B2B telemarketing: An interview with Michael Brown

Sales Lead Insights

With all the developments lately in B2B marketing, telemarketing still has a prominent position and I want to highlight that. So I sat down with Michael and asked him what’s new in telemarketing. What’s the latest and greatest in the world of B2B telemarketing? Behavioral lists are based on verbs in addition to SIC codes (for example – “grew by 15% or more”, “merged”, “moved”, etc). B2B telemarketing Telemarketing

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

Biznology

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. Before launching a telemarketing lead qualification process, separate the best prospects from others.

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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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6 Content Marketing Tips That Drives Leads

Marketing Insider Group

Stay away from arbitrary boundaries like SIC codes and Revenue range or employee size.

5 Best practices of trade show lead qualification

Biznology

The first level targeting matrix is usually industry code (SIC or NAICS) and company size. The subsequent telemarketing or follow-up lead qualification process will be more cost effective by simply cutting down on the number of prospects to call. For other prospects that do not fall into any sweet spot, an email follow-up is sufficient assuming it contains an offer for response that might help in further qualifying them for a telemarketing call.

B2B Lead Generation Blog: Closing the loop to improve lead generation performance

B2B Lead Generation

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.