Pointclear

DECEMBER 14, 2016

The ten attributes of a well-qualified lead are: Targeted SIC or NAICS code. Environment documented (could be technical environment, compliance sensitivities…). Decision-making process documented. Competitive landscape documented. Firmographics (revenue, # of employees, # of locations…). Decision maker engaged.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

Pointclear

JULY 16, 2013

We define the attributes of a truly qualified lead as: SIC or NAICS code. Environment documented. Decision-making process and timeframe documented. Budget allocated or process for budgeting documented. Competitive landscape documented. Firmographics (revenue, #employees, # of locations). Decision-maker engaged.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Pointclear

MAY 13, 2016

In my book, The Truth About Leads I suggest the following as criteria for a universal lead definition: Industry or SIC code. Documentation of environment. Documentation of allocated budget or the process for budgeting. Documentation of the competitive landscape. Firmographics (revenue, # of employees, # of locations).

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

DiscoverOrg Sales

FEBRUARY 9, 2017

The output is typically a static document that is not very actionable. Customer profile analysis can be a time-consuming exercise in Excel that takes several review cycles to get right and often lacks the flexibility to make simple changes. Number of Employees. Technology. Company Ownership Type. NAICS Code.

Ideal Customer Profile 120

Ideal Customer Profile Account Based Marketing Demand Generation Targets Segment 120

Jonathan Farrington

JULY 31, 2013

We define the attributes of a truly qualified lead as: SIC or NAICS code. Environment documented. Decision-making process and timeframe documented. Budget allocated or process for budgeting documented. Competitive landscape documented. Firmographics (revenue, #employees, # of locations). Decision-maker engaged.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Jonathan Farrington

NOVEMBER 2, 2012

Here is the complete list (and not each criterion is necessary for every company): Industry (SIC or NAICS). Competitive landscape documented. I recommend that you use Authority and Need (with the need being backed by some form of compelling event) to qualify a lead. Authority (can be decision influencer or coach). Environment.

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Sales Overdrive

JUNE 22, 2012

You can begin by segmenting your targets by revenue size, key industries using SIC codes, geographic regions and the number of locations, etc. Can you provide me some documentation or specs for your product?” Let’s start with Targeting: First you will need to build the ideal profiles of your target prospect industries and channels.

Conversion 20

Conversion Decision Maker Lead Rank Lead Scoring 20