The document discusses how behavioral analytics and lead generation can work together in the modern information age. It contrasts how buyers accessed information and provided feedback before and after the information age. It then provides tips for lead defining, using predictive data to look for trends and set conditions, and mapping key performance indicators like the number of opportunities and win rate to measure success. Finally, it suggests technologies like Salesforce, Hubspot, and Google Analytics to enable these strategies.

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Behavioral Analytics
& Lead Generation
Working in Tandem

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Buyers Before the
Information Age:
•Limited Outlets
•Time Consuming
•More Cumbersome
•Feedback?
•2 Outbound Channels
Buyers After the
Information Age:
•Democratized Information
•Instantaneous
•Shopper’s Sandbox
•Instant Feedback!
•Email, Text, Chat, Social

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Plumbing Fundamentals
Lead Defining
•Demographic
•BANT
•Lead Scoring
•Inside Sales
Predictive Data
•Look for Trends
•Set If/Thens
•Manage Time
•Occam Razor
KPI Mapping
•# of Opps
•Avg Deal Size
•Win Rate

6. KPI MappingData driven [electronic resource] : how performance analytics delivers
extraordinary sales results / Jenny Dearborn
Data driven [electronic resource] : how performance analytics delivers extraordinary sales results / Jenny Dearborn

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Suggested Technologies
CMS: Sales Force, Zoho
Marketing Automation: Hubspot
Social Media: Radian6, HootSuit
Discovering Analytics: Google Analytics