emetrics sydney - using behavioural data to qualify & nurture leads
DESCRIPTION
Acquiring, nurturing and qualifying more, high quality sales leads with less effort is the key to B2B success. Will reveals how to use lead nurturing and scoring to deliver more and higher quality sales leads, how to bring together marketing with sales to collaboratively define sales-ready leads and how to nurture and recycle leads that are not sales-ready based on their online behaviour.TRANSCRIPT
Welcome to eMetrics
Agenda
The Problem
Marketing & Sales Divide
Disparate Databases
Disparate Technology Vendors
The Leaky Funnel
The Solution
Centralise the data
How?
Marketing Automation Database
+
CRM Database
Marketing Data Sales Data
Marketing Automation Database
How does it work?
Loyalty
!
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1 line of code
Website & Landing Page
How does it work?
Loyalty
!
Browser Cookies +
How does it work?
Loyalty
!
Dig
ital
Beha
viou
r
=
Captures & Collects
Positively or Negatively
Scores Behaviour
Loyalty
!
Email & SMS Triggers
Automate
Loyalty
!Test
Subject Lines, Copy, Creative, Call to Actions
Loyalty
!
Optimise
Campaign Results
Loyalty
!360 View Dashboard
Multi-Channel
What do clients use it for?
Customer Acquisition + Retention
Convert site traffic into sales-ready leads
Lead/Customer Nurturing
Nurture leads into customers through drip marketing
Lead/Customer Scoring
Automate qualification with demographic + behavioural data
Web Analytics (Individual)
Know exactly who is visiting your site + trigger comms
Email Marketing
Deepen relationships with multi-step segmented campaigns
Landing Pages
Maximise conversion rates with pre-population + A/B testing
Progressive Web Form Profiling
Dynamically serve new form fields on each visitor session
Customer Controlled Comms
Frequency + Format + Interests
1.2.3.4.5.
Map Content to Buying Stage
CRM Database Integration
Give sales with marketing insight + closed loop ROI reporting
Results
Questions?
Will Scully-PowerManaging Director
Datarati
+61 400 828 [email protected]
www.datarati.com.au
http://willscullypower.wordpress.comwww.twitter.com/willscullypower