Construction Getting to your win +
B2B buyer’s journey 70% Of decision-making process occurs before B2B buyer talks to a sales rep Source: 2017 Forbes, How to Turn B2B Buyers into Sales Leads, According to Data 2 Randall-Reilly
What’s your pain point?
What’s your pain point? 1 2 Incomplete Not Enough Info On Prospects Prospects 3 4 Not Knowing Missing Out How My Market On Sales Has Changed 4 Randall-Reilly
Incomplete Info On Prospects 1 Equipment data • New vs. used • Helps guide sales strategy • 5 Randall-Reilly
Incomplete Info On Prospects 1 Top vehicle brands • New targeting possibilities • 6 Randall-Reilly
Incomplete Info On Prospects 1 Transaction data: Determine purchase cycles 7 Randall-Reilly
Incomplete Info On Prospects 82% of B2B decision-makers think sales reps are underprepared. Source: Biznology
Not Enough Prospects 2 “Before we had the EDA data, we were really shooting from the hip, chasing contractors we knew. The EDA data has been a great return on our investment.” - Tammi Wecksler, Manager of Relationship Marketing, AGCO 9 Randall-Reilly
Not Enough Prospects 2 ”There’s opportunity within the EDA data. EDA allows you to build a list meeting very specific criteria. If you invest in a strategy to leverage this information and have the discipline to follow through, there is no question that it will pay off.” - Bill Tryder III, President Benchmark, The Marketing Company LLC 10 Randall-Reilly
Not Enough Prospects Four cold call attempts needed in 2007 to reach a prospect vs. eight calls today Source: TelNet & Ovation Sales Group.
Not Knowing How My Market Has Changed 3 “We have been working with EDA for more than a year now and our investment has more than paid for itself. We’re finally able to properly determine our own market share as well as forecast the purchase patterns of customers and potential customers.” - Rachel Ramsey, Database/Marketing Coordinator, Equipment Depot 12 Randall-Reilly
Not Knowing How My Market Has Changed 91% of marketers said they segment data to better target and engage B2B audiences . Source: Emarketer
Missing Out On Sales 4 Website traffic • matched to RigDig Prospect Profiles Sales armed with • prospects’ equipment needs Less haggling, • more selling 14 Randall-Reilly Randall-Reilly
Missing Out On Sales 4 Client Success Manager: Customizes reports with • the data you want to see Executes your desired • reporting frequency Advises and • troubleshoots 15 Randall-Reilly
B2B buyer’s journey 70% 50% Of decision-making process 50% of sales go to the occurs before B2B buyer talks to first sales person to a sales rep contact the prospect. Sources: 1) 2017 Forbes, How to Turn B2B Buyers into Sales Leads, According to Data, 2) Ovations Sales Group 16 Randall-Reilly
How do we build our audiences?
How do we build our audiences? ... with DATA Firmographic Data Audience Built by Data 18 Randall-Reilly
General Heavy Equipment Target VS Your Specific Construction Target 5+ year s Average Age of Heavy Equipment Equipment Owner Used 10+ Pieces State of Equipment of Indiana Preference Equipment
Audience Built by Data Customize Your Audience By: Brand Equipment Equipment Warranty Affinity Age Owned Cycles Online Location Credit Rating SIC Codes More Behavior 20 Randall-Reilly
Available wherever you go 21 Randall-Reilly
Our data services provide insights to target key prospects and measure the results of your campaign. Our digital marketing services are powered by our data and the expertise of our nearly one-hundred team members, so you reach the right prospects at the right time. 22 Randall-Reilly
Who is your target audience?
Prospect Relationship Management In beta, currently at no-charge • Record/track prospecting activity: • － Activity timeline － Reminders － Follow-ups 24 Randall-Reilly
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