ReachForce Webinar Series:

Top 10 Ways to Segment and Grow Your Leads Database for

Targeted B2B Marketing Programs

Segmentation – A No Brainer

According to a Jupiter Research Study, Marketers

who segment their lists can improve conversion

rates up to 355% and increase revenues by an

amazing 781%!

Segmentation – A No Brainer

The same Jupiter Research Study, found that only

11% of Marketers actually segment their lists.

With those kind of results what’s stopping you?

Where to Start? – Top 10 Ways to Segment

Prospects

• Build Trust

• Build Credibility

• Use Expert Content to

educate and entice rather

than over-sell your

offerings

Customers

• Upsell/Cross-sell

• Educate on New

Offerings

• Keep in Touch

#10 – Target Prospects and Customers Separately

Top 10 Ways to Segment Your Lists

#9 – Segment Based on Specific Interests

• Broad messages don’t work

• For example if you laptop buyers wouldn’t respond

to a desktop campaign as they are looking for:

– Mobility

– Small form factor

– Etc.

Top 10 Ways to Segment Your Lists

#8 – Segment Based on Location or Geo

• What regions have you found success?

• Are their target markets clustered in specific areas?

– Silicon Valley

– Wall Street

– Hurricane prone areas

– Etc.

Top 10 Ways to Segment Your Lists

#7 – Segment Based on Industry/Vertical

• What industries have you been successful in?

• You can’t be everything to everyone.

• Go beyond standard industry

grouping with SIC and NAICS for

your all your Accounts

Top 10 Ways to Segment Your Lists

#6 – Segment Based on Company Size & Revenue

• Look at historical wins to determine company fit.

• Are your wins clustered in specific customer sizes?

• Don’t go whale hunting if you’re a better fit for SMB.

• Make sure a company has

revenues that will support your

ASP.

Top 10 Ways to Segment Your Lists

#5 – Segment Based on Sales Cycle Stage

• Late stage sales cycle contacts will most likely

benefit from customer success stories to help

reinforce their decision.

• Early stage sales cycle prospects

are most likely looking for

research on a solution for their

needs.

Top 10 Ways to Segment

#4 – Segment Based on Title or Job Function

• Your offer can mean something very different to a

CFO vs. an IT manager.

• Know who is your buyer and who makes up the

decision making group.

?

Top 10 Ways to Segment Your Lists

#3 – Segment Based on Lead Source

• A trade show lead is likely to be at a different stage

in the buying cycle than someone who downloads

your price sheet

• Vary your message on how leads

came to you.

Top 10 Ways to Segment Your Lists

#2 – Segment Based on Website Behavior

• Do your best leads visit once or multiple times?

• Does how many pages visited indicate buying

tendency?

• Does a conversion on a form mean they are ready

to buy?

Top 10 Ways to Segment Your Lists

#1 – Segment Based on the Customer’s Competition

• It seems simple enough but chances are good that if

you’re a fit for one, you’re a fit for the other

• Don’t pass up simple targets.

• If you only do one segmentation example, make this

one it – it’s easy to do.

All of this great information and more can be

found on The B2B Lead Blog –

www.blog.reachforce.com

As a special offer to all attendees we would like

to offer to cleanse and append 1,000 free

records with full segmentation data.

Visit

http://marketing.reachforce.com/freetrialcleanse.html

and register for the offer or go to the ReachForce

home page.