Enviar búsqueda
Cargar
Finding Relevant Prospects - BtoB Magazine Webinar
•
Descargar como PPTX, PDF
•
0 recomendaciones
•
595 vistas
Jon Russo
Seguir
Tecnología
Empresariales
Denunciar
Compartir
Denunciar
Compartir
1 de 11
Descargar ahora
Recomendados
Finding the Right Prospects Online
Finding the Right Prospects Online
Vivastream
Measuring Marketing - Moderated Panel
Measuring Marketing - Moderated Panel
Jon Russo
Marketing Automation - BtoB Magazine
Marketing Automation - BtoB Magazine
Jon Russo
Sales Enablement Conference
Sales Enablement Conference
Jon Russo
Demand Generation: CMO Viewpoint #DemandCon
Demand Generation: CMO Viewpoint #DemandCon
Jon Russo
2024 State of Marketing Report – by Hubspot
2024 State of Marketing Report – by Hubspot
Marius Sescu
Everything You Need To Know About ChatGPT
Everything You Need To Know About ChatGPT
Expeed Software
Product Design Trends in 2024 | Teenage Engineerings
Product Design Trends in 2024 | Teenage Engineerings
Pixeldarts
Recomendados
Finding the Right Prospects Online
Finding the Right Prospects Online
Vivastream
Measuring Marketing - Moderated Panel
Measuring Marketing - Moderated Panel
Jon Russo
Marketing Automation - BtoB Magazine
Marketing Automation - BtoB Magazine
Jon Russo
Sales Enablement Conference
Sales Enablement Conference
Jon Russo
Demand Generation: CMO Viewpoint #DemandCon
Demand Generation: CMO Viewpoint #DemandCon
Jon Russo
2024 State of Marketing Report – by Hubspot
2024 State of Marketing Report – by Hubspot
Marius Sescu
Everything You Need To Know About ChatGPT
Everything You Need To Know About ChatGPT
Expeed Software
Product Design Trends in 2024 | Teenage Engineerings
Product Design Trends in 2024 | Teenage Engineerings
Pixeldarts
08448380779 Call Girls In Friends Colony Women Seeking Men
08448380779 Call Girls In Friends Colony Women Seeking Men
Delhi Call girls
How to Troubleshoot Apps for the Modern Connected Worker
How to Troubleshoot Apps for the Modern Connected Worker
ThousandEyes
Apidays Singapore 2024 - Building Digital Trust in a Digital Economy by Veron...
Apidays Singapore 2024 - Building Digital Trust in a Digital Economy by Veron...
apidays
Exploring the Future Potential of AI-Enabled Smartphone Processors
Exploring the Future Potential of AI-Enabled Smartphone Processors
debabhi2
Presentation on how to chat with PDF using ChatGPT code interpreter
Presentation on how to chat with PDF using ChatGPT code interpreter
naman860154
Workshop - Best of Both Worlds_ Combine KG and Vector search for enhanced R...
Workshop - Best of Both Worlds_ Combine KG and Vector search for enhanced R...
Neo4j
08448380779 Call Girls In Civil Lines Women Seeking Men
08448380779 Call Girls In Civil Lines Women Seeking Men
Delhi Call girls
Finology Group – Insurtech Innovation Award 2024
Finology Group – Insurtech Innovation Award 2024
The Digital Insurer
Artificial Intelligence: Facts and Myths
Artificial Intelligence: Facts and Myths
Joaquim Jorge
Scaling API-first – The story of a global engineering organization
Scaling API-first – The story of a global engineering organization
Radu Cotescu
EIS-Webinar-Prompt-Knowledge-Eng-2024-04-08.pptx
EIS-Webinar-Prompt-Knowledge-Eng-2024-04-08.pptx
Earley Information Science
2024: Domino Containers - The Next Step. News from the Domino Container commu...
2024: Domino Containers - The Next Step. News from the Domino Container commu...
