Do you know the demographics and firmographics of your best buyers? Unlocking insight into your data allows you to identify your buyer personas, improve segmentation, and create a personalized approach to your marketing campaigns and sales outreach efforts. In this presentation ZoomInfo highlights how to:
• Gain deeper insights into your existing data & segment your buyer personas
• Target your contacts with relevant messaging & content
• Turn your leads to customers by taking a personalized approach
3. 1. Have a question? Ask us through
GoToWebinar chat or on Twitter using
#zoominfowebinar
2. All attendees will receive a recording
of the slide deck within 48 hours
4. About Ned Leutz
• Data expert at ZoomInfo for 5
years
• Works with top clients to support
their sales and marketing
strategies
• A struggling golfer
5. • Setting the stage
• The importance of buyer personas
• How to identify your best buyers
• Segmenting your existing data set
• Fueling your funnel with new contacts
• Aligning sales & marketing
• Live demo
• Key takeaways
Agenda
6. The Individualized Approach
Leads who are nurtured
with targeted
individualized/content
produce a 20% increase
in sales opportunities
(source: Aberdeen)
67% of people find
content related to their
job function valuable
(source: MarketingSherpa)
Email campaigns
generate 65% of all leads
and account for 23% of
sales generated
(source: KPMG)
Personalized emails
improve click-through
rates by 14% and
conversion rates by 10%
(source: Aberdeen)
65%
23%
14%
10%
20% 67%
57% of the purchase
decision is complete
before a customer even
calls a sales rep
(source: CEB)
67% of the buyer’s
journey is now done
digitally
(source: SiriusDecisions)
57% 67%
7. Steps to Turning Your Leads to Customers
Identify your
buyer
personas
Segment
your current
data set
Fuel your
funnel with
new contacts
matching your
personas
Align sales
& marketing
14. Key Takeaways
Unlocking insight into your data allows you to identify
your buyer personas and send personalized messages
to your contacts
Personalized messages improve conversion rates
Using ZoomInfo you can gain deeper insight into your
contact database, fuel your funnel with new contacts
matching your personas, and increase campaign and
outreach relevancy
Hi everyone, and thank you for joining us for today’s webinar
“Unlocking Insight Into Your Data: Turning Leads to Customers”
With ZoomInfo.
If you’re not familiar with ZoomInfo, we’re a B2B database software company that delivers business data to help improve marketing campaigns and sales outreach.
Before we get started I’d like to address a few items:
If you have a question, tweet us at #zoominfowebinar or use the GoToWebinar chat
All attendees will receive a recording of the webinar within 48 hours
Today’s speaker is one of our top experts here at ZoomInfo, Ned Leutz.
Ned has worked at ZoomInfo for 5 years with top clients, supporting their sales and marketing strategies
He’s also a die hard Boston sports fan
Now I’d like to pass the webinar onto Ned.
Once you’ve identified your target market, segment them into different buyer personas
Buyers personas are the profiles of your best buyers, based on the business problems they are trying to solve.
When we talk about buyers personas, you have to remember that you are marketing to real people, not to numbers, ‘prospects’ or ‘statistics’ .
These are people, with real challenges, real goals they are trying to reach. They want to be successful at their jobs, and you should always think about how you can help them achieve their goals, overcome their challenges.
So it’s worth it to do fully your homework to understand your different segments
In order to identify your target market, talk to your marketing, talk to your finance team, especially talk to your sales team. Then take a look at your existing data to validate.
Who are your top performing customers?
Who are your best Leads?
Your Biggest deals?
Which customers close faster?
Once you’ve identified your target market, segment them into different buyer personas
Buyers personas are the profiles of your best buyers, based on the business problems they are trying to solve.
When we talk about buyers personas, you have to remember that you are marketing to real people, not to numbers, ‘prospects’ or ‘statistics’ .
These are people, with real challenges, real goals they are trying to reach. They want to be successful at their jobs, and you should always think about how you can help them achieve their goals, overcome their challenges.
So it’s worth it to do fully your homework to understand your different segments
Once you’ve identified your target market, segment them into different buyer personas
Buyers personas are the profiles of your best buyers, based on the business problems they are trying to solve.
When we talk about buyers personas, you have to remember that you are marketing to real people, not to numbers, ‘prospects’ or ‘statistics’ .
These are people, with real challenges, real goals they are trying to reach. They want to be successful at their jobs, and you should always think about how you can help them achieve their goals, overcome their challenges.
So it’s worth it to do fully your homework to understand your different segments
Once you’ve identified your target market, segment them into different buyer personas
Buyer personas are the profiles of your best buyers, based on the business problems they are trying to solve.
When we talk about buyers personas, you have to remember that you are marketing to real people, not to numbers, ‘prospects’ or ‘statistics’ .
These are people, with real challenges, real goals they are trying to reach. They want to be successful at their jobs, and you should always think about how you can help them achieve their goals, overcome their challenges.
So it’s worth it to do fully your homework to understand your different segments
Use case:
Ran a successful webinar campaign, but all you collected was first name, last name, and email
How do you build your buyer persona from this campaign and replicate the success?
ZoomInfo can help you fill in the missing information to better understand who these contacts are from a demographic and firmographic perspective
Show real live example from ZoomInfo webinar campaign (jump into demo from here)
We have some time for a few questions from the audience.
Is this product available today?
Can I test the product without uploading my own test list and seeing results without having to spend money?
Not only do I need someone to segment my database better, but I’m missing a lot of key information. Can you help with that?