Pointclear

MAY 13, 2016

Sales reps did not know how to prospect for new business so the 20,000 “leads” were ignored and wasted. Here’s an example from one of our past research partners, an $80 billion IT management organization. In my book, The Truth About Leads I suggest the following as criteria for a universal lead definition: Industry or SIC code.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

Cincom Smart Selling

SEPTEMBER 28, 2017

This can be defined in terms of CRM-supplied data such as SIC or NAISC codes, gross annual revenue, geographical location, common pains or challenges. What percentage of your prospecting and sales effort is spent addressing this profile? These questions are certainly more tactical in nature and more “in the trenches.”.

Sales Management 78

Sales Management Ideal Customer Profile CRM Face-to-face 78

Cincom Smart Selling

JULY 7, 2017

As an example, let’s say you are selling riding lawn mowers to homeowners. In our example, Marketing has set up Sales with an audience of well-heeled homeowners who are looking for ways to minimize time spent on household chores. In our example above, Sales ignores this and goes down a road not contemplated by Marketing.

Sales Operations 59

Sales Operations Marketing Hiring Segment 59

Artesian Solutions

DECEMBER 6, 2018

Scroll through recent news to see if anything major has been announced by the company you’re meeting, for example leadership changes, product releases, financial statements, events, or customer wins. Your Artesian news feed can often contain critical news pieces about your clients and prospects. Research the key players.

Sales Meeting 64

Sales Meeting Meeting Ideal Customer Profile Decision Maker 64

Sales Overdrive

JUNE 22, 2012

Done well, they can help you move your company away from the worn out pattern of pushing every prospect into a “demo” or a “pitch about features and benefits”; and moving them into a conversation around building value , developing a business relationship and ensuring technical alignment. An alternative to buying a list is building one.

Lead Rank 29

Lead Rank Lead Scoring Jigsaw Conversion 29

Jonathan Farrington

JULY 31, 2013

Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers. Of these two examples of qualified leads, which one will your company be able to more quickly and efficiently convert to a customer? Environment documented.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Zoominfo

NOVEMBER 5, 2020

As an example, a large multinational telecom provider that targets very small businesses had been using ZoomInfo for enrichment and we had previously delivered a 47.3% Combined with ZoomInfo’s depth on technographic, intent, and company attribute data, millions of key prospect and company records take on a 360-degree profile.

Lead Rank 246

Lead Rank Lead Scoring Ideal Customer Profile Oracle 246

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. 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.

eBook 100

eBook Lead Rank PointClear Revenue 100

Zoominfo

NOVEMBER 5, 2020

As an example, a large multinational telecom provider that targets very small businesses had been using ZoomInfo for enrichment and we had previously delivered a 47.3% Combined with ZoomInfo’s depth on technographic, intent, and company attribute data, millions of key prospect and company records take on a 360-degree profile.

Lead Rank 130

Lead Rank Lead Scoring Ideal Customer Profile Oracle 130

Pointclear

DECEMBER 21, 2017

Holding on to prospect information that’s incorrect, poorly segmented and lacking prioritization can obstruct marketing efforts and conceal sales opportunities. For example, after sorting your customers into categories, you may find that most of them fall into three SICs and one revenue range.

Lead Rank 100

Lead Rank PointClear Data B2B 100

Jonathan Farrington

NOVEMBER 2, 2012

While BANT may sound like a great way to qualify leads, the reality is that if you wait until 70% of the buying process is completed before you engage a prospect—you’re toast. Here is the complete list (and not each criterion is necessary for every company): Industry (SIC or NAICS). Authority (can be decision influencer or coach).

Sales Qualified Lead 38

Sales Qualified Lead Outsourcing Services PointClear Inbound 38

Sales Overdrive

JUNE 22, 2012

Done well, they can help you move your company away from the worn out pattern of pushing every prospect into a “demo” or a “pitch about features and benefits”; and moving them into a conversation around building value , developing a business relationship and ensuring technical alignment. An alternative to buying a list is building one.

Conversion 20

Conversion Decision Maker Lead Rank Lead Scoring 20