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Mastering B2B Buying Groups with Hierarchies & Persona Scores | Leadspace
Without understanding hierarchies, we can’t piece together all the players in an account’s buying team or buying group. Unfortunately, manually mapping hierarchies at scale isn’t realistic. We also can’t rely on job titles alone to identify decision makers as the buying power of a particular title can vary significantly between companies
10 Ways You’re Losing with Static Data | Leadspace
Without dynamic updating, static datasets might contain redundant information, leading to inefficiencies in storage. Keeping multiple versions of static data can increase storage costs and complexity. Duplicate records can cause complications internally and lead to a higher cost of storing less operationalizable data.
10 Signs Your Buyer Data is Causing Problems for Sales & Marketing | Leadspace
Time kills all deals – when you’re finding that your reps are assigned the wrong lead, time and effort is wasted to various degrees as they pursue the wrong lead until the mistake has been realized. Additionally, switching reps part way through outreach can cause confusion, miscommunication and poor reporting for that lead’s sales cycle. Furthermore, marketing can’t get credit for a lead until they successfully route the lead.
Leadspace MAPs: Identity Resolution for Companies & Hierarchies | Leadspace
Because the effectiveness of data-driven decisions depends on the quality of the underlying data (unified buyer profiles), a perfect score in this category is extremely significant. When your buyer profiles are backed by the best identity resolution available, it becomes much easier to discover and explore hierarchical structures with global, domestic and subsidiary ultimates. Identity Resolution is at the heart of every successful B2B GTM strategy.
Forrester is Over – Don’t Go Back to Static Data! | Leadspace
While most sales and marketing teams feel inclined to pursue data-driven decisions, it’s clear that many haven’t been seeing the results they’ve expected from various solutions. They’re losing trust in their data because they haven’t had the chance to truly experience the power of their data. While I would never wish these problems on anyone, it was very encouraging to hear that the most common data problems people face are the very ones that Leadspace aims to address with our approach to dynamic data.
Challenge the Static Quo – Overcoming Buyer Data Obstacles | Leadspace
Having a single, comprehensive view of your customer data in one place makes it significantly easier to effectively target the right people at the right time with personalized campaigns. Sales and Marketers must automate the process of resolving identities and mapping their buyer data to the correct account, while keeping it all up-to-date.
From Static To Dynamic: Data You Can Actually Use | Leadspace
The problem is that databases from most vendors are static. They reveal the data at that specific moment in time, then expect us to manually amend it with new data constantly. This is a serious point of pain for sales and marketers. Beyond outdated buyer data, sales and marketing generally work off of different siloed data without a single source of truth. Marketing might send a lead to sales, only for sales to see in their system that the lead doesn’t seem to match their ICP and put it on the backburner, not realizing that the marketing team’s data shows a strong match to their ICP. How do we fix such detrimental misalignment?
Leadspace: The CDP That’s Actually Ready to Use | Leadspace
If you’re still trying to decide which CDP is best for your company, you’re in luck, because Forrester has been evaluating and scoring your options to help you figure it out! In Forrester’s The B2B Customer Data Platform Landscape, Q3 2023 report, their analysts explored the B2B CDP landscape and key factors that would go into their evaluation.
Identity Resolution: The Cornerstone of Your B2B Data Strategy | Leadspace
Identity resolution is quite plainly the ability to resolve from a ton of data signals the identity of a buyer – who they are, who they work for. It’s the science of connecting the growing volume of person identifiers to a single individual as he or she interacts across channels and devices. In other words, Identity Resolution is the process of accurately associating data (or buying signals) with the specific people who interact with your business.
Leadspace Earned 9 Awards by G2 Across Multiple Categories in Fall 2023 Report! | Leadspace
We earned eight new G2 high performer badges across three categories: Customer Data Platforms; Sales Intelligence; and Lead Routing in the Enterprise Grid Reports and the Enterprise Americas Regional Grid Reports for Fall 2023. In addition, Leadspace was again awarded the highest Quality of Support product rating as well as the Easiest Doing Business With in the Lead Scoring category.
AI Persona Scoring – When Job Title Guesswork Doesn’t Work | Leadspace
A persona model uses AI-analytics to determine the best people for you to target. Persona models leverage standard and/or custom-built profiles to score the existing database and inbound leads based on how well they match your product’s buyer or buying team and historical success.
Lead Conversion Starts with Signals – Use Fit Scoring or Lose Business! | Leadspace
Once you’ve determined your ICP and discovered your Total Addressable Market (TAM), it’s time to decide which leads to pursue. To determine where to focus your sales and marketing efforts, you need a way of scoring your leads across your TAM by their propensity to buy your product or service. Before you consider buying behavior, CRM data, feedback, discovery process, channel analysis and continuous refinement, you need a place to start. If you start with buyer behavior, you might spend months chasing down a lead that showed intent, only to find out their company wasn’t realistically capable of buying your product to begin with. Simply put, buyer behavior doesn’t help unless you know they are from a company likely to buy your product. Propensity to buy or predictive lead scoring is one of the best ways to take the guesswork out of lead prioritization.
Conversion Starts with Signals – Use Fit or Lose Business! | Leadspace
Once you’ve determined your ICP and discovered your Total Addressable Market (TAM), it’s time to decide which leads to pursue. To determine where to focus your sales and marketing efforts, you need a way of scoring your leads across your TAM by their propensity to buy your product or service. Before you consider buying behavior, CRM data, feedback, discovery process, channel analysis and continuous refinement, you need a place to start. If you start with buyer behavior, you might spend months chasing down a lead that showed intent, only to find out their company wasn’t realistically capable of buying your product to begin with. Simply put, buyer behavior doesn’t help unless you know they are from a company likely to buy your product. Propensity to buy or predictive lead scoring is one of the best ways to take the guesswork out of lead prioritization.
Are Your Leads Worth Pursuing? Throw Most of Them Out! | Leadspace
Offering your perfect solution to the right company, the ready company, the right person, and the ready person allows you to provide the personalized touch and near frictionless sales and marketing efforts that lead to trusting and long-lasting business relationships.
Revenue Radar™: Finding the Right Buyers with Engagement Scores | Leadspace
Not all engagement is scored the same. For example, if someone clicked on an email they might only receive a few points, whereas if they downloaded high-value content they’d receive several points. And if they asked to be contacted by a sales person – the so-
Revenue Radar™: Finding the Right Type of Buyer Using Persona Scoring Models | Leadspace
A persona scoring model uses AI-analytics and machine learning to determine the best personas for you to target. Persona models leverage standard or custom persona profiles to score the existing database and inbound leads based on their closest match. Persona models enable you to find net-new contacts within accounts and identify the right buyers for your product.
Revenue Radar™: Finding the Right Company with Intent Scores | Leadspace
by the patterns of terms that they are using to conduct online searches. It’s useful to align your intent model with SEO/SEM keywords. Branded terms (like your company name or a competitor’s name), product categories, event signals (headquarters move or business milestone), competitive categories (competing or adjacent categories sold against or with your product) are all words that can be chosen to identify a product or region-specific intent signal. The highest intent signal can be the name of your own company or product.
Revenue Radar™: Finding the Right Type of Companies with Fit Scores | Leadspace
Predictive Fit models enable us to go beyond reliance on subjective sales insights, static firmographic data, or potentially noisy intent data. Ultimately, when you analyze your own business you quickly realize that your opportunity conversion funnel follows the 80/20 rule - where about 20% of your prospect accounts leads to 80% of your wins and revenue.