LEVERAGING MARKETING DATA TO
GAIN MORE REVENUE
Frank McSwain Jr.
Director of Global Channel Sales
Net-Results
@NetResults ...
Net-Results by the numbers…
+80 partners
+13,000 end users
83% Growth YoY
Net-Results: helping you crush it
New leads captured by Net-Results: real-time data sync
with Sugar. New tasks automagical...
A new lead has been exploring your
website and reviewing content
signaling an intent to purchase…
Stage 1
Learn about leads before you meet them
Get your free trial
Form submitted…
anonymous visitor
now has an identify
Net-Resul...
Sync with Sugar for actionable insights
Get your free trial
Stage 1
Alert sales of Marketing Qualified Leads
Reach out to prospect – they
requested free trial
High
Contact prospect Not start...
HELPING YOU CRUSH IT…
LEAD CREATED IN SUGAR (IN REAL
TIME) THAT YOU WERE NOT
PREVIOUSLY AWARE
TASK AUTOMATICALLY CREATED I...
15 minutes before your call with your
new lead… how do you prepare?
See what insights Net-Results has for
you before your ...
Check out what your lead has been up to…
Stage 2
Gauge interest and purchase readiness
Stage 2
Determine the value of your lead
Stage 2
HELPING YOU CRUSH IT
IMPROVE SALES EFFECTIVENESS:
TAILOR YOUR SALES CALLS TO THE
NEEDS OF EACH UNIQUE LEAD.
KNOW WHAT YOUR...
Yes
BANT process completed. Put lead on the fast
track and close the deal!
No Move to MQL in Sugar
“Give me a few months
t...
Adjust lead score manually within Sugar
Stage 3
HELPING YOU CRUSH IT
FOCUS YOUR ENERGY ON LEADS
READY TO BUY NOW
LET MARKETING DRIVE PURCHASE
INTENT BY KEEPING YOUR
SOLUT...
MAP thinks prospect is ready to buy
Stage 4
HELPING YOU CRUSH IT
PROACTIVELY RE-ENGAGE WITH
PROSPECT WHEN TIMING CHANGES
FOR THEIR PURCHASE DECISION
Leveraging Marketing Data to Gain More Revenue
Leveraging Marketing Data to Gain More Revenue
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Leveraging Marketing Data to Gain More Revenue

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Leveraging Marketing Data to Gain More Revenue

  1. 1. LEVERAGING MARKETING DATA TO GAIN MORE REVENUE Frank McSwain Jr. Director of Global Channel Sales Net-Results @NetResults #SugarCon
  2. 2. Net-Results by the numbers… +80 partners +13,000 end users 83% Growth YoY
  3. 3. Net-Results: helping you crush it New leads captured by Net-Results: real-time data sync with Sugar. New tasks automagically created for Sales. Know exactly what your prospect wants before you even have a conversation. Stop wasting time on tire kickers - let marketing build mindshare until your prospects are sales ready. Real time lead alerts notify sales when timing changes for your leads….so you can strike while the iron is hot!
  4. 4. A new lead has been exploring your website and reviewing content signaling an intent to purchase… Stage 1
  5. 5. Learn about leads before you meet them Get your free trial Form submitted… anonymous visitor now has an identify Net-Results captures web activity of anonymous visitor Google AdWords drives traffic to website Sugar integration Stage 1
  6. 6. Sync with Sugar for actionable insights Get your free trial Stage 1
  7. 7. Alert sales of Marketing Qualified Leads Reach out to prospect – they requested free trial High Contact prospect Not started 1 Stage 1
  8. 8. HELPING YOU CRUSH IT… LEAD CREATED IN SUGAR (IN REAL TIME) THAT YOU WERE NOT PREVIOUSLY AWARE TASK AUTOMATICALLY CREATED IN SUGAR
  9. 9. 15 minutes before your call with your new lead… how do you prepare? See what insights Net-Results has for you before your conversation… Stage 2
  10. 10. Check out what your lead has been up to… Stage 2
  11. 11. Gauge interest and purchase readiness Stage 2
  12. 12. Determine the value of your lead Stage 2
  13. 13. HELPING YOU CRUSH IT IMPROVE SALES EFFECTIVENESS: TAILOR YOUR SALES CALLS TO THE NEEDS OF EACH UNIQUE LEAD. KNOW WHAT YOUR PROSPECT WANTS BEFORE YOUR CALL BEGINS.
  14. 14. Yes BANT process completed. Put lead on the fast track and close the deal! No Move to MQL in Sugar “Give me a few months to get the budget.” Is your lead ready to purchase? Delivers relevant content Sales alerted when lead is ready to purchase Targeted nurture campaign triggered Stage 3
  15. 15. Adjust lead score manually within Sugar Stage 3
  16. 16. HELPING YOU CRUSH IT FOCUS YOUR ENERGY ON LEADS READY TO BUY NOW LET MARKETING DRIVE PURCHASE INTENT BY KEEPING YOUR SOLUTION “TOP OF MIND” FOR MQLS
  17. 17. MAP thinks prospect is ready to buy Stage 4
  18. 18. HELPING YOU CRUSH IT PROACTIVELY RE-ENGAGE WITH PROSPECT WHEN TIMING CHANGES FOR THEIR PURCHASE DECISION
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