In this episode of Stack & Flow, we’re talking all about how to keep your sales and marketing stack agile. Evan Liang, CEO of LeanData, discusses the benefits of lead management in this endeavor and the impact it has on the customer experience. Evan also shares how he prioritizes agility within LeanData’s expansive martech stack, which includes technologies like Builtwith, Datanize, Yesware, Outreach, SalesLoft, Persist IQ, Trello, SFDC, GoToMeeting, WebEx, Zoom, Capterra, UberFlip, DocuSign and Marketo!
It’s time for content marketers to change their thinking. We all have heard the cliche “quality over quantity” message, but we’re always left wondering how exactly to execute on such a nebulous strategy.
Last month, we co-hosted a Meetup with DNN to talk with Bay Area marketers about how predictive analytics can better inform their content marketing strategy. We had a great time sharing simple tactics and strategies for how they can use predictive insights to gain instant feedback on their content marketing programs, and gather insights like:
- Am I reaching the right audience (i.e., those that are most likely to buy your product)?
- What are my top-performing content pieces?
- What are my best content distribution channels?
To learn more about how predictive analytics and content marketing go hand-in-hand, you can view the deck from the event below. Additionally, we sat down with Sean Zinsmeister, Infer’s Senior Director of Product Marketing, to find out how his marketing team uses predictive insights in their own content marketing strategy, his predictions for the modern marketing organization, and more.
We’re excited to share all of our newest product features and updates for our October 2016 release in greater detail below:
New Infer Platform Interface
The new Infer Platform Interface is now live at https://app.infer.com/ for all current customers. In order to better streamline the user experience across all of our products, our core offerings are now available together under a single unified experience, including Profile Management, Behavior / Fit Models, and Predictive Lead Generation (Net-New). We’ve also enhanced many of these products by providing additional data and insights in the solution, such as:
Moderated by Kerry Cunningham of SiriusDecisions, Infer and Lattice Engines joined forces last month to discuss the key strategies and use cases to get your business started with predictive marketing and sales. We had a great time discussing best practices for how to deploy a predictive marketing solution, and why real customers are achieving success by infusing predictive analytics into their go-to-market machines.
In this webinar replay, you will learn:
- Several different approaches to launching a predictive solution.
- The top use cases for getting started with predictive analytics.
- How to measure success.
We hope you enjoy the webinar, which you can watch here.
Over the years we’ve had the tremendous opportunity to work with some of the best companies in the world that are helping to shape the future of predictive for sales and marketing. One such business is veteran customer Host Analytics, who has achieved amazing business results over the years by leveraging predictive intelligence in their sales and marketing stack.
With the entire company focused on MQLs as a leading indicator of whether it will hit its revenue targets, the Host Analytics marketing team needed a better way to evaluate and prioritize good leads. This included reducing spend on marketing channels that deliver bad leads and gaining real-time insight into how marketing programs are performing. On the sales side, the team couldn’t risk spreading itself too thin by calling every lead that exhibited any type of interest.
Press Release: Company Doubles Customer Base and Expands Leadership Bench by Adding Pete Westenhiser as Vice President of Sales
Infer Inc., a leading provider of predictive technologies that help companies win more customers, today announced significant growth across the business, including doubling its customer base year-over-year and increasing average deal size (ACV) by 50 percent in its most recent quarter. In addition, the company announced a 41 percent increase in bookings quarter-over-quarter, marking the highest bookings achieved to date in the company’s history. This continued expansion underscores the accelerating market demand for artificial intelligence and for Infer’s solutions, as well as the consistent success Infer customers experience from infusing predictive insights into their own growth strategies across sales and marketing.
“The increasing speed of our sales cycles indicates that we’re on the precipice of mass adoption for artificial intelligence and predictive solutions. Businesses are increasingly recognizing the huge opportunity and very low risk of leveraging accurate, actionable insights to convert more customers faster than ever before,” said Vik Singh, co-founder and CEO of Infer. “Our strong business and customer results — including consistent growth in deal sizes and customers — reflect Infer’s continued commitment to creating the most scalable and advanced products, and ensuring customer success across the board.”
Earlier this month, we co-hosted a webinar with the great folks at Yesware that was all about how to eliminate activity from your sales process that isn’t likely to result in a closed-won deal. On average, companies are sitting on untouched or neglected leads that have the potential to contribute around 10 percent revenue growth to their business. With predictive analytics, you can find that white space in your existing pipeline so that sales can spend more time on deals with a higher propensity to close, and marketing can fill the sales pipeline with more leads that look like your ideal customer.
In this webinar replay, you will learn how to:
- Find White Space: Understand what’s likely to close and what’s not.
- Redefine SQL: Leverage your predictive data to redefine what constitutes a Sales Qualified Lead.
- Align with Marketing: Communicate trends across SQLs and closed-won business to Marketing.
- Measure Success: Update your metrics to make sure you’re incentivizing revenue generating activity.
We hope you enjoy the webinar, which you can watch here.
Press Release: New Analytics Bring Unprecedented Pipeline Transparency to Best-in-Class Business Intelligence
Infer Inc., a leading provider of predictive technologies that help companies win more customers, today launched a new sales analytics package for Microsoft Power BI. Designed to deliver deeper insight into the untapped revenue opportunities within a business’ existing pipeline, Infer’s rich reports help sales and marketing leaders easily find deals that will close quickly. The package combines Infer’s valuable predictions, buyer signals and scores in meaningful, detailed data visualizations.
Sean Zinsmeister recently joined James Carbary from the B2B Growth Show, which is a podcast series dedicated to helping B2B sales executives achieve explosive growth. In this episode, Sean and James discuss how to get over your fear of data, and why predictive analytics can benefit your account-based marketing strategy.
You can listen below, or on our podcast channel on SoundCloud.
We’re excited to share all of our newest product features and updates in greater detail below for our August 2016 release:
New Salesforce Reporting Package
Our new Salesforce reporting package adds 24 new reports across Leads, Accounts, Contacts and Opportunities to help monitor performance of your Infer Fit and Behavior models directly within Salesforce. Reports in this package include:
- Opportunity Velocity Reports
- Campaign Performance Reports
- Account to Closed Won Reports