markempa

JUNE 8, 2005

This is especially important in generating postitive word of mouth (WOM) too. 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). What thought leadership content am I missing?

Lead Generation 120

Lead Generation Budget Programs Word of Mouth B2B Thought Leadership 120

markempa

AUGUST 1, 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. So what can be done about it? So what can be done about it?

Lead Generation 120

Lead Generation B2B Sales Sales Qualified Leads Top of Funnel 120

markempa

NOVEMBER 18, 2005

The development of an effective e-mail program depends on how much you know about your target audience and how well you use that information to tailor a relevant message. BtoB Online: E-mail testing MarketingSherpa just released their annual report on e-mail marketing. E-mail is a one-to-one medium, nothing more, nothing less.

Lead Generation 120

Lead Generation Relevance Resources B2B Marketing 120

markempa

OCTOBER 17, 2006

It also addresses three major CRM challenges: fizzled lead generation efforts, lack of actionable information and the inability to leverage existing sales/marketing knowledge. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation CRM Work Management Lead Scoring 120

markempa

AUGUST 14, 2006

Chock full of useful information, the eBook provides a broad look at the selling process. Each expert concisely provides the one piece of information that, from the author’s perspective, we must know to succeed. Chock full of useful information, the eBook provides a broad look at the selling process. Download the eBook here.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 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

NOVEMBER 1, 2006

The 5 steps of successful lead qualification are: Define and Agree On What the Word “Lead” Means Consolidate and Centralize Your Prospect Information Pick up the Phone and Qualify Prospective Leads Handing Off Leads to Sales Closing the Loop The first step in the process requires marketing and sales to come up with a definition for a lead together.

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Marketing Leads 120

markempa

JUNE 27, 2006

I’m humbled and thrilled that so many readers have found the content valuable and informative enough to cast their vote for my blog. I’m humbled and thrilled that so many readers have found the content valuable and informative enough to cast their vote for my blog. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

B to B 120

B to B Lead Generation B2B Marketing Generation 120

markempa

FEBRUARY 23, 2006

The article entitled, " It Takes a Committee to Buy into B-to-B ," by Staff Writer Allison Enright, focuses on how marketers can connect with decision makers in big companies. a marketing and sales information services company in Southport, Conn.: a marketing and sales information services company in Southport, Conn.:

Sales Qualified Leads 120

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

markempa

MAY 23, 2005

» Blogging & RSS Events Business blogging consultant extraordinaire, Debbie Weil , just informed me that shes launching a half-day seminar on Blogging & RSS. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 The live workshop will take place in Washington, DC on February 17th.

RSS 120

RSS Lead Generation Generation B2B Thought Leadership 120

markempa

DECEMBER 6, 2006

from From the Innovators Desk I know that we can get a lot of information from newsletters, but it is a pretty cumbersome way to get our information. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 what are they good for? 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Newsletter 120

Newsletter Lead Generation Generation B2B Thought Leadership 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

OCTOBER 19, 2006

An inquiry is an interested party who has requested information and needs some level of assistance. An inquiry is an interested party who has requested information and needs some level of assistance. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 There is a difference. There is a difference.

Lead Qualification 120

Lead Qualification Lead Scoring Lead Ranking Sales Qualified Leads 120

markempa

JANUARY 19, 2006

Centralize your contact information. Centralize your contact information. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Understand the significance of your Web site. Use a Web analytics tool to monitor your Web visitors. Use tagged URLs. Determine which visitors become leads.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Leads 120

markempa

MAY 21, 2007

In lead generation, the job of the marketing department is to develop leads to match the buyer’s readiness to buy and the seller’s expectations of selling. A simple phone call can generate plenty of useful information. Use this information to refine your message to identify more leads just like your best customers.

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

markempa

JANUARY 25, 2006

People want different information, in different ways, and at different times during their buying process. Key question: Do you truly understand your potential customers buying process? Every potential customer will have a slightly different buying process. I cite her process on in my upcoming book.

Lead Generation 120

Lead Generation Webinar Metrics Lead Ranking Generation 120

markempa

JULY 20, 2005

Theres more information about the book at Amazon.com. Theres more information about the book at Amazon.com. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 If your a business marketer that focuses on marketing services, I recommend RainToday.com.

Lead Nurturing 120

Lead Nurturing Lead Generation Leads Lead 120

markempa

MAY 26, 2005

« How to leverage word of mouth for more leads | Main | RSS Your Press Room for better search engine visibility » B2B Lead Generation Blog Nominated for MarketingSherpas 2005 Readers Choice Blog Awards Thank you for nominating the B2B Lead Generation Blog for MarketingSherpas 2005 Readers Choice Award !

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

AUGUST 10, 2005

How Clients Buy: The Benchmark Report on Professional Services Marketing and Selling from the Client Perspective by RainToday.com If you are a marketer for a company that sells software, hardware, or IT Services, I urge you to get a copy of MarketingSherpas IT Marketing Benchmark Guide.

