ViewPoint

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Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples

ViewPoint

The client provided us with a purchased list comprised of target companies, and data points included the presence of the required CRM, the number of seats, as well as each company’s revenue, employee count and SIC code. We quickly found that the provided data on the CRM in use was incorrect.

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #2 Should Marketing and Sales Agree on the Definition of a Lead?

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The ten attributes of a well-qualified lead are: Targeted SIC or NAICS code. While the book is over five years old, it ties right into the hottest marketing trend - Account-based Marketing or ABM (if you want to read more about ABM, check out this 142 page resource from Engagio – it is excellent.) Decision makers and influencers identified.

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What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

ViewPoint

In my book, The Truth About Leads I suggest the following as criteria for a universal lead definition: Industry or SIC code. Setting and using this definition brought a 375% increase in sales-ready leads without an increase in spending.”. Firmographics (revenue, # of employees, # of locations). Documentation of environment.

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Lead Generation Best Practices: Summarizing the 7-Part Series

ViewPoint

Append data points like SIC code, revenue and employee size to contact records. Ideally ten criteria including the traditional BANT subset will be addressed. Consider SiriusDecisions’ lead categories of MQLs, SALs and SQLs. Part 2: Segment & Test Your Market. Segment your market database into testable sample cells.

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Successful Lead Generation - One Size Does Not Fit All

ViewPoint

We define the attributes of a truly qualified lead as: SIC or NAICS code. Of these two examples of qualified leads, which one will your company be able to more quickly and efficiently convert to a customer? Firmographics (revenue, #employees, # of locations). Decision makers and influencers identified. Environment documented.

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Increase Revenue, Decrease Costs - Download the Free eBook!

ViewPoint

For example, after sorting your customers into categories, you may find that most of them fall into three SICs and one revenue range. Next, extract contacts from your marketing database with the matching three SICs into separate test groups in addition to one or two other groups that seem like they should perform well.

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For Higher B2B Sales Don’t Just Scrub Your Data

ViewPoint

For example, after sorting your customers into categories, you may find that most of them fall into three SICs and one revenue range. Next, extract contacts from your marketing database with the matching three SICs into separate test groups in addition to one or two other groups that seem like they should perform well.

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