[Mintigo Webinar] 5 Secrets To Closing More Deals Using Big Data Analytics
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To watch the entire webinar replay, please visit: http://www.mintigo.com/5-secrets-to-closing-more-deals-using-big-data-analytics/ Title: "5 Secrets To Closing More Deals Using Big Data Analytics" Description: Today’s B2B buyer doesn’t want to be sold…60% of them have already made a buying decision before they engage with a sales rep. But that doesn’t mean Sales should fall passive. If you want to break through the noise of a crowded market, you need the right information to initiate helpful conversations with ideal prospects. Your secret weapon – Big Data Analytics. Join us to hear how Mintigo’s SVP of Sales Swayne Hill and his team doubled their rate of pipeline production by leveraging new types of data publicly available on the social web to get into good conversations with the right people. You’ll learn how Big Data will help you: - Focus on the right accounts - Find the best contacts - Figure out what interests them - Create a relevant, personalized approach - Engage all buyer roles through the sales cycle If you work in Sales Management or Sales Operations, you won’t want to miss this practical wisdom culled from decades of quota-busting experience. About The Speaker: Swayne Hill, Senior VP of Sales at Mintigo Before coming to Mintigo, Swayne spent years building high-performing Sales teams at Cloud9 Analytics, a leading Sales Forecasting and Business Intelligence solution provider, and Cognos, where he helped the company grow from $50M to almost $1B in revenue and was acquired by IBM. He sits on several high-tech advisory boards and holds a Bachelors degree in economics from University of Toronto. Swayne sits on several high-tech advisory boards and holds a Bachelors degree in economics from the University of Toronto. He also writes the blog “Data Driven Sales Management”.
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- Profile your ideal customer so that you can target high-fit leads
- Score your leads in real-time based on that profile
- Optimally engage the leads by routing them to the appropriate nurture track or sales reps before even gathering behavioral data
Speakers:
Patrick Chen - Sr. Manager of Marketing Operations at Marketo
Tony Yang - Director of Demand Generation at Mintigo
Gary DeAsi - Sr. Marketing Manager & Marketo Champion at SmartBear Software
[Mintigo Webinar] Content Intelligence: How To Survive The Arms Race In Conte...
To watch the entire webinar replay, please visit:
http://www.mintigo.com/content-intelligence-how-to-survive-the-arms-race-in-content-marketing/
Title: "Content Intelligence: How To Survive The Arms Race In Content Marketing"
Description:
9 out of 10 B2B marketers are using content marketing, investing 1/3 of their budget and planning to spend even more next year. But as these marketers rush to publish, it only gets harder to rise above the noise. It's harder to get to the inbox, harder to own search terms and harder to appear in social feeds.
Welcome to the content arms race. To survive it, you need a plan.
The key to survival is Content Intelligence: the ability to know what content will engage your target audience. Content Intelligence is all about efficiency—focusing your limited resources on strategic assets that drive maximum traffic. You're unlikely to win the arms race with quantity, as content marketers continue to cite their #1 obstacle as "producing enough content", so relevance is key.
Here's the best news of all: the same information overload that makes it hard to reach prospects also holds the keys to success. The new data of the social web is a treasure trove. If you can make sense of the data before your competitors do, you'll aim the right content at the right people, and you'll rise above the clutter.
In this webcast, we'll show you how to --
- define your target personas with a fast methodology,
- identify the most pressing gaps in your content portfolio,
- discover which topics are interesting to your prospects today,
- learn where to prioritize your social promotion and
- frame content to maximize chances it will be shared.
If your team isn't quite poised for victory in content marketing, this is your chance to level the playing field.
Presenter: Jason Garoutte
Chief Marketing Officer, Mintigo
As CMO of Mintigo, Jason works with some of the best marketers in the country. He’s an expert on demand generation, speaking frequently on how science is changing marketing. Prior to joining Mintigo, Jason spent 7 years helping to grow Salesforce.com into the leading CRM application. Before that, he was an entrepreneur and marketer at tech companies Blue Martini Software and nQuire.
