Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
Upcoming SlideShare
What to Upload to SlideShare
Next
Download to read offline and view in fullscreen.

0

Share

Download to read offline

Reply Email Mining: Phases Of Value

Download to read offline

Companies that mine reply emails (manually or automatically) typically follow a 3-phase deployment strategy:

Phase 1 - Stem Database Decay: Maintain and enhance the customer database
Phase 2 - Expand Database: Deepen and broaden knowledge within target accounts
Phase 3 - Grow Revenue: Discover actionable sales trigger events

At a high level, leveraging email replies increases our knowledge of target accounts and this insight enables us to better serve the market.

Related Books

Free with a 30 day trial from Scribd

See all
  • Be the first to like this

Reply Email Mining: Phases Of Value

  1. 1. Phases of Value Matt Benati | Founder & CEO | matt@leadgnome.com | 978-393-1025
  2. 2. Reply Email Mining Phases of Value 2 Phase 1: Database Health Phase 2: Account Penetration Phase 3: Grow Pipeline Tactical Strategic
  3. 3. Phase 1: Database Health • Maintenance & Enrichment – Validate email addresses – Identify title, email address changes, etc. – Know when contact leaves company & identify replacement(s) – Phone numbers, titles, etc. • Compliance – GDPR, CASL, CAN-SPAM – Automate emailed opt-out requests – Capture audit information for new contacts • Automate review & data entry 3
  4. 4. Phase 2: Account Penetration • New Contacts / Build Lists – Add 20%+ new contacts annually within target accounts – Identify replacement contacts • Account based marketing (ABM) – Lead to account matching – Account-specific contacts (Host Analytics case study) • Increase connect rates • Surround opportunities • Accelerate sales cycles 4
  5. 5. Phase 3: Grow Pipeline • Generate new opportunities – Sales trigger events (first in, wins the deal 74% of the time*) – Engage old clients at their new companies – Leverage merger & acquisition events – Identify rebranding events – Overcome opportunity blockers / reach potential champions • Expand within accounts – Add 20%+ new contacts annually – Increase seats / users – Identify adjacent opportunities (DoubleDutch case study) 5 *Note: Forrester Research and Shift Selling independently determined this win rate
  6. 6. 6 AUTOMATED REPLY EMAIL MINING Get our eBook for more details

Companies that mine reply emails (manually or automatically) typically follow a 3-phase deployment strategy: Phase 1 - Stem Database Decay: Maintain and enhance the customer database Phase 2 - Expand Database: Deepen and broaden knowledge within target accounts Phase 3 - Grow Revenue: Discover actionable sales trigger events At a high level, leveraging email replies increases our knowledge of target accounts and this insight enables us to better serve the market.

Views

Total views

491

On Slideshare

0

From embeds

0

Number of embeds

1

Actions

Downloads

0

Shares

0

Comments

0

Likes

0

×