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Fear of regret, which drives individual decisions, gives way to fear of blame: a decision which is easy to defend, or one which delivers small but quantifiable incrementable [sic] improvements, will be preferred to one which overall is better for the health of the organization." MORE
But, when you purchase lists, you want to find a vendor who looks beyond SIC codes and can create lists by keyword; the results will be more targeted to what you’re looking for.”. Tweet The week before Labor Day, hundreds of marketers descended upon Orlando, Fla., for MarketingSherpa’s B2B Summit 2012. Joining them were Pamela Tinsen and Warren Staley, who shared their expertise during free one-to-one coaching clinics: Tinsen is a coach for MECLABS. MORE
The first level targeting matrix is industry code (SIC or NAICS) and company size. 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. Now that I’ve stated the obvious, I see both good and bad lead qualification processes in the market. MORE
Factors like company industry (SIC) and size may not be sufficient to determine a lead’s true potential. by Jesse Noyes | Tweet this Today’s guest post comes courtesy of Randy Ilas, Vice President of Product Development & Marketing at Harte-Hanks, an Eloqua partner. Randy is experienced in developing insight-driven demand generation programs for the b2b technology sector. MORE
Publishers who need the full URL to be passed will need to add a referer security header in order to continue doing so.Referer (sic) Security HeaderThe referer security [.]. Beginning in Chrome 85, Chrome will check if there’s a referrer security header. If none is present, Chrome will automatically default to a strict header. MORE
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. With today’s business instability and volatility, B2B marketers are well aware that business marketing data degrades quickly. MORE
In a public letter from the company’s COO and Chairman Emeritus , the executives said: “Your trust, loyalty and passion are what’s (sic) most important. By now you’ve probably read about a momentous recent decision, and the very public reversal of that decision, made by Maker’s Mark , a distiller of small batch bourbon based in Loretto, Kentucky. MORE
Industry/SIC. Industry/SIC: 1. Tweet The quality of your database represents the quality of your customer and prospect relationships. Here’s why: Effective marketing depends on relevant messaging, and relevant messaging depends on how well you know your customers. For instance, at best, your email will be tuned out, ignored or lost. And, at worst, you’ll be labeled a spammer if you: Use the wrong name in the salutation or send to someone who has left the company. MORE
Their initial target database was comprised of 2000 product driven companies across 20 unique SIC codes. For example, they learned that 4 SIC codes comprised their sweet spot not 20. Their initial target database was comprised of 2000 product driven companies across 20 unique SIC codes. MORE
Hunters who sic Dogreach on prospects are left wagging their tails. Modern sales is noisy. You spend all your time researching and reaching out to the perfect prospects only to have your emails and calls join countless others in a sea of sales communications washing over potential buyers. Simply put—it’s ruff. You may be confident you’re not barking up the wrong tree but that doesn’t matter if you don’t break through the noise. And that’s getting harder and harder to do. MORE
Data Management Data.com Replacement alternatives to Data.com b2b data D-U-N-S number data gaps Data.com Data.com alternative Data.com end-of-life Data.com license expiration Data.com migration Data.com renewals data.com replacement Data.com retirement Data.com retiring Data.com transition industry classifications insideview NAICS codes replacing Data.com Sales Data Salesforce salesforce.com SIC CodesData.com renewals officially ended on July 31. Surprised? Hopefully not. MORE
The client provided us with a purchased list comprised of target companies, and data points included the presence of the required CRM, the number of seats, as well as each company’s revenue, employee count and SIC code. In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. MORE
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. Company counts by SIC varied widely among the vendors, reminding us that data providers may have their own proprietary systems for flagging a company by industry code. Photo credit: Wikipedia. MORE
Industry vertical, including common keywords that identify the companies and Standard Industrial Classification (SIC) and North American Industrial Classification (NAICS). Find out if they can create lists by both keyword and SIC code, and if they can identify contacts who have purchased products or services that are similar to yours. Tweet Editor’s Note: Buy, build or both? This is the eternal quandary for many marketers and salespeople looking for a reliable list to contact. MORE
