrics’s information and media monitoring technologies identify key conversations and trends to help companies optimize business responses.

www.ubermetrics.com

LEAD GENERATION

READ

Y TO

LEAD

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This is just the beginning… Markets are dynamic. Customer preferences change rapidly. External influences impact business unexpectedly.

Continuously monitor online and offline sources to receive regular updates and track the effectiveness of your sales and marketing activities. Benchmark your progress against the competition. Set alerts to receive notifications based on critical sentiment or conversation volume changes that exceed pre-defined limits. Keep analyzing public information streams to extract critical information to make better business decisions and take the lead!