markempa

JULY 10, 2006

« BeTuitive Publishing Book Review | Main | How Podcasts Impact B2B Purchase Decisions » Sales Leads Are Too Valuable For Sales People Alone David Meerman Scotts blog post, " Sales Leads Are too Valuable for Sales People ," is worth a read. This is an ongoing pattern for lead generation failure.

B2B Sales 120

B2B Sales Lead Generation Sales Leads BtoB 120

markempa

JANUARY 23, 2007

John originally hoped that Jill and I would debate or lock horns (Jill from the sales viewpoint and me from the marketing viewpoint). I share more ideas on what marketing can do to create and nurture leads before handing them off to the sales force.

Lead Generation 120

Lead Generation B2B Sales Work Management B2B Marketing 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

markempa

JULY 9, 2007

« Off-Topic: On Selling Ideas in 1776 | Main | Inquiry management and search marketing strategy » Early Stage Leads are too important for Sales People Alone The management of sales leads is critical to generating Return on Marketing Investment. The key is to match readiness of the buyer with expectations of your sales team.

Lead Generation 120

Lead Generation B2B Sales Marketing Analytics Tools Leads 120

markempa

SEPTEMBER 1, 2006

« Using White Papers for Lead Generation | Main | Podcast: Marketing and Sales for Big Complex Selling (Pt 1) » E-Book: What Sales Really Needs from Marketing The biggest challenge most sales pros with a complex sale face is getting access to executives, especially those in BIG companies.

Lead Generation 120

Lead Generation B2B Sales B2B Marketing B2B Thought Leadership 120

markempa

MAY 21, 2007

Still, those sales people succeed in spite of it all. They must, in one way or another, generate their own leads to meet their revenue and sales targets that’s independent of corporate marketing programs. And instead of calling it lead generation, sales people will probably call it prospecting.

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

Hubspot

JANUARY 25, 2023

The goal here is to identify and validate a profitable business idea. We’ll explain how you can validate concepts below. Idea Validation Ensuring the viability of your idea is essential. They assume there’s a market for their product without validating their hypothesis. Most entrepreneurs skip this crucial step.

Validation 44

Validation Enterprise Management Work Management Paid Search Agency 44

Ambal's Amusings

APRIL 26, 2010

We asked " What are key marketing trends and predictions for 2010? What actions should marketers take in 2010? " Parker Trewin's Marketing Prediction for 2010. Metrics-driven solutions that validate the return of these efforts will be held at a premium. Parker Trewin's Marketing Action for 2010.

Emarketing 100

Emarketing Top of Funnel Marketing Management Marketo 100

markempa

AUGUST 16, 2006

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

B2B Sales 120

B2B Sales Lead Generation Sales Leads B2B Thought Leadership 120

markempa

DECEMBER 7, 2006

Main | Budget Wars: Sales & Finance vs Marketing » Podcast: Sales and Marketing the Six Sigma Way Its been well documented that quality of collaboration between sales and marketing directly impacts ROI. The challenge that many organizations face is that their sales process is a black box.

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Generation 120

Marketing Insider Group

DECEMBER 14, 2010

Sales projections? These had to be validated by the sales folks. Confessions Of A B2B Marketer 5 Sales Closing Techniques 7 Tips For Successful Lead Follow-up About Michael Brenner Michael Brenner is the author of B2BMarketingInsider and serves as Director of Online and Social Media Marketing for SAP.

Business 100

Business Peer-to-peer Web 2.0 Customer Satisfaction 100

markempa

SEPTEMBER 30, 2006

« Telemarketing big with Xerox | Main | Webinar: A Multimodal approach to Lead Nurturing for Complex Sales » Podcast: Marketing and Sales for Big Complex Selling (pt 3) I wanted to share the final installment from the podcast series I did with 800-CEO-READ. " You can see why this is a good topic to explore."

Lead Generation 120

Lead Generation B2B Sales B2B Marketing B2B Thought Leadership 120

markempa

AUGUST 14, 2006

« New E-Book Offers Great Advice | Main | Speaking at MarketingSherpas B-to-B Demand Generation Summit 2006 » Webinar: Lead Generation Strategies for the Complex Sale Join me for a complimentary webinar this Thursday, August 17, 2006 at 1pm EDT.

