Biznology

AUGUST 26, 2013

SIC or NAICS. Revenue/sales. Survey questions (e.g., Qualification questions (from lead qualification processes). Title, function, buying role, email, direct phone. Parent company/enterprise link. Year the company was started. Employee size. Credit score. Fiscal year. Purchase history. Purchase preferences.

De-duplication 80

De-duplication B2B Marketing SIC Planning 80

Biznology

JULY 31, 2015

Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. The more you demonstrate your knowledge about their company and industry, the more you will open them up to answer the qualification questions. Do your homework first! 2.

Lead Qualification 80

Lead Qualification Lead Ranking Sales Qualified Leads Lead Scoring 80

Biznology

AUGUST 19, 2015

Following my last blog on lead qualification, I received some great comments and several questions as to whether lead qualification differs for trade show leads. Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. Do Progressively Qualify.

Trade Show 80

Trade Show Lead Qualification Lead Ranking Sales Qualified Leads 80

Industrial Marketing Today

OCTOBER 2, 2010

And that begins with thinking like an investigative reporter by asking the 4Ws and the 1H questions. Go beyond the high-level demographics of SIC/NAICS codes and company size. Clearly define personas by addressing the WIIF (What’s in it for me) question for each stakeholder. Share your ideas here.

Email Marketing 60

Email Marketing Planning Web 2.0 BtoB 60

PureB2B

MAY 22, 2018

Don’t waste your sales team’s time by letting them ask the qualifying questions during their sales call. Include direct, relevant questions in your B2B lead generation form. A question such as “are you shopping around for a specific product/service or just looking for information?” Enter closed-loop reporting.

Sales Management 62

Sales Management Sales Qualified Leads Lead Scoring Lead Ranking 62

PureB2B

MAY 22, 2018

Don’t waste your sales team’s time by letting them ask the qualifying questions during their sales call. Include direct, relevant questions in your B2B lead generation form. A question such as “are you shopping around for a specific product/service or just looking for information?” Enter closed-loop reporting.

Sales Management 48

Sales Management Sales Qualified Leads Lead Scoring Lead Ranking 48