Inside Sales Virtual Summit - Access all 62 recorded sessions here: http://www.insidesales.com/summit/register-2 Jared Garoutte - Chief Marketing Officert at http://www.mintigo.com/ LinkedIn: http://www.linkedin.com/in/garoutte Twitter: https://twitter.com/jgaroutte Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

1. Watch the video at InterestBase.com
Does Big Data Know Your Next
Customer Before You Do?
Jason Garoutte
CMO, Mintigo
@jgaroutte

2. Watch the video at InterestBase.com
About Mintigo

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Agenda
1. New data you must start using
2. Interest selling really works
3. Are you smarter than a machine?
4. Essential tools for winning

4. Watch the video at InterestBase.com
• Websites
• LinkedIn
• Facebook
• Blogs
• Tumblr
The Amazing New Data
• Twitter
• News articles
• Press releases
• Job boards
• Databases
2.5 quintillion bytes per day
90% created in last 2 years
- IBM

5. Watch the video at InterestBase.com
It’s All Connected, Man
Social Graphs
and
Interest Graphs
http://scobleizer.com/2010/11/16/first-look-gravity-is-making-interest-graphs-of-your-social-content/

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A New Tool from Facebook
https://www.facebook.com/about/graphsearch

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Playing with Facebook

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Playing with Facebook

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Playing with Facebook

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Playing with Facebook

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Selling with Facebook?

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Selling with Facebook?

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Wild Goose Chase?
“How many new baby
pictures do you Like a month?
You may not even actually like
babies – you’re just being
polite.”

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Agenda
1. New data you must start using
2. Interest selling really works
3. Are you smarter than a machine?
4. Essential tools for winning

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1000 Words Create a Picture
Business Model Org chart
Social Profile
SpendingTechnologies

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From Raw Data to Interests
Hiring in sales
Uses Salesforce
Tweets about sales
SVP
Demo on website
Sales
management
Inbound
marketing
50 employees

17. Watch the video at InterestBase.com
It Works on Websites
Determine visitor interests:
• Clickstream
• IP address
• Time of day
• Device
20% more leads

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It Works with Email
4X Email Response
Find prospects interested in
field sales productivity based
on:
• Hiring
• Org chart
• Business model
Target titles Target interest

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It Works for Inside Sales
CONFIDENTIAL
130% More Conversion
Target titles Target interest
Find small businesses
interested in reducing their
monthly teleco expense.

20. Watch the video at InterestBase.com
Agenda
1. New data you must start using
2. Interest selling really works
3. Are you smarter than a machine?
4. Essential tools for winning

21. Watch the video at InterestBase.com
“Sure, We Know our Buyer”
Using what data?
• Industry ?
• Revenue ?
• Titles ?
SIC codes
established in 1937

22. Watch the video at InterestBase.com
What Machines Can See
Selling to a segment Selling to an interest
Software companies “Streamline our technical sale”
• Software
• Large part of org chart is Sales
• Currently hiring sales engineers
• Website has words “request demo” or
“free trial” but not “credit card”
• Website offers “whitepapers” and other
enterprise assets

23. Watch the video at InterestBase.com
What Machines Can See
Selling to a segment Selling to an interest
Marketers who use
Salesforce
“Modern digital marketing”
• Salesforce users
• Many sales reps
• Website links to Twitter and LinkedIn
• JQUERY – 15X more likely!

24. Watch the video at InterestBase.com
Learning by Example
Your Samples Data Collection Big Data Analytics Prospects & interests

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Example: Webinar Invites
VPs are 80% less
likely to register for a
webinar than
managers.

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Machines aren’t smarter.
Just a lot faster.

27. Watch the video at InterestBase.com
Agenda
1. New data you must start using
2. Interest selling really works
3. Are you smarter than a machine?
4. Essential tools for winning

28. Watch the video at InterestBase.com
#1. Find your TAM
• Add interest data
• Find your 90/10

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#2. Learn your personas

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#3. Use a scoring system
Sales-ready
Nurture: finance
Nurture: tech
New inbound leads

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#4. Give the data to reps

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Interested?
New eBook on “your perfect persona”
jason@mintigo.com
@mintigo
www.mintigo.com