[Mintigo Webinar] Mining For Gold In Your Email House List
To watch the entire webinar recording, please visit:
http://www.mintigo.com/mining-for-gold-in-your-email-house-list/
Title: "Mining For Gold In Your Email House List"
Description:
Email marketing is still the workhorse of modern B2B demand gen. But can you find the gold in your house list before time runs out?
On one hand, you’ve got to move fast, since contacts degrade at a rate of 30% per year. On the other hand, if you mail too aggressively, contacts will tune-out and opt-out. You only get limited at-bats, so make each one count!
In this webinar, we’ll learn the secrets from Jeanne Hopkins, CMO of SmartBear Software, author of mobile marketing book Go Mobile, and Mintigo customer. She’ll explain:
SmartBear’s proven strategy for nurturing over 1 million leads
How to segment a contact database quickly
How SmartBear uses analytics to increase response rate
If you’re investing in a marketing automation solution like Eloqua, HubSpot, or Marketo, you need to know how to use it right. Mintigo is proud to host this special presentation by an accomplished industry insider.
About The Guest Speaker:
Jeanne Hopkins, Chief Marketing Officer at SmartBear Software
Prior to her role as CMO at SmartBear, Jeanne was vice president of marketing at HubSpot, a marketing software leader and pioneer in inbound marketing. Her leadership helped HubSpot become the second-fastest growing software company in the Inc. 500 by generating 45,000 new leads each month. Hopkins previously was CMO of MEC Labs, owner of MarketingSherpa, MarketingExperiments, and InTouch, and senior marketing director at Symmetricon.
Jeanne, a firm believer in the top-of-the-funnel lead-generation capabilities of inbound marketing, is coauthor of the book Go Mobile, a step-by-step introductory look at starting mobile marketing efforts that has been the #1 best-selling mobile marketing book on Amazon.com. She is also one of the top 10 Sales Lead Management professionals for 2011.
[Mintigo Webinar] How DocuSign Built A World-Class Lead Nurturing Program
TO WATCH THE RECORDING OF THIS WEBINAR, GO TO:
http://www.mintigo.com/how-docusign-built-a-world-class-lead-nurturing-program/
In 2012, DocuSign doubled its pipeline and far exceeded its sales targets. The company achieved these results because of the commitment and partnership of its marketing and sales team, led by VP of Demand Generation Meagen Eisenberg, to build out a world class lead nurturing and demand generation program. With over a dozen personas to target, 80,000 engaged leads to process each quarter, and more than 50 different nurture tracks, the DocuSign team is clearly doing something right.
Hear the secrets behind the success of DocuSign’s lead nurturing program in this must-attend webinar. Both marketing automation novices and veterans will walk away from this session amazed and inspired by the best practices for accelerating your leads through the funnel.
In this webinar, you will learn how to:
- Focus on the right Personas based on interests
- Create a lead scoring system that works
- Map content according to Persona interests, buying stage & lead score
- Measure success & optimize
Guest Speaker: Meagen Eisenberg
VP of Demand Generation at DocuSign
Meagen has spent over 18 years in high-tech. In 2012 she received the SuperNova Award in Matrix Commerce and in 2011 the Marketing Visionary Markie award within the marketing automation field. Before joining DocuSign, she was Director of WW Demand Generation at ArcSight, an HP Company, and prior to that she led worldwide programs and events at TRIRIGA (acquired by IBM) for integrated workplace management systems. She has an MBA from Yale School of Management, and a Bachelor of Science degree in MIS with a minor in CSC from Cal Poly – San Luis Obispo.
About Mintigo
The Mintigo marketing intelligence platform continuously searches the big data of the web and social profiles to help marketers find and engage their best prospects. Mintigo analyzes the needs and interests of 30 million B2B prospects, so marketers and sales reps can engage each prospect with the right message and product. Companies like Box, BMC, Cloudera, DocuSign, and Edmunds use Mintigo to get more clicks, more shares, and more pipeline. To learn more follow @mintigo and visit www.mintigo.com.
