ANNUITAS

APRIL 9, 2015

The purpose of a demand generation program is to drive revenue, not leads, and the only way to truly measure success is revenue in the form of contribution to pipeline and sales. Lead volume is certainly important, but useless as a measure of success unless it is weighed against the revenue it drives.

Conversion Rate 100

Conversion Rate Conversion Lead Ranking Demand Generation 100

ViewPoint

JUNE 15, 2017

Some companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone. If the raw lead count is high but there is a mere trickle going to the salespeople, you have a substantial problem. Their favorite script was: Are you ready to buy yet?

Sales Qualified Leads 168

Sales Qualified Leads Lead Scoring Lead Ranking Telemarketing 168

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. There, I offer some thoughts on organizing and providing open access to more of your web content to successfully improve your lead generation success.

B2B Sales 120

B2B Sales Lead Generation Sales Leads B2B Thought Leadership 120

markempa

MARCH 6, 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. " I agree. " I agree.

Lead Generation 120

Lead Generation Conference B2B Sales Sales Qualified Leads 120

markempa

JULY 10, 2006

« BeTuitive Publishing Book Review | Main | How Podcasts Impact B2B Purchase Decisions » Sales Leads Are Too Valuable For Sales People Alone David Meerman Scotts blog post, " Sales Leads Are too Valuable for Sales People ," is worth a read. Every salesperson loves leads.

B2B Sales 120

B2B Sales Lead Generation Sales Leads BtoB 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. They are coming to your site for information.

B2B Sales 120

B2B Sales Lead Generation Lead Scoring Lead Ranking 120

Binary Demand

APRIL 28, 2023

Timeline : Recognize when the potential consumer needs to buy. They may not buy instantly unless they have an urgent need. ps2id id=’process’ target=”/]Process for Utilizing the BANT Sales Framework BANT is a simple and effective tool for qualifying leads and assessing the likelihood of a successful sale.

Sales Qualified Leads 52

Sales Qualified Leads High Quality Lead Lead Ranking Budget Programs 52

ViewPoint

JANUARY 9, 2014

If a great conversion rate is 30% of leads to sales qualified leads than 7 out of 10 failed to pass through. If a six-sigma consultant looked at that type of waste, they would freak out. Actually I take that back, it’s not okay if you pass those 10 leads to quota-carrying sales reps. Ginger Conlon | DM News.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 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

SEPTEMBER 20, 2005

« Better Sales and Marketing Integration | Main | Telemarketing is the top lead generation tactic » New Cartoon Series Depicts "Sales Lead Hell" Building off my last post, I wanted to share something fun. a new cartoon series by MarketingSherpa called "Sales Lead Hell." Get yours here.

Lead Generation 120

Lead Generation Sales Leads B2B Sales Leads 120

markempa

JANUARY 19, 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. Heres a summary of Michael Ortners eight points: 1.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Leads 120

ViewPoint

FEBRUARY 23, 2018

Which means those “leads” land in a black hole, and the money spent to generate them is wasted. Leads aren’t leads unless: They’re qualified. Is this a person with authority to buy? We did, he did and the deal closed five months later for $1 billion for our client (a global consulting/services company).

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

markempa

NOVEMBER 17, 2005

If youre supporting multiple sales channels with lead generation, youll probably like this case study by MarketingSherpa. It explains how GE Access Distribution got their channel to close the loop on 95% of leads delivered. Do you have any other tips on how to get the channel partners to follow-up on sales leads?

B2B Sales 120

B2B Sales Lead Generation Sales Leads Sales Qualified Leads 120

markempa

JUNE 23, 2005

« B2B Marketing and PR Internship | Main | Improving Lead Generating And Conversion Rates » Marketing to Small-Medium Businesses Via IT Consultants & Resellers I was quoted in a special report by MarketingSherpas contributing Editor, Dianna Huff. Resellers dont want cookie cutter sales lead programs.

Advertising Mediums 120

Advertising Mediums Consulting Lead Generation B2B Marketing 120

ViewPoint

JUNE 30, 2015

Make a decision for lead distribution. Prospects who admit to a short time frame to buy go directly to reps; others may need to be further qualified. Of course, this depends on the size of your organization and the number of prospects that can be consumed by a sales rep each month. Telemarketing scripts.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality Lead 120

markempa

MARCH 27, 2005

« Give Lead Generation Some Respect | Main | Podcast: How Trigger Events improve Lead Generation » Sales Leads Via RSS via Salesforce.com Otter Group CEO, Kathleen Gilroy , pointed me Charlie Woods, Moonwatcher Blog , and his intriguing post on the subject of distributing sales leads via RSS.

