Optify: How to use visitor and lead intelligence

826 views

Published on

Webinar presentation to the LinkedIn Group: B2B Tech Community about how to use visitor and lead intelligence for marketing and sales.

Published in: Technology
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
826
On SlideShare
0
From Embeds
0
Number of Embeds
67
Actions
Shares
0
Downloads
18
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Optify: How to use visitor and lead intelligence

  1. 1. How  to  use  visitor  and  lead  intelligence  to  drive  more  sales  TUESDAY, OCTOBER 30, 2012 1:00 PM ETURI  BAR-­‐JOSEPH,  DIRECTOR  OF  MARKETING,  OPTIFY  
  2. 2. Uri  Bar-­‐Joseph,    Director  of  MarkeKng,    OpKfy  Uri  Bar-­‐Joseph  heads  up  lead  generaKon  efforts  and  manages  the  inside  sales  funcKon  at  OpKfy.    He  excels  at  using  the  latest  internet  technology  to  help  his  team  generate  and  close  more  leads.      Uri  exemplifies  what  it  is  to  be  a  B2B  marketer  in  today’s  buyer-­‐driven  economy  and  pushes  tools  and  programs  to  their  limits  to  achieve  outstanding  results.  Follow Uri @uribarjoseph                      www.linkedin.com/in/uribarjoseph   Page  2   #LeadIntel  
  3. 3. About  OpKfy  Page  3   #LeadIntel  
  4. 4. What  we’ll  cover  today   •  What  visitor  intelligence  is  out  there?   •  How  can  markeKng  use  it?   •  How  can  your  sales  team  use  it?     •  Actual  examples  for  each  stage  of  a  MarkeKng-­‐Sales  process  Page  4   #LeadIntel  
  5. 5. MarkeKng  has  changed:  The  buyers  make  their  own  journey   The  Web  &  blogosphere   Social  media   PresentaKon  &  content  sharing     Outbound  tacKcs   Q&A  and  forums   ?   ?   ?   ?   ?   Most of the selling happens when 70% of buy cycle is completed your sales people aren’t in the room.   before sales engage.   Brian  Carroll,  MECLABS   Forrester  2011   Page  5   #LeadIntel  
  6. 6. To  succeed  in  this  buyer-­‐led  world  you  must…   Create Get the Convert Convert Know your Understand valuable content visitors to leads to buyers their needs found content leads customersPage  6   #LeadIntel  
  7. 7. …and  align  your  acKvity  to  their  stage  and     state-­‐of-­‐mind  Page  7   #LeadIntel  
  8. 8. But  the  same  tools  they  use  to  learn  about  you,  can   be  used  to  help  you  learn  about  and  approach  them.  Page  8   #LeadIntel  
  9. 9. What  intelligence  can  you  gather?   Page  9   #LeadIntel  
  10. 10. How  can  you  use  it?   •  Aggregate intelligence •  Individual level •  Test your messaging and •  Follow up with leads target profile •  Tailor your message •  Find new markets and •  Prioritize segments •  Alert •  Refine your content •  Know when to push and Marketing •  Analyze your programs Sales when to back off •  Score, segment, •  Nurture prioritize and deliver leads •  Enable sales with intelligence •  Deliver more leads •  NurturePage  10   #LeadIntel  
  11. 11. MarkeKng  Framework  Page  11   #LeadIntel  
  12. 12. Example:  Define  &  Refine  On-­‐Target  Lead   •  From  Persona  to  a  Profile     •  How  many  of  them  do  you   have  in  your  Database?   •  How  many  of  them  do  you   get?   •  Where  do  they  come  from?   Where  do  they  land?   •  What  do  they  do  on  your   website?  Page  12   #LeadIntel  
  13. 13. Set  Goals  &  Establish  Baseline   Use  Intelligence  to  know  where  you  are    Page  13   #LeadIntel  
  14. 14. Set  Goals  &  Establish  Baseline   Set  your  goals  based  on  the  insight  you  gained    Page  14   #LeadIntel  
  15. 15. Setup  &  Execute  Campaign    Page  15   #LeadIntel  
  16. 16. Delivering  Leads  to  Sales  Page  16   #LeadIntel  
  17. 17. Deliver  on-­‐target  Leads  Page  17   #LeadIntel  
  18. 18. Enable  Sales  to    (intelligently)  Follow  Up  Page  18   #LeadIntel  
  19. 19. Here’s  an  example  of  a  Daily  Email  from  Op4fy  Page  19   #LeadIntel  
  20. 20. Measure,  Refine  and  Repeat    Page  20   #LeadIntel  
  21. 21. Here’s  an  example  of  an  Op4fy  report  Page  21   #LeadIntel  
  22. 22. The  Never-­‐ending  Cycle  of  the  B2B  Marketer  Page  22   #LeadIntel  
  23. 23. QuesKons?  Page  23   #LeadIntel  
  24. 24. AddiKonal  Resources   •  OpKfy  B2B  Lead  GeneraKon  Blog  -­‐   hkp://www.opKfy.net/lead-­‐generaKon-­‐solware-­‐blog   •  Digital  MarkeKng  Resources  -­‐   hkp://www.opKfy.net/inbound-­‐markeKng-­‐resources     •  Visitor  &  Lead  Intelligence  White  Paper  -­‐   hkp://www.opKfy.net/forms/website-­‐visitor-­‐lead-­‐intelligence-­‐your-­‐sales-­‐ enablement-­‐secret-­‐weapon     •  We  will  send  you  a  follow  up  email  with  a  link  to  the  recording,  presentaKon   and  the  complimentary  white  paper  Page  24   #LeadIntel  
  25. 25. uri@opKfy.net   ®            @uribarjoseph                in/uribarjoseph    Page  25   #LeadIntel  

×