markempa

MAY 21, 2007

While I disagree that this is the most effective way to generate leads, it’s important to note that the tenets offered in this post can be just as valuable to sales people doing their own personal lead generation as it to a dedicated marketing team. During the planning phase you should make sure your list fits your ideal customer profile.

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Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

markempa

AUGUST 7, 2006

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.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Generation Webinar Metrics Generation 120

markempa

MARCH 8, 2006

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. Register for this webcast registration is closed.

Webcast 120

Webcast Ideal Customer Profiles Lead Generation Generation 120

markempa

JUNE 13, 2007

When InTouch conducts an ideal customer profile workshop for a client, we help them understand favorable trigger events and related implications. Messaging that addresses (in a personalized manner) a specific problem that your prospect is having is more relevant and thus will be more effective than a generic features and benefits message.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Leads 120

markempa

JUNE 14, 2006

Youll do better by thinking of lead generation as a process of micro-conversions that build an opportunity profile over time, such as requesting an email address, then asking for first and last name, later requesting a phone number, and so on. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

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B2B Sales Lead Generation Lead Scoring Lead Ranking 120

markempa

MAY 9, 2006

« Personal lead generation tools | Main | Podcast: The Innovative Marketer » Why CEOs Must Be Actively Involved in Lead Generation Jeff Thull, author of Mastering the Complex Sale , recently published an article, " Sales and The CEO ," that puts CEOs at the head of the sales department.

Lead Generation 120

Lead Generation Ideal Customer Profiles Activities Marketing Qualified Leads 120

The ROI Guy

JUNE 22, 2010

Carone is that “Marketers must “break through the barrier” of simple personalized communications into more relevant one-to-one interactions with customers.” But how can this be accomplished easily and where to start? One of the best ways we have found to connect with customers one-on-one is through interactive white papers.

Enterprise Management 40

Enterprise Management Buying Cycle Peer-to-peer Paper 40

markempa

JANUARY 18, 2005

was recently interviewed by Selling Power Magazine on the topic of prospecting (sales person generated leads). was recently interviewed by Selling Power Magazine on the topic of prospecting (sales person generated leads). Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

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Lead Generation Ideal Customer Profiles B2B Sales Lead Scoring 120

markempa

AUGUST 11, 2005

Ive found it is far more effective to focus on lead generation via micro-conversions that build an opportunity profile over time such as; requesting an email address, then asking for first and last name, later requesting a phone number and so on. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

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Lead Generation Paper Webinar Metrics Sales Qualified Leads 120

markempa

MAY 20, 2005

Do they work with companies that fit your ideal customer profile? Do they work with companies that fit your ideal customer profile? Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Now you should have a pretty good map of the people you need to know. Make your shortlist. Make your shortlist.

Lead Generation 120

Lead Generation Ideal Customer Profiles Lead Scoring Lead Ranking 120

The ROI Guy

AUGUST 9, 2010

The level of commitment and investment clearly indicates the incredible rise in custom content marketing, and reflects the need for more personalized and relevant connections with ever-skeptical buyers. The personalized benchmark can help the buyer understand where they are, and what opportunities you may be able to help the buyer address.

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

The ROI Guy

DECEMBER 9, 2010

Thursday, December 09, 2010 Seeing ROI in the Cloud? Alinean recognized by BtoB Magazine’s as one of To. IT Spending on the Rise, Sales Enablement and The Economic-Buyer ▼ 2010 (118) ▼ December (5) Social Media Hierarchy of Needs - Best Practices f. Provocation-Based Selling: Loosening the Status-Qu.

ROI 40

ROI Marketing Budget Work Management Marketing Management 40

The ROI Guy

MAY 6, 2010

New Customers in Q1 2010 Alinean has been selected to develop and power value-based sales and marketing campaigns for Wipro , PGI , CSC , CiRBA , MokaFive , Shoretel , Informatica and OfficeMax. Alinean recognized by BtoB Magazine’s as one of To. Provocation-Based Selling: Loosening the Status-Qu. Latest Research.