RSS 120

RSS Salesforce.com Lead Generation Sales Leads 120

markempa

NOVEMBER 1, 2006

« Targeting Your B2B Lead Generation | Main | Podcast: Tradeshow and Event Marketing with Ruth Stevens » Target Marketing: What’s a Lead? Many marketers believe generating more sales leads is the key to hitting revenue targets. Read Target Marketing: What’s a Lead? That’s not always true.

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Marketing Leads 120

NuSpark Consulting

OCTOBER 15, 2011

When people ask me what I do, I usually give them my standard 15-second commercial; generate quality inbound leads and shorten sales cycles via lead generation, lead nurturing, and content marketing. At the end of the day, people will still buy from people. I buy from people. Quality people. .

Marketing Automation Services 100

Marketing Automation Services Lead Generation Process Lead Ranking 100

NuSpark Consulting

OCTOBER 15, 2011

When people ask me what I do, I usually give them my standard 15-second commercial; generate quality inbound leads and shorten sales cycles via lead generation, lead nurturing, and content marketing. At the end of the day, people will still buy from people. I buy from people. Quality people. .

Marketing Automation Services 100

Marketing Automation Services Lead Generation Process Lead Ranking 100

markempa

AUGUST 23, 2006

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 ! Early-stage leads - those who are not ready to speak to a sales person yet – can be developed further with an effective lead nurturing program.

Lead Generation 120

Lead Generation Paper Sales Qualified Leads Generation 120

markempa

JULY 9, 2007

« Off-Topic: On Selling Ideas in 1776 | Main | Inquiry management and search marketing strategy » Early Stage Leads are too important for Sales People Alone The management of sales leads is critical to generating Return on Marketing Investment. He just wrote (round two) and I think its worth checking out.

Lead Generation 120

Lead Generation B2B Sales Marketing Analytics Tools Leads 120

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.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

SEPTEMBER 4, 2007

B-to-B Marketing; How to Measure & Manage Leads and more. Register here FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. I hope you can make it. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Lead Generation Demand 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

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?” I hope you can make it. Register here. companys focus.

Lead Generation 120

Lead Generation Lead Nurturing ROI Generation 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.

Lead Generation 120

Lead Generation Lead Scoring Lead Ranking Generation 120

markempa

MAY 18, 2007

Develop a marketing program that helps the sales team sell at a personal level. Train your sales people on how to optimize your lead generation investment and give your feedback. Centralize the lead qualification process. Use your huddles to introduce new sales people to the marketing team.

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Lead Scoring 120

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.

Lead Generation 120

Lead Generation CRM Work Management Lead Scoring 120

markempa

JUNE 8, 2007

During our interview we cover a variety of topics that are relevant to lead generation, PR and marketing. June 08, 2007 | Permalink Technorati Tags : Brian Carroll , David Meerman Scott , Marketing , New Rules , PR FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext.

PR 120

PR Rules Lead Generation B2B Thought Leadership 120

Biznology

SEPTEMBER 7, 2016

In my last post , I started to show how even the most recognized social media and social selling authors, experts, and consultants are getting LinkedIn wrong. Josh Turner Focuses on Leads without Lead Validation and Lead Qualification. However, those sales leads they were delivering sucked!

Social Media 80

Social Media Linkedin Ideal Customer Profiles Media 80

markempa

AUGUST 1, 2007

Read Collaboration Huddles and 35 Other Ways to Improve Sales and Marketing Teamwork Finally, if you’re using these tips already and still feel that your marketing and sales teams are working against each other instead of being on the same team, you could have some challenges with office politics read on. So what can be done about it?

Lead Generation 120

Lead Generation B2B Sales Sales Qualified Leads Top of Funnel 120

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.

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Generation 120

markempa

MARCH 6, 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. Thank you to ON24 Inc.

Webcast 120

Webcast Lead Generation Ideal Customer Profiles Sales Qualified Leads 120

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." " I asked him where he thought the breakdown was happening and he said, "my sales team. They dont update the CRM so I cant get the reports I need.

Work Management 120

Work Management Marketing Management Marketing Automation Services Lead Generation 120

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.

Online Lead Generation 120

Online Lead Generation Lead Generation Work Management Marketing 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. 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 !

Lead Generation 120

Lead Generation Features Generation B2B Thought Leadership 120

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.

Webcast 120

Webcast Lead Generation Sales Qualified Leads Work Management 120