markempa

APRIL 19, 2007

Research shows that Podcasts do impact B2B purchase decisions. If you provide your prospects with high quality thought leading content as part of your lead nurturing process , then you will find that your prospects are calling you first when they are ready to buy. Research shows that Podcasts do impact B2B purchase decisions.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

MAY 9, 2007

Startling as it may seem, recent research (and even studies from ten years ago) shows that longer-term leads (future opportunities), often ignored by salespeople, represent almost 80% of potential sales. It’s not “following-up” every few months to find out if a prospect is “ready to buy yet?” companys focus.

Lead Generation 120

Lead Generation Lead Nurturing ROI Generation 120

markempa

OCTOBER 11, 2006

« White Papers and Lead Generation, Key for BtoB Marketers | Main | Lead Generation for the Complex Sale » How to Become a Thought Leader and Attract Customers Would you like to be more visible and generate sales leads on a limited budget? Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation B2B Thought Leadership Thought Leadership Generation 120

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. The key is to reach people as early in their buying process as possible.

B2B Sales 120

B2B Sales Lead Generation Lead Scoring Lead Ranking 120

markempa

JULY 9, 2007

David writes, " Salespeople may argue with me, but I think it is better at the early stages of the buying process NOT to pass names to sales unless the buyer is absolutely ready to move forward." Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 " I agree. " I agree.

Lead Generation 120

Lead Generation B2B Sales Marketing Analytics Tools Leads 120

markempa

AUGUST 11, 2006

And, as my recent post about MarketingSherpa’s research shows, blogs have become a great lead generation tool for marketers. And, as my recent post about MarketingSherpa’s research shows, blogs have become a great lead generation tool for marketers. This is the perfect time to release a book on corporate blogging.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

MAY 8, 2006

My research shows that executive buyers choose the sales person who has been a resource and developed a relationship with them regardless of their timing to buy. My research shows that executive buyers choose the sales person who has been a resource and developed a relationship with them regardless of their timing to buy.

Lead Generation 120

Lead Generation Generation Cold Calling Leads 120

markempa

OCTOBER 31, 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. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation Lead Scoring Lead Ranking Generation 120

markempa

AUGUST 30, 2007

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

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

JUNE 29, 2007

Listen to podcast now (31 min MP3) Show Agenda Benchmark data that B2B all marketers must know Fresh ideas and best practices for lead qualification Why you should capture and track all web inquiries in your CRM How many buyers/influencers in the typical F500 buying process (hint: its big!)

Lead Generation 120

Lead Generation Work Management Generation Telemarketing 120

markempa

MARCH 21, 2006

During two years of research, Reichheld discovered, that the answer to this basic question, Would you recommend our products/services to a business peer?, Jim Lenskold and Bill Lee just wrote a practical article on MarketingProfs which builds on Reichheldss research and ideas. correlated directly to growth rates.

Lead Generation 120

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

markempa

JUNE 13, 2007

« Podcast: The New Rules of Marketing & PR Interview with David Meerman Scott | Main | Social Media Pundits Disconnect from B2B Marketing » The Physics of Trigger Events for Lead Generation Most buyers arent ready to buy when were ready to sell. But what about the prospects who are not in your nurturing database yet?

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Leads 120

markempa

AUGUST 17, 2007

Here are some direct mail content ideas: personal letters, dimensional mailers, books, newsletters, press releases, white papers, event invitations, research reports, case studies, success stories, article reprints and third-party articles. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Nurturing 120

Lead Nurturing Lead Generation Tactics Lead Scoring 120

markempa

JULY 28, 2006

In the meantime, I do want to quickly share some interesting research from MarketingSherpa. In the meantime, I do want to quickly share some interesting research from MarketingSherpa. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Stay tuned. Stay tuned.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

JULY 21, 2005

« New and Improved Lead Nurturing Article | Main | Getting into big companies » New Lead Nurturing Webinar Startling as it may seem, recent research (and even studies from ten years ago) shows that longer-term leads (future opportunities), often ignored by salespeople, represent nearly 80% of potential sales.

Lead Nurturing 120

Lead Nurturing Lead Generation Sales Qualified Leads Webinar Metrics 120

markempa

MAY 13, 2007

In addition, we cant ignore research showing the average tenure of a CEO is six years. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 The analysts who predict the future success of a company and then punish them for falling short? The media who criticize leaders for thinking long-term?

Lead Generation 120

Lead Generation ROI Top of Funnel B2B Marketing 120

markempa

JULY 13, 2006

« Sales Leads Are Too Valuable For Sales People Alone | Main | MarketingSherpa Data on the Best & Worst Lead Generation Offers for 2006 » How Podcasts Impact B2B Purchase Decisions A key aspect of lead generation is to engage people as early in their buying process as possible, because thats where you can make the biggest difference.

Lead Generation 120

Lead Generation Purchase B2B Thought Leadership Generation 120

markempa

JANUARY 4, 2006

« Its a New Year for Lead Generation for the Complex Sale | Main | Use Event Marketing Successfully for Lead Generation » Top Six Lead Generation Challenges for the Complex Sale in 2006 Based on our research, I think companies with complex sale will face the following six lead generation challenges in 2006: 1.

Lead Generation 120

Lead Generation B2B Sales Lead Ranking Lead Scoring 120

markempa

JUNE 19, 2006

Contrarily, my research shows that for the complex sale, it is far more effective to support proven sales people with good lead generation than hiring additional sales people. percent higher More than 10 percent decrease in ramp up time for new sales people I expect there will be more research on this very important subject.

