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

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Dec 16, 2023 258 likes •507 views

Getting to your win B2B buyers 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 Whats your pain

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Getting to your win

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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%

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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

Equipment data
New vs. used
Helps guide sales strategy

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Incomplete Info On Prospects

Top vehicle brands
New targeting possibilities

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Incomplete Info On Prospects

1 Violations data: Preventative or outsourced maintenance sales

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82%

f B2B decision-makers think sales reps

are underprepared.

Source: Biznology

Incomplete Info On Prospects

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Not Enough Prospects

2 ”RigDig showed us we don’t know everyone. Within the first month

f using RigDig, we

closed 4 new truck deals from a fleet that had recently moved to

ur area.”
Ben H. (Dealer)

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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

ut there…our

effectiveness has been increased dramatically.”

Jacob N. (Dealer)

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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’ve been leveraging RigDig for territory analysis and to better understand new market

segments. In less than
ne year, our sales team

has closed over 300 accounts thanks to RigDig’s data.”

Jane (Aftermarket)

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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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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

Missing Out On Sales

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Client Success Manager:

Introduces you to Priority

Prospects

Advises and

troubleshoots

Missing Out On Sales

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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%

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How do we build our audiences?

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Audience Built by Data

How do we build our RigDig audiences?

... with DATA

Firmographic Data

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Randall-Reilly

RANDALL-REILLY

The Power of Data in Digital Marketing | 2018

Fleet Struggles with Lighting Violations State of Indiana 500+ Trucks

Average Age of Truck 5+ Years

Your Specific Fleet Target General Fleet Target

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Fleet Size Equipment Age Equipment Owned Violations Location Type of Haul Miles Driven Online Behavior More

Audience built by data

Customize Your Audience By:

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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 so you reach the right prospects at the right time. Our industry-leading media and events give you insider knowledge and branding power.

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Who is your target audience?