Increase Revenue, Decrease Costs - Download the Free eBook!

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For example, after sorting your customers into categories, you may find that most of them fall into three SICs and one revenue range. This model has increased individual campaign results at PointClear by up to 50 percent and simultaneously decreased costs by as much as 35 percent.

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For Higher B2B Sales Don’t Just Scrub Your Data

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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. This model has increased individual campaign results at PointClear by up to 50 percent and simultaneously decreased costs by as much as 35 percent.

SIC 120

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

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Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing.

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

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Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another. In my book, The Truth About Leads I suggest the following as criteria for a universal lead definition: Industry or SIC code.

SIC 156