markempa

JUNE 8, 2007

During our interview we cover a variety of topics that are relevant to lead generation, PR and marketing. Get your copy of The New Rules of Marketing & PR on Amazon. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

PR 120

PR Rules Lead Generation B2B Thought Leadership 120

markempa

MARCH 30, 2007

« Now Announcing the "Start With A Lead" Podcast Show | Main | Your questions answered on Lead Generation via Podcasts » On building targeted lists for B2B Lead Generation Programs Would you buy this business card? When you buy a list of names, you are basically buying business cards on a list.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Lead Scoring 120

markempa

OCTOBER 17, 2006

Do you have to understand the customer buying cycle? Do you have to understand the customer buying cycle? Lead nurturing Role of the ideal customer profile Read the interview transcript FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext.

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Generation 120

markempa

MAY 9, 2007

Lead nurturing is all about having consistent and meaningful communication with viable prospects (those that are “a fit” for your solution) regardless of their timing to buy. It’s not “following-up” every few months to find out if a prospect is “ready to buy yet?” companys focus. I hope you can make it. Register here.

Lead Generation 120

Lead Generation Lead Nurturing ROI Generation 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. Are you using trigger events?

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Leads 120

markempa

JUNE 28, 2007

While these fundamentals still hold true, the Internet has changed marketing and the fundamentals we apply to it. New and innovative online marketing tactics help companies build their brand and generate leads online. Some of the leads are “hot” and ready to buy while others are long-term and need nurturing.

Online Lead Generation 120

Online Lead Generation Lead Generation Work Management Marketing Management 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. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Work Management 120

Work Management Marketing Management Lead Generation B2B Sales 120

markempa

AUGUST 30, 2007

Download your copy FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market " I think youll find it valuable.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

MARCH 6, 2007

a for sponsoring this event as part of their new Wednesday Webcast with Experts series. FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market Thank you to ON24 Inc.

Webcast 120

Webcast Lead Generation Ideal Customer Profiles Sales Qualified Leads 120

markempa

AUGUST 16, 2007

You can now watch the recorded archive Thank you to ON24 for sponsoring and to the AMA for hosting the event. FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Webcast 120

Webcast Lead Generation Sales Qualified Leads Work Management 120

markempa

MAY 8, 2007

TypePad Featured Blogs: B2B Lead Generation Blog FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market Their write up is quite glowing (aw-shucks) and its fun to be recognized. Thanks TypePad !

Lead Generation 120

Lead Generation Features Generation B2B Thought Leadership 120

markempa

AUGUST 14, 2006

Although the advice comes from many directions, youll find some ideas will help you sell more. FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market Download the eBook here.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

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. I interviewed Paul Dunay, Director of Global Field Marketing for BearingPoint.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

OCTOBER 6, 2006

As Ive written before, Im a big proponent of educational marketing tools such as white papers because they allow you to reach people early in their buying process. Just remember, they should be EARLY in their buying process ! Just remember, they should be EARLY in their buying process !

BtoB 120

BtoB Lead Generation Paper 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

OCTOBER 22, 2005

The data came from over 500 campaigns from 21 industries and tracked 19 different tactics including: outbound telemarketing, direct mail, search marketing, and e-mail among others. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market Thanks to Carol Krol over at BtoB Magazine for pointing me to the report.

Telemarketing 120

Telemarketing Lead Generation Tactics Generation 120

markempa

AUGUST 1, 2007

This chronic lack of visibility has a snowball effect of making it challenging for marketers to measure their effectiveness and understand their return on marketing investment (ROMI). FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext.

Lead Generation 120

Lead Generation B2B Sales Sales Qualified Leads Top of Funnel 120

markempa

AUGUST 22, 2007

FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market I love road biking with my wife (want to bike across Europe) I’m going to write another book. Ardath, thanks for the tag.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Thought Leadership 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." This is why I think marketers should hold back and nurture early stage leads ( with a human touch ) on behalf of their sales team.

