Writing on the Web

JANUARY 10, 2014

I don’t know that there’s any definition or standard that one must go by. Check out some of the latest industry data: E-book sales grew dramatically in the first quarter of 2010, jumping from just 1.5% of total US book sales in 2009 to 5% of the market in the first quarter of 2010. Who, exactly, is an expert?

Peer-to-peer 100

Peer-to-peer Amazon Wikipedia Domain 100

Zoominfo

APRIL 24, 2019

Search engines quickly recognized this problem and in 2009, Google officially announced that they no longer use meta keywords as a ranking signal ( source ). While SEO is definitely not dead, you should consider the above tactics as such. Our software is fueled by the leading contact database for marketing and sales professionals.

Tactics 189

Tactics Cost SEO Lead Ranking 189

Anything Goes Marketing

MARCH 24, 2009

Take 30 seconds and really think about the message this is conveying: Here are some items to consider: The only parking spaces reserved were for outside sales and customers There were enough parking spaces available for everyone (reserved spaces were not essential) What do other employees (including inside sales) think when they see this?

Sales Management 100

Sales Management Top of Funnel Paid Search Agency Work Management 100

markempa

OCTOBER 17, 2006

« How to Become a Thought Leader and Attract Customers | Main | E-book: Why Naked CRM Doesnt Work » Lead Generation for the Complex Sale I recently did a phone interview on Lead Generation for the Complex Sale with Nettie Hartsock for Allbusiness.coms Must Read Business Books column.

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Generation 120

markempa

AUGUST 1, 2007

to Generate and Follow Leads | Main | Webcast: Closed-Loop Lead Generation & Management » 7 Tips to Improve Sales Follow-up & Close More Leads If you are like most B2B marketers, lead generation is at top of your priority list. But as you may already know, generating tons of “leads” doesn’t guarantee sales will follow.

Lead Generation 120

Lead Generation B2B Sales Sales Qualified Leads Top of Funnel 120

Industrial Marketing Today

MAY 11, 2010

The top findings I got out of the release were: 47% of the sales professionals reported a slight increase in the size of their B2B pipelines this year as compared to last year. However, the sales cycles have also become longer, making it much harder to close deals. This one caught me by surprise.

Sales Cycle 60

Sales Cycle Lead Ranking Marketing Qualified Leads B2B Sales 60

The Effective Marketer

JANUARY 13, 2011

If you have just started your 2011 campaigns after battling the budget process, I bet you can definitely see some relation to your own company. So with all these new channels available, why does email marketing continue to be a top choice for marketers everywhere? United States License.

Planning 100

Planning Email Marketing Work Management Marketing Management 100

Onalytica B2B

JANUARY 8, 2019

I have worked in B2B marketing, sales and alliance management for 25 years. My very first professional job was an inside sales rep for a PC-based software company that sold developer tools in the early 90’s. I clearly remember how as a sales rep, I controlled the information my prospects and customers received.

Marketing Budget 108

Marketing Budget Budget Programs Demand Generation Agencies Work Management 108

Customer Experience Matrix

NOVEMBER 19, 2010

million for 2009 and "triple that" ($13.5 Data I've collected over the years shows that Marketo had about 120 clients at the start of 2009, 325 at the start of 2010, and should end 2010 with about 800. My records suggest that the headcount at the start of the 2009 was around 35, so the average headcount for that year was about 52.

Marketo 120

Marketo Enterprise Management Marketing Automation Services Marketing Management 120

The Effective Marketer

FEBRUARY 14, 2009

There’s a specific passage I think is a great definition of effective managers, it reads: Effective managers manage themselves and the people they work with so that both the organization and the people profit from their presence. Are the marketing campaigns you are planning or have planned going to directly influence sales?

Work Management 100

Work Management Marketing Management Effectiveness Marketing Budget Creation 100

markempa

OCTOBER 27, 2014

Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. Sales people often struggle with developing nurturing content without support.

Conversion Rate 120

Conversion Rate Lead Scoring Lead Ranking Ideal Customer Profiles 120

markempa

NOVEMBER 17, 2005

If youre supporting multiple sales channels with lead generation, youll probably like this case study by MarketingSherpa. Teamwork between the sales and marketing is essential to get the maximum ROI from marketing and lead generation programs. Do you have any other tips on how to get the channel partners to follow-up on sales leads?

B2B Sales 120

B2B Sales Lead Generation Sales Leads Sales Qualified Leads 120

Engagio

JANUARY 27, 2021

Jon shares things like his hearing loss journey, his distaste for super-sucker DSPs, and (of course) his vision for the future of B2B sales and marketing and how Demandbase One is driving the train. Because what we are finally starting to get to now is a definition of what a complete platform has. The Engagio and Demandbase merger.