Work Management 40

Work Management Marketing Automation Services Marketing Management ROI 40

The ROI Guy

FEBRUARY 15, 2011

Alinean recognized by BtoB Magazine’s as one of To. IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. Provocation-Based Selling: Loosening the Status-Qu. Latest Research. Let the Good Times Roll?

ROI 40

ROI Social Media Marketing Budget Budget Programs 40

markempa

NOVEMBER 1, 2003

Ideal customer profile - why is it important? Ideal customer profile - why is it important? Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Listen to lead generation interview (File size is 1.48 MB) (Show length 6:28 minutes) Show Notes What is lead generation for the complex sale?

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation B2B Thought Leadership 120

The ROI Guy

JANUARY 10, 2011

IT Spending on the Rise, But Executives Remain Economic-Focused A recent IT spending survey from Forrester confirms that 2010 remained a tough year for IT. Although enterprise technology budgets were trending upward, the progression was slight, in 2010 compared with 2009. Alinean recognized by BtoB Magazine’s as one of To.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Spending 40

The ROI Guy

JANUARY 20, 2011

Alinean recognized by BtoB Magazine’s as one of To. IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. Provocation-Based Selling: Loosening the Status-Qu. Latest Research. Let the Good Times Roll?

SMB 40

SMB ROI Marketing Budget Work Management 40

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? Sources: • SiriusDecisions B-to-B Buyers Survey 2010, on an online survey of more than 600 b-to-b marketers • IDC Executive Tele Briefing on Sales and Marketing Strategies for 2010 Posted by Tom Pisello at 8:55 AM Email This BlogThis!

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

FEBRUARY 14, 2011

Alinean recognized by BtoB Magazine’s as one of To. IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. Provocation-Based Selling: Loosening the Status-Qu. Latest Research. Let the Good Times Roll?

ROI 40

ROI Social Media Budget Programs Marketing Budget 40

The ROI Guy

JULY 15, 2009

Alinean recognized by BtoB Magazine’s as one of To. IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. Provocation-Based Selling: Loosening the Status-Qu. Latest Research. Let the Good Times Roll?

ROI 40

ROI Marketing Budget Budget Programs Work Management 40

Webbiquity

FEBRUARY 21, 2011

3 items that should be in your 2010 email budget by BtoB Magazine. by BtoB Magazine. Ajay Goel believes email and social media will increasingly be used in an integrated, mutually supportive fashion, and offers five tips on how to use social media attributes to make email marketing more personable and effective.

Marketing Budget 100

Marketing Budget Email Marketing Tactics Tips 100

The ROI Guy

FEBRUARY 4, 2009

Alinean recognized by BtoB Magazine’s as one of To. IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. Provocation-Based Selling: Loosening the Status-Qu. Latest Research. Let the Good Times Roll?

ROI 40

ROI Budget Programs Marketing Budget Work Management 40

The ROI Guy

NOVEMBER 4, 2010

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. The End of Sales as we Know It? However, many vendors would say that sales opportunities are not moving forward the way many would like.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

OCTOBER 22, 2010

Friday, October 22, 2010 Tech Marketers May Need to Rethink Budgets for 2011 according to new Harte-Hanks research Technology marketers are challenged today with handling proliferating marketing channels to reach and engage more overloaded, skeptical and frugal buyers than ever before. Alinean recognized by BtoB Magazine’s as one of To.

Work Management 40

Work Management Marketing Management ROI Marketing Budget 40

The ROI Guy

JANUARY 17, 2011

As today’s buyers are empowered by the Internet to do their own research and drive their own purchasing due diligence – engaging sales later than ever, or not at all – easy to use versions of these diagnostic tools need to be on-line, readily available, interactive and personalized to empower self-service research.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

JANUARY 25, 2011

Alinean recognized by BtoB Magazine’s as one of To. IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. Provocation-Based Selling: Loosening the Status-Qu. Latest Research. Let the Good Times Roll?

