ViewPoint

MAY 13, 2016

A couple of years ago I wrote a blog for Salesforce.com about lead definition. Sales reps did not know how to prospect for new business so the 20,000 “leads” were ignored and wasted. In my book, The Truth About Leads I suggest the following as criteria for a universal lead definition: Industry or SIC code. Define what a lead is.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

Zoominfo

NOVEMBER 5, 2020

Record Completeness: EverString is able to generate nearly 100% fill rates on core firmographic fields such as employee count, revenue, industry and other industry classifications such as NAICs and SIC codes. The completeness of their records ensures a positive result when a matching record is found.

Zoominfo 246

Zoominfo Enterprise Management Work Management Marketing Management 246

Zoominfo

NOVEMBER 5, 2020

Record Completeness: EverString is able to generate nearly 100% fill rates on core firmographic fields such as employee count, revenue, industry and other industry classifications such as NAICs and SIC codes. The completeness of their records ensures a positive result when a matching record is found.

Zoominfo 130

Zoominfo Enterprise Management Work Management Marketing Management 130

Online Marketing Institute

JULY 31, 2009

I worry that this tool only ends up helping sales pick out cold calls to make, and is not used by marketers enough to segment, collect, and improve their prospecting databases. Synchronizing prospect and opportunity databases is key. The technology appears useful at both ends of this spectrum. Feel free to chime in if I did.

Enterprise Management 40

Enterprise Management Work Management DemandBase Marketing Management 40