markempa

JUNE 8, 2007

During our interview we cover a variety of topics that are relevant to lead generation, PR and marketing. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 David also writes the Web Ink Now blog and has been named to the MarketingSherpa Viral Marketing Hall of Fame for the past two years in a row.

PR 120

PR Rules Lead Generation B2B Thought Leadership 120

markempa

MARCH 30, 2007

The goal is not to try to buy the biggest list possible, but instead build the most relevant list possible based your ideal customer profile. I have found marketers often overlook the lists and data they already have in search of new contacts rather than building upon relevant conversations. So where should you start?

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Lead Scoring 120

markempa

JUNE 29, 2007

Their data shows that over 50% of tech buyers admitted to short listing a vendor after receiving a well timed and relevant phone call. This indicates the importance of relevant educational events and online content for lead generation. This indicates the importance of relevant educational events and online content for lead generation.

Lead Generation 120

Lead Generation Work Management Generation Telemarketing 120

markempa

JULY 9, 2007

You need to examine each lead ask if they are " sales ready " meaning they are ready to speak to a sales person. They are seeking education and information but would rather not talk to a sales person yet. You need to examine each lead ask if they are " sales ready " meaning they are ready to speak to a sales person.

Lead Generation 120

Lead Generation B2B Sales Marketing Analytics Tools Leads 120

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. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

markempa

JUNE 13, 2007

First, they may indicate the status quo in an organization is changing and secondly, they can contribute to the development of timely and relevant sales and marketing messaging. Relevance is one of the most difficult things to achieve with lead generation programs but trigger events can help a great deal.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Leads 120

markempa

DECEMBER 7, 2006

Show Agenda How is six sigma relevant to the sales and marketing process? Show Agenda How is six sigma relevant to the sales and marketing process? Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 What are the barriers in helping to create the six sigma process?

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Generation 120

markempa

JUNE 21, 2006

Create content thats relevant for each stage of the buying cycle. Create content thats relevant for each stage of the buying cycle. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Connect sales and marketing metrics together. Focus on the data points you REALLY need to measure in your CRM.

Lead Generation 120

Lead Generation B2B Sales B2B Thought Leadership B2B Marketing 120

markempa

JUNE 16, 2006

The key is that you need to listen first, ask the right questions, participate and be relevant. The key is that you need to listen first, ask the right questions, participate and be relevant. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

PR 120

PR Lead Generation Rules Generation 120

markempa

MAY 18, 2007

Develop a marketing program that helps the sales team sell at a personal level. Analyze competitive information, and develop a SWOT (strengths, weaknesses, opportunities, threats) Improve relevance of sales tools and marketing materials with sales input. Centralize the lead qualification process.

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Lead Scoring 120

markempa

JULY 13, 2006

Sales content is most relevant in the later stages of the buying process. 65 percent responded that they listen to podcasts for both personal and business interests. Sales content is most relevant in the later stages of the buying process. 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

markempa

JUNE 14, 2006

And interestingly, those who do have good, relevant content lock it up behind registration pages. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 What most companies lack is thought-leading content that addresses needs of people who are in the early stages of their buying process.

B2B Sales 120

B2B Sales Lead Generation Lead Scoring Lead Ranking 120

markempa

JUNE 7, 2005

If you must cold call, how do make each call relevant? How can your phone call be plus in that persons day rather than another unwanted distraction? I did a webcast with Jeff Thull on how to have relevant conversations with executives in mid-size to Fortune 500 companies. If you must cold call, how do make each call relevant?

Cold Calling 120

Cold Calling Lead Generation B2B Sales Webcast 120

markempa

JANUARY 3, 2006

« E-Mail Marketing Relevance Tips And Resources For B2B Lead Generation | Main | Top Six Lead Generation Challenges for the Complex Sale in 2006 » Its a New Year for Lead Generation for the Complex Sale Greetings and happy New Year! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation B2B Sales Lead Scoring Lead Ranking 120

markempa

NOVEMBER 10, 2005

Relevant content is key. You have given me useful and relevant ideas around this issue. Relevant content is key. You have given me useful and relevant ideas around this issue. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Will your solution really work for them?

Sales Cycle 120

Sales Cycle Lead Generation B2B Sales Leads 120

markempa

JANUARY 19, 2006

Is your lead generation strategy tailored, relevant and meaningful to each person involved in the buying process? Is your lead generation strategy tailored, relevant and meaningful to each person involved in the buying process? Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

Hinge Marketing

JANUARY 14, 2015

Most likely, the organization or person that sent you the email didn’t test it in all email platforms and email clients to ensure that it appeared as they intended it to. Outlook 2007 and Outlook 2010 render HTML using Microsoft Word. For example, Outlook 2003 uses Internet Explorer 6 to render HTML. Content Insertion.

Email Marketing 48

Email Marketing B2B Marketing Planning Mobile Advertising 48

markempa

NOVEMBER 17, 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.

