Comments on: Demographics: What’s it mean?

By: Sales Lead: What’s it mean?

Sales Lead: What’s it mean? — Fri, 24 Jun 2011 01:24:15 +0000

[...] in my next two definition posts, I’ll explore the meaning of “Demographics” and the “Qualification Process.” Both of these relate to your customer profile and your [...]

By: Qualified Lead: What’s it mean?

Qualified Lead: What’s it mean? — Mon, 13 Sep 2010 14:43:02 +0000

[...] for a company that meets your customer profile for being a [...]

By: John Savage

John Savage — Wed, 01 Sep 2010 17:32:05 +0000

It’s fair to say that our marketing has delivered leads that look like kittens, hens, dogs, cows, cars, boats, planes and a steam shovel. But most are dogs.

By: John Fox

John Fox — Wed, 01 Sep 2010 17:26:39 +0000

@Brenda Taylor: Yes I saw the Marketing Sherpa article. I think it’s fair to say that a customer qualification matrix (or customer profile) is one important piece in the system they’re referring to, but not the entire system.

And thanks for the Waylon Jennings lyric.

By: Brenda Taylor

Brenda Taylor — Wed, 01 Sep 2010 17:23:31 +0000

Once again, John, a terrific post. You boiled it down for me. Thanks!

On a related note, I wonder if you saw this week’s Marketing Sherpa newsletter. There’s a nice graphic on the Marketing-to-Sales Processes.

http://www.marketingsherpa.com/article.php?ident=31699

It says that only 44% of companies “have a system for rating qualified and warm leads.” I’m not sure if the “system” they’re referring to includes a customer qualification matrix, but I suspect that it does.

And if that’s the case, the majority of B2B marketers are looking for their ‘mothers’ in all the wrong places (to loosely quote Waylon Jennings…).