markempa

MAY 23, 2005

« Tips for better webinars, webcasts and improved ROI | Main | Creative lead generation blunder? » Blogging & RSS Events Business blogging consultant extraordinaire, Debbie Weil , just informed me that shes launching a half-day seminar on Blogging & RSS.

RSS 120

RSS Lead Generation Generation B2B Thought Leadership 120

markempa

JULY 9, 2007

Often when prospects have an identified need, they can spend months researching and seeking information on solutions that may satisfy that need. They are seeking education and information but would rather not talk to a sales person yet. They are seeking education and information but would rather not talk to a sales person yet.

Lead Generation 120

Lead Generation B2B Sales Marketing Analytics Tools Leads 120

markempa

OCTOBER 17, 2006

It also addresses three major CRM challenges: fizzled lead generation efforts, lack of actionable information and the inability to leverage existing sales/marketing knowledge. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation CRM Work Management Lead Scoring 120

markempa

AUGUST 14, 2006

Chock full of useful information, the eBook provides a broad look at the selling process. Each expert concisely provides the one piece of information that, from the author’s perspective, we must know to succeed. Chock full of useful information, the eBook provides a broad look at the selling process. Download the eBook here.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

MAY 23, 2005

« Blueprint for Personal Lead Generation Success | Main | Tips for better webinars, webcasts and improved ROI » 2 New RSS Feeds for the B2B Lead Generation Blog I just added 2 new RSS feeds. See my complete list of RSS Feeds Full posts with comments This is the most information-rich feed.

RSS 120

RSS Lead Generation Generation B2B Thought Leadership 120

markempa

JUNE 14, 2006

They are coming to your site for information. According to their study, the practice of making users register before providing them with deeper information will send sales prospects running. They are coming to your site for information. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

B2B Sales 120

B2B Sales Lead Generation Lead Scoring Lead Ranking 120

markempa

JUNE 27, 2006

I’m humbled and thrilled that so many readers have found the content valuable and informative enough to cast their vote for my blog. I’m humbled and thrilled that so many readers have found the content valuable and informative enough to cast their vote for my blog.

B to B 120

B to B Lead Generation B2B Marketing Generation 120

markempa

NOVEMBER 1, 2006

The 5 steps of successful lead qualification are: Define and Agree On What the Word “Lead” Means Consolidate and Centralize Your Prospect Information Pick up the Phone and Qualify Prospective Leads Handing Off Leads to Sales Closing the Loop The first step in the process requires marketing and sales to come up with a definition for a lead together.

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Marketing Leads 120

markempa

DECEMBER 6, 2006

from From the Innovators Desk I know that we can get a lot of information from newsletters, but it is a pretty cumbersome way to get our information. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 what are they good for?

Newsletter 120

Newsletter Lead Generation Generation B2B Thought Leadership 120

markempa

SEPTEMBER 29, 2006

Appending data and information. Following up on requests for information. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 It is fascinating to see just how versatile––and necessary––the phone is for lead generation, with such applications as: Initial prospecting and qualification.

Telemarketing 120

Telemarketing Lead Generation Sales Qualified Leads BtoB 120

markempa

OCTOBER 19, 2006

An inquiry is an interested party who has requested information and needs some level of assistance. An inquiry is an interested party who has requested information and needs some level of assistance. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 There is a difference. There is a difference.

Lead Qualification 120

Lead Qualification Lead Scoring Lead Ranking Sales Qualified Leads 120

markempa

OCTOBER 6, 2006

There is also some excellent information on writing titles and some great ideas about how to market the finished white paper. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Also, I recently wrote a post, " Using White Papers for Lead Generation ," that you might want to check out too.

BtoB 120

BtoB Lead Generation Paper Generation 120

markempa

JANUARY 19, 2006

Centralize your contact information. Centralize your contact information. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Understand the significance of your Web site. Use a Web analytics tool to monitor your Web visitors. Use tagged URLs. Determine which visitors become leads.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Leads 120

markempa

JULY 10, 2006

A key aspect of lead nurturing is the ability to provide valuable education and information to prospects up front, so that you become more than an expert; you become a trusted advisor. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

B2B Sales 120

B2B Sales Lead Generation Sales Leads BtoB 120

markempa

MAY 21, 2007

A simple phone call can generate plenty of useful information. Use this information to refine your message to identify more leads just like your best customers. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Talk to your best customers – How much do you really know about your customers?

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

Online Marketing Institute

JUNE 26, 2009

focuses on the importance that readers, viewers, and attendees place on business info rmation to info rm and help the purchase/decision-making process. focuses on the importance that readers, viewers, and attendees place on business info rmation to info rm and help the purchase/decision-making process.

Research 40

Research Marketing Management Media Planning 40

markempa

JULY 20, 2005

Theres more information about the book at Amazon.com. Theres more information about the book at Amazon.com. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 If your a business marketer that focuses on marketing services, I recommend RainToday.com.

Lead Nurturing 120

Lead Nurturing Lead Generation Leads Lead 120

markempa

JUNE 13, 2007

" Also, Jill Konrath has some great information on trigger events (geared for sales people) in her book Selling to Big Companies and her blog too. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Leads 120

markempa

FEBRUARY 28, 2007

They provide too much information. People use the web for research; they are looking for fresh ideas, insight and actionable information. They provide too much information. People use the web for research; they are looking for fresh ideas, insight and actionable information. If I wanted to compete with you.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

MAY 18, 2007

Analyze competitive information, and develop a SWOT (strengths, weaknesses, opportunities, threats) Improve relevance of sales tools and marketing materials with sales input. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Do your lead generation messaging align with your target audiences needs?

