Biznology

JULY 31, 2015

Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. Now that I’ve stated the obvious, I see both good and bad lead qualification processes in the market. Which leads me to 5 Do’s and Don’ts of B2B lead qualification.

Lead Qualification 80

Lead Qualification Lead Ranking Sales Qualified Leads Lead Scoring 80

Biznology

AUGUST 19, 2015

Following my last blog on lead qualification, I received some great comments and several questions as to whether lead qualification differs for trade show leads. Yes, it does, and here is a revision of my last blog specifically addressing trade show lead generation and qualification.

Trade Show 80

Trade Show Lead Qualification Lead Ranking Sales Qualified Leads 80

ViewPoint

FEBRUARY 7, 2012

Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing. As a result of this finding, the client changed its lead qualification scoring method and description of what a good prospect looked like. 22% of more than 20,000 raw leads converted to qualified leads.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

markempa

JUNE 7, 2005

Their initial target database was comprised of 2000 product driven companies across 20 unique SIC codes. During their sales lead close-loop feedback sessions, they discovered key pieces of information that impacted their overall go-to-market strategy. For example, they learned that 4 SIC codes comprised their sweet spot not 20.

Lead Generation 120

Lead Generation Marketing Budget SIC Budget Programs 120

ViewPoint

DECEMBER 16, 2010

Consider SiriusDecisions’ lead categories of MQLs, SALs and SQLs. Append data points like SIC code, revenue and employee size to contact records. Use internal or external dedicated resources for lead qualification and lead nurturing. Part 2: Segment & Test Your Market.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Practices SIC 120

Biznology

AUGUST 26, 2013

SIC or NAICS. Qualification questions (from lead qualification processes). Title, function, buying role, email, direct phone. Parent company/enterprise link. Year the company was started. Revenue/sales. Employee size. Credit score. Fiscal year. Purchase history. Purchase preferences. Budgets, purchase plans.

De-duplication 80

De-duplication B2B Marketing SIC Planning 80

Marketing Insider Group

JUNE 3, 2010

So here are my 6 tips for creating content that drives the leads that sales wants… Define your audience on their terms not yours. Stay away from arbitrary boundaries like SIC codes and Revenue range or employee size. Instead create personas of people that buy your solutions or products.

Lead Ranking 100

Lead Ranking Lead Scoring Sales Qualified Leads Top of Funnel 100