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One of the hottest trends in marketing and lead generation is predictive marketing. But what does it mean and how does it really work? Can it be implemented by mere mortals in marketing? Or does it require an army of big data scientists and a black box model?
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[Webinar] How To Be A Data-Driven Marketing Powerhouse With Predictive Analyt...
To view the full webinar, please visit:
http://www.mintigo.com/how-to-be-a-data-driven-marketing-powerhouse-with-predictive-analytics-big-data/
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How is it that b-to-b marketers have more data sources than ever before, but many are still in the dark about how to reach more of the right prospects? Sometimes the sheer volume of data can seem overwhelming, but it doesn’t have to be. In fact, with the right processes, skills and tools, many companies are transforming their approach to demand creation and letting data do the work for them.
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To view the full webinar replay, please visit:
http://www.mintigo.com/give-sales-development-reps-unfair-advantage-predictive/
Description:
Whether you are following an Account-Based Marketing (ABM) strategy or a traditional demand generation approach, employing a team of sales/business development reps (SDRs or BDRs) for teleprospecting is the new normal for almost every B2B sales and marketing organization.
In the early days of sales development — and even to this day — small armies of hungry yet inexperienced recent college graduates were tasked to complete hundreds of calls and voicemails per day with the goal of setting follow up meetings with potential prospects for their account executives. And because the positive outcome of these activities were generally low, it was a numbers game.
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[Webinar] How To Build A Predictable ABM Engine
To view the full webinar replay, please visit:
http://www.mintigo.com/webinar-how-to-build-a-predictable-abm-engine/
Description:
If you are one of the 60% of marketers exploring how to deploy Account-Based Marketing, then you may be wondering where and how to start. Which tactics work and how can your martech stack and marketing database support your ambitious ABM efforts?
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[Webinar] Jumpstart Account-Based Marketing with Predictive & Outbound Demand...
To view the full webinar replay, please visit:
http://www.mintigo.com/webinar-jumpstart-account-based-marketing-with-predictive-and-outbound-demand-generation/
Description:
Account-based marketing (ABM) is undoubtedly one of the hottest topics in B2B marketing today. And as numerous articles, ebooks and blog posts have shown, ABM success is significantly amplified when applying predictive data to outbound demand generation efforts. Without predictive analytics, it’s incredibly difficult to properly identify your target accounts. And without an efficient demand gen operation, it’s nearly impossible to engage the decision-makers at those accounts. So how do you connect and operationalize these initiatives to ensure ABM success?
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[Webinar] Driving The Ultimate Customer Experience With Predictive Marketing ...
To view the full webinar, please visit:
http://www.mintigo.com/webinar-driving-the-ultimate-customer-experience-with-predictive-marketing-personalization/
Description:
How Predictive Marketing Powers Real Time Web Personalization
Many B2B marketers have heard the term “predictive analytics,” but when asked to describe how this is used to improve their marketing efforts, very few have an answer. Or, they only think of it as applied to predictive lead scoring built with black box algorithms, leaving them with an arbitrary number that’s meant to reflect how valuable a lead is, but with no explanation as to how it was derived.
Savvy marketers understand that the data and insights that predictive analytics uncover can be used to not only drive the discovery of the most likely buyers, but also be used to create effective, relevant customer experiences.
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Ashley Chavez, Director of Marketing at Get Smart Content
Ashley is the Director of Marketing at Get Smart Content, where she leads the strategy and execution of demand generation and product marketing. She joins the team with more than 8 years of hands-on experience in managing digital marketing and revenue-generating campaigns for industry-leading B2B and B2C organizations. Before joining Get Smart Content, Ashley oversaw marketing operations and demand generation at Revinate, where she managed efforts that made up more than 40% of monthly revenue contribution. Ashley received her BS in Marketing and Database Management at CSU Monterey Bay.
