markempa

SEPTEMBER 4, 2007

3: Positioning: How To Test, Validate, And Bring Your Idea To Market FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Lead Generation Demand 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. Whats your definition of lead generation?

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Generation 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

NOVEMBER 22, 2006

» Avoid wasting your Pay-Per-Click lead generation budget Thanks to Jim Berkowitz and his CRM Mastery E-Journal for pointing me to the MarketingProfs article, Five Proven Ways to Waste Money With Pay-per-Click Advertising by John Grant. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation Sales Qualified Leads Generation B2B Thought Leadership 120

markempa

JUNE 8, 2007

During our interview we cover a variety of topics that are relevant to lead generation, PR and marketing. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

PR 120

PR Rules Lead Generation B2B Thought Leadership 120

markempa

AUGUST 24, 2007

They dont update the CRM so I cant get the reports I need." " I told him this is a challenge that a lot of marketers face. I then sent him a link to a post titled why dont sales people update the CRM and what can be done about it. But closed-loop marketing isnt software. It just doesnt happen.

Work Management 120

Work Management Marketing Management Marketing Automation Services Lead 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?” 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

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

MARCH 6, 2007

3: Positioning: How To Test, Validate, And Bring Your Idea To Market FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Webcast 120

Webcast Lead Generation Ideal Customer Profiles Sales Qualified Leads 120

markempa

APRIL 18, 2007

With that said, I think it is important to remember that buying lead management software and dashboards tools is akin to buying a high performance stock car. This is a common theme in sales and marketing automation, CRM implementation being another good example. What do you think?

Demand Generation Agencies 120

Demand Generation Agencies Lead Generation Marketing Automation Services Demand Generation 120

markempa

AUGUST 16, 2007

3: Positioning: How To Test, Validate, And Bring Your Idea To Market FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Webcast 120

Webcast Lead Generation Sales Qualified Leads Work Management 120

markempa

MAY 8, 2007

3: Positioning: How To Test, Validate, And Bring Your Idea To Market FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Generation 120

Lead Generation Features Generation B2B Thought Leadership 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

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

OCTOBER 22, 2005

3: Positioning: How To Test, Validate, And Bring Your Idea To Market FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Telemarketing 120

Telemarketing Lead Generation Tactics Generation 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 21, 2006

Connect sales and marketing metrics together. Focus on the data points you REALLY need to measure in your CRM. Create content thats relevant for each stage of the buying cycle. Connect sales and marketing metrics together. Focus on the data points you REALLY need to measure in your CRM.

Lead Generation 120

Lead Generation B2B Sales B2B Thought Leadership B2B Marketing 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). 3: Positioning: How To Test, Validate, And Bring Your Idea To Market 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

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." 3: Positioning: How To Test, Validate, And Bring Your Idea To Market 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 22, 2007

3: Positioning: How To Test, Validate, And Bring Your Idea To Market FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Thought Leadership 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

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.” 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 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 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 30, 2007

3: Positioning: How To Test, Validate, And Bring Your Idea To Market FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 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

AUGUST 16, 2006

3: Positioning: How To Test, Validate, And Bring Your Idea To Market FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

B2B Sales 120

B2B Sales Lead Generation Sales Leads B2B Thought Leadership 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

NOVEMBER 17, 2005

The best part was that their solution was not buying CRM software instead, they focused on developing collaboration and teamwork. Teamwork between the sales and marketing is essential to get the maximum ROI from marketing and lead generation programs. 3: Positioning: How To Test, Validate, And Bring Your Idea To Market

B2B Sales 120

B2B Sales Lead Generation Sales Leads Sales Qualified Leads 120

markempa

JUNE 26, 2006

3: Positioning: How To Test, Validate, And Bring Your Idea To Market FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Generation 120

Lead Generation B2B Sales Generation B2B Thought Leadership 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

markempa

SEPTEMBER 12, 2007

3: Positioning: How To Test, Validate, And Bring Your Idea To Market FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

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

3: Positioning: How To Test, Validate, And Bring Your Idea To Market FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Social Networks 120

Social Networks Lead Generation Network Marketing B2B Marketing 120

markempa

JUNE 6, 2006

3: Positioning: How To Test, Validate, And Bring Your Idea To Market FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Generation 120

Lead Generation B2B Sales Generation B2B Thought Leadership 120