She could have cut the paragraphs that begin with, “Pam, It (sic) was a really great article” and “Now I’m sure.”. How much time do you spend on emails every week? If you’re average, it’s about 28% of your time ‒ almost one and a half days out of every week. So … how much of that time do you think is wasted? It might be a tough thing to consider, but, by some estimates, six percent of our total working time is wasted , simply because we have to wade through murky writing. MORE
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! In the last 10-15 years, we have seen an explosion in B2B data world not only in the amount and availability of data, but the usages as well. MORE
Well, that won’t help, because you need to follow a standard for your coding that matches the standard that the Visitor ID technologies use, which is usually the ancient Standard Industry Classification (SIC) (last updated in 1987) or North American Industrial Classification Systems (NAICS). If you are a B2B company, you likely go to market by industry. MORE
Which one your reader sees depends on the company’s SIC code. Personalisation isn’t all-or-nothing. Between mass appeal and one-to-one customisation, there’s a profitable middle way. To personalise or not? No question: for almost all one-to-one communication, you should personalise. But there are differences in degree. Imagine the resources involved in reaching these levels of personalisation: Turning Dear Sir into Dear Mr Smith. Starting a letter to Robert with Hi, Bob! MORE
Behavioral lists are based on verbs in addition to SIC codes (for example – “grew by 15% or more”, “merged”, “moved”, etc). Ask before telling and learn before selling. Michael Brown is our “Business to Business By Phone Expert”. When it comes to using the phone to generate, nurture and qualify leads, there’s nobody better than Michael. With all the developments lately in B2B marketing, telemarketing still has a prominent position and I want to highlight that. MORE
Flood a certain ZIP or SIC code with a cleverly designed message. Tweet Editor’s Note: Buy, build or both? This is the eternal quandary for many marketers and salespeople looking for a reliable list to contact. We’ve asked Andrea Johnson, Senior Editorial Analyst, MECLABS, to cover both sides of this debate. Today, she explores the downsides of list buying. It’s the start of a three-part series. MORE
The Kickfire’s API has expanded to include Trade Name & expands to include the descriptions from Standard Industrial Classification (SIC) & the North American Industry Classification System (NAICS). NAICS & SIC codes help marketing initiatives in the following ways: Industry Targeting : The most obvious use of NAICS & SIC is that they allow niche-specific targeting by permitting the marketers to make industry-specific marketing campaigns. MORE
We have InsideView Unique Identifiers that can replace D-U-N-S numbers, NAICS codes, SIC codes, and other industry classifications. . Data.com renewals officially ended on July 31. Surprised? Hopefully not. We’ve been talking about Data.com’s retirement for months, encouraging you to prepare for your transition to a Data.com alternative. . Now Salesforce is advising you to get ready, as well, in this recent article on how to Prepare your org for Data.com license expiration. MORE
He writes: I took some of the papers, and, making short hints of the sentiment in each sentence, laid them by a few days, and then, without looking at the book, try’d to compleat [sic] the papers again, by expressing each hinted sentiment at length, and as fully as it had been expressed before, in any suitable words that should come to hand. As content strategists, we spend a lot of time talking to business people about the importance of storytelling to their business. MORE
Because things like SIC and NAICS codes were not actually built for the purposes they are being used for today. That is what enables it to find algorithmically similar organizations, not based on the way others already recognize them (SIC, NAICS), but moreso on ways that the system has already learned to recognize the best lookalikes. Advertisement. Wait, what B2B marketing crisis? MORE
SIC or NAICS. 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. MORE
For example, after sorting your customers into categories, you may find that most of them fall into three SICs and one revenue range. B2B marketers are certainly aware that business marketing data degrades quickly. Most know that there is no such thing as a “good list”. MORE