Predictive Lead Scoring - What's All The Buzz About? [SF Marketo User Group P...
Mark your calendars and plan to attend the San Francisco Marketo User Group meeting. Take the opportunity to share with, and learn from, Marketo users from various industries and experience levels. Reserve your seat today!
Topic: Predictive Scoring
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To watch the entire webinar replay, please visit:
http://www.mintigo.com/demystifying-predictive-lead-scoring/
Description:
As B2B marketers, we know that lead scoring is a valuable method to identify the leads that are most valuable to our organization.
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- How statistics enable insight and prediction
- How predictive lead scoring improves lead quality
About The Guest Speaker:
Kerry Cunningham, Research Director at SiriusDecisions
As vice president of operations for a leading b-to-b teleservices organization for more than 15 years, Kerry has been a thought leader in the design and implementation of inside sales, tele-prospecting, telemarketing and processes and teams for a wide array of b-to-b products, solutions and services. From more than a decade spent straddling the fence between marketing and sales, Kerry has also developed a wealth of experience expertise in the alignment of marketing and sales organizations. Along the way, Kerry has developed implemented lead management processes for many of the world’s most prominent b-to-b brands, amassing substantial real-world expertise in lead acquisition, governance and propensity modeling.
[Webinar] Predictive Lead Scoring: How To Turn Data Into Revenue
To watch the entire webinar replay, please visit:
http://www.mintigo.com/predictive-lead-scoring-how-to-turn-data-into-revenue/
Description:
“Predictive Analytics” is the buzzword du jour. With so many digital marketing tools, technologies, and channels at our disposal and the ability to track prospect and customer behavior, we are awash with data to be analyzed in order to predict and drive our marketing results. So, how do we cut through the clutter, sift through the hype, and bring the most critical data into focus? How do we put it to use?
Download the slides and watch this Marketo LaunchPoint webinar replay to discover how predictive lead scoring will put all of your data to work for you. Learn how the marketing ninjas at SmartBear Software have used Marketo and Mintigo to build an automated system that targets the right leads with the right messages at the right time.
You will learn how to:
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- Score your leads in real-time based on that profile
- Optimally engage the leads by routing them to the appropriate nurture track or sales reps before even gathering behavioral data
Speakers:
Patrick Chen - Sr. Manager of Marketing Operations at Marketo
Tony Yang - Director of Demand Generation at Mintigo
Gary DeAsi - Sr. Marketing Manager & Marketo Champion at SmartBear Software
[Mintigo Webinar] Content Intelligence: How To Survive The Arms Race In Conte...
To watch the entire webinar replay, please visit:
http://www.mintigo.com/content-intelligence-how-to-survive-the-arms-race-in-content-marketing/
Title: "Content Intelligence: How To Survive The Arms Race In Content Marketing"
Description:
9 out of 10 B2B marketers are using content marketing, investing 1/3 of their budget and planning to spend even more next year. But as these marketers rush to publish, it only gets harder to rise above the noise. It's harder to get to the inbox, harder to own search terms and harder to appear in social feeds.
Welcome to the content arms race. To survive it, you need a plan.
The key to survival is Content Intelligence: the ability to know what content will engage your target audience. Content Intelligence is all about efficiency—focusing your limited resources on strategic assets that drive maximum traffic. You're unlikely to win the arms race with quantity, as content marketers continue to cite their #1 obstacle as "producing enough content", so relevance is key.
Here's the best news of all: the same information overload that makes it hard to reach prospects also holds the keys to success. The new data of the social web is a treasure trove. If you can make sense of the data before your competitors do, you'll aim the right content at the right people, and you'll rise above the clutter.
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- identify the most pressing gaps in your content portfolio,
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- learn where to prioritize your social promotion and
- frame content to maximize chances it will be shared.
If your team isn't quite poised for victory in content marketing, this is your chance to level the playing field.