Lead Generation 120

Lead Generation Work Management Marketing Management Marketing Report 120

markempa

MAY 23, 2005

See my complete list of RSS Feeds Full posts with comments This is the most information-rich feed. See my complete list of RSS Feeds Full posts with comments This is the most information-rich feed. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Stay to up-to-date with discussions.

RSS 120

RSS Lead Generation Generation B2B Thought Leadership 120

markempa

MAY 18, 2007

Analyze competitive information, and develop a SWOT (strengths, weaknesses, opportunities, threats) Improve relevance of sales tools and marketing materials with sales input. Map out your customer’s decision and buying process and then map out your value proposition for each role involved in the buying process.

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Lead Scoring 120

markempa

JULY 7, 2006

I define closed-loop feedback as the principle of eliciting a continuous flow of pertinent information from the sales team that tracks each qualified lead from start to end, whether to sales close or to rejection. Do database record notes contain enough information to prepare for next steps? Are some sales people getting too few leads?

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

MAY 23, 2005

Dont for get your audience wants information that is relevant and meaningful. Relevant content builds credibility, generates positive word of mouth (wom) and creates a buzz for future events. Dont for get your audience wants information that is relevant and meaningful. Dont waste their time with a sales pitch.

Webcast 120

Webcast Lead Generation Webinar Metrics ROI 120

markempa

APRIL 18, 2005

We must remember that companies dont buy. Lead nurturing keeps the conversation going with relevant and meaningful personal touches regardless of their timing to buy. Readily available information from the internet and other sources delay the need and value of face-to-face contact until later in the buying process.

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

markempa

FEBRUARY 28, 2007

They provide too much information. People use the web for research; they are looking for fresh ideas, insight and actionable information. They provide too much information. People use the web for research; they are looking for fresh ideas, insight and actionable information. If I wanted to compete with you.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

JUNE 13, 2005

She asked, “Id like to do lead nurturing/lead generation on behalf of my sales people but they don’t update our CRM - I dont have the information I need - so I really can’t do anything to help them. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 What do you suggest?” What do you suggest?”

Lead Generation 120

Lead Generation B2B Sales CRM B2B Thought Leadership 120

markempa

JUNE 7, 2005

During their sales lead close-loop feedback sessions, they discovered key pieces of information that impacted their overall go-to-market strategy. During their sales lead close-loop feedback sessions, they discovered key pieces of information that impacted their overall go-to-market strategy.

Lead Generation 120

Lead Generation Marketing Budget SIC Budget Programs 120

Adobe Experience Cloud Blog

MARCH 25, 2010

The problem is that these companies are using an outdated revenue engine that was originally built for a different buying and selling climate. Information that prospects wanted (e.g. The way buyers research and buy solutions has changed forever , and the old sales process can’t keep up. The Old Revenue Engine. Lead nurturing.

Sales Management 48

Sales Management Lead Ranking Work Management Sales Qualified Leads 48

markempa

AUGUST 11, 2005

" I agree, we do need to strike a balance between collecting information and giving value. " I agree, we do need to strike a balance between collecting information and giving value. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 I like people to opt-in to entering our sales stream.

Lead Generation 120

Lead Generation Paper Webinar Metrics Sales Qualified Leads 120

markempa

JUNE 7, 2005

Properly written and distributed an email marketing campaign can provide incredibly detailed information and customer intuition that will help your sales staff know what your customers are interested in." " Absolutely - we just need to be judicious with how we use that information.

Cold Calling 120

Cold Calling Lead Generation B2B Sales Webcast 120

Top Rank Marketing

OCTOBER 5, 2023

The Elevate B2B Marketing Podcast features uniquely insightful conversations that inform and inspire by some of the world’s leading B2B marketers, with each episode digging deeply into the issues and topics that are vital to B2B brands today. Welcome to the show, Kris. Kris: Thanks for having me, Lee. So those are great examples.

B2B Marketing 100

B2B Marketing B2B Ideal Customer Profiles Work Management 100

markempa

APRIL 24, 2007

We may also have well-meaning friends and families setting us up on blind dates (aka referrals), and we may also run into those people who have heard good things about us from other people and want to get to know us better (aka word of mouth). Are you asking for far too much information before youve earned their trust?

Lead Nurturing 120

Lead Nurturing Lead Generation Lead Scoring Lead Ranking 120

markempa

MARCH 2, 2007

Phone calls such as, “I’m just calling to touch base” or emails that say, “I’m just checking in…” are like saying “Are you ready to buy yet?” This is especially true with complex sales that require multiple conversations on the phone before you may get your first face to face meeting in the later stages of their buying process.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Sales Qualified Leads 120

Online Marketing Institute

JULY 31, 2009

Three key ones that we look at: profile match, engagement level, and buying cycle position. The third dimension we use is the lead's position in the buying cycle. Buying cycle is tricky, since decision makers and influencers can be at different individual stages in the process from each other. This can be a bit noisy.

Lead Ranking 40

Lead Ranking Lead Scoring Enterprise Management Work Management 40

markempa

JANUARY 18, 2005

No other tactic is as accurate when it comes to collecting the qualitative information salespeople require to justify pursuing a prospective lead. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Qualification 120

Lead Qualification Lead Generation Sales Qualified Leads B2B Sales 120