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Turning Up Your Sales

Turning Up Your Sales. Priority Prospects. Meeting Purpose. An introduction to how Randall-Reilly is using predictive modeling to identify prospects that turn into sales. Agenda. Introductions Priority Prospects Overview Q&A What else?. B2B Buyer’s Journey. 70%.

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Turning Up Your Sales

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  1. Turning Up Your Sales Priority Prospects

  2. Meeting Purpose An introduction to how Randall-Reilly is using predictive modeling to identify prospects that turn into sales.

  3. Agenda Introductions Priority Prospects Overview Q&A What else?

  4. B2B Buyer’s Journey 70% Of decision-making process occurs before B2B buyer talks to a sales rep Source: 2017 Forbes, How to Turn B2B Buyers into Sales Prospects, According to Data How Can You Disrupt The Buyer’s Journey?

  5. 78% Of sales go to the first sales person to contact the prospect. Source: www.speak2leads.com/ Wouldn’t knowing what and when a prospect is going to buy be a significant game changer?

  6. Priority Prospects

  7. Our Prospect Generation Advantage • Identify in-market prospects before they speak to competitors • Use data to score bestprospects • Improve inventory turnover with more prospects

  8. Who Is Visiting Your Website?

  9. Priority Prospects: Knowing Them is Easy

  10. Knowing Who Will Buy is Key Daily Prospect Score Email Prospect Profile

  11. Not Just the Scored Prospects! Daily Prospect Score Email • Weeklyemailincludes: • Identified Traffic • Page Views • Matched to EDA • Your Prospects • Likelihood to Buy • Opportunity for More Prospects • Top 3 Companies Visiting Your Site • Full reportincludes: • Company PageDetail • Companies • Page Views • Summary Weekly Email All Identified Prospects

  12. What Makes Our Prospect Scoring So Highly Predictive? Infrequent buyers who have recently bought are not very likely to buy. Frequent buyers who have not bought recently are very likely to buy. Different industries utilize equipment at different rates. Prior Purchases Industry Likelihood to Buy Score Larger companies tend to use equipment more efficiently. Employee count is sometimes an indicator of equipment usage. Company Size Employee Count In some climate regions, equipment may be idle during summer or winter. Revenue denotes Client base. Location/ Geography/ Climate Revenue • Algorithm: • Industry-specific algorithms • Accuracy validated

  13. Closed Loop Reporting Prototype

  14. Closed Loop Reporting Prototype

  15. Engage Most Likely to Buy Prospects Before YourCompetition WebVisitor Owner-Operator For-Hire/PrivateFleet Dealer • Prospect Score:91 • 2 Trucks • 2 Cummins • Avg. Age 11years • Prospect Score:89 • 100 Trucks • 45 Cummins • Avg. Age 3years • Prospect Score:86 • 235 Units • 47Ford • 46Freightliner • Avg. Age 5years 30% Vertically IntegratedVolvo

  16. B2B Buyer’s Journey 70% 78% Of decision-making process occurs before B2B buyer talks to a sales rep 78% of sales go tothe first sales person to contact theprospect. Sources:1)2017Forbes,HowtoTurnB2BBuyersintoSalesProspects,AccordingtoData,2)www.speak2leads.com/

  17. Data-Driven Digital Advertising Customize Your AudienceBy: 1st Party Audiences Search & Web Content Retargeting Geofencing (down to 10x10m) B2B Targeting Brand Affinity Online Behavior Predictive Modeling SICCodes Equipment Owned

  18. Digital Campaign Performance Platform CampaignHub Company Name The visualized data will allow you to: Identify and acton emerging trends morequickly Understandyour driver calling patterns MaximizeROI PerformanceSummary ConversionRate Leads by ResponseType Cost PerLead Budget byMonth MuchMore...

  19. Updated 09/19

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