Project Indication EngineAdvanced Intelligence For Improving Sales

April 2013

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A Distant Early Warning System Which Anticipates Key Buyer Behavior

Confronting The Challenges Of The Ever-Evolving B2B Sales Environment

You recognize some of the current challenges in the B2B Marketplace:

• Encountering a more protracted sales cycle• Continued and growing complexity of the regulatory and legislative approval

process• Increased cost-control, price-sensitivity pressures• The disintermediation of the Sales Force by electronic media• The ever-increasing role of the CFO/Procurement departments in Sales and

Marketing buying decisions• The omniscient corporate buyer, made so by the access to supplier data –

product specifications, product benefits, pricing, terms and conditions, etc.

We believe Project Indicator Business Intelligence can improve sales productivity in the face of these challenges.

 

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Project Indicator Business Intelligence

LSC’s proprietary "Project Indication Engine” is a sophisticated Business Intelligence tool that allows Marketing and Sales to "monitor" current and prospective client’s online behavior.

LSC examines web searches, downloads, research activities, and the like to identify those who are preparing to make a purchase / investment decisions. 

In effect, this is a “Distant Early Warning“ anticipatory intelligence capability.  This allows Marketing to "score" current and prospective clients in accord with your assessment of their importance as influencers or deciders in the sales cycle. 

The scoring allows Sales & Marketing to know when and how Business Decision Makers [BDMs] are "moving" through the relationship process. It allows Marketing and Sales to budget more efficiently by generating better information and identifying organizations with a high likelihood of having a need for which you are appropriate.

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Project Indication Engine In Action

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The Eight-Step Project Indication Engine

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Step One: Choosing The Target Audience

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Step Two: Provide Your Topics

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Step Three: Learning Machine

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Step Four: White Listing

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Step Five: Publisher Data

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Step Six: Scoring

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Step Seven: Project Indication

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Step Eight: Optional: Internal Corporate Data

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Appendix

LSC Experience

For 35 years, full service marketing services organization

Lead development & lead nurturing DNA

Go-to-market strategies for healthcare marketing and sales channels

Database marketing and analytic-based program design and deployment

Campaign management and workflow management

Multi-tactic campaigns across all marketing channels