Unlocking Insight Into Your Data: Turning Leads to Customers | ZoomInfo
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Do you know the demographics and firmographics of your best buyers? Unlocking insight into your data allows you to identify your buyer personas, improve segmentation, and create a personalized approach to your marketing campaigns and sales outreach efforts. In this presentation ZoomInfo highlights how to: • Gain deeper insights into your existing data & segment your buyer personas • Target your contacts with relevant messaging & content • Turn your leads to customers by taking a personalized approach
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Unlocking Insight Into Your Data: Turning Leads to Customers | ZoomInfo
- 2. Your Targeted Buyers. Found.
- 3. 1. Have a question? Ask us through GoToWebinar chat or on Twitter using #zoominfowebinar 2. All attendees will receive a recording of the slide deck within 48 hours
- 4. About Ned Leutz • Data expert at ZoomInfo for 5 years • Works with top clients to support their sales and marketing strategies • A struggling golfer
- 5. • Setting the stage • The importance of buyer personas • How to identify your best buyers • Segmenting your existing data set • Fueling your funnel with new contacts • Aligning sales & marketing • Live demo • Key takeaways Agenda
- 6. The Individualized Approach Leads who are nurtured with targeted individualized/content produce a 20% increase in sales opportunities (source: Aberdeen) 67% of people find content related to their job function valuable (source: MarketingSherpa) Email campaigns generate 65% of all leads and account for 23% of sales generated (source: KPMG) Personalized emails improve click-through rates by 14% and conversion rates by 10% (source: Aberdeen) 65% 23% 14% 10% 20% 67% 57% of the purchase decision is complete before a customer even calls a sales rep (source: CEB) 67% of the buyer’s journey is now done digitally (source: SiriusDecisions) 57% 67%
- 7. Steps to Turning Your Leads to Customers Identify your buyer personas Segment your current data set Fuel your funnel with new contacts matching your personas Align sales & marketing
- 8. The Importance of Buyer Personas
- 9. How Are You Identifying Your Buyer Personas? Top performing customers Leads Fastest Sales Cycle Biggest Deals
- 10. Segment Your Existing Data
- 11. Fuel Your Funnel with New Contacts Matching Your Buyer Personas
- 12. Align Sales & Marketing
- 13. Use Case
- 14. Key Takeaways Unlocking insight into your data allows you to identify your buyer personas and send personalized messages to your contacts Personalized messages improve conversion rates Using ZoomInfo you can gain deeper insight into your contact database, fuel your funnel with new contacts matching your personas, and increase campaign and outreach relevancy
- 15. Questions?
- 16. Ned Leutz Data Expert, ZoomInfo b2bdata@zoominfo.com
Editor's Notes
- Hi everyone, and thank you for joining us for today’s webinar “Unlocking Insight Into Your Data: Turning Leads to Customers” With ZoomInfo.
- If you’re not familiar with ZoomInfo, we’re a B2B database software company that delivers business data to help improve marketing campaigns and sales outreach.
- Before we get started I’d like to address a few items: If you have a question, tweet us at #zoominfowebinar or use the GoToWebinar chat All attendees will receive a recording of the webinar within 48 hours
- Today’s speaker is one of our top experts here at ZoomInfo, Ned Leutz. Ned has worked at ZoomInfo for 5 years with top clients, supporting their sales and marketing strategies He’s also a die hard Boston sports fan Now I’d like to pass the webinar onto Ned.
- Once you’ve identified your target market, segment them into different buyer personas Buyers personas are the profiles of your best buyers, based on the business problems they are trying to solve. When we talk about buyers personas, you have to remember that you are marketing to real people, not to numbers, ‘prospects’ or ‘statistics’ . These are people, with real challenges, real goals they are trying to reach. They want to be successful at their jobs, and you should always think about how you can help them achieve their goals, overcome their challenges. So it’s worth it to do fully your homework to understand your different segments
- In order to identify your target market, talk to your marketing, talk to your finance team, especially talk to your sales team. Then take a look at your existing data to validate. Who are your top performing customers? Who are your best Leads? Your Biggest deals? Which customers close faster?
- Once you’ve identified your target market, segment them into different buyer personas Buyers personas are the profiles of your best buyers, based on the business problems they are trying to solve. When we talk about buyers personas, you have to remember that you are marketing to real people, not to numbers, ‘prospects’ or ‘statistics’ . These are people, with real challenges, real goals they are trying to reach. They want to be successful at their jobs, and you should always think about how you can help them achieve their goals, overcome their challenges. So it’s worth it to do fully your homework to understand your different segments
- Once you’ve identified your target market, segment them into different buyer personas Buyers personas are the profiles of your best buyers, based on the business problems they are trying to solve. When we talk about buyers personas, you have to remember that you are marketing to real people, not to numbers, ‘prospects’ or ‘statistics’ . These are people, with real challenges, real goals they are trying to reach. They want to be successful at their jobs, and you should always think about how you can help them achieve their goals, overcome their challenges. So it’s worth it to do fully your homework to understand your different segments
- Once you’ve identified your target market, segment them into different buyer personas Buyer personas are the profiles of your best buyers, based on the business problems they are trying to solve. When we talk about buyers personas, you have to remember that you are marketing to real people, not to numbers, ‘prospects’ or ‘statistics’ . These are people, with real challenges, real goals they are trying to reach. They want to be successful at their jobs, and you should always think about how you can help them achieve their goals, overcome their challenges. So it’s worth it to do fully your homework to understand your different segments
- Use case: Ran a successful webinar campaign, but all you collected was first name, last name, and email How do you build your buyer persona from this campaign and replicate the success? ZoomInfo can help you fill in the missing information to better understand who these contacts are from a demographic and firmographic perspective Show real live example from ZoomInfo webinar campaign (jump into demo from here)
- We have some time for a few questions from the audience. Is this product available today? Can I test the product without uploading my own test list and seeing results without having to spend money? Not only do I need someone to segment my database better, but I’m missing a lot of key information. Can you help with that?