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

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 Violations data: Preventative or outsourced maintenance sales 7 Randall-Reilly

Incomplete Info On Prospects 82% of B2B decision-makers think sales reps are underprepared. Source: Biznology

Not Enough Prospects 2 ”RigDig showed us we don’t know everyone. Within the first month of using RigDig, we closed 4 new truck deals from a fleet that had recently moved to our area.” - Ben H. (Dealer) 9 Randall-Reilly

Not Enough Prospects 2 ”We’ve used other prospect lists and databases, but RigDig is by far the most accurate, effective and easy-to-use tool out there…our effectiveness has been increased dramatically .” - Jacob N. (Dealer) 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’ve been leveraging RigDig for territory analysis and to better understand new market segments. In less than one year, our sales team has closed over 300 accounts thanks to RigDig’s data.” - Jane (Aftermarket) 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 RigDig Priority Prospects: • • Matches your website traffic to Prospect Profiles • Lead scores by propensity to buy Sales armed with prospects’ • equipment needs, with a focus on likely buyers 14 Randall-Reilly Randall-Reilly

Missing Out On Sales 4 Client Success Manager: Introduces you to Priority • Prospects 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 RigDig audiences? ... with DATA Firmographic Data Audience Built by Data 18 Randall-Reilly

General Fleet Target VS Your Specific Fleet Target 5+ Average Age of Fleet Truck 5+ Years 500+ State of Struggles with Trucks Indiana Lighting Violations 19 RANDALL-REILLY Randall-Reilly The Power of Data in Digital Marketing | 2018

Audience built by data Customize Your Audience By: Equipment Violations Equipment Fleet Size Age Owned Online Location Type of Haul Miles Driven 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 so you reach the right prospects at the right time. Our industry-leading media and events give you insider knowledge and branding power. 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