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

The ROI Guy

FEBRUARY 4, 2009

Alinean recognized by BtoB Magazine’s as one of To. IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. Provocation-Based Selling: Loosening the Status-Qu. Latest Research. Let the Good Times Roll?

Enterprise Management 40

Enterprise Management Work Management Marketing Automation Services Marketing Management 40

B2B Marketing Zone Posts

JUNE 9, 2010

9 Social Listening & Tracking Tools - Marketing Genius Blog , May 7, 2010 Here is a list of 9 social media tracking and monitoring tools. If you go to Facebook and look at your profile, your immediate reaction is going to be that it’s asking for too much information. Best of B2B Marketing. Want your posts included here? Tweet This!

Paid Content 40

Paid Content B2B Marketing Marketing Management B2B 40

The ROI Guy

FEBRUARY 4, 2009

Alinean recognized by BtoB Magazine’s as one of To. IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. Provocation-Based Selling: Loosening the Status-Qu. Latest Research. Let the Good Times Roll?

Work Management 40

Work Management Marketing Management ROI Budget Programs 40

Webbiquity

JANUARY 19, 2011

But fundamentally, 1) there are now far more online venues than just your website or blog where you and/or your company be found (social media pages and profiles, articles, videos, etc.), Social Media Affecting BtoB Buying Behavior by The Proactive Report. not personalizing your invitation-to-connect messages, and more.

Paid Content 100

Paid Content Optimization Paid Search Agency Tips 100

The ROI Guy

SEPTEMBER 4, 2007

by 2010 [2]. For a personal quantification as to the potential value of server virtualization, visit: [link] [1] Anthes, Gary, “Data Centers Get a Makeover&# , Computerworld news article, published November 1, 2005. Alinean recognized by BtoB Magazine’s as one of To. Latest Research. Let the Good Times Roll?

ROI 40

ROI Enterprise Management Work Management Marketing Management 40

The ROI Guy

NOVEMBER 8, 2006

Alinean recognized by BtoB Magazine’s as one of To. IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. Provocation-Based Selling: Loosening the Status-Qu. Latest Research. Let the Good Times Roll?

ROI 40

ROI Marketing Budget Budget Programs Work Management 40

The ROI Guy

NOVEMBER 8, 2006

Alinean recognized by BtoB Magazine’s as one of To. IT Spending on the Rise, Sales Enablement and The Economic-Buyer ► 2010 (118) ► December (5) Social Media Hierarchy of Needs - Best Practices f. Provocation-Based Selling: Loosening the Status-Qu. Latest Research. Let the Good Times Roll?

ROI 40

ROI Marketing Budget Work Management Marketing Automation Services 40

The ROI Guy

DECEMBER 14, 2005

As well, personal productivity applications such as word processing, e-mail and messaging could be considered commodities. As each need is met, personal achievement rises and purpose is fulfilled. Alinean recognized by BtoB Magazine’s as one of To. Higher needs include, in order, Love, Self Esteem and Self Actualization.

ROI 40

ROI Work Management Marketing Management Budget Programs 40

markempa

APRIL 24, 2007

As important as information gathering is, it is important to not get too personal on the first date. Be patient and youll build the opportunity profile over time. I can tell you that it does take time to use a nurturing approach, but you will end up with better and more profitable relationships, whether it be personal or professional.

Lead Nurturing 120

Lead Nurturing Lead Generation Lead Scoring Lead Ranking 120

The ROI Guy

JULY 22, 2010

Thursday, July 22, 2010 ShoreTel And Alinean Launch Online TCO Tool for Unified Communications Business Case Easy-to-use online calculator analyzes the Total Cost of Ownership (TCO) of competing unified communications systems to determine true costs and business value SUNNYVALE, Calif., Provocation-Based Selling: Loosening the Status-Qu.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40