B2B Sales 120

B2B Sales Lead Generation Sales Leads Sales Qualified Leads 120

The ROI Guy

JUNE 22, 2010

In the time it took me to read the B2B article, I received 15 unsolicited marketing e-mails, 3 tele-marketing calls, and 2 dozen tweets - none of which were of interest or relevance to me. Carone is that “Marketers must “break through the barrier” of simple personalized communications into more relevant one-to-one interactions with customers.”

Enterprise Management 40

Enterprise Management Buying Cycle Peer-to-peer Paper 40

markempa

FEBRUARY 1, 2006

Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Generation Leads Lead 120

markempa

APRIL 18, 2005

Lead nurturing keeps the conversation going with relevant and meaningful personal touches regardless of their timing to buy. " Roughly 70% of final customer brand image and preference are determined through direct contact with a sales person. Economic buyers know, "How you sell me is how you will serve me."

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

markempa

MAY 23, 2005

Dont for get your audience wants information that is relevant and meaningful. Relevant Content - a catalyst for big attendance High quality content can dramatically build webinar attendance. Relevant content builds credibility, generates positive word of mouth (wom) and creates a buzz for future events. The results.

Webcast 120

Webcast Lead Generation Webinar Metrics ROI 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.

Urgency Marketing 40

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

markempa

MAY 20, 2005

They continually seek out other relevant resources that could possibly help their clients. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 You begin by being genuinely interested in their business. If you can be a good resource for their clients. they need you.

Lead Generation 120

Lead Generation Ideal Customer Profiles Lead Scoring Lead Ranking 120

markempa

MARCH 27, 2005

An average web user could care less and most don’t see it as relevant. An average web user could care less and most don’t see it as relevant. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 There are many others that are just as good such as NewsGator. Bloggers over-hype RSS.

RSS 120

RSS Salesforce.com Lead Generation Sales Leads 120

markempa

JUNE 8, 2005

It must be relevant! It must be relevant! 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 Budget Programs Word of Mouth B2B Thought Leadership 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. We noticed that there is a lot about Sales 2.0.

Business Blogging 48

Business Blogging Zoominfo B to B Enterprise Management 48

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? To prevent complete disintermediation of sales from the prospect’s decision making process, sales professionals must be made relevant and important again to buyers.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

Webbiquity

FEBRUARY 21, 2011

3 items that should be in your 2010 email budget by BtoB Magazine. The key is to optimize the relevance and value of the incentive offered while minimizing friction (your target audience’s concerns about subscribing). by BtoB Magazine. Email Marketing Tips and Tactics.

Marketing Budget 100

Marketing Budget Email Marketing Tactics Tips 100

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. Can sales be made relevant and valuable again in these key stages of the buying cycle? The End of Sales as we Know It?

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. . Provocation-Based Selling: Loosening the Status-Qu.

Work Management 40

Work Management Marketing Management ROI Marketing Budget 40

Webbiquity

JANUARY 19, 2011

Social Media Affecting BtoB Buying Behavior by The Proactive Report. This makes sense, as SEO success is driven by links, and social media sites can be a rich source of relevant links. not personalizing your invitation-to-connect messages, and more. How to adapt to the evolving search landscape by iMedia Connection.

Paid Content 100

Paid Content Optimization Paid Search Agency Tips 100

markempa

MARCH 2, 2007

The content does not have to be flashy, just relevant.) 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 B2B Sales Sales Leads Sales Qualified Leads 120

markempa

APRIL 24, 2007

He goes on in the post to talk about how to use your relevant and educational content as part of the lead nurturing mix. As important as information gathering is, it is important to not get too personal on the first date. The challenge is to make each conversation you have be relevant and meaningful. Think about your web forms.

Lead Nurturing 120

Lead Nurturing Lead Generation Lead Scoring Lead Ranking 120

markempa

JULY 30, 2007

If youre involved in a complex sale, Im sure youll find a few of the 9 1/2 tactics on lead generation relevant. If youre involved in a complex sale, Im sure youll find a few of the 9 1/2 tactics on lead generation relevant. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Generation Leads Lead 120

markempa

JANUARY 18, 2005

That may sound extreme but numerous studies have shown that 70 - 80% of leads are never contacted by a sales person. We must realize that the extreme time pressure salespeople face—especially those with a complex sale—requires them to ignore what is not immediately relevant and highly likely to produce revenue.

Lead Qualification 120

Lead Qualification Lead Generation Sales Qualified Leads B2B Sales 120

B2B Marketing Zone Posts

JULY 7, 2010

A fascinating “hardcore” B2B social media success - grow - Practical Marketing Solutions , June 20, 2010 With many companies now engaged in social media marketing strategies for nearly two years or more, success stories are starting to emerge, even in the difficult marketing world of industrial B2B. Best of B2B Marketing. Seems doubtful.

Social Media 40

Social Media Inbound Marketing Enterprise Management Social Marketing 40