What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

ViewPoint

The options—which encompass very different lead definitions—were to focus on: 200,000 contacts (name and title) in the right vertical—but with no email addresses. In my book, The Truth About Leads I suggest the following as criteria for a universal lead definition: Industry or SIC code. How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know.

SIC 75

Building Your B2B Marketing Database

Biznology

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.

Trending Sources

The Holy Grail of Data for B2B Technology Companies

HG Data

As such, they frequently used criteria like company location, size, number of employees, annual income, and SIC code to develop their marketing segments. In your company video , you mention that HG stands for the Holy Grail of Data and that the mission of the company is to live up to its name.

SIC 26

How to select the perfect B2B data vendor

Biznology

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. Vertical/category expertise. Most B2B marketers rely on customer data from third party suppliers.

How to Barrel Through the Latest SiriusDecisions Demand Waterfall

emedia

SiriusDecisions organizes the Demand Unit Waterfall in multiple vertical stages (see image). Industry – Industry is typically classified through two related systems run by the US Office of Management and Budget, the SIC and NAICS.

SIC 17

Do Psychographics work in B2B Marketing & Sales?

delicious b2bmarketing

I see an over-reliance by B2B marketers on industry classifications (SIC, NAICS, NACE, etc.) A CEO/President of a $50m company doesn’t think of his/her business as ‘small’ – they may see the company an innovative market leader in their vertical industry and market.

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

Sales Lead Insights

What is their Standard Industrial Classification (SIC) code? You also can educate yourself on a vertical market (i.e., If you don’t believe you can successfully sell into vertical markets, consider horizontal markets.

SIC 2

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

Sales Lead Insights

What is their Standard Industrial Classification (SIC) code? You also can educate yourself on a vertical market (i.e., If you don’t believe you can successfully sell into vertical markets, consider horizontal markets.

SIC 2