Biznology

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What’s the missing link in personalized content marketing?

Biznology

What’s more important is that you observe the present and figure out how your company can take advantage of what is possible. I can’t tell you how many companies have no idea what content to serve, even if they know who the visitor is. For B2B companies, this is critical, because most go to market by industry.

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How do you automate tagging your web content with industries?

Biznology

If you are a B2B company, you likely go to market by industry. Most companies tag manually–asking their content authors to correctly identify the industry pertaining to each web page. So, you might have products that are bought by several industries, but maybe they do different things with your product in different industries.

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Prospecting to IT Buyers: How Nine Data Vendors Stack Up

Biznology

We asked twenty companies who supply prospecting data to business marketers to share with us statistics about the quantity and quality of the data they have on IT buyers in the U.S. We asked each participating vendor to report to us on the number of companies on their databases in ten industries, by SIC code.

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Building Your B2B Marketing Database

Biznology

B2B databases carry data at three levels: the enterprise or parent company; the site, or location, of offices, plants, and warehouses; and the multitude of individual contacts within the company. Parent company/enterprise link. SIC or NAICS. Year the company was started. Account name, address. Phone, fax, website.

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5 do’s & don’ts of B2B lead qualification

Biznology

As an information junkie, I sign up for many webinars and download white papers on topics of interest, and subsequently am called by the sponsoring company to qualify me. Only on about 2 out of 10 lead qualification calls I receive does the caller know anything about my company. Do: know who you’re qualifying. Don’t: spin your wheels.

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4 Elements that drive B2B direct marketing results

Biznology

Over the past few months, I have gotten a number of calls from individuals who are seeking new sales leads for their company. First, start with companies by industry (4-digit SIC or 6-digit NAICS code) and number of employees by standard ranges (i.e. Do You Know the Basics? Targeting and List Selection – 50-70% of success.

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5 Best practices of trade show lead qualification

Biznology

Recent studies by a number of firms, including Exhibit Surveys and Center for Exhibition Industry Research (CEIR), identify lead generation at 80-85% as the reason that companies exhibit at trade shows. The first level targeting matrix is usually industry code (SIC or NAICS) and company size. We all know this!