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5 do’s & don’ts of B2B lead qualification

Biznology

The more you demonstrate your knowledge about their company and industry, the more you will open them up to answer the qualification questions. There is no question that a speedy follow-up converts more inquiries to leads and sales. The first level targeting matrix is industry code (SIC or NAICS) and company size. Telemarketing is an expensive touch, and should be focused on those individuals who fit the best prospect profile – another reason to do up front research.

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5 B2B data trends

Biznology

Take marketing for example; it is common to find lead generation, outbound telemarketing, trade show, and inbound lists all in separate software systems. Once the internal data is merged and CASS certified, it then is frequently sent out to data compilers for enhancement with such data elements as the SIC and/or NAICS code, firm size by employees and revenue, plus other key descriptive elements. The new world of B2B data!

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5 Best practices of trade show lead qualification

Biznology

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. Better yet, I’ll be able to answer that dreaded CFO question – “so what did we get for all that money we spent at that (insert name of trade show) trade show?”. So the question becomes how to sort out the best potential leads from the rest before initiating an expensive and time consuming lead qualification process?

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6 Content Marketing Tips That Drives Leads

Marketing Insider Group

Stay away from arbitrary boundaries like SIC codes and Revenue range or employee size. The biggest question I hear on Content Marketing is usually around how to create content on a small budget.

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Demandbase: A New Twist In The Lead Management Automation Market

delicious b2bmarketing

"Outbound" Marketing is the set of traditional direct marketing tactics including using targeted lists for telemarketing, direct mail and email marketing. When you are ready to start researching something before making a purchase, you read a blog, you search Google, you ask friends for recommendations, you post questions in forums, etc.