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Lead Scoring 120

markempa

JULY 7, 2006

I define closed-loop feedback as the principle of eliciting a continuous flow of pertinent information from the sales team that tracks each qualified lead from start to end, whether to sales close or to rejection. Do database record notes contain enough information to prepare for next steps? Are some sales people getting too few leads?

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

FEBRUARY 23, 2006

a marketing and sales information services company in Southport, Conn.: a marketing and sales information services company in Southport, Conn.: Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 In 2005, 3.5 more people on average were involved in making a purchasing decision than in 2001.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation B to B Paid Search Agency 120

Buzz Marketing for Technology

JUNE 27, 2008

Webcasts |. Offering regional and national programs, CIO (and CSO) events bring together some of the most respected names and thought leaders in information technology and security. Salesforce for Google Apps Webcast. Get instant email notifications by topic when white papers, webcasts, and case studies are added to our library.

Enterprise Management 100

Enterprise Management Work Management Marketing Management Paid Search Agency 100

markempa

NOVEMBER 18, 2005

The development of an effective e-mail program depends on how much you know about your target audience and how well you use that information to tailor a relevant message. The development of an effective e-mail program depends on how much you know about your target audience and how well you use that information to tailor a relevant message.

Lead Generation 120

Lead Generation Relevance Resources B2B Marketing 120

markempa

JANUARY 25, 2006

People want different information, in different ways, and at different times during their buying process. People want different information, in different ways, and at different times during their buying process. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Webinar Metrics Lead Ranking Generation 120

markempa

AUGUST 10, 2005

Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License.

Lead Generation 120

Lead Generation Work Management Marketing Management Marketing Report 120

markempa

JULY 13, 2006

Nearly 60 percent of respondents said that information on business or technology topics, currently delivered as white papers or analyst reports, would be more interesting as podcasts. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Purchase B2B Thought Leadership Generation 120

Anything Goes Marketing

APRIL 5, 2009

One of the themes for marketers in 2009 is “doing more with less”. For more information on autoresponder emails, see my post “ Email Autoresponders 2.0 If it is a new contact, send that person an email that acknowledges that they are a new registrant and provide information on what they will receive and when they will receive it.

Trigger Marketing 100

Trigger Marketing Email Marketing B2B Marketing Autoresponders 100

markempa

JUNE 13, 2005

She asked, “Id like to do lead nurturing/lead generation on behalf of my sales people but they don’t update our CRM - I dont have the information I need - so I really can’t do anything to help them. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 What do you suggest?” What do you suggest?”

Lead Generation 120

Lead Generation B2B Sales CRM B2B Thought Leadership 120

markempa

JUNE 7, 2005

During their sales lead close-loop feedback sessions, they discovered key pieces of information that impacted their overall go-to-market strategy. During their sales lead close-loop feedback sessions, they discovered key pieces of information that impacted their overall go-to-market strategy.

Lead Generation 120

Lead Generation Marketing Budget SIC Budget Programs 120

markempa

AUGUST 11, 2005

" I agree, we do need to strike a balance between collecting information and giving value. " I agree, we do need to strike a balance between collecting information and giving value. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 I like people to opt-in to entering our sales stream.

Lead Generation 120

Lead Generation Paper Webinar Metrics Sales Qualified Leads 120

markempa

MAY 26, 2005

Usefulness: Is the information either darned useful or very enjoyable to read? Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Personality: Is there a clear personality? Do you feel like you know the writer(s)? Is there a feeling of intimacy that may be missing from mainstream media? #2.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

MAY 20, 2005

Secondly, experts - stay experts - by continually updating their knowledge of industry trends, information, key players, tools and ideas. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Why does this work? You begin by being genuinely interested in their business. they need you.

Lead Generation 120

Lead Generation Ideal Customer Profiles Lead Scoring Lead Ranking 120

markempa

APRIL 18, 2005

Readily available information from the internet and other sources delay the need and value of face-to-face contact until later in the buying process. Readily available information from the internet and other sources delay the need and value of face-to-face contact until later in the buying process.

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

Anything Goes Marketing

NOVEMBER 16, 2008

During my research, I stumbled upon a great article by the Canadian Marketing Blog called " 2009 B-to-B Demand Creation Trends " eh (Canadian joke). The best solution for this is a lead scoring process that scores leads based on their explicit information (industry, job role etc.) Consider building up a profile of the lead over time.

Lead Ranking 100

Lead Ranking Top of Funnel RSS Lead Nurturing 100

markempa

JUNE 8, 2005

My point: Share your information freely and try to be a resource, otherwise your potential customers will find someone else who will. My point: Share your information freely and try to be a resource, otherwise your potential customers will find someone else who will.

Lead Generation 120

Lead Generation Budget Programs Word of Mouth B2B Thought Leadership 120

Online Marketing Institute

DECEMBER 23, 2010

This can provide both the sales person and the marketing team with information that can improve communications with prospects and customers. Pre-Screened & Pre-Qualified – Depending on the hub, a visitor may have been forced to go through a series of screens where they provided detailed information about their needs.

Paid Content 40

Paid Content PPC Sales Qualified Leads Allocation 40