Lead Generation 120

Lead Generation B2B Sales Marketing Analytics Tools Leads 120

markempa

JUNE 29, 2005

« Marketing to Small-Medium Businesses Via IT Consultants & Resellers | Main | Marketing accountability and ROI Measurement » Improving Lead Generating And Conversion Rates I liked this article by Charlie Cook over at SalesMastersWorld. He writes, "Marketing is a lot like farming.

Conversion Rate 120

Conversion Rate Lead Generation Generation Conversion 120

markempa

AUGUST 23, 2006

If youre involved in marketing to IT or financial buyers, you should consider using white papers or e-books. Im a big proponent of educational marketing, because it allows you to reach people early in their buying process. Just remember, they should be EARLY in their buying process !

Lead Generation 120

Lead Generation Paper Sales Qualified Leads Generation 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

NOVEMBER 1, 2006

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. « Targeting Your B2B Lead Generation | Main | Podcast: Tradeshow and Event Marketing with Ruth Stevens » Target Marketing: What’s a Lead?

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Marketing 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. Marketing to sales: “We get the leads, you get the sales.” Develop a lead generation calendar - Map out your activities for each month and then really follow it!

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified 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

AUGUST 16, 2006

FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

B2B Sales 120

B2B Sales Lead Generation Sales Leads B2B Thought Leadership 120

markempa

JUNE 14, 2005

Fellow Revenue Roundtable member, Mike McLaughlins Blog, Guerrilla Consulting won in the "B-to-B marketing blogs" category. Fellow Revenue Roundtable member, Mike McLaughlins Blog, Guerrilla Consulting won in the "B-to-B marketing blogs" category. A big thank you to everyone who voted!

Lead Generation 120

Lead Generation Generation B2B Thought Leadership B to B 120

markempa

FEBRUARY 24, 2006

« Marketing That Reaches Decision Makers In Big Companies | Main | Podcast Segment 4: Selling to BIG Companies » Will Writing a Business Book Generate Sales Leads? Most of us would expect that a consulting firm or service company will benefit from publishing their expertise but exactly how much?

Lead Generation 120

Lead Generation B2B Sales Sales Leads Generation 120

markempa

FEBRUARY 23, 2006

» 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. If youre doing marketing or lead generation for a complex sale, youll want to read it. based sales qualifying service InTouch Inc.,

Sales Qualified Leads 120

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

markempa

MAY 23, 2005

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. Check out the AMAs blogging event in Chicago on February 18th. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

RSS 120

RSS Lead Generation Generation B2B Thought Leadership 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

JUNE 26, 2006

Johns Duct Tape Marketing Blog was chosen as a Forbes favorite for small business and was twice named " Best Small Business Marketing Blog " by the readers of Marketing Sherpa. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market Its terrific.

Lead Generation 120

Lead Generation B2B Sales Generation B2B Thought Leadership 120

markempa

SEPTEMBER 12, 2007

Her article summarizes some new research by the Association of National Advertisers in conjunction with Marketing Management Analytics. FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation B2B Marketing BtoB Lead Scoring 120

markempa

SEPTEMBER 29, 2006

Validating direct marketing lists. Following up on direct mail campaigns. To use the phone as an effective lead generation strategy, consider creating a specialized teleprospecting function within the marketing group. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market Building a database.

Telemarketing 120

Telemarketing Lead Generation Sales Qualified Leads BtoB 120

markempa

AUGUST 29, 2007

FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market Overall, social networking sites are proving to be great tools for job seekers and recruiting.

Social Networks 120

Social Networks Lead Generation Network Marketing B2B Marketing 120

markempa

AUGUST 24, 2007

" FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Work Management 120

Work Management Marketing Management Marketing Automation Services Lead Generation 120

markempa

JANUARY 4, 2006

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. More outreach required to the sphere of influence : Buying processes frequently involve a team approach.

Lead Generation 120

Lead Generation B2B Sales Lead Scoring Lead Ranking 120