CPO 71

CPO DemandBase Account Based Marketing ABM 71

The Effective Marketer

MAY 9, 2011

Sales reps are sharing webinar recordings with prospects, the CEO is blogging his latest thoughts on the industry, the human resources manager is updating the company’s LinkedIn page. What used to be clear roles (i.e. the copywriter writes copy for the ad while the designer makes the ad look pretty), is now morphing into a free for all.

Planning 100

Planning Marketing Budget Creation Work Management Marketing Management 100

Smashmouth Marketing

APRIL 1, 2010

One of the gating factors happens to be out of their control -- what does the sales team do with a lead once they start working it? The outcome of meeting number one should be to have a follow-on sales activity. I've done it before; in fact, a majority of 2007 through 2009 was spent effectively selling with phone relationships.

Lead Gen 100

Lead Gen Leads Lead Marketing Qualified Leads 100

markempa

SEPTEMBER 17, 2005

« Combine Your Cold Calling Efforts With Email Marketing | Main | New Cartoon Series Depicts "Sales Lead Hell" » Better Sales and Marketing Integration Poor sales and marketing integration is so common that it risks cliché. Marketing must to help the sales team develop better value propositions.

Lead Generation 120

Lead Generation B2B Sales Sales Qualified Leads B to B 120

markempa

MAY 18, 2007

« The Difference Between ROI and Marketing Accountability | Main | 10 Lead Generation (Prospecting) Tips for Sales People » Collaboration Huddles and 35 Other Ways to Improve Sales and Marketing Teamwork I just got back from speaking at the New Marketing Summit and it was great. Where is your sales team getting stuck?

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Lead Scoring 120

Adobe Experience Cloud Blog

NOVEMBER 29, 2009

Last Wednesday I attended the Dreamforce session Using Lead Nurturing and Scoring to Deliver More and Higher-Quality Sales Leads. In this session, they discussed how to use lead scoring to identify and prioritize sales-ready leads. Collaborate with sales to define sales-ready leads. and Dyke Hensen of PivotLink.

Lead Ranking 48

Lead Ranking Lead Scoring Lead Nurturing Sales Leads 48

markempa

MARCH 6, 2007

« Going beyond the sales lead | Main | Now Announcing the "Start With A Lead" Podcast Show » Webcast: How to Precisely Define a "Lead" Before Marketing Begins If you are like most B2B marketers, lead generation is at top of your priority list.

Webcast 120

Webcast Lead Generation Ideal Customer Profiles Sales Qualified Leads 120

Webbiquity

FEBRUARY 14, 2010

Marketing automation provider Marketo has just published The Definitive Guide to Lead Nurturing , a white paper that provides real value, covering the lead nurturing process from the basic how and why through ROI measurement. “Only in the last third of the today’s purchasing process do buyers want to engage with sales reps.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 100

The Effective Marketer

JUNE 13, 2009

Effective marketing is about generating sales. Sure, leads and nurturing and all of that are all good but the reality is that unless a sale is made, all that money was spent without any return. We send it along to the sales reps so tat they can chase these “leads&# like eagles diving for their prey. What do we do with it?

Marketing Automation Services 100

Marketing Automation Services Work Management Budget Programs Marketing Management 100

ViewPoint

JANUARY 15, 2013

What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.

Paid Search Agency 120

Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

markempa

OCTOBER 21, 2011

While almost all respondents said they’re expert at lead generation: • 68 percent have not identified their sales and marketing funnels, no less optimized them. • 61 percent send leads directly to sales. • 8:20 – Jen compares B2B Benchmark Report responses between 2009, 2010 and 2011. 61 percent send leads directly to sales.

Advertising Benchmark 120

Advertising Benchmark Webinar Metrics Marketing Report Top of Funnel 120

The Effective Marketer

APRIL 29, 2009

For example, typical uses of webinar software often fall into one or more of these categories: Online sales demos and presentations : a sales rep shares a PowerPoint presentation and his desktop screen while walking through a product demonstration. Why not kill three birds with one stone? United States License.

Marketing Automation Services 100

Marketing Automation Services Webinar Metrics Budget Programs Work Management 100

The Effective Marketer

MAY 29, 2009

So here are a couple of important lessons we marketers can all learn from their mistakes: Kindle Lesson Number 1: Integrate Your Sales Channels For almost 10 years I’ve been a loyal Wall Street Journal subscriber. When planning your sales channels, the more integrated they are, the better your chances of acquiring and keeping customers.