Martijn de Jong
Real Time Object Detection Using Open CV
Real Time Object Detection Using Open CV
Khem
The Codex of Business Writing Software for Real-World Solutions 2.pptx
The Codex of Business Writing Software for Real-World Solutions 2.pptx
Malak Abu Hammad
Understanding Discord NSFW Servers A Guide for Responsible Users.pdf
Understanding Discord NSFW Servers A Guide for Responsible Users.pdf
UK Journal
From Event to Action: Accelerate Your Decision Making with Real-Time Automation
From Event to Action: Accelerate Your Decision Making with Real-Time Automation
Safe Software
08448380779 Call Girls In Greater Kailash - I Women Seeking Men
08448380779 Call Girls In Greater Kailash - I Women Seeking Men
Delhi Call girls
04-2024-HHUG-Sales-and-Marketing-Alignment.pptx
04-2024-HHUG-Sales-and-Marketing-Alignment.pptx
HampshireHUG
08448380779 Call Girls In Diplomatic Enclave Women Seeking Men
08448380779 Call Girls In Diplomatic Enclave Women Seeking Men
Delhi Call girls
Axa Assurance Maroc - Insurer Innovation Award 2024
Axa Assurance Maroc - Insurer Innovation Award 2024
The Digital Insurer
How Race, Age and Gender Shape Attitudes Towards Mental Health
How Race, Age and Gender Shape Attitudes Towards Mental Health
ThinkNow
AI Trends in Creative Operations 2024 by Artwork Flow.pdf
AI Trends in Creative Operations 2024 by Artwork Flow.pdf
marketingartwork
Más contenido relacionado
Último
08448380779 Call Girls In Friends Colony Women Seeking Men
08448380779 Call Girls In Friends Colony Women Seeking Men
Delhi Call girls
How to Troubleshoot Apps for the Modern Connected Worker
How to Troubleshoot Apps for the Modern Connected Worker
ThousandEyes
Apidays Singapore 2024 - Building Digital Trust in a Digital Economy by Veron...
Apidays Singapore 2024 - Building Digital Trust in a Digital Economy by Veron...
apidays
Exploring the Future Potential of AI-Enabled Smartphone Processors
Exploring the Future Potential of AI-Enabled Smartphone Processors
debabhi2
Presentation on how to chat with PDF using ChatGPT code interpreter
Presentation on how to chat with PDF using ChatGPT code interpreter
naman860154
Workshop - Best of Both Worlds_ Combine KG and Vector search for enhanced R...
Workshop - Best of Both Worlds_ Combine KG and Vector search for enhanced R...
Neo4j
08448380779 Call Girls In Civil Lines Women Seeking Men
08448380779 Call Girls In Civil Lines Women Seeking Men
Delhi Call girls
Finology Group – Insurtech Innovation Award 2024
Finology Group – Insurtech Innovation Award 2024
The Digital Insurer
Artificial Intelligence: Facts and Myths
Artificial Intelligence: Facts and Myths
Joaquim Jorge
Scaling API-first – The story of a global engineering organization
Scaling API-first – The story of a global engineering organization
Radu Cotescu
EIS-Webinar-Prompt-Knowledge-Eng-2024-04-08.pptx
EIS-Webinar-Prompt-Knowledge-Eng-2024-04-08.pptx
Earley Information Science
2024: Domino Containers - The Next Step. News from the Domino Container commu...
2024: Domino Containers - The Next Step. News from the Domino Container commu...
Martijn de Jong
Real Time Object Detection Using Open CV
Real Time Object Detection Using Open CV
Khem
The Codex of Business Writing Software for Real-World Solutions 2.pptx
The Codex of Business Writing Software for Real-World Solutions 2.pptx
Malak Abu Hammad
Understanding Discord NSFW Servers A Guide for Responsible Users.pdf
Understanding Discord NSFW Servers A Guide for Responsible Users.pdf
UK Journal
From Event to Action: Accelerate Your Decision Making with Real-Time Automation
From Event to Action: Accelerate Your Decision Making with Real-Time Automation
Safe Software
08448380779 Call Girls In Greater Kailash - I Women Seeking Men
08448380779 Call Girls In Greater Kailash - I Women Seeking Men
Delhi Call girls
04-2024-HHUG-Sales-and-Marketing-Alignment.pptx
04-2024-HHUG-Sales-and-Marketing-Alignment.pptx
HampshireHUG
08448380779 Call Girls In Diplomatic Enclave Women Seeking Men
08448380779 Call Girls In Diplomatic Enclave Women Seeking Men
Delhi Call girls
Axa Assurance Maroc - Insurer Innovation Award 2024
Axa Assurance Maroc - Insurer Innovation Award 2024
The Digital Insurer
Último
(20)
08448380779 Call Girls In Friends Colony Women Seeking Men
08448380779 Call Girls In Friends Colony Women Seeking Men
How to Troubleshoot Apps for the Modern Connected Worker
How to Troubleshoot Apps for the Modern Connected Worker
Apidays Singapore 2024 - Building Digital Trust in a Digital Economy by Veron...
