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

Industrial Marketing Today

MAY 14, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website 7 Strategies for Using Content to Market Industrial Products by Achinta Mitra on May 14, 2010 in Content Marketing , Industrial Marketing & Web 2.0 , Industrial Marketing Blog I am a big fan of Content Marketing or as some people like to refer to it as Inbound Marketing.

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

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 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation CRM Work Management Lead Scoring 120

markempa

AUGUST 1, 2007

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation B2B Sales Sales Qualified Leads Top of Funnel 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

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. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

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? 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Newsletter 120

Newsletter Lead Generation Generation B2B Thought Leadership 120

markempa

OCTOBER 19, 2006

An inquiry is an interested party who has requested information and needs some level of assistance. My company wanted to focus mainly on business seminars to improve customer relationships. An inquiry is an interested party who has requested information and needs some level of assistance. There is a difference.

Lead Qualification 120

Lead Qualification Lead Scoring Lead Ranking Sales Qualified Leads 120

markempa

MAY 23, 2005

» Blogging & RSS Events Business blogging consultant extraordinaire, Debbie Weil , just informed me that shes launching a half-day seminar on Blogging & RSS. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 The live workshop will take place in Washington, DC on February 17th.

RSS 120

RSS Lead Generation Generation B2B Thought Leadership 120

markempa

MAY 21, 2007

A simple phone call can generate plenty of useful information. Is that the same reason they keep doing business with you? How has working with you helped their business? Use this information to refine your message to identify more leads just like your best customers. Ask your customers why they chose to work with you?

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

markempa

JANUARY 19, 2006

Centralize your contact information. Centralize your contact information. Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Leads 120

markempa

JULY 20, 2005

Ive been pretty quiet with blogging lately as Im busy doing final edits on my book, Lead Generation for the Complex Sale : Boost the Quality and Quantity of Leads to Increase Your ROI. Theres more information about the book at Amazon.com. If your a business marketer that focuses on marketing services, I recommend RainToday.com.

Lead Nurturing 120

Lead Nurturing Lead Generation Leads Lead 120

Adobe Experience Cloud Blog

DECEMBER 6, 2009

For the next post in our series of B2B marketing thought leader interviews , we interviewed Matthew Schwartz, an independent journalist with more than 20 years’ experience working in the media, who is currently a contributing a writer at Crain’s BtoB and BtoB’s Media Business magazines. social selling.

Business Blogging 48

Business Blogging Zoominfo B to B Enterprise Management 48

markempa

JUNE 13, 2007

Review 10 - 15 recent sales "wins" and look at what business pains or events were present. You can research new business opportunities based on trigger events, for little to no cost, by leveraging press releases, websites and news wires. See the above mind map for examples) 2.

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. There are more protections for tangible products but not many for service based business, which most companies are evolving to anyway. Its kind of like that with business now.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

Paul Gillin

MAY 25, 2010

I was privileged to moderate the BtoB magazine Social Media Awards Breakfast in New York this week. Process Experts was named Best Corporate Blog by BtoB magazine in 2010 and Cahill is now leading the company’s charge into Twitter and Facebook while institutionalizing best practices among all the Emerson Process Management divisions.

BtoB 50

BtoB B2B B to B Blogger 50

Paul Gillin

JANUARY 24, 2013

New Book Explores Recent Epidemic Of Online Customer Assaults on Businesses. ‘Attack of the Customers’ Helps Marketers and Business Owners Manage and Prevent Reputation Threats Carried on Blogs and Social Networks. Paul is a columnist for BtoB magazine and a director of the Society for New Communications Research.

Press 50

Press Peer-to-peer Amazon BtoB 50

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. Define your expertise: how can you demonstrate your ability to solve business problems and share new ideas? Please share your thoughts and comments. Who knows?

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Lead Scoring 120

markempa

MAY 23, 2005

See my complete list of RSS Feeds Full posts with comments This is the most information-rich feed. See my complete list of RSS Feeds Full posts with comments This is the most information-rich feed. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Stay to up-to-date with discussions.

