turning up your sales€¦ · what makes our lead scoring so highly predictive? algorithm:...

Machine Tools

Priority Prospects

Turning Up Your Sales

2Randall-Reilly | Priority Prospects

Of decision-making process occurs

before B2B buyer talks to a sales rep

B2B Buyer’s Journey

Source: 2017 Forbes, How to Turn B2B

Buyers into Sales Leads, According to Data

70%

How Can You Disrupt The Buyer’s Journey?


Of sales go to the first sales

person to contact the

prospect.

Source: Ovation Sales Group

50%

Wouldn’t knowing what and when a

prospect is going to buy be a significant

game changer?

Priority Prospects


Our Lead Generation Advantage

● Identify in-market prospects before they speak to competitors

● Use data to score best leads

● Improve inventory turnover with more leads


Who Is Visiting Your Website?


Priority Prospects: Knowing Them is Easy


Knowing Who Will Buy is Key

Daily Lead Score Email Prospect Profile

Machine Shops

Protech Mach & Tool Inc



Machine Shops


Not Just the Scored Leads!

Full report includes:• Company Page Detail• Companies• Page Views• Summary

Daily Lead Score Email

All Identified Leads


What Makes Our Lead Scoring So Highly Predictive?

Algorithm:Industry-specific algorithms

Accuracy validated

Industry

CompanySize

Location/Geography/

Climate

Prior Purchases

EmployeeCount

Revenue

Likelihood to Buy Score

Different industries utilize equipment at

different rates.

In some climate regions, equipment may be idle

during summer or winter.

Larger companiestend to use equipment

more efficiently.

Infrequent buyers who haverecently bought are not very likely to buy. Frequent buyers who have not bought recently are very likely to buy.

Revenue denotes client base.

Employee count is sometimes an indicator of equipment usage.


Machine Tools Lead ScoringCase Study

• Identified Machine Tools owners and used predictive analytics to identify most likely buyers• Top 10% of predicted buyers yielded 42% of purchase volume

Randall-Reilly Predictive Score

Top 10%Of Predicted

BuyersPredictions Actual Buyers Purchase Volume

Yielded

37%Of Buyers

42% Of

Purchase Volume

Yielded


Web Visitor

Engage Most Likely to Buy Prospects Before Your Competition

Machine Shop Owner• Lead Score: 91• 40 Units• 11 Haas• 6 Star• Avg. Age 8 years

Manufacturer

• Lead Score: 86• 29 Units• 14 Makino• 4 Brother• Avg. Age 2 years

Aerospace Machining

• Lead Score: 89• 325 Units• 136 Mikron• 34 Okuma• Avg. Age 5 years


B2B Buyer’s Journey

Sources: 1) 2017 Forbes, How to Turn B2B Buyers into Sales Leads, According to Data, 2) Ovations Sales Group

Of decision-making process

occurs before B2B buyer talks

to a sales rep

50% of sales go to the

first sales person to

contact the prospect.

70% 50%

How do we build

our audiences?


No other company analyzes 100% of UCC-1 filings for transaction-level data with equipment, brand, date of purchase and more.

How do we build our EDA audiences?

Firmographic Data

turning up your sales€¦ · what makes our lead scoring so highly predictive? algorithm:...

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