Apidays Singapore 2024 - Building Digital Trust in a Digital Economy by Veron...
Exploring the Future Potential of AI-Enabled Smartphone Processors
Exploring the Future Potential of AI-Enabled Smartphone Processors
Presentation on how to chat with PDF using ChatGPT code interpreter
Presentation on how to chat with PDF using ChatGPT code interpreter
Workshop - Best of Both Worlds_ Combine KG and Vector search for enhanced R...
Workshop - Best of Both Worlds_ Combine KG and Vector search for enhanced R...
08448380779 Call Girls In Civil Lines Women Seeking Men
08448380779 Call Girls In Civil Lines Women Seeking Men
Finology Group – Insurtech Innovation Award 2024
Finology Group – Insurtech Innovation Award 2024
Artificial Intelligence: Facts and Myths
Artificial Intelligence: Facts and Myths
Scaling API-first – The story of a global engineering organization
Scaling API-first – The story of a global engineering organization
EIS-Webinar-Prompt-Knowledge-Eng-2024-04-08.pptx
EIS-Webinar-Prompt-Knowledge-Eng-2024-04-08.pptx
2024: Domino Containers - The Next Step. News from the Domino Container commu...
2024: Domino Containers - The Next Step. News from the Domino Container commu...
Real Time Object Detection Using Open CV
Real Time Object Detection Using Open CV
The Codex of Business Writing Software for Real-World Solutions 2.pptx
The Codex of Business Writing Software for Real-World Solutions 2.pptx
Understanding Discord NSFW Servers A Guide for Responsible Users.pdf
Understanding Discord NSFW Servers A Guide for Responsible Users.pdf
From Event to Action: Accelerate Your Decision Making with Real-Time Automation
From Event to Action: Accelerate Your Decision Making with Real-Time Automation
08448380779 Call Girls In Greater Kailash - I Women Seeking Men
08448380779 Call Girls In Greater Kailash - I Women Seeking Men
04-2024-HHUG-Sales-and-Marketing-Alignment.pptx
04-2024-HHUG-Sales-and-Marketing-Alignment.pptx
08448380779 Call Girls In Diplomatic Enclave Women Seeking Men
08448380779 Call Girls In Diplomatic Enclave Women Seeking Men
Axa Assurance Maroc - Insurer Innovation Award 2024
Axa Assurance Maroc - Insurer Innovation Award 2024
Destacado
How Race, Age and Gender Shape Attitudes Towards Mental Health
How Race, Age and Gender Shape Attitudes Towards Mental Health
ThinkNow
AI Trends in Creative Operations 2024 by Artwork Flow.pdf
AI Trends in Creative Operations 2024 by Artwork Flow.pdf
marketingartwork
Skeleton Culture Code
Skeleton Culture Code
Skeleton Technologies
PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024
Neil Kimberley
Content Methodology: A Best Practices Report (Webinar)
Content Methodology: A Best Practices Report (Webinar)
contently
How to Prepare For a Successful Job Search for 2024
How to Prepare For a Successful Job Search for 2024
Albert Qian
Social Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie Insights
Kurio // The Social Media Age(ncy)
Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024
Search Engine Journal
5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary
SpeakerHub
ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd
Clark Boyd
Getting into the tech field. what next
Getting into the tech field. what next
Tessa Mero
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Lily Ray
How to have difficult conversations
How to have difficult conversations
Rajiv Jayarajah, MAppComm, ACC
Introduction to Data Science
Introduction to Data Science
Christy Abraham Joy
Time Management & Productivity - Best Practices
Time Management & Productivity - Best Practices
Vit Horky
The six step guide to practical project management
The six step guide to practical project management
MindGenius
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
RachelPearson36
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Applitools
12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work
GetSmarter
ChatGPT webinar slides
ChatGPT webinar slides
Alireza Esmikhani
Destacado
(20)
How Race, Age and Gender Shape Attitudes Towards Mental Health
How Race, Age and Gender Shape Attitudes Towards Mental Health
AI Trends in Creative Operations 2024 by Artwork Flow.pdf
AI Trends in Creative Operations 2024 by Artwork Flow.pdf
Skeleton Culture Code
Skeleton Culture Code
PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024
Content Methodology: A Best Practices Report (Webinar)
Content Methodology: A Best Practices Report (Webinar)
How to Prepare For a Successful Job Search for 2024
How to Prepare For a Successful Job Search for 2024
Social Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie Insights
Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024
5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary
ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd
Getting into the tech field. what next
Getting into the tech field. what next
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search Intent
How to have difficult conversations
How to have difficult conversations
Introduction to Data Science
Introduction to Data Science
Time Management & Productivity - Best Practices
Time Management & Productivity - Best Practices
The six step guide to practical project management
The six step guide to practical project management
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work
ChatGPT webinar slides
ChatGPT webinar slides
Finding Relevant Prospects - BtoB Magazine Webinar
1.
