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When You’re Focused on Upstream, What do You Measure?

Vision Edge Marketing

In several recent conversations about Marketing accountability, a question consistently surfaced about which metrics demonstrate Marketing’s value regarding strategy and upstream marketing? It’s a great question.

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Prospecting to IT Buyers: How Nine Data Vendors Stack Up

Biznology

We asked each participating vendor to report to us on the number of companies on their databases in ten industries, by SIC code. We also asked for the numbers of contacts with IT titles in a sampling of twenty firms in those SICs, ten large enterprises and ten small businesses. This is the same methodology we have used in past studies on prospecting data available to business marketers—although this was the first study we have done on a particular industry vertical.

Vendor 156
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Building Your B2B Marketing Database

Biznology

SIC or NAICS. Survey questions (e.g., Qualification questions (from lead qualification processes). Database marketing companies will sell you data elements that may be missing, most important among these being industry (in the form of SIC or NAICs codes), company size (revenue or number of employees, or both) and title or job function of contacts. Photo credit: Wikipedia. Your most important tool in B2B is, arguably, the marketing database.

Build 157
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Marketing-for-Leads Guide: Step 9 – Who are your best prospects?

Sales Lead Insights

While reviewing your existing customers, consider the following questions: What industries are they in? What is their Standard Industrial Classification (SIC) code? You also can educate yourself on a vertical market (i.e., However, be prepared to answer the question, “Who else in my industry have you served?&# If you don’t believe you can successfully sell into vertical markets, consider horizontal markets.

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Marketing-for-Leads Guide: Step 9 - Who are your best prospects?

Sales Lead Insights

While reviewing your existing customers, consider the following questions: What industries are they in? What is their Standard Industrial Classification (SIC) code? You also can educate yourself on a vertical market (i.e., However, be prepared to answer the question, “Who else in my industry have you served?&# If you don’t believe you can successfully sell into vertical markets, consider horizontal markets.

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B2B Market Segmentation – Part 2: How to Approach Segmentation

Everything Technology Marketing

The biggest segmentation error that people make is to start with the "who" or "what" and segmenting the market using criteria such as industry verticals, company size or geography and other dimensions because this data is easy to gather. One of the first questions that arises is how do I segment markets based on attributes I cannot easily observe from the outside? In part one of our segmentation series , we discussed the importance of and rationale behind market segmentation.

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How to select the perfect B2B data vendor

Biznology

This list will help you ask the right questions of vendor candidates, to make sure they can meet your needs. For example, the vendor may be able to deliver 100% of the URLs or SICs for a list of companies, and over 90% of the phone numbers you need for consumer contacts. Many vendors will offer only generic answers to the data sourcing question—saying their sources are a trade secret. Vertical/category expertise.

Vendor 118