RSS 120

RSS Lead Generation Generation B2B Thought Leadership 120

markempa

FEBRUARY 23, 2006

« Macs Tasty Recipe for Lead Generation Success | Main | Will Writing a Business Book Generate Sales Leads? Heres a brief excerpt of the article: If you think finding the right person to target with your business-to-business marketing is harder than it used to be, you’re right. In 2005, 3.5 In 2005, 3.5

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation B to B Paid Search Agency 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

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. 65 percent responded that they listen to podcasts for both personal and business interests.

Lead Generation 120

Lead Generation Purchase B2B Thought Leadership Generation 120

markempa

JANUARY 25, 2006

« The Lead Generation Advantage for Small Businesses | Main | The halo effect and lead generation » Podcasts vs. Webinars which is better? People want different information, in different ways, and at different times during their buying process. I use podcasts and they are no doubt more “buzz” worthy than webinars.

Lead Generation 120

Lead Generation Webinar Metrics Lead Ranking Generation 120

markempa

AUGUST 10, 2005

Get this report focused exclusively on Business-to-Business Professional Services by RainToday.com. They studied almost 200 business decision makers with the intention of understanding what it is like to be a buyer of your services. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Work Management Marketing Management Marketing Report 120

markempa

AUGUST 11, 2005

Our sales team is very busy. " I agree, we do need to strike a balance between collecting information and giving value. Our sales team is very busy. " I agree, we do need to strike a balance between collecting information and giving value. I like people to opt-in to entering our sales stream.

Lead Generation 120

Lead Generation Paper Webinar Metrics Sales Qualified Leads 120

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

The ROI Guy

SEPTEMBER 29, 2010

In the recent BtoB magazine article, " Tech Media Evolution a Bellwether ", the major technology publishers were examined to understand how quickly the shift to interactive marketing was occurring. The age of Internet fueled buying decisions means that traditional print publications just don't meet buyer or seller needs.

Interactive Marketing 40

Interactive Marketing Advertising Agencies BtoB Peer-to-peer 40

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

JUNE 7, 2005

Kevin Stirtzs post, How to Make Cold Calling Work for Your Business , has some good points but - there is a better way. Properly written and distributed an email marketing campaign can provide incredibly detailed information and customer intuition that will help your sales staff know what your customers are interested in."

Cold Calling 120

Cold Calling Lead Generation B2B Sales Webcast 120

markempa

MAY 26, 2005

Usefulness: Is the information either darned useful or very enjoyable to read? Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

Adobe Experience Cloud Blog

AUGUST 30, 2011

million, an increase of 61 percent from the same quarter of 2010. The fact is – “social” has become inextricably linked to business. Nowhere is this more evident than in what is arguably the primary role of the business enterprise: Creating, managing, and accelerating revenue growth. 71 percent of U.S. Has your company?”.

Salesforce.com 48

Salesforce.com Enterprise Management BtoB Advertising Agencies 48

markempa

MAY 20, 2005

Experts pride themselves on their professional integrity, so they will likely refer business to you and a competitor (assuming you have them) at the same time. You begin by being genuinely interested in their business. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Why does this work?

Lead Generation 120

Lead Generation Ideal Customer Profiles Lead Scoring Lead Ranking 120

The ROI Guy

AUGUST 9, 2010

Dan Blank, former director of content strategy and development at Reed Business Information, sums it up best, when he says: "We see one of the biggest hurdles custom content providers face is how to make such content “actionable.” It’s not just informing and entertaining, but calling the [readers] to action,” said Blank.

Urgency Marketing 40

Urgency Marketing Marketing Budget Peer-to-peer Content Marketing 40

The ROI Guy

DECEMBER 23, 2010

Thursday, December 23, 2010 CIO Priorities for 2011 Indicate Continued Frugalnomics Focus According to a survey from the National Association of State Chief Information Officers (NASCIO), there has not been much to cheer about this holiday season as a public sector CIO. Alinean recognized by BtoB Magazine’s as one of To.

ROI 40

ROI Enterprise Management Marketing Budget Budget Programs 40

markempa

APRIL 18, 2005

In todays commoditized business climate, the one thing that is setting companies with a complex sale apart is how well their sales people create and develop relationships. 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