markempa

OCTOBER 17, 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.

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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!)

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markempa

OCTOBER 17, 2006

« How to Become a Thought Leader and Attract Customers | Main | E-book: Why Naked CRM Doesnt Work » Lead Generation for the Complex Sale I recently did a phone interview on Lead Generation for the Complex Sale with Nettie Hartsock for Allbusiness.coms Must Read Business Books column.

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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. Their write up is quite glowing (aw-shucks) and its fun to be recognized. And, Im even getting a cool t-shirt to boot. Thanks TypePad !

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markempa

AUGUST 16, 2007

FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. And Ive got a lot of great feedback and questions. You can now watch the recorded archive Thank you to ON24 for sponsoring and to the AMA for hosting the event.

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markempa

JUNE 28, 2007

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. To turn these leads into customers, marketing and sales teams must have dedicated and collaborative lead management practices.

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markempa

AUGUST 30, 2007

Start By Defining A Lead Roy Young , President with Ann Handley, Chief Content Officer, MarketingProfs All Sound And Fury, Signifying Nothing: Executing Your Lead Generation Plan Mike Schultz , Publisher, RainToday.com and Principal, Wellesley Hills Group B2B Sales Lead Success Checklist M.H.

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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.

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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. I love road biking with my wife (want to bike across Europe) I’m going to write another book. I’ve visited 49 out of 50 states (Alaska some day…) Well thats about as random as I could get.

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markempa

MARCH 6, 2007

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

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markempa

AUGUST 14, 2006

FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. Chock full of useful information, the eBook provides a broad look at the selling process. Although the advice comes from many directions, youll find some ideas will help you sell more. Download the eBook here.

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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.

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markempa

AUGUST 16, 2006

There, I offer some thoughts on organizing and providing open access to more of your web content to successfully improve your lead generation success. FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext.

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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.

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markempa

MARCH 6, 2006

Well meaning marketers can ruin their lead generation results by rushing an unqualified list of tradeshow attendees to their sales team. After doing numerous lead qualification programs , we have found 5% to 15% of trade show inquiries are truly sales ready leads. " I agree. " I agree.

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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 !

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markempa

JUNE 26, 2006

Listen to podcast now FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. 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.

Lead Generation 120

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markempa

AUGUST 1, 2007

FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. 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).

Lead Generation 120

Lead Generation B2B Sales Sales Qualified Leads Top of Funnel 120

markempa

JUNE 6, 2006

During the interview, I share new ideas for generating B2B customers and talk about my book, Lead Generation for the Complex Sale , thats being released next week. FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. Click here to listen to the recording.

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Lead Generation B2B Sales Generation B2B Thought Leadership 120

markempa

SEPTEMBER 12, 2007

FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. " Last week, I read a short BtoB article by Carol Krol that shows that this continues to be a challenge. 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 1, 2006

FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. Download "What Sales Really Needs From Marketing" If you like what you read, you should check out Jills book ( Selling To Big Companies ) too.

Lead Generation 120

Lead Generation B2B Sales B2B Marketing B2B Thought Leadership 120

markempa

JULY 9, 2007

Last year, I linked to a David Meerman Scotts post, Sales Leads Are Too Valuable For Sales People Alone. 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." " I agree.

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markempa

NOVEMBER 22, 2006

This is good news if you are using e-mail and the phone in combination (using e-mail along with the phone is critical in the lead nurturing process too). 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

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markempa

NOVEMBER 22, 2006

Just remember that most web inquiries are not sales ready leads so dont simply throw them over the wall to your sales reps. MarketingProfs.com: Five Proven Ways to Waste Money With Pay-per-Click Advertising 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 Sales Qualified Leads Generation B2B Thought Leadership 120

markempa

FEBRUARY 23, 2006

In it, he shares a fundamentals recipe for B2B lead generation success. FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. Mac is also an expert that I cite in my upcoming book. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

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markempa

AUGUST 29, 2007

But I still wonder about the value of social networking tools for lead generation and business development that Wegerts article brings up. FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext.

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Social Networks Lead Generation Network Marketing B2B Marketing 120

markempa

AUGUST 18, 2006

My book, Lead Generation for the Complex Sale , along with friends Bryan and Jeffrey Eisenbergs Waiting for Your Cat to Bark? Read BtoBOnline.com: A summer bundle of marketing books FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext.

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markempa

NOVEMBER 16, 2006

MB) FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. What are the issues that marketers are facing in event marketing? What are some tips to improve event marketing? Listen to podcast now (MP3 24 min 5.51

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markempa

AUGUST 24, 2007

I could hear his frustration when he said, "But we are still unable to close-the-loop and measure ROI on most of the sales leads we pass to sales." " FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext.

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markempa

AUGUST 14, 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

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Lead Generation Webinar Metrics B2B Sales Generation 120

markempa

MAY 16, 2006

Listen to podcast (right-click to save to your desktop) Link: The Innovative Marketer: Podcast #4 - Brian Carroll, Author of Lead Generation for the Complex Sale. 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 Marketing Generation B2B Thought Leadership 120

markempa

MAY 18, 2007

Train your sales people on how to optimize your lead generation investment and give your feedback. Centralize the lead qualification process. Share lead generation best practices amongst the sales team. 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

AUGUST 11, 2006

And, as my recent post about MarketingSherpa’s research shows, blogs have become a great lead generation tool for marketers. 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 Thought Leadership Generation Leads 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.

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Lead Generation Ideal Customer Profiles Generation Lead Scoring 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.

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markempa

JANUARY 23, 2007

FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. If youre a small business owner (or plan to be one in the future) youll want to put this book on your reading list. It’s great. If you decide to get a copy, you should check out his bonus offers.

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Lead Generation B2B Sales Work Management B2B Marketing 120

markempa

APRIL 5, 2007

Paul uses podcasts to engage senior leaders and create demand and generate leads for his firm and he has a ton of real-world experience to share with us on podcasting. FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext.

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