Lead Generation 120

Lead Generation Generation Optimization Leads 120

markempa

NOVEMBER 14, 2005

Research shows that the number one priority for B2B websites is lead generation. In the complex sale, the length of the buying cycle make the connection between on-the-web activity and the off-line decision to purchase much more difficult to trace. Research shows that the number one priority for B2B websites is lead generation.

Lead Generation 120

Lead Generation Analytics Generation Google 120

markempa

DECEMBER 21, 2006

According to their research, " only 17% of B-to-B marketers we queried were sure their CFOs understood the value of lead generation programs." According to their research, " only 17% of B-to-B marketers we queried were sure their CFOs understood the value of lead generation programs." Bottom line: its the numbers.

Budget Programs 120

Budget Programs Lead Generation B2B Sales Sales Qualified Leads 120

markempa

JUNE 7, 2005

Im more impressed by the amount of research and testing that went into this book. Im more impressed by the amount of research and testing that went into this book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 I got a copy of the handbook and finally had a chance to read it.

Landing Pages 120

Landing Pages Lead Generation Conversion B2B Thought Leadership 120

markempa

FEBRUARY 1, 2006

We see the halo effect demonstrated in places like the Harvard Business Review where its quite common to see business executives collaborate on papers with a professor or sponsor research projects. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Generation Leads Lead 120

markempa

JUNE 16, 2005

« Research confirms that B2B Companies Continue to Struggle with Lead Generation and Follow-up | Main | Marketing to Small-Medium Businesses Via IT Consultants & Resellers » B2B Marketing and PR Internship Wanted: an exceptional college student to work with me on special projects.

Lead Generation 120

Lead Generation PR B2B Marketing Peer-to-peer 120

markempa

JANUARY 18, 2005

Jill dispels a sacred cow held by sales (and marketing) which, HOT leads - those leads that say they are immediately ready to buy - are always good things - when in fact they may be your poorest opportunities. Research shows, that top sales performers have the best opportunity screening skills.

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Lead Scoring 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. When buying a 79 cent can of fruit cocktail subconscious brand recognition is going to mean a lot. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Word of Mouth 120

Word of Mouth Lead Generation WOM B to B 120

markempa

MAY 20, 2005

Research them, their companies, their clients or customers. Do your research (step 2 above). Over time, as you build your lead generation program, your experts may be interested in co-developing white papers, special research reports, articles, and events with you. Research them, their companies, their clients or customers.

Lead Generation 120

Lead Generation Ideal Customer Profiles Lead Ranking Lead Scoring 120

markempa

FEBRUARY 28, 2007

People use the web for research; they are looking for fresh ideas, insight and actionable information. People use the web for research; they are looking for fresh ideas, insight and actionable information. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 If I wanted to compete with you.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

MAY 24, 2005

Take sales lead follow-up for example, research shows that sales people do not fully pursue around 70% of leads generated by marketing. Take sales lead follow-up for example, research shows that sales people do not fully pursue around 70% of leads generated by marketing. That amounts to literally billions of wasted marketing dollars.

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Sales Marketing Analytics Tools 120

markempa

JUNE 8, 2005

Thought leaders often do the following things; they write, speak, do research, analyze trends, and openly share insightful ideas with people (regardless of their timing to buy). As a general rule, you will select less intrusive methods of capturing people who are just at the awareness phase of the buying process.

Lead Generation 120

Lead Generation Budget Programs Word of Mouth B2B Thought Leadership 120

Ambal's Amusings

NOVEMBER 19, 2009

Ardath Albee's book eMarketing Strategies for the Complex Sale. Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping! Ardath Albee's book eMarketing Strategies for the Complex Sale. Tom Pick's blog WebMarketCentral. Content Strategy: The Future of Marketing (via Joe Pulizzi with Christine Halvorson).

Work Management 100

Work Management Marketing Management Demand Generation Agencies Paid Search Agency 100

Webbiquity

JANUARY 19, 2011

Social Media Affecting BtoB Buying Behavior by The Proactive Report. Sally Falkow reports research on new influences in the B2B buying process (e.g., B2Bs Tap Social to Boost Search by eMarketer. Why Social Media Is Top Priority for Search Marketers by eMarketer.

Paid Content 100

Paid Content Optimization Paid Search Agency Tips 100

markempa

MAY 19, 2005

It was confirmed after two-years of research that the answer to this single question is the number one indicator and correlated directly to growth rates. Reichheld’s research shows us that people put their personal reputations on the line when they act as a reference or make a recommendation to someone else.

Lead Generation 120

Lead Generation Lead Ranking Lead Scoring Generation 120

Webbiquity

AUGUST 18, 2012

While prospective buyers are using search and social to research products and services before making purchase decisions, marketers and PR professionals can use those same tools to research buyer wants and needs. BtoB Magazine ). 77% of buyers say they are more likely to buy from a company whose CEO uses social media.

Paid Content 100

Paid Content Social Media Social Marketing Statistics 100

Webbiquity

NOVEMBER 28, 2011

Get the details behind these stats and many, many more here in more than 40 of the best articles and blog posts about social media, search, budgeting and digital marketing research, facts and statistics of 2011 so far. Social Media Stats, Facts and Research Does Facebook Need To Build A Search Engine? And 73% of U.S. Fridays at 4 p.m.

Paid Content 100

Paid Content Social Media Statistics Paid Search Agency 100