Big Data - Does Big Data Know Your Next Customer Before You Do? - Jason Garoutte

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Inside Sales Virtual Summit - Access all 62 recorded sessions here: http://www.insidesales.com/summit/register-2

Jared Garoutte - Chief Marketing Officert at http://www.mintigo.com/
LinkedIn: http://www.linkedin.com/in/garoutte
Twitter: https://twitter.com/jgaroutte

Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

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  • http://www-01.ibm.com/software/data/bigdata/
  • http://scobleizer.com/2010/11/16/first-look-gravity-is-making-interest-graphs-of-your-social-content/
  • “Amazing lift and strategic advantage.”Seth Berkowitz, President and COO
  • Big Data - Does Big Data Know Your Next Customer Before You Do? - Jason Garoutte

    1. 1. Watch the video at InterestBase.com Does Big Data Know Your Next Customer Before You Do? Jason Garoutte CMO, Mintigo @jgaroutte
    2. 2. Watch the video at InterestBase.com About Mintigo
    3. 3. Watch the video at InterestBase.com Agenda 1. New data you must start using 2. Interest selling really works 3. Are you smarter than a machine? 4. Essential tools for winning
    4. 4. Watch the video at InterestBase.com • Websites • LinkedIn • Facebook • Blogs • Tumblr The Amazing New Data • Twitter • News articles • Press releases • Job boards • Databases 2.5 quintillion bytes per day 90% created in last 2 years - IBM
    5. 5. Watch the video at InterestBase.com It’s All Connected, Man Social Graphs and Interest Graphs http://scobleizer.com/2010/11/16/first-look-gravity-is-making-interest-graphs-of-your-social-content/
    6. 6. Watch the video at InterestBase.com A New Tool from Facebook https://www.facebook.com/about/graphsearch
    7. 7. Watch the video at InterestBase.com Playing with Facebook
    8. 8. Watch the video at InterestBase.com Playing with Facebook
    9. 9. Watch the video at InterestBase.com Playing with Facebook
    10. 10. Watch the video at InterestBase.com Playing with Facebook
    11. 11. Watch the video at InterestBase.com Selling with Facebook?
    12. 12. Watch the video at InterestBase.com Selling with Facebook?
    13. 13. Watch the video at InterestBase.com Wild Goose Chase? “How many new baby pictures do you Like a month? You may not even actually like babies – you’re just being polite.”
    14. 14. Watch the video at InterestBase.com Agenda 1. New data you must start using 2. Interest selling really works 3. Are you smarter than a machine? 4. Essential tools for winning
    15. 15. Watch the video at InterestBase.com 1000 Words Create a Picture Business Model Org chart Social Profile SpendingTechnologies
    16. 16. Watch the video at InterestBase.com From Raw Data to Interests Hiring in sales Uses Salesforce Tweets about sales SVP Demo on website Sales management Inbound marketing 50 employees
    17. 17. Watch the video at InterestBase.com It Works on Websites Determine visitor interests: • Clickstream • IP address • Time of day • Device 20% more leads
    18. 18. Watch the video at InterestBase.com It Works with Email 4X Email Response Find prospects interested in field sales productivity based on: • Hiring • Org chart • Business model Target titles Target interest
    19. 19. Watch the video at InterestBase.com It Works for Inside Sales CONFIDENTIAL 130% More Conversion Target titles Target interest Find small businesses interested in reducing their monthly teleco expense.
    20. 20. Watch the video at InterestBase.com Agenda 1. New data you must start using 2. Interest selling really works 3. Are you smarter than a machine? 4. Essential tools for winning
    21. 21. Watch the video at InterestBase.com “Sure, We Know our Buyer” Using what data? • Industry ? • Revenue ? • Titles ? SIC codes established in 1937
    22. 22. Watch the video at InterestBase.com What Machines Can See Selling to a segment Selling to an interest Software companies “Streamline our technical sale” • Software • Large part of org chart is Sales • Currently hiring sales engineers • Website has words “request demo” or “free trial” but not “credit card” • Website offers “whitepapers” and other enterprise assets
    23. 23. Watch the video at InterestBase.com What Machines Can See Selling to a segment Selling to an interest Marketers who use Salesforce “Modern digital marketing” • Salesforce users • Many sales reps • Website links to Twitter and LinkedIn • JQUERY – 15X more likely!
    24. 24. Watch the video at InterestBase.com Learning by Example Your Samples Data Collection Big Data Analytics Prospects & interests
    25. 25. Watch the video at InterestBase.com Example: Webinar Invites VPs are 80% less likely to register for a webinar than managers.
    26. 26. Watch the video at InterestBase.com Machines aren’t smarter. Just a lot faster.
    27. 27. Watch the video at InterestBase.com Agenda 1. New data you must start using 2. Interest selling really works 3. Are you smarter than a machine? 4. Essential tools for winning
    28. 28. Watch the video at InterestBase.com #1. Find your TAM • Add interest data • Find your 90/10
    29. 29. Watch the video at InterestBase.com #2. Learn your personas
    30. 30. Watch the video at InterestBase.com #3. Use a scoring system Sales-ready Nurture: finance Nurture: tech New inbound leads
    31. 31. Watch the video at InterestBase.com #4. Give the data to reps
    32. 32. Watch the video at InterestBase.com Interested? New eBook on “your perfect persona” jason@mintigo.com @mintigo www.mintigo.com

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