data is your sales teams best friend
Post on 19-Feb-2017
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We now live in a #DataEconomy.
The table stakes in business have increased. Businesses now have access to more data than they ever did before.
The Rise of #DataExhaust
1990sCustomers walked into the store and
looked at products.
2000sCustomers clicked on products online.
2010sCustomers sees a
tweet from a friend, checks Facebook reviews, talks to
support on website, visits in store and
price checks on their mobile.
Pre-internet Early Internet Modern Internet
Less than 0.5% of data gets used.
• With data now available, what’s the difference between using it and not?
• Successful companies are using data to grow fast.
Companies that don’tuse data end up dead.
SpotifyData exhaust shows which
products interest consumers.
2008 – 2016 ($8Bn)
UberData exhaust from usage patterns enables optimum pricing (in real-
time).
2009 – 2016 ($17Bn)
Data exhaust from linked email accounts powers referrals.
2002 -2016 ($26Bn)
What’s the common theme?
#DataExhaust accelerates growth.
Hidden Silos of #DataExhaust
• Email accounts• Social Media• Website clicks• Customer orders
Diamonds in the rough.
Data Exhaust must be activated to be usable, but this is easily done with off-the-shelf tools.
Rocket science not required.
3 data tactics to accelerate
sales –
without writing a single line of
code.
2. Build an email list of every contact you’ve ever engaged with.
ian@exapik.com
ROI• $29.99 tool• 69,947 discussion threads over 18 years (from a
single account)
• Cost of $0.04 per 100 emails.
How much are you spending on retargeting today?
ian@exapik.com
3. Convert an email address to social accounts (and back again).
ian@exapik.com
From contact form to complete social profile.In real-time.
Example
ian@exapik.com
Collect email from website contact form
Update CRM and append data
Initiate email nurturing campaign
Building the Workflow
Retrieve demo & social data Notify sales team Add to twitter list
ian@exapik.com
Variations on the themeCollect twitter users
from DM conversations
Retrieve demo & social data
Update CRM and append data
Notify sales team
Initiate email nurturing campaign
ian@exapik.com
ROI• Free for <500 contacts/month• $0.006 per contact at scale
How much are you paying for social media followers today?
ian@exapik.com
To schedule a time to see how data can accelerate sales
in your business, visit:
exapik.com/Let’s connect: ian@exapik.com or @ian_paterson
Q&A
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