Presenter: Jason Garoutte
Chief Marketing Officer, Mintigo
As CMO of Mintigo, Jason works with some of the best marketers in the country. He’s an expert on demand generation, speaking frequently on how science is changing marketing. Prior to joining Mintigo, Jason spent 7 years helping to grow Salesforce.com into the leading CRM application. Before that, he was an entrepreneur and marketer at tech companies Blue Martini Software and nQuire.
[Mintigo Webinar] Mining For Gold In Your Email House List
To watch the entire webinar recording, please visit:
http://www.mintigo.com/mining-for-gold-in-your-email-house-list/
Title: "Mining For Gold In Your Email House List"
Description:
Email marketing is still the workhorse of modern B2B demand gen. But can you find the gold in your house list before time runs out?
On one hand, you’ve got to move fast, since contacts degrade at a rate of 30% per year. On the other hand, if you mail too aggressively, contacts will tune-out and opt-out. You only get limited at-bats, so make each one count!
In this webinar, we’ll learn the secrets from Jeanne Hopkins, CMO of SmartBear Software, author of mobile marketing book Go Mobile, and Mintigo customer. She’ll explain:
SmartBear’s proven strategy for nurturing over 1 million leads
How to segment a contact database quickly
How SmartBear uses analytics to increase response rate
If you’re investing in a marketing automation solution like Eloqua, HubSpot, or Marketo, you need to know how to use it right. Mintigo is proud to host this special presentation by an accomplished industry insider.
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Jeanne Hopkins, Chief Marketing Officer at SmartBear Software
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Jeanne, a firm believer in the top-of-the-funnel lead-generation capabilities of inbound marketing, is coauthor of the book Go Mobile, a step-by-step introductory look at starting mobile marketing efforts that has been the #1 best-selling mobile marketing book on Amazon.com. She is also one of the top 10 Sales Lead Management professionals for 2011.
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TO WATCH THE RECORDING OF THIS WEBINAR, GO TO:
http://www.mintigo.com/how-docusign-built-a-world-class-lead-nurturing-program/
In 2012, DocuSign doubled its pipeline and far exceeded its sales targets. The company achieved these results because of the commitment and partnership of its marketing and sales team, led by VP of Demand Generation Meagen Eisenberg, to build out a world class lead nurturing and demand generation program. With over a dozen personas to target, 80,000 engaged leads to process each quarter, and more than 50 different nurture tracks, the DocuSign team is clearly doing something right.
Hear the secrets behind the success of DocuSign’s lead nurturing program in this must-attend webinar. Both marketing automation novices and veterans will walk away from this session amazed and inspired by the best practices for accelerating your leads through the funnel.
In this webinar, you will learn how to:
- Focus on the right Personas based on interests
- Create a lead scoring system that works
- Map content according to Persona interests, buying stage & lead score
- Measure success & optimize
Guest Speaker: Meagen Eisenberg
VP of Demand Generation at DocuSign
Meagen has spent over 18 years in high-tech. In 2012 she received the SuperNova Award in Matrix Commerce and in 2011 the Marketing Visionary Markie award within the marketing automation field. Before joining DocuSign, she was Director of WW Demand Generation at ArcSight, an HP Company, and prior to that she led worldwide programs and events at TRIRIGA (acquired by IBM) for integrated workplace management systems. She has an MBA from Yale School of Management, and a Bachelor of Science degree in MIS with a minor in CSC from Cal Poly – San Luis Obispo.
About Mintigo
The Mintigo marketing intelligence platform continuously searches the big data of the web and social profiles to help marketers find and engage their best prospects. Mintigo analyzes the needs and interests of 30 million B2B prospects, so marketers and sales reps can engage each prospect with the right message and product. Companies like Box, BMC, Cloudera, DocuSign, and Edmunds use Mintigo to get more clicks, more shares, and more pipeline. To learn more follow @mintigo and visit www.mintigo.com.
