This is the fourth post in a series on Deliberate Marketing. Be sure to check out the first 3 posts: Intention vs. Attention, Qualified Buyers vs. Leads and Role vs. Title.

Deliberate Marketing techniques make it possible for Marketers and Sales teams to predict the results of their efforts because they know their direct marketing programs are focused on the right buyers in the right type of company. Deliberate Marketers do not spray a rented list of contacts with a generic message hoping the right buyers will respond. Instead, they deliver a highly relevant message to a targeted audience.

Based on preparation and research, they know they are using the right messages and the right medium to deliver that message based on the buyer profile (or persona). They also know that they are delivering this message to buyers in companies with a similar combination of characteristics as their best customers so their propensity to purchase is higher.

With this approach, Marketers can rely on repeatable lead generation efforts to provide a steady stream of qualified buyers to Sales.