1. Turning Up Your Sales
Priority Prospects

2. How Can You Disrupt The Buyer’s Journey?
B2B Buyer’s Journey
70%
Of decision-making process occurs before B2B buyer talks to a sales rep
Source: 2017 Forbes, How to Turn B2B Buyers into Sales Leads, According to Data
How Can You Disrupt The Buyer’s Journey?

3. 50%
Of sales go to the first sales person to contact the prospect.
Source: Ovation Sales Group
Wouldn’t knowing what and when a prospect is going to buy be a significant game changer?

4. Priority Prospects

5. 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

6. Who Is Visiting Your Website?

7. Priority Prospects: Knowing Them is Easy

8. Knowing Who Will Buy is Key
Daily Lead Score
Prospect Profile
Auto Sys Inc.
Auto Sys Inc.
Lift Trucks

9. Not Just the Scored Leads!
Full report includes:
Company Page Detail
Companies
Page Views
Summary
Auto Sys Inc.
Lift Trucks
Daily Lead Score
All Identified Leads

10. What Makes Our Lead Scoring So Highly Predictive?
Different industries utilize equipment at different rates.
Infrequent buyers who have
recently bought are not very
likely to buy. Frequent buyers who have not bought recently are very likely to buy.
Prior
Purchases
Industry
Likelihood to Buy Score
Larger companies
tend to use equipment
more efficiently.
Employee count is sometimes an indicator
of equipment usage.
Company
Size
Employee
County
In some climate regions,
equipment may be idle
during summer or winter.
Location/
Geography/
Climate
Revenue denotes
client base.
Revenue
Algorithm:
Industry-specific algorithms
Accuracy validated

11. Lift Trucks Lead Scoring
Case Study
Identified Lift Trucks owners and used predictive analytics to identify most likely buyers
Top 10% of predicted buyers yielded 51% of purchase volume
Randall-Reilly Predictive Score
43%
Of Buyers
Yielded
Yielded
51% Of Purchase Volume
Top 10%
Of Predicted Buyers
Predictions
Actual Buyers
Purchase Volume

12. Engage Most Likely to Buy Prospects Before Your Competition
Web Visitor
Distributor
Warehouse Manager
Manufacturer
Lead Score: 91
40 Units
10 Toyota
5 Crown
Avg. Age 8 years
Lead Score: 86
29 Units
6 Hyster
10 Toyota
Avg. Age 2 years
Lead Score: 89
25 Units
5 Mitsubishi
17 Crown
Avg. Age 5 years

13. 50% of sales go to the first sales person to contact the prospect.
B2B Buyer’s Journey
70 %
50 %
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.
Sources: 1) 2017 Forbes, How to Turn B2B Buyers into Sales Leads, According to Data, 2) Ovations Sales Group

15. How do we build
our audiences?

16. How do we build our EDA audiences?
Firmographic Data
No other company analyzes 100% of UCC-1 filings for transaction-level data
with equipment, brand, date of purchase and more.