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- 1. Secrets To Closing More Deals Using Big Data Analy6cs Swayne Hill, SVP Sales Min0go
- 2. 5 Ways We Use Big Data 1. 2. 3. 4. 5. Priori0ze Accounts (+25%) Find the best contacts (2X) Learn their interests (+40%) Create a personalized approach (3X) Engage all buyer roles in the sales cycle (+20%)
- 3. Priori6ze Accounts We used to… • Assign territories and priori0ze leads based on state, city, company size and industry Problem • Arbitrary coverage • Missed opportunity • Demo0vated AE’s
- 4. Using Big Data Analy6cs …we generated a more precise defini0on of our total addressable market (TAM) Invested in Marke0ng Automa0on Early Technology Adopters Business-‐to-‐ Business High PPC Spenders
- 5. TAM Size & Elements
- 6. Priori6ze Accounts Now we… • Align territories based on the true distribu0on of TAM • Priori0ze and route leads based on TAM fit • Get op0mal coverage on the best opportunites
- 7. Find The Best Contacts We used to… • Buy ‘000’s of contacts from D&B, OneSource, InfoGroup, Data.com and the like Problem • Stale contact details • Poor targe0ng value • Waste of 0me for AE’s Your Favorite List Broker SELECT * FROM “Contacts” WHERE “JobTitle” = ‘VP’ OR “JobTitle” = ‘CIO’ ORDER BY “State”
- 8. Using Big Data Analy6cs …we found signals indica0ng who is more likely to engage VP
- 9. We Learn More Every Day
- 10. Find The Best Contacts Now we look for things like… • Smiling faces (3.8x more) • New on the Job (2.5x more) • Socially ac0ve (2x more likely) And avoid… • VP job-‐level (9x less) ✔ ✔ ✔ VP ✖
- 11. Learn Their Interests We used to… • Seek out research analysts • Go to conference keynotes • Educate ourselves on industry trends Problem • Disconnected from reality
- 12. Using Big Data Analy6cs ...we scan social networks looking for paeerns in our TAM that reveal poten0al interests
- 13. Looking for Likely Interests
- 14. Learn Their Interests Now we know… • Who they follow and what they share on Twieer • Which groups they’re affiliated with on LinkedIn • What technologies they use and projects that may be emerging for them
- 15. Personalized Approach We used to… • Batch, blast email and dial for dollars • Figure we’d make up for quality on volume Problem • Missed opportunity to make a sincere connec0on • Burned out our market
- 16. Using Big Data Analy6cs … we translate interests into personaliza0on What we’re selling! Relevant! What interests them!
- 17. Personalized Approach No we… • Insert intelligence into our intro messaging • Do it at scale using Salesforce variable replacements and HTML templates • Get 3x higher connec0on rates
- 18. Engage All Buyers We used to… • Travel for face-‐to-‐face mee0ngs • Buy lunches • Play golf Problem • Too expensive and makes an AE single-‐threaded
- 19. Using Big Data …we enrich accounts with more contacts and automa0cally segment them into buyer roles
- 21. They’re Routed to Personas
- 22. Sent For Nurture
- 23. Engage All Buyers Now we… • Nurture contacts all around our entry point with relevant messaging and content • Warm up the decision-‐group even before they get pulled into the process • Eased a single-‐point-‐of-‐failure Send ROI problem for AE’s stories Invite to Best Prac0ce Webinars Send Analyst Research Reports
- 24. Big Data Analy6cs = Sell More 1. 2. 3. 4. 5. Priori0ze Accounts (+25%) Find the best contacts (2X) Learn their interests (+40%) Create a personalized approach (3X) Engage all buyer roles in the sales cycle (+20%)
- 25. Min6go Can Help Take the next step… • Check out www.min0go.com • Register for a product demonstra0on • Talk to one of our experts
- 26. Secrets To Closing More Deals Using Big Data Analy6cs Swayne Hill, SVP Sales Min0go