10 ways big data will accelerate your marketing sales pipeline performance

Matt Heinz President, Heinz Marketing Inc matt@heinzmarketing.com @heinzmarketing 10 ways big data will accelerate your marketing & sales pipeline performance... • Copy of this deck • Of

Matt Heinz President, Heinz Marketing Inc matt@heinzmarketing.com @heinzmarketing

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

• Copy of this deck

• Offers for you

• Send me an email ( matt@heinzmarketing.com ) or bring me a business card noting what you want

I am serious about the bacon

What’s better than big data?

• The RIGHT data

• FAST data

• ACTIONABLE data

10 big data focus areas for sales & marketing

1 Persona development

2 Content planning

3 Awareness & social engagement growth

4 Sales planning

5 ABM filtering

6 Tactical conversion rate improvements

7 Upsell & cross-sell opportunities

8 Sales follow-up triggers

9 OODA loop improvement

10 New market opportunity identification

1 Persona development

Model for persona development

2 Content mapping

Audience

Vertical #1

CEO

IT/CIO

CFO

CMO

Audience

Vertical #2

CEO

Drivers Pain Points Value Propositions(bullet points) Key Messages

Key Messages Drivers Pain Points Value Propositions(bullet points)

3 Awareness & social engagement

• Follower growth

• Social-originated lead generation

• Social lead scoring

• Hashtag & other contextual conversations

4 Sales planning

• Target account list development

• Territory & resource allocation/planning

• Scorecard & activity/momentum tracking

• Trigger event prioritization

• What else?

• What role can marketing play??

5 Account-based marketing filtering

• Where do you focus & why?

• What attributes highlight your best, most lucrative prospects?

6 Tactical conversion rate improvements

• Open/click rates

• Sales follow-up response rates

• Event registration & attendance

• Social follow-backs

• Do the math!

7 Upsell & cross-sell opportunities

8 Sales follow-up triggers

• Buying signals (overt & subtle)

• Trigger events (urgency drivers & priority changers)

• Competitive moves

• Personnel changes

9 OODA loop optimization

10 New market opportunity identification

10 big data focus areas for sales & marketing

1 Persona development

2 Content planning

3 Awareness & social engagement growth

4 Sales planning

5 ABM filtering

6 Tactical conversion rate improvements

7 Upsell & cross-sell opportunities

8 Sales follow-up triggers

9 OODA loop improvement

10 New market opportunity identification

• Copy of this deck

• Offers for you

• Send me an email ( matt@heinzmarketing.com ) or bring me a business card noting what you want

Thank You!

Matt Heinz

President, Heinz Marketing

@heinzmarketing matt@heinzmarketing.com