leveraging marketing data to gain more revenue
TRANSCRIPT
LEVERAGING MARKETING DATA TO GAIN MORE REVENUE
Frank McSwain Jr.
Director of Global Channel Sales
Net-Results
@NetResults #SugarCon
Net-Results by the numbers…
+80 partners
+13,000 end users
83% Growth YoY
Net-Results: helping you crush it
New leads captured by Net-Results: real-time data sync with Sugar. New tasks automagically created for Sales.
Know exactly what your prospect wants before you even have a conversation.
Stop wasting time on tire kickers - let marketing build mindshare until your prospects are sales ready.
Real time lead alerts notify sales when timing changes for your leads….so you can strike while the iron is hot!
A new lead has been exploring your website and reviewing content
signaling an intent to purchase…
Stage 1
Learn about leads before you meet them
Get your free trial
Form submitted… anonymous visitor
now has an identify
Net-Results captures web activity of
anonymous visitor
Google AdWords drives traffic to website
Sugar integration
Stage 1
Sync with Sugar for actionable insights
Get your free trial
Stage 1
Alert sales of Marketing Qualified Leads
Reach out to prospect – they requested free trial
High
Contact prospect Not started
1
Stage 1
HELPING YOU CRUSH IT…
LEAD CREATED IN SUGAR (IN REAL TIME) THAT YOU WERE NOT PREVIOUSLY AWARE
TASK AUTOMATICALLY CREATED IN SUGAR
15 minutes before your call with your new lead… how do you prepare?
See what insights Net-Results has for you before your conversation…
Stage 2
Check out what your lead has been up to…
Stage 2
Gauge interest and purchase readiness
Stage 2
Determine the value of your lead
Stage 2
HELPING YOU CRUSH IT
IMPROVE SALES EFFECTIVENESS:
TAILOR YOUR SALES CALLS TO THE NEEDS OF EACH UNIQUE LEAD.
KNOW WHAT YOUR PROSPECT WANTS BEFORE YOUR CALL BEGINS.
YesBANT process completed. Put lead on the fast track and close the deal!
No Move to MQL in Sugar
“Give me a few months to get the budget.”
Is your lead ready to purchase?
Delivers relevant content
Sales alerted when lead is ready to purchase
Targeted nurture campaign triggered
Stage 3
Adjust lead score manually within Sugar
Stage 3
HELPING YOU CRUSH IT
FOCUS YOUR ENERGY ON LEADS READY TO BUY NOW
LET MARKETING DRIVE PURCHASE INTENT BY KEEPING YOUR SOLUTION “TOP OF MIND” FOR MQLS
MAP thinks prospect is ready to buy
Stage 4
HELPING YOU CRUSH IT
PROACTIVELY RE-ENGAGE WITH PROSPECT WHEN TIMING CHANGES FOR THEIR PURCHASE DECISION
