Getting to your win + B2B buyers journey 70% Of decision-making - - PowerPoint PPT Presentation

Getting to your win

+ Construction

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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%

What’s your pain point?

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What’s your pain point?

1 2 3 4

Not Enough Prospects Not Knowing How My Market Has Changed Missing Out On Sales Incomplete Info On Prospects

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Incomplete Info On Prospects

1

• Equipment data
• New vs. used
• Helps guide sales strategy

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Incomplete Info On Prospects

1

• Top vehicle brands
• New targeting possibilities

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Incomplete Info On Prospects

1 Transaction data: Determine purchase cycles

82%

• f B2B decision-makers think sales reps

are underprepared.

Source: Biznology

Incomplete Info On Prospects

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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

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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

Source: TelNet & Ovation Sales Group.

Not Enough Prospects

Four cold call attempts needed in 2007 to reach a prospect

• vs. eight calls today

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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

Source: Emarketer

Not Knowing How My Market Has Changed

91%

• f marketers said they segment data to better

target and engage B2B audiences.

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• Website traffic

matched to RigDig Prospect Profiles

• Sales armed with

prospects’ equipment needs

• Less haggling,

more selling

Missing Out On Sales

4

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Client Success Manager:

• Customizes reports with

the data you want to see

• Executes your desired

reporting frequency

• Advises and

troubleshoots

Missing Out On Sales

4

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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

• ccurs before B2B buyer talks to

a sales rep

70%

50% of sales go to the

first sales person to contact the prospect.

50%

How do we build our audiences?

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How do we build our audiences?

... with DATA

Firmographic Data

Audience Built by Data

Heavy Equipment Owner Used Equipment Preference Average Age of Equipment

General Heavy Equipment Target

VS

5+

year s

Your Specific Construction Target

State of Indiana 10+ Pieces

• f

Equipment

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Audience Built by Data

Customize Your Audience By:

Warranty Cycles Equipment Age Equipment Owned Brand Affinity Location Credit Rating SIC Codes Online Behavior More

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Available wherever you go

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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

• ur nearly one-hundred team members,

so you reach the right prospects at the right time.

Who is your target audience?

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Prospect Relationship Management

• In beta, currently at no-charge
• Record/track prospecting activity:

－ Activity timeline － Reminders － Follow-ups