Over at the IDC Technology Marketing Blog , analyst Sam Melnick posted an article recently with the intriguing title: “Are Ad Agencies Keeping Pace with the Marketing’s (sic) Massive Digital Uptake? Hint: Maybe Not)”. Melnick posits his question largely on the basis of IDC research that shows the rate of growth in digital marketing spend amongst technology companies significantly outpacing the equivalent growth of digital marketing as a percentage of agency revenue. MORE
When you research business lists for direct mail or email, you usually start with the SIC code. SIC, which stands for Standard Industrial Classification, is the universal coding structure for all businesses and organizations in the United States. (A The post List Research: Using SIC codes to find business lists appeared first on McCarthy and King Marketing. Exhibit 1. MORE
1] As an Example [sic.], I get this question a lot. Every time I answer it, I glean new insights about how to use it in content strategy. After answering it about a hundred times, I think it deserves a blog post all its own. MORE
The most reliable way to identify a company is with SIC or NAICS codes. . SIC stands for Standard Industrial Classification , which are four digit codes that are used by the US government to identify the primary business of the establishment. Companies in the same industry are assigned the same number or SIC code. For example, General Motors, Ford Motor Corporation, Honda, and Toyota were all given the SIC code of 3711. MORE
Smarter is to see what your Visitor ID system can do–they typically match to NAICS code (or its predecessor SIC), so why aren’t you categorizing your content around what you can learn about the visitor? MORE
The marketing team at Choozle used historical data and consistent optimizations to test and find success with retargeting, contextual keyword, and custom Standard Industrial Classification (SIC) Code audiences. MORE
Starting with the headline: “Your buyer has changed more than any time in history (sic),” almost 70 percent of the entire email is given up to making a business case for why I should care about ABM. To be successful in driving engagement from business buyers, it’s not enough that marketing content simply be relevant to the individual reader. MORE
You can use the SIC database to determine the total number of mid-market companies who meet these criteria, and data for the average run rate for this type of widget. 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. MORE
If you’re crunching the same data everyone else uses for targeting like SIC codes, industry, headcount, titles – you’re going to get the same results. How much is that Customer Data Platform in the window? . It’s been a rough year for martech firm Radius Intelligence. Last year, three months after the customer data platform company announcing a merger with competitor Leadspace , the deal was canceled without fanfare. Not long afterwards, they fired their CEO. MORE
you've opened one session then another and requested a page meant for a different session, you are so stupid you dont even know how you did it!" ( SIC: full comment here ). Lunatic bloggers can have the blog sphere all to themselves as our people are far too busy driving down the cost of air travel [SIC].". MORE
Create profiles for each and populate them with: Their SIC (Standard Industrial Classification) and/or NAICS (North American Industrial Classification) codes. Tweet Joe is newly single. He met his last girlfriend on an online dating site. So, he resurrected his ad, and the new quest began. Except it was so much harder! He had plenty of dates; he just couldn’t quite connect with anyone. They were nice enough and pretty enough, but there was no chemistry. MORE
Thank you to everyone who did a great story [sic] with keeping our stories SEO strong with the * Robin Williams dead at 63 * header for the first 24 hours. When it comes to dominating search, especially when it comes to blogging and publishing, you need to always write your headlines and copy first for Google , then for people. MORE
SIC Related Topics 
Direct Response Coach
JUNE 21, 2015
When you research business lists for direct mail or email, you usually start with the SIC code. SIC, which stands for Standard Industrial Classification, is the universal coding structure for all businesses and organizations in the United States. (A The post List Research: Using SIC codes to find business lists appeared first on McCarthy and King Marketing. Exhibit 1.
Leadspace
JULY 7, 2019
The most reliable way to identify a company is with SIC or NAICS codes. . SIC stands for Standard Industrial Classification , which are four digit codes that are used by the US government to identify the primary business of the establishment. Companies in the same industry are assigned the same number or SIC code. For example, General Motors, Ford Motor Corporation, Honda, and Toyota were all given the SIC code of 3711.
