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ViewPoint
MAY 13, 2016
The options—which encompass very different lead definitions—were to focus on: 200,000 contacts (name and title) in the right vertical—but with no email addresses. 100,000 companies with up to three executive contacts—but with no email addresses. 100,000 companies with up to three executive contacts—but with no email addresses.
ViewPoint
FEBRUARY 16, 2016
For example, if a prospect tells you that they are concerned about confidential business information falling into the wrong hands, you can quickly calculate that person’s need for counter cyber defense technology. When the sales reps make initial contact, they should be ready with a prepared consultation with detailed talking points.
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ViewPoint
AUGUST 25, 2016
As part of the process to develop leads into prospects, this group of prospect developers has the responsibility to document a complete contact history, develop a company profile, and gather information about the budget, decision timeline, individuals involved, events or other factors driving the decision, pain points, hot buttons and competition.
ViewPoint
SEPTEMBER 9, 2016
If cold calling and proactively targeting ideal profile prospects is truly dead, then why are my clients having so much success creating NEW opportunities and CLOSING new deals from their personal prospecting efforts? Every bad, ill-targeted attempt to contact me tarnishes that brand in my mind. Read more here: Is Cold Calling Dead?
ViewPoint
DECEMBER 17, 2013
Biographies of company contacts (OneSource). Links to LinkedIn profiles of company managers (Stirista). Tech purchase likelihood scores from Harte-Hanks, built from internal models and appended to enhance the profile of each account. the HIMMS Media Group, and the Business Information Industry Association.
ViewPoint
SEPTEMBER 29, 2016
When evaluating the value of your database(s), is there a better, more effective alternative to either contacting all prospects in the databases or throwing them all out and starting over? In addition, prospect databases usually lack critical opportunity information including the following: Current "pain" or challenges at the company.
ViewPoint
MARCH 31, 2011
This chart is accompanied by the following observation: “On average, Sales Reps report that only 31% of all leads generated fit their Ideal Customer Profile (ICP). Note the following question and responses: What Percentage of Marketing-Generated Leads do you Feel Fit your Sweet Spot?
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