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


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


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.

SIC 62

Trending Sources

How to select the perfect B2B data vendor


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.

List Buying: 6 tips for buying the most effective lead list

B2B Lead Generation Blog

Industry vertical, including common keywords that identify the companies and Standard Industrial Classification (SIC) and North American Industrial Classification (NAICS). Tweet Editor’s Note: Buy, build or both?

List 56

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.

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.