Industrial Marketing Today
MAY 11, 2010
The top findings I got out of the release were: 47% of the sales professionals reported a slight increase in the size of their B2B pipelines this year as compared to last year. However, the sales cycles have also become longer, making it much harder to close deals. Company news and industry SIC codes tied for third.
ViewPoint
JULY 16, 2013
Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. We define the attributes of a truly qualified lead as: SIC or NAICS code. Another benefit of outbound marketing prospect development is reaching prospects earlier in the sales cycle.
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Biznology
AUGUST 26, 2013
SIC or NAICS. Revenue/sales. 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. Account name, address. Phone, fax, website.
ViewPoint
DECEMBER 16, 2010
Append data points like SIC code, revenue and employee size to contact records. Use outbound to uncover immediate sales opportunities and assure timely coverage. Use outbound for long sales cycles and high-investment solutions. Extend contact over several weeks and across multiple sales cycles.
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 first level targeting matrix is industry code (SIC or NAICS) and company size. Now that I’ve stated the obvious, I see both good and bad lead qualification processes in the market.
Biznology
AUGUST 19, 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. You have a good idea of who the best market segments are either due to customer profiling and/or input from product, marketing, and sales managers.
Industrial Marketing Today
OCTOBER 2, 2010
Go beyond the high-level demographics of SIC/NAICS codes and company size. WHEN : When on the sales cycle do you expect to engage with your prospects? And that begins with thinking like an investigative reporter by asking the 4Ws and the 1H questions. They are: WHO : Who are the intended recipients of your emails?
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