The New CIENCE: Boosting Your Pipeline Growth

Happy New Year! An exciting new year is here, and it brings along a fresh set of challenges and opportunities for B2B sales and marketing leaders. But one crucial factor remains the same: the importance of growing a sales pipeline.

According to a Gartner report, 72% of chief sales officers (CSOs) said improving pipeline creation remains a yearly top priority. Also, 70% of CSOs are considering investments in the sales development function to generate pipeline at a faster pace.

“How are you getting in front of potential buyers to build pipeline today?” is one of the questions CIENCE sales development representatives (SDRs) use in their daily touch points. The very same question has pushed us to move beyond the confines of what is traditionally considered cold outbound.?

The good news is CIENCE is no longer just an outbound lead generation company. The new CIENCE in 2023 aims to become an all-in-one partner for B2B companies, delivering a comprehensive, modular combo of tech and people, unlike any other pipeline-generating solutions available today. Welcome to the new CIENCE experience:?

Our New Take on Lead Prioritizing?

CIENCE has designed an internal methodology to prioritize leads from different sources (or lead buckets, as we call them). This way, it is easier to define which in-market prospects are more ready to close a deal. These lead buckets are:

1. Inbound-led outbound?

This first group checks almost every box of your ICP. These people are curious or slightly familiar with your brand, as they are already visiting your website, landing pages, and other inbound content you provide.

2. Intent-led outbound?

Such leads can be defined as possible buyers that still need to become familiar with your company. However, their web journeys and content consumed show the topics they are interested in (intent data signals) might match your solution.

3. List-led outbound?

B2B contact records are collected and sold by many data providers out there. These leads need to be contacted through cold, multichannel interactions, and the probability that they are actively looking for your product/service is a random chance

The New Phases of CIENCE

Generating a consistent flow of valuable prospects required us to break down the crucial stages in the B2B lead generation process and create specific tools that adjust to each step. That's why the CIENCE GO Platform was born, to help our clients successfully manage the five essential phases of B2B pipeline growth.

Phase I: Start with data.

CIENCE GO Data is our holistic sales intelligence platform. We collected, validated, and filtered over 300 million prospect records from all major B2B industries. GO Data is meant to match your preconfigured ICP criteria so you may fill your pipelines with only the most qualified leads.

Phase II: Monitor intent by topics.

CIENCE GO Intent can track down billions of intent data signals from our GO Data records. This means you can identify what topics, keywords, and content styles are leveraged by your desired in-market leads and use these insights to craft the content your target audience craves.

Phase III: Launch targeted ads.?

CIENCE GO Digital is our programmatic advertising powerhouse. It allows you to distribute personalized display, video, or audio ads to prospects who have expressed interest in services comparable to what you offer through their intent signals.

Phase IV: Immediately serve inbound interest.

Through highly appealing inbound and outbound reach-out efforts, your team is able to lure precious prospects to your website. Now it's time to process visitors' data and engage them as effectively as possible. This is how:

• CIENCE GO Chat is our always-on, agent-enabled AI chatbot that promotes sales-focused conversations with users and allows prospects to book meetings with SDRs.
• CIENCE GO Show is our visual ID system that helps identify anonymous website traffic. The GO Show software recognizes companies, departments, seniority levels, and even individual contact details of web visitors.
• CIENCE GO Flow is our data ingestion engine for sophisticated, data-powered sales and marketing teams. The GO Flow streamer can deliver data batches to multiple destinations by setting up pre-established rules in the platform.
• CIENCE GO Schedule is our smart booking software that coordinates the team’s and lead’s existing calendars so meetings can be scheduled in a clean and straightforward way.

Phase V: Conduct outbound follow-up to all leads.

Sales conversations start here. CIENCE also assembles and deploys specialized, trained teams that maximize pipeline-building results. We include sales dev specialists in each stage of the buyer's journey to reduce no-shows to the bare minimum.

The new CIENCE experience is already becoming a game changer for companies that want to take their pipeline flow to the next level. If you aim to start 2023 on the right B2B foot, schedule a demo with us so we can walk you through the whole process.?

Before You Go

Check out our favorite content this week to get your sales and marketing juices flowing:?

Blog of the Week

The New CIENCE Experience: Taking Pipeline Lead Prioritization to the Next Level

If you want to discover more about the new CIENCE experience, this article will walk you through how the pipeline growth phases match our GO Data tools. Unleash the power of a holistic B2B lead generation.

Podcast of the Week

Enterprise Sales Development with Alex Roy

In this episode of the Enterprise Sales Development podcast, we speak with Alex Roy, senior manager of sales development at Drift, a Conversation Cloud company that helps businesses personalize experiences that lead to a more quality pipeline, revenue, and lifelong customers.

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