Lead Generation 120

Lead Generation Webinar Metrics B2B Sales Generation 120

markempa

SEPTEMBER 5, 2006

« E-Book: What Sales Really Needs from Marketing | Main | Telemarketing big with Xerox » Podcast: Marketing and Sales for Big Complex Selling (Pt 1) I had a great time chatting with Todd at 800-CEO-READ on lead generation. This is the first of three podcasts 800-CEO-Read is doing on B2B sales and marketing.

Lead Generation 120

Lead Generation B2B Sales B2B Marketing B2B Thought Leadership 120

Marketing Insider Group

JULY 21, 2010

In this 2 nd phase, released in September, 2009, the companies partnered with research firm OTX to validate their findings but this time they presented the survey respondents with actual search engine results pages. This allowed the research to quantify very few differences in actual behavior vs. reported behavior.

Paid Search Agency 100

Paid Search Agency Web 2.0 Customer Satisfaction Keywords 100

markempa

DECEMBER 21, 2006

« Podcast: Sales and Marketing the Six Sigma Way | Main | Podcast: What Sales Really Needs From Marketing » Budget Wars: Sales & Finance vs Marketing I look at the challenge that marketers often face when it comes to getting their budgets approved by finance and I wonder why does it have to be so hard?

Budget Programs 120

Budget Programs Lead Generation B2B Sales Sales Qualified Leads 120

markempa

OCTOBER 2, 2006

« Podcast: Marketing and Sales for Big Complex Selling (pt 3) | Main | White Papers and Lead Generation, Key for BtoB Marketers » Webinar: A Multimodal approach to Lead Nurturing for Complex Sales Join me for a complimentary webinar hosted by the American Marketing Association and sponsored by WebEx.

Lead Nurturing 120

Lead Nurturing Lead Generation Webinar Metrics Sales Qualified Leads 120

markempa

JUNE 6, 2006

During the interview, I share new ideas for generating B2B customers and talk about my book, Lead Generation for the Complex Sale , thats being released next week. During the interview, I share new ideas for generating B2B customers and talk about my book, Lead Generation for the Complex Sale , thats being released next week.

Lead Generation 120

Lead Generation B2B Sales Generation B2B Thought Leadership 120

markempa

AUGUST 18, 2006

My book, Lead Generation for the Complex Sale , along with friends Bryan and Jeffrey Eisenbergs Waiting for Your Cat to Bark? My book, Lead Generation for the Complex Sale , along with friends Bryan and Jeffrey Eisenbergs Waiting for Your Cat to Bark? and Debbie Weils The Corporate Blogging Book , were included on the list.

BtoB 120

BtoB Lead Generation B2B Sales Generation 120

markempa

JUNE 26, 2006

« Sales and Marketing as a Team: Five Tips to Improve Performance | Main | Direct mail for the complex sale that really works » Podcast: Duct Tape meets Lead Generation for the Complex Sale Im a guest on the Duct Tape Marketing Podcast today hosted by John Jantsch.

Lead Generation 120

Lead Generation B2B Sales Generation B2B Thought Leadership 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 Ranking 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

markempa

MARCH 21, 2006

« Lead generation and the number | Main | Reaching Decision Makers » Customer Referrals and Your Sales and Marketing Department For the complex sale you need enthusiastic referrals to help you build your reputation, differentiate yourself, demonstrate your value proposition, shorten your sales cycle, and drive revenue.

Lead Generation 120

Lead Generation B2B Sales Peer-to-peer Lead Ranking 120

markempa

MAY 24, 2006

« Podcast: The Innovative Marketer | Main | Lead Generation for the Complex Sale on wsRadio.com » Book Cover and Advanced Praise for Lead Generation for the Complex Sale Were quickly approaching the official release of my book, Lead Generation for the C omplex Sale : Boost the Quality and Quantity of Leads to Increase Your ROI.

Lead Generation 120

Lead Generation B2B Sales Generation B2B Thought Leadership 120

markempa

JUNE 21, 2006

Likewise, the harmonious interaction of sales and marketing is crucial. If they are askew and going in dissimilar directions, sales and marketing will not empower a successful complex sale or sales lead strategy. Bottom-line sales performance reflects just how well sales and marketing are working together.

Lead Generation 120

Lead Generation B2B Sales B2B Thought Leadership B2B Marketing 120

markempa

MARCH 6, 2006

« Consistent Lead Generation Pays Over Long Term | Main | Seth Godins speech on Marketing at Google » Generating Real Sales Leads from Tradeshow/Conferences Aaron Ross over at "Building The "Sales Machine" shares some great tips on trade show lead generation. Hold on a second, superstar.