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Biznology
OCTOBER 4, 2018
Smarter is to see what your Visitor ID system can do–they typically match to NAICS code (or its predecessor SIC), so why aren’t you categorizing your content around what you can learn about the visitor?
InsideView
SEPTEMBER 3, 2019
Data Management Data.com Replacement alternatives to Data.com b2b data D-U-N-S number data gaps Data.com Data.com alternative Data.com end-of-life Data.com license expiration Data.com migration Data.com renewals data.com replacement Data.com retirement Data.com retiring Data.com transition industry classifications insideview NAICS codes replacing Data.com Sales Data Salesforce salesforce.com SIC CodesData.com renewals officially ended on July 31. Surprised? Hopefully not.
PPCRAO.in
AUGUST 3, 2020
Publishers who need the full URL to be passed will need to add a referer security header in order to continue doing so.Referer (sic) Security HeaderThe referer security [.]. Beginning in Chrome 85, Chrome will check if there’s a referrer security header. If none is present, Chrome will automatically default to a strict header.
Biznology
JULY 30, 2012
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. Company counts by SIC varied widely among the vendors, reminding us that data providers may have their own proprietary systems for flagging a company by industry code. Photo credit: Wikipedia.
|
Choozle
NOVEMBER 12, 2018
The marketing team at Choozle used historical data and consistent optimizations to test and find success with retargeting, contextual keyword, and custom Standard Industrial Classification (SIC) Code audiences.
Pointclear
SEPTEMBER 4, 2018
For example, after sorting your customers into categories, you may find that most of them fall into three SICs and one revenue range. B2B marketers are certainly aware that business marketing data degrades quickly. Most know that there is no such thing as a “good list”.
The Point
MARCH 22, 2017
Starting with the headline: “Your buyer has changed more than any time in history (sic),” almost 70 percent of the entire email is given up to making a business case for why I should care about ABM. To be successful in driving engagement from business buyers, it’s not enough that marketing content simply be relevant to the individual reader.
Tomorrow People
SEPTEMBER 13, 2012
you've opened one session then another and requested a page meant for a different session, you are so stupid you dont even know how you did it!" ( SIC: full comment here ). Lunatic bloggers can have the blog sphere all to themselves as our people are far too busy driving down the cost of air travel [SIC].".
B2B Lead Generation
OCTOBER 21, 2013
Industry/SIC. Industry/SIC: 1. Tweet The quality of your database represents the quality of your customer and prospect relationships. Here’s why: Effective marketing depends on relevant messaging, and relevant messaging depends on how well you know your customers. For instance, at best, your email will be tuned out, ignored or lost. And, at worst, you’ll be labeled a spammer if you: Use the wrong name in the salutation or send to someone who has left the company.
|
B2B Marketing Directions
AUGUST 30, 2020
Fear of regret, which drives individual decisions, gives way to fear of blame: a decision which is easy to defend, or one which delivers small but quantifiable incrementable [sic] improvements, will be preferred to one which overall is better for the health of the organization."
Modern Marketing
NOVEMBER 17, 2014
Which one your reader sees depends on the company’s SIC code. Personalisation isn’t all-or-nothing. Between mass appeal and one-to-one customisation, there’s a profitable middle way. To personalise or not? No question: for almost all one-to-one communication, you should personalise. But there are differences in degree. Imagine the resources involved in reaching these levels of personalisation: Turning Dear Sir into Dear Mr Smith. Starting a letter to Robert with Hi, Bob!
Outreach
APRIL 1, 2019
Hunters who sic Dogreach on prospects are left wagging their tails. Modern sales is noisy. You spend all your time researching and reaching out to the perfect prospects only to have your emails and calls join countless others in a sea of sales communications washing over potential buyers. Simply put—it’s ruff. You may be confident you’re not barking up the wrong tree but that doesn’t matter if you don’t break through the noise. And that’s getting harder and harder to do.
