Conference Lead Generation

Identify Attendees and Define Ideal Client Profile

Everything starts with the Ideal Client Profile or ICP. As a core part of every service that we provide, DirectNorth develops for its clients a bespoke ICP that is constantly refined for success.

A good ICP is the cornerstone of the sales intelligence smart organizations need to close more business. Our average ICP describes the target buyer in great detail, and contains 10 data elements per contact.

Research ICP Prospects

There’s much more science to it now than there was a few years ago now that the internet has opened up new, creative ways to prospect. There are many segmented ways to obtain targeted B2B sales lead data, including:

• Demographic (e.g. Name, Title, Age)
• Geographic (Location)
• Firmographic (e.g. Size of company, Revenues, Industry)
• Technographic (e.g. Types of Technology Used, Bought, Platforms)
• Psychographic (e.g. Likes, Affinities)
• Social Graph (e.g. Connections, Introductions, Followers)
• Trigger Events (e.g. Promotion, New Job, Funding, Acquisition)

Outreach Template Creation & Tool Setup

Over 30% of conversations happen after the third attempt. Our sequences provide you with more followup’s to increase your chances of getting to that conversation.

We send prospects through the specific cadence of touch points, which helps standardize the sales process and gives you analytics to pinpoint what’s going right and where we can improve.

Launch Campaign

Schedule Face-to-face Meetings

We have had our face-to-face policy in place for more than twenty years, and even during lean years, we have never reconsidered this tactic. By starting the majority of our client journeys with a personal, in-depth meeting, we set the tone for how we continue. And based on feedback from our clients and the number of referrals we receive, it always works.

Weekly Campaign Report and Post Conference Reporting

We look beyond traditional vanity metrics and are digging into engagement trends that look at the health of their email outreach and performance of the campaigns and segments. This allows us to gain valuable insights that shape our evolving email marketing strategies.