Buyers are more likely to take action when campaigns are relevant to them, shortening the sales cycle and increasing revenue. In fact, according to DemandGen, leads who are nurtured with targeted content produce a 20% increase in sales opportunities.
But how are you supposed to know the right types of content to send to your contacts? Check out the presentation by ZoomInfo & KnowledgeTree and learn the steps of identifying your buyer personas and determining the right types of content to send to your different audience segments.
Additionally, the presentation covers how you can:
• Uncover and segment your buyer personas
• Avoid common data challenges companies often face
• Use your data to determine the right types of content to send to different segments
15. Only 5% of B2B buyers are actively
looking for your solution…Reality
… how do you engage
the 95% that aren’t?
Source: Vorsight
16. Effective sales people … “push the customer’s
thinking and teach them something new about how
their company can compete more effectively.”
Source: CEB, via Funnelholic
17. Why?
Only 20% of sales people add value in
a B2B sales conversation.
Source: Forrester
21. Sales teams that use
best practices
double quota
attainment
Source: Aberdeen
Hinweis der Redaktion
Buyer personas are important
Buyers are more likely to take action when your messages are highly targeted
In order to send highly targeted messages, you must identify your buyer personas
- Buyer personas are profiles of your best customers.
Understanding your buyer personas allows you to:
Send personalized/relevant messages to your contacts
Fuel your funnel with more contacts matching your personas
By understanding your buyer personas, you’ll:
Improve your marketing campaigns (if your messages are relevant to recipients, you’ll see a higher open rate, CTR, and engagement)
Reach decision makers faster
Shorten your sales cycle/increase revenue
Accuracy of lists
Templating
Your data can give you insight into who your buyer personas are so you can create/send relevant content to your contacts
If your data can’t tell you, then ZoomInfo can
To identify your best buyers, you should look at the data behind:
Top performing customers
Fastest sales cycles
Biggest deals
Talk to sales, finance, and marketing and use the data to validate what they say
How do you know what data to look at to identify your buyer personas?
Talk to sales & finance
Look at your data to validate. ZoomInfo can help you do this:
Top performing customers
Leads
Fastest sales cycles
Biggest deals
Explain how to do analysis of existing data
You can run key account matches