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.

mbird@netprospex.com

Twitter @NetProspex

www.netprospex.com