turning up your sales€¦ · what makes our lead scoring so highly predictive? algorithm:...
TRANSCRIPT
Machine Tools
Priority Prospects
Turning Up Your Sales
2Randall-Reilly | Priority Prospects
Of decision-making process occurs
before B2B buyer talks to a sales rep
B2B Buyer’s Journey
Source: 2017 Forbes, How to Turn B2B
Buyers into Sales Leads, According to Data
70%
How Can You Disrupt The Buyer’s Journey?
3Randall-Reilly | Priority Prospects
Of sales go to the first sales
person to contact the
prospect.
Source: Ovation Sales Group
50%
Wouldn’t knowing what and when a
prospect is going to buy be a significant
game changer?
Priority Prospects
5Randall-Reilly | Priority Prospects
Our Lead Generation Advantage
● Identify in-market prospects before they speak to competitors
● Use data to score best leads
● Improve inventory turnover with more leads
6Randall-Reilly | Priority Prospects
Who Is Visiting Your Website?
7Randall-Reilly | Priority Prospects
Priority Prospects: Knowing Them is Easy
8Randall-Reilly | Priority Prospects
Knowing Who Will Buy is Key
Daily Lead Score Email Prospect Profile
Machine Shops
Protech Mach & Tool Inc
Protech Mach & Tool Inc
9Randall-Reilly | Priority Prospects
Machine Shops
Protech Mach & Tool Inc
Not Just the Scored Leads!
Full report includes:• Company Page Detail• Companies• Page Views• Summary
Daily Lead Score Email
All Identified Leads
10Randall-Reilly | Priority Prospects
What Makes Our Lead Scoring So Highly Predictive?
Algorithm:Industry-specific algorithms
Accuracy validated
Industry
CompanySize
Location/Geography/
Climate
Prior Purchases
EmployeeCount
Revenue
Likelihood to Buy Score
Different industries utilize equipment at
different rates.
In some climate regions, equipment may be idle
during summer or winter.
Larger companiestend to use equipment
more efficiently.
Infrequent buyers who haverecently bought are not very likely to buy. Frequent buyers who have not bought recently are very likely to buy.
Revenue denotes client base.
Employee count is sometimes an indicator of equipment usage.
11Randall-Reilly | Priority Prospects
Machine Tools Lead ScoringCase Study
• Identified Machine Tools owners and used predictive analytics to identify most likely buyers• Top 10% of predicted buyers yielded 42% of purchase volume
Randall-Reilly Predictive Score
Top 10%Of Predicted
BuyersPredictions Actual Buyers Purchase Volume
Yielded
37%Of Buyers
42% Of
Purchase Volume
Yielded
12Randall-Reilly | Priority Prospects
Web Visitor
Engage Most Likely to Buy Prospects Before Your Competition
Machine Shop Owner• Lead Score: 91• 40 Units• 11 Haas• 6 Star• Avg. Age 8 years
Manufacturer
• Lead Score: 86• 29 Units• 14 Makino• 4 Brother• Avg. Age 2 years
Aerospace Machining
• Lead Score: 89• 325 Units• 136 Mikron• 34 Okuma• Avg. Age 5 years
13Randall-Reilly | Priority Prospects
B2B Buyer’s Journey
Sources: 1) 2017 Forbes, How to Turn B2B Buyers into Sales Leads, According to Data, 2) Ovations Sales Group
Of decision-making process
occurs before B2B buyer talks
to a sales rep
50% of sales go to the
first sales person to
contact the prospect.
70% 50%
How do we build
our audiences?
16Randall-Reilly | Priority Prospects
No other company analyzes 100% of UCC-1 filings for transaction-level data with equipment, brand, date of purchase and more.
How do we build our EDA audiences?
Firmographic Data