Modern Marketing
SEPTEMBER 28, 2011
Factors like company industry (SIC) and size may not be sufficient to determine a lead’s true potential. by Jesse Noyes | Tweet this Today’s guest post comes courtesy of Randy Ilas, Vice President of Product Development & Marketing at Harte-Hanks, an Eloqua partner. Randy is experienced in developing insight-driven demand generation programs for the b2b technology sector.
Janice Bowen
SEPTEMBER 3, 2019
We have InsideView Unique Identifiers that can replace D-U-N-S numbers, NAICS codes, SIC codes, and other industry classifications. . Data.com renewals officially ended on July 31. Surprised? Hopefully not. We’ve been talking about Data.com’s retirement for months, encouraging you to prepare for your transition to a Data.com alternative. . Now Salesforce is advising you to get ready, as well, in this recent article on how to Prepare your org for Data.com license expiration.
Pointclear
DECEMBER 21, 2017
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. With today’s business instability and volatility, B2B marketers are well aware that business marketing data degrades quickly.
Biznology
AUGUST 26, 2013
SIC or NAICS. 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.
The Point
MARCH 6, 2013
In a public letter from the company’s COO and Chairman Emeritus , the executives said: “Your trust, loyalty and passion are what’s (sic) most important. By now you’ve probably read about a momentous recent decision, and the very public reversal of that decision, made by Maker’s Mark , a distiller of small batch bourbon based in Loretto, Kentucky.
Measure Up Marketing
FEBRUARY 25, 2020
You can use the SIC database to determine the total number of mid-market companies who meet these criteria, and data for the average run rate for this type of widget. 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.
B2B Lead Generation
SEPTEMBER 23, 2012
Industry vertical, including common keywords that identify the companies and Standard Industrial Classification (SIC) and North American Industrial Classification (NAICS). Find out if they can create lists by both keyword and SIC code, and if they can identify contacts who have purchased products or services that are similar to yours. Tweet Editor’s Note: Buy, build or both? This is the eternal quandary for many marketers and salespeople looking for a reliable list to contact.
Biznology
MAY 31, 2018
Well, that won’t help, because you need to follow a standard for your coding that matches the standard that the Visitor ID technologies use, which is usually the ancient Standard Industry Classification (SIC) (last updated in 1987) or North American Industrial Classification Systems (NAICS). If you are a B2B company, you likely go to market by industry.
Act-On
APRIL 19, 2017
She could have cut the paragraphs that begin with, “Pam, It (sic) was a really great article” and “Now I’m sure.”. How much time do you spend on emails every week? If you’re average, it’s about 28% of your time ‒ almost one and a half days out of every week. So … how much of that time do you think is wasted? It might be a tough thing to consider, but, by some estimates, six percent of our total working time is wasted , simply because we have to wade through murky writing.
The Point
MAY 30, 2014
Over at the IDC Technology Marketing Blog , analyst Sam Melnick posted an article recently with the intriguing title: “Are Ad Agencies Keeping Pace with the Marketing’s (sic) Massive Digital Uptake? Hint: Maybe Not)”. Melnick posits his question largely on the basis of IDC research that shows the rate of growth in digital marketing spend amongst technology companies significantly outpacing the equivalent growth of digital marketing as a percentage of agency revenue.
LeadCrunch
SEPTEMBER 12, 2019
If you’re crunching the same data everyone else uses for targeting like SIC codes, industry, headcount, titles – you’re going to get the same results. How much is that Customer Data Platform in the window? . It’s been a rough year for martech firm Radius Intelligence. Last year, three months after the customer data platform company announcing a merger with competitor Leadspace , the deal was canceled without fanfare. Not long afterwards, they fired their CEO.
