markempa

APRIL 19, 2007

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

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

JULY 5, 2007

« Podcast: Interview with MarketingSherpas Anne Holland | Main | Early Stage Leads are too important for Sales People Alone » Off-Topic: On Selling Ideas in 1776 Fellow blogger Tom Pick, over at the The WebMarketCentral Blog tagged me to write something off topic, interesting, seasonal and non-work related this week.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

SEPTEMBER 1, 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 B2B Sales B2B Marketing B2B Thought Leadership 120

markempa

NOVEMBER 16, 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. What are the issues that marketers are facing in event marketing?

Lead Generation 120

Lead Generation Event Marketing Trade Show B2B Marketing 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

MAY 13, 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. The soution?"

Lead Generation 120

Lead Generation ROI Top of Funnel B2B Marketing 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

JANUARY 19, 2006

Use tagged URLs. Use tagged URLs. 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. Cultivate your leads.

Lead Generation 120

Lead Generation B2B Sales Sales Leads 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

JULY 28, 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 B2B Thought Leadership Generation Leads 120

markempa

AUGUST 16, 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. So “get hip” and read this article.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

JUNE 14, 2007

One person said, "You can put Einsteins E=mc2 on a t-shirt and then a consumer will buy that. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 You can’t do that with Hawking.” Those who spend more time talking about the trendy marketing mediums (ie. Blogs, podcasts, WOM, etc.) Its about results.

Social Media 120

Social Media Lead Generation B2B Marketing Social Marketing 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. Instead, seek to create the most relevant database possible which contains the right companies and contacts that influence the buying decision.

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

markempa

DECEMBER 7, 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. Listen to podcast now (MP3 24 min 5.5

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Generation 120

markempa

MAY 18, 2007

Map out your customer’s decision and buying process and then map out your value proposition for each role involved in the buying process. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Determine an answer to the question: What is the life cycle of a lead?

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Lead Scoring 120

markempa

JULY 7, 2006

It is important to note that this process works best when youve developed an universal lead definition to assure buy-in from all stakeholders first. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Are there prospects and/or customers who should be discussed specifically?

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

FEBRUARY 28, 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. " Again, its not the car. Its the crew and driver.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 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. The way buyers research and buy solutions has changed forever , and the old sales process can’t keep up. techniques to grow revenue predictably and reliably. But things change. Lead nurturing.

Sales Management 48

Sales Management Lead Ranking Work Management Sales Qualified Leads 48

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

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

markempa

APRIL 12, 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

ROMI 120

ROMI Lead Generation Work Management B2B Marketing 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