Planning 100

Planning Work Management Effectiveness Marketing Management 100

markempa

JANUARY 3, 2006

During the past month, Ive put all of my energy into getting my first book, Lead Generation for the Complex Sale , to the finish line. Well definitely go out and celebrate tonight. Though there are scores of books on direct marketing, branding, advertising, marketing tactics, PR, varied sales approaches, cold calling, etc.,

Lead Generation 120

Lead Generation B2B Sales Lead Scoring Lead Ranking 120

The Effective Marketer

JUNE 23, 2009

While the decision on whether to nurture or pass leads directly to sales will vary based on your own industry and experience, the concept is a powerful one. This entry was posted on Tuesday, June 23rd, 2009 at 9:17 pm and is filed under Marketing Strategy , Marketing Training , Online Marketing , Webinars. United States License.

Training 100

Training Planning Marketing Budget Creation Work Management 100

B2B Marketing Zone Posts

AUGUST 3, 2009

Clarity - B2B Marketing Savvy , July 28, 2009. Lessons on Using LinkedIn for Lead Generation - B2B Lead Generation Blog , July 29, 2009. Buzz Marketing for Technology , July 23, 2009. Genius is Bringing GURLs to the Social Party - Marketing Interactions , July 28, 2009. Buzz Marketing for Technology , July 27, 2009.

Social Media 40

Social Media B2B Sales Twitter Market2Lead 40

Hubspot

MARCH 15, 2019

We're losing more than we're gaining for the first time since those statistics have been tracked, and the crossover coincided with the recession of 2007-2009. Census Bureau, the overall number of business applications began to recover in late 2009 and has been trending up for the past ten years. Source: Capterra. According to the U.S.

Tips 101

Tips Business Lead Scoring Lead Ranking 101

ClearVoice

APRIL 20, 2021

I’m not here to tell you that’s wrong, because it’s definitely not. Here are a few ideas for what kinds of content you can create to share in your Posts , depending on your business type: A listing of weekly specials or sale prices. These are great suggestions, and you should definitely try them!

SEO 90

SEO Content Click Rate Ideal Customer Profiles 90

Biznology

APRIL 29, 2013

Xiameter sales grew so successfully that in 2009, Dow Corning moved as much as 2500 of its 7000 products to the site. Today, Xiameter represents 40% of Dow Corning’s $6 billion in sales. Same for high-volume, repetitive-sales product categories, like replacement parts or warranty renewals.

B2B Marketing 80

B2B Marketing Work Management Marketing Management Paid Search Agency 80

Convince & Convert

JULY 27, 2011

It was the very definition of the “feast” year about which independent consultants like me dream. I make money from book royalties and mobile app sales. By early 2009, ERP consulting had slowed to a trickle, and many of my friends in the field had either lost their jobs or had a great deal of difficulty finding work.

Business 136

Business Consulting Mobile Marketing Planning 136

markempa

JANUARY 18, 2005

« Lead Generation via webcasts predicted to grow in 2005 | Main | Disciplined Lead Qualification improves sales performance » Caution Sales: Hot Leads may burn you My good friend, Jill Konrath, President of Selling to Big Companies and Leapfrog-Strategies Inc. , What does this mean?

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Lead Scoring 120

LeadSloth

OCTOBER 26, 2010

Automatic Scoring Prioritizes Leads That are “Sales Ready”. Nurturing leads is one thing, but the end result marketers want is to move more qualified leads to sales. and met the specified criteria will move to sales at the right time. Is the lead every “touched” by sales again? Is the lead dead?

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Practices 100

markempa

MAY 24, 2005

« Lead generation ROI depends on a good handoff | Main | How to leverage word of mouth for more leads » Velocity of Lead Follow-Up Is Critical To Winning the Complex Sale Many things with lead generation seem easier than they are. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Sales Marketing Analytics Tools 120

ClearVoice

OCTOBER 21, 2022

And while that definitely is true, you can also be certain that unless you’re in the middle of one, the threat of a recession is always looming. Brands you use every day, like Groupon, WhatsApp, and Uber incredibly got their start during the Great Recession of 2008-2009. But what should you do when the dreaded r-word finally enters?

Planning 96

Planning Marketing Budget Marketing Strategy Marketing & Strategy 96

Smashmouth Marketing

DECEMBER 1, 2008

Craig: I wrote a post that I continue to stand by: 3 Changes You Must Make : remessage to reflect the changing buyer, retarget to find prospects who are likely to buy, and redefine their lead definition. Mike: It’s easy to talk about the doom and gloom with the economic downturn, but where is their opportunity for 2009?

Lead Generation 100

Lead Generation Generation Salesforce.com Leads 100