Sales Lead Insights
JULY 26, 2011
Behavioral lists are based on verbs in addition to SIC codes (for example – “grew by 15% or more”, “merged”, “moved”, etc). Ask before telling and learn before selling. Michael Brown is our “Business to Business By Phone Expert”. When it comes to using the phone to generate, nurture and qualify leads, there’s nobody better than Michael. With all the developments lately in B2B marketing, telemarketing still has a prominent position and I want to highlight that.
B2B Lead Generation
OCTOBER 21, 2012
Create profiles for each and populate them with: Their SIC (Standard Industrial Classification) and/or NAICS (North American Industrial Classification) codes. Tweet Joe is newly single. He met his last girlfriend on an online dating site. So, he resurrected his ad, and the new quest began. Except it was so much harder! He had plenty of dates; he just couldn’t quite connect with anyone. They were nice enough and pretty enough, but there was no chemistry.
LeadCrunch
OCTOBER 9, 2019
Because things like SIC and NAICS codes were not actually built for the purposes they are being used for today. That is what enables it to find algorithmically similar organizations, not based on the way others already recognize them (SIC, NAICS), but moreso on ways that the system has already learned to recognize the best lookalikes. Advertisement. Wait, what B2B marketing crisis?
B2B Lead Generation
SEPTEMBER 16, 2012
But, when you purchase lists, you want to find a vendor who looks beyond SIC codes and can create lists by keyword; the results will be more targeted to what you’re looking for.”. Tweet The week before Labor Day, hundreds of marketers descended upon Orlando, Fla., for MarketingSherpa’s B2B Summit 2012. Joining them were Pamela Tinsen and Warren Staley, who shared their expertise during free one-to-one coaching clinics: Tinsen is a coach for MECLABS.
Biznology
AUGUST 19, 2014
Thank you to everyone who did a great story [sic] with keeping our stories SEO strong with the * Robin Williams dead at 63 * header for the first 24 hours. When it comes to dominating search, especially when it comes to blogging and publishing, you need to always write your headlines and copy first for Google , then for people.
B2B Lead Generation
AUGUST 12, 2012
Flood a certain ZIP or SIC code with a cleverly designed message. Tweet Editor’s Note: Buy, build or both? This is the eternal quandary for many marketers and salespeople looking for a reliable list to contact. We’ve asked Andrea Johnson, Senior Editorial Analyst, MECLABS, to cover both sides of this debate. Today, she explores the downsides of list buying. It’s the start of a three-part series.
Biznology
AUGUST 31, 2018
1] As an Example [sic.], I get this question a lot. Every time I answer it, I glean new insights about how to use it in content strategy. After answering it about a hundred times, I think it deserves a blog post all its own.
Hubspot
JANUARY 31, 2018
He writes: I took some of the papers, and, making short hints of the sentiment in each sentence, laid them by a few days, and then, without looking at the book, try’d to compleat [sic] the papers again, by expressing each hinted sentiment at length, and as fully as it had been expressed before, in any suitable words that should come to hand. As content strategists, we spend a lot of time talking to business people about the importance of storytelling to their business.
Biznology
DECEMBER 7, 2015
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! In the last 10-15 years, we have seen an explosion in B2B data world not only in the amount and availability of data, but the usages as well.
B2B Lead Generation
JUNE 7, 2005
Their initial target database was comprised of 2000 product driven companies across 20 unique SIC codes. For example, they learned that 4 SIC codes comprised their sweet spot not 20. Their initial target database was comprised of 2000 product driven companies across 20 unique SIC codes.
Biznology
JULY 31, 2015
The first level targeting matrix is industry code (SIC or NAICS) and company size. 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. Now that I’ve stated the obvious, I see both good and bad lead qualification processes in the market.
Pointclear
FEBRUARY 7, 2012
The client provided us with a purchased list comprised of target companies, and data points included the presence of the required CRM, the number of seats, as well as each company’s revenue, employee count and SIC code. In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results.
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