Lead Generation 120

Lead Generation Conference B2B Sales Sales Qualified Leads 120

markempa

JANUARY 19, 2006

« This Years Hot New Lead Generation Strategy is Thinking | Main | Marketing Spend Shifting to Below-the-line » Improve your online sales lead tracking I liked the lead tracking tips provided in Michael Ortners article, " Eight Ways to Improve your Online Lead Tracking ," on MarketingProfs.com.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Leads 120

markempa

NOVEMBER 8, 2005

« Lead Generation Summit Notes | Main | Podcast: How to Nurture Leads » Dont Depend on Technology To Fill the Sales/Marketing Chasm I found this article by Janet White, author of Buying Right: Vendor and Software Selection on CRM Guru interesting.

Work Management 120

Work Management Marketing Management Lead Generation B2B Sales 120

markempa

SEPTEMBER 20, 2005

« Better Sales and Marketing Integration | Main | Telemarketing is the top lead generation tactic » New Cartoon Series Depicts "Sales Lead Hell" Building off my last post, I wanted to share something fun. a new cartoon series by MarketingSherpa called "Sales Lead Hell." Get yours here.

Lead Generation 120

Lead Generation Sales Leads B2B Sales Leads 120

Customer Experience Matrix

MARCH 19, 2010

The company expected this to yield at least one sale which would cover the entire annual cost of the program. But I suspect it may be too simplistic, so I do accept alternative measures as a valid alternative. That being the case, alternative measures are not necessarily less valid; it depends on the details.

Social Media 120

Social Media ROI Examples Media 120

PureB2B

FEBRUARY 22, 2016

It felt like a big accomplishment when we were on the list last year at #170, but making the list for a second consecutive year is incredibly validating,” says President and CEO Melissa Chang. Pure Incubation creates, nurtures and launches marketing technology companies that drive sales growth for businesses across a variety of industries.

Lead Scoring 62

Lead Scoring Lead Ranking Demand Generation Agencies Marketing Management 62

PureB2B

FEBRUARY 22, 2016

It felt like a big accomplishment when we were on the list last year at #170, but making the list for a second consecutive year is incredibly validating,” says President and CEO Melissa Chang. Pure Incubation creates, nurtures and launches marketing technology companies that drive sales growth for businesses across a variety of industries.

Lead Scoring 62

Lead Scoring Lead Ranking Demand Generation Agencies Marketing Management 62

markempa

JUNE 14, 2006

« New Book: Lead Generation for the Complex Sale is officially released | Main | PR Has New Rules for Reaching Buyers Directly » Why Most B2B Sites Fail to Convert Sales Leads Most people coming to your website arent coming to your website to buy. They are coming to your site for information.

B2B Sales 120

B2B Sales Lead Generation Lead Ranking Lead Scoring 120

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

JUNE 13, 2006

« Lead Generation for the Complex Sale on wsRadio.com | Main | Why Most B2B Sites Fail to Convert Sales Leads » New Book: Lead Generation for the Complex Sale is officially released The wait is over! My book, Lead Generation for the Complex Sale , was released this morning.

Lead Generation 120

Lead Generation B2B Sales Generation Leads 120

markempa

JUNE 26, 2006

« Podcast: Duct Tape meets Lead Generation for the Complex Sale | Main | Podcast: Interview on the Cullinane & Green Report » Direct mail for the complex sale that really works With the proliferation of e-mail and its resulting abuses, direct mail has become almost a novel approach by comparison.

Lead Generation 120

Lead Generation B2B Sales Work Management B2B Thought Leadership 120

Customer Experience Matrix

SEPTEMBER 1, 2010

150% MQLs to Sales Accepted Leads (SALs) nearly 75% 58% 29% SALs to Sales Qualified Leads (SQLs) nearly 61% 49% 24% SQLs to Closed Business 31% 23% 35% Incidentally, SiriusDecisions reported newer but very similar figures in the recent Neolane-sponsored Webinar 'Making the Business Case for Marketing Automation'. 51% win rates 55.6%

Marketing Automation Services 120

Marketing Automation Services Lead Ranking Marketing Automation Marketing Qualified Leads 120