NetProspex DemandCon Presentation
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Transcript of NetProspex DemandCon Presentation
Top of funnel data strategies
Turning prospect data into revenue.
(It’s about more than accurate contact info.)
Guy named Bird from @NetProspex about 2 speak at #DemandCon about turning B2B prospect data into revenue. Did he invent Twitter?
Hello! Tweet this:
Introduction
We help B2B companies find and connect with new customers.
Verified business contacts.
Poll: Who in the room is in marketing?
There’s never been a
more exciting time to be
in marketing!Woohoo!
Actually, everybody is in sales…
And it’s neverbeen harderto be in sales
Before buying data.. from anyone..
Step 1.Get aligned with sales
Step 2 Step 3.
Sales & marketing are in the same boat.• Agree on targeting• Definitions • Communication• Common goals
Get off the top of the funnel.
• Awareness• Consideration
• Evaluation• Purchase Decision
The job doesn’t end here.
Get off the top of the funnel.
• Awareness• Consideration
• Evaluation• Purchase Decision
The job doesn’t end here.Q: Has anyone sat in a
sales 1-on-1 meeting in the last month?
Inject yourself into the funnel
• Awareness• Consideration
• Evaluation• Purchase Decision
It’s about moving prospects through to close.
Common Goal
Measure every stage
Before buying data.. from anyone..
Step 1.Get aligned with sales
Step 2 Plan content that sells
Step 3.
Salespeople’s biggest challenge:
knowledge gap about industry, solution, or product.
SiriusDecisions 2011
HINT: it’s not more leads…
Now: knowledgeable, informed, distracted -- empowered
Self-education
Content
Whitepapers
Sales enablement
Reviews
Competitors
Peer groups
Arm sales for a new buyer
Now you’re ready to buy data.
Step 1.Get aligned with sales
Step 2 Plan content that sells
Step 3. Acquire targeted data
Our best customers are the best prepared.
5 essential questions to ask How do I choose
a data partner?
1. How are contacts acquired?
5 essential questions to ask
1. How are contacts acquired?
2. How is information verified?
5 essential questions to ask
Dirty fuel?
1. How are contacts acquired?
2. How is information verified?
3. Rate of database growth?
5 essential questions to ask
1. How are contacts acquired?
2. How is information verified?
3. Rate of database growth?
4. What is customer support?
5 essential questions to ask
1. How are contacts acquired?
2. How is information verified?
3. Rate of database growth?
4. What is customer support?
5. Targeting to enable relevance?
5 essential questions to ask
We’re here to help
Are you ready? 1000 free, today.
Free buyers guide to B2B contacts in your program.
Twitter @NetProspex
www.netprospex.com