© 2013 B2B
Fusion Group / Proprietary & Confidential DatePrepared for © 2013 B2B Fusion Group / Proprietary & Confidential August 2013 Jon Russo, Founder B2B Fusion Group Generate. Optimize. Close. Webinar: FindingtheRightProspects
2.
© 2013 B2B
Fusion Group / Proprietary & Confidential Connect Marketing Investment to New Revenue 2 CMO - Marketing What is the ROI of our Marketing Investments? How do we produce more sales ready leads? CSO – Sales How can we maximize sales rep selling time? How can we minimize sales rep distractions via our CRM processes? How do we track, trend, and improve our performance as a combined sales & marketing revenue machine?
3.
© 2013 B2B
Fusion Group / Proprietary & Confidential A We have a bunch of data in our database, it is unknown which data is valid and what sources are measurably the best to find more of the right prospects B We’re unclear what tactic combinations drive true conversion(webinars, conferences, search, etc.) C We are not sure what content is compelling and why D None of these – we have other issues What is your single biggest challenge of finding the right new prospect target or suspect to convert toward revenue? 3
4.
© 2013 B2B
Fusion Group / Proprietary & Confidential 4
5.
© 2013 B2B
Fusion Group / Proprietary & Confidential Framework for thinking about Target Contacting 5 Medium Small Large Seg1 Seg2 Seg3 1. Segment Market 3. Identify contact sources (industry specific) 2. Identify profiles Names MQL SQL CustomersSAL 4. Find target contacts in target companies 5. Match new contact generation rate to consumption rate Standard annotation if contact has left the company 6. “Keep the milk fresh” 7. Measure and improve Smaller companies ignored
6.
© 2013 B2B
Fusion Group / Proprietary & Confidential 6 SFDC Today: 85k Names *75% not in target Missing Target Market: 150k+ Names, 20k accounts Results: • Identified 150k+ missing contacts in target market, estimated $1B revenue upside • Established KPI framework within Salesforce.com to measure list source effectiveness Who are you targeting and why? Determine Total Addressable Market = new revenue opportunity Only 25% of existing database in target market
7.
© 2013 B2B
Fusion Group / Proprietary & Confidential Auto-Qualification and Segmentation Drive Conversion Rates Data augmentation to match personas via web crawling assuming you have the right data in your database to start with!! Web formEvent/program leads Leads come in from the website or a list upload Name, Email, Company, … Basic lead information is instantly sent to List Cloud Provider Qualified? • Company relevancy rank • Individual relevancy rank • Enriched company data – employees, revenue, … • Enriched individual data – email, phone, job functions, tools, social profile, … Provider returns relevancy rank and enriched data for engagement and segmentation
8.
© 2013 B2B
Fusion Group / Proprietary & Confidential Example: Auto-Qualification of a Web Lead A visitor fills a form on the company’s website Gathers lead data from the social web and multiple contact databases and sends it back along with a relevancy score API/Webhook
9.
© 2013 B2B
Fusion Group / Proprietary & Confidential • Data is foundational to content and tactics • Segmentation is a key starting point • Model from success • Track/trend all performance so you know what works and what doesn’t Key TakeAways 9
10.
© 2013 B2B
Fusion Group / Proprietary & Confidential Contact Information 10 Jon Russo Jon.russo@B2BFusiongroup.com @B2BCMO
11.
© 2013 B2B
Fusion Group / Proprietary & Confidential Our Customers & Key Mentions 11 Referenced by Forrester Research: 2011, 2012, & 2013 Best B2B Best Practices, KPIs, and Buyers Journey Referenced in Forbes 2012
Descargar ahora