B-to-B: How to Finesse the Long Sales Cycle (2016 IMV Virtual Conference Session)
Speakers: Ray Renteria, SVP, Enterprise Data Solutions, Avention
Check out this webinar, originally offered as a session at 2016 Integrated Marketing Virtual Conference.
The golden ticket to any successful sales cycle is to first identify the single source of truth about your market and prospects. Marketers generally know the make-up of their target buyers, but how do we know what triggers prospects to continue through the sales cycle and ultimately make a purchase? Predictive analytics provide marketers with the insights needed to understand the characteristics, behaviors or events that correlate with purchase decisions. Insights derived from predictive analytics help marketers inform strategies and create content to support customer movement from one phase of the sales cycle to the next. However, to fuel the predictive analytics engine, marketers need the right data.
In this session, marketers will learn:
1. How knowing your market gives predictive analytics a target for ranking your customers and known prospective accounts and for expanding your market into new unknown accounts.
2. How to maximize the precision and insights from predictive analytics with a rich diversity of business data.
3. How you can use the insights revealed from predictive analytics to craft a messaging strategy.
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