Sales Marker
Powering Sales Success with Intent-Based Strategies

We are witnessing a new era in B2B sales where the buyer’s journey unfolds with growing unpredictability at every stage. Successful sellers are those who embrace and adapt to this evolving landscape. They are leveraging ‘intent data’ to decode the interests and intentions of buyers and engage with organizations actively seeking specific services. By harnessing this data, sales professionals gain the power to craft strategic approaches and seamlessly convert leads into loyal customers.

Sales Marker—a pioneer in intent-based sales solutions—emerges as a valuable ally for businesses aiming to achieve unparalleled sales excellence.

Through its cutting-edge platforms, Sales Marker and Sales Marker Lead, the company equips organizations with the ability to collect, organize and leverage intent data for successful sales enablement. These tools enable sales and marketing professionals to precisely target the prospect’s requirements and pursue leads with a highly personalized approach.

“Every B2B company can use our platform to analyze and address their potential clients’ challenges, creating meaningful connections within the business landscape,” says Ukyo Ogasawara, CEO of Sales Marker.

Precision that Leads to Remarkable Results

Sales Marker is making significant waves in the Japanese market, which has long been dominated by conventional sales methods centered around cold-calling. This outdated approach has struggled to yield substantial results, primarily because organizations lack valuable insights into clients' unique needs and preferences.
Sales Marker answers these challenges with its sales intelligence platforms, designed specifically for marketers and salespeople.

Sales Marker Lead helps marketers identify leads by narrowing them down to companies with higher conversion potential, refining their strategies and engaging with potential clients more effectively in the competitive market. Consider an HR services company looking for clients. With Sales Marker Lead, the marketers can place ads aimed at specific companies or a broad range of prospects looking for HR-related services. Utilizing its intent ads features, Sales Marker directs these ads to prospect companies based on their web activities. By optimizing creatives according to the target’s needs, it maximizes persuasive effectiveness.

The software essentially lays the groundwork for Sales Marker, which aids sales professionals in reaching out to the leads. They can choose specific keywords used by leads during search to trigger alerts, referred to as 'sales signal'.

These keywords fall into three categories; those associated with the problem the HR company can solve, those addressing the solution provided by the HR company, and those linked to competitors offering similar services.

These keywords provide insight into the lead's business stage, their issues and needs, and where they are in the buyer's journey.

Sales professionals can see the searched words, and when they are ready to engage with the lead, they can use Sales Marker to obtain the prospective buyer's name, department and contact information. This eliminates the inefficiency of calling a general phone number that might not lead to a response.

Collectively, Sales Marker’s tools facilitate streamlined and efficient sales processes, offering a level of precision hard to obtain through conventional methods. The results for clients are remarkable, in a fraction of the budget compared to broad-scale advertising efforts.

“We can be the underlying ecosystem for the entire sales and marketing process for companies of all sizes,” says Shin Chen, CTO of Sales Marker.

Showcasing the effectiveness of Sales Marker’s approach is a collaboration with KYC Consulting Co., a RegTech startup. The client identified a product-market fit and sought to enhance its outbound sales strategy. In its attempt to compile the leads, the overwhelming demand for services made prioritization and volume management challenging.

KYC soon discovered Sales Marker, drawn in by its 'interest level' metric. By harnessing intent data, Sales Marker excels in pinpointing leads expressing interest in specific topics. This allowed it to prioritize leads based on the varying degrees of their interest levels. Sales Marker’s database of 5 million corporate entities aided in organizing and expanding KYC’s customer data with parameters like company size, sales volume and founding period, giving valuable insights into the ideal customer.

After incorporating Sales Marker into its workflow, KYC witnessed a remarkable 50-fold surge in service inquiries through its website, with triple the number of business negotiations. Using Sales Marker’s AI-operated outbound sales method, known as the intent form, KYC carefully curated a list of companies likely to respond positively. It then distributed forms to each company on the list, resulting in a two percent conversion rate that led to site visits, material requests and business negotiation applications.

The Blueprint of Success

Before clients engage with leads, Sales Marker employs a thorough onboarding process that establishes a clear-cut strategy. During this journey, its sales specialists, intent sales consultants, closely guide clients to optimize the outcomes.

The initial step is the Value Proposition Identification (VPI) process. It assists clients in defining their ideal customer profile and unique value proposition, along with understanding the characteristics of existing customers, like company size, revenue range and industry. These details become filters in the Sales Marker software to identify potential customers.

The client then defines the keywords to map the buyer's journey. This involves understanding why a company might seek a particular service and identifying relevant keywords at different stages of their decision-making process.

For example, if a company recently hired more employees, they may seek a way to effectively manage their back office. This leads them to explore topics such as employee management and strategies for employee satisfaction. Further probing reveals the root cause of hiring—whether it's spurred by revenue growth, the desire to launch new services or securing funding. Understanding these details helps sales professionals tailor an outreach strategy that precisely targets the buyer's pain points.

The Next Frontier in Sales Workflows

Sales Marker is constantly on the lookout for new technologies and features to integrate into the Sales Marker suite. Recognizing the time constraints faced by clients, it has introduced an innovative feature into its software.

The key metric, called 'signal score', is calculated for each target company. When the score crosses a threshold, the tool triggers automated actions like emailing. The feature helps streamline workflows by automating responses to realtime events, such as a lead securing substantial funding, undergoing expansion or appointing new executives.
For example, a sales lead in a change management agency can schedule an automated email when a target company announces a major development or organizational change. The AI-driven software translates these events into actionable steps. Whether sending targeted emails, scheduling appointments or launching strategic advertisements, sales and marketing professionals wield the power to impactfully engage with leads and tailor their responses based on the news.

Sales Marker continually evolves its products with the aim of improving client outcomes. Recognizing that intentbased sales hinges on the expertise of sales professionals to strategize optimal approaches to prospects, the company introduced ‘AI Sales.’

AI Sales is a proactive prospect detection and targeting system that empowers every sales professional across the board to perform on par with the top sales professionals. Using intent data analysis, it pinpoints high-conversion prospects within target companies. It then leverages the software’s data to craft tailored messages and perform impactful outreach. By facilitating precise targeting and timely, effective approaches, it comes to great aid for sales professionals facing quotas and business leaders dealing with staff shortages hindering company growth.

With its expansive features, Sales Marker aims to become the go-to strategic partner for marketers and salespeople in the B2B environment. By leveraging the power of intent data, it will continue to seize the decisive moments that spell the difference between success and missed opportunities in the fast-paced world of sales.