ViewPoint

JUNE 7, 2016

In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. Maybe the rep simply has a hunch the lead’s not good, or has another subjective reason not to follow up. Rapid identification of problems.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

markempa

APRIL 24, 2009

Here’s what they are looking for: B-to-B marketers to present Case Studies on real-life tests and tactics in demand generation. Marketers should work for an organization that does not target marketers as primary prospects. Please confirm the client’s availability to speak prior to submitting.

Demand Generation Agencies 120

Demand Generation Agencies Case Study Case Studies Demand Generation 120

markempa

FEBRUARY 23, 2006

« Macs Tasty Recipe for Lead Generation Success | Main | Will Writing a Business Book Generate Sales Leads? » Marketing That Reaches Decision Makers In Big Companies I was quoted in an article on B-to-B marketing in Marketing News, a publication of the American Marketing Association.

Sales Qualified Leads 120

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

markempa

JUNE 28, 2007

I traveled with Guy Maser VP of Marketing for GlobalSpec and I thought he had a great message about helping marketers get the most out of their internet lead generation investment. This environment has brought about a need to complement the classic 4Ps of marketing with a variation called the 4Ts: target, tactics, transact and track.

Online Lead Generation 120

Online Lead Generation Lead Generation Work Management Marketing Management 120

B2B Marketing Directions

NOVEMBER 29, 2015

The diagram below shows the major elements of a marketing communications plan, which is similar in several ways to the B-to-B Marketing Campaign Framework developed by SiriusDecisions. Value Themes In a marketing communications plan, value themes replace campaigns as the primary organizing principle. via Flickr CC.

Campaigns 45

Campaigns Planning Lead Ranking B to B 45

markempa

OCTOBER 19, 2006

When inquiries are handed off without being methodically qualified, it doesn’t take the sales department long to start viewing all marketing-generated “leads” with skepticism. For this reason, most leads sent from marketing to the sales organization are lost, ignored, or discarded. But inquiries are not leads.

Lead Qualification 120

Lead Qualification Lead Scoring Lead Ranking Sales Qualified Leads 120

markempa

MARCH 30, 2005

Recent research shows that reputation makes a huge difference for B2B companies in the following areas; demand creation, lead generation and overall revenue growth. Recent research shows that reputation makes a huge difference for B2B companies in the following areas; demand creation, lead generation and overall revenue growth.

Word of Mouth 120

Word of Mouth Lead Generation WOM B to B 120