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With a new B2B technology buying cycle, traditional lead generation and scoring based on demographics and individual behavior is no longer sufficient. Provider marketers should leverage external data and predictive analytics to uncover who is most likely to buy, and focus resources on those targets.
Table of Contents
Big Data Can Improve the Predictive Power of Leads
- Create a Predictive Model Instead of Modifying Traditional Models
- Prioritize Leads to Increase Close Rates and Shorten Sales Cycles
- Use Predictive Analytics at Multiple Points in the Sales Funnel
Optimize Segmentation, Messaging and Content Based on Predictive Factors
How to Overcome Likely Resistance to Changes
- Big Data Can Improve the Predictive Power of Leads
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