markempa

MAY 8, 2007

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

AUGUST 24, 2007

« Off topic: Response to meme - 8 Random Things About Me | Main | B2B Marketing and lead generation via Social networking » Closed Loop Marketing Isnt Software I recently spoke with a reader who was struggling with his closed loop marketing process.

Work Management 120

Work Management Marketing Management Marketing Automation Services Lead Generation 120

markempa

AUGUST 16, 2006

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! 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

AUGUST 16, 2006

Just like blogs and podcasts , e-books are a terrific way to spread ideas, engage conversations and generate demand. David not only compares them to the older whitepapers, but also discusses their use as a valuable marketing and lead generation tool. My e-book was even included on his list successful of examples of the genre.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

APRIL 3, 2006

To develop an effective lead generation program, you need a process that identifies decision makers along with their sphere of influence before you can initiate a productive conversation.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

NOVEMBER 8, 2005

« Dont Depend on Technology To Fill the Sales/Marketing Chasm | Main | B2B Lead Generation Blog Adds FeedBlitz for Email Notification » Podcast: How to Nurture Leads You can increase your odds of success by adding a lead nurturing program to your marketing operations.

Lead Generation 120

Lead Generation Leads Lead Marketing Qualified Leads 120

markempa

JUNE 19, 2006

A new white paper by CSO Insights supports my research and shows that companies that support their sales teams with lead generation programs have higher conversion rates and increased sales effectiveness than those who dont. percent higher Conversion rate from leads to first calls is 16.5

Lead Generation 120

Lead Generation Generation Optimization Leads 120

markempa

JUNE 16, 2006

Just like many marketers resist changing the way they do lead generation from “campaigns” to “conversations.” Just like you cant dominate a conversation without risking that people may tune you out. It all began in this conversation, Direct-to-Consumer News Releases: Do they suck?

PR 120

PR Lead Generation Rules Generation 120

markempa

JULY 10, 2006

Brian Carroll and others extended the conversations so I thought I’d revisit the topic with some more thoughts. 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! Every salesperson loves leads.

B2B Sales 120

B2B Sales Lead Generation Sales Leads BtoB 120

markempa

AUGUST 11, 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. Grams, suggests that marketers may want to rid their sites of registration pages for their “juicy” content. So how can we do both?

Lead Generation 120

Lead Generation Paper Webinar Metrics Sales Qualified Leads 120

markempa

JUNE 21, 2006

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 25, 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. An interesting conversation started on podcasts vs. webinars at the Church of the Customer Blog.

Lead Generation 120

Lead Generation Webinar Metrics Lead Ranking Generation 120

markempa

JUNE 14, 2006

Youll do better by thinking of lead generation as a process of micro-conversions that build an opportunity profile over time, such as requesting an email address, then asking for first and last name, later requesting a phone number, and so on.

B2B Sales 120

B2B Sales Lead Generation Lead Scoring Lead Ranking 120

markempa

FEBRUARY 28, 2007

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

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

MARCH 30, 2007

I have found marketers often overlook the lists and data they already have in search of new contacts rather than building upon relevant conversations. Companies don’t buy; people do.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Lead Scoring 120

markempa

JANUARY 19, 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. Lead generation is a conversation, a dialogue; it is not a series of campaigns. Think relationships. Again, companies dont buy; people do.

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

markempa

JUNE 7, 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. As a result, most marketers are focused on improving their organic search engine visibility and trying to get top rankings via SEO.

Landing Pages 120

Landing Pages Lead Generation Lead Scoring Lead Ranking 120

markempa

MAY 18, 2007

During huddles, you can brainstorm, go over marketing and sales programs, and accomplish or think about any or all of the things on the list below: Get feedback from the sales team – look at the conversion process and have regular face-to-face meetings or conference calls. Where is your sales team getting stuck?

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Lead Scoring 120

markempa

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

Advertising Mediums 120

Advertising Mediums Consulting Lead Generation B2B Marketing 120

markempa

JULY 7, 2006

Companies that make closed loop feedback work have higher lead-conversion rates than those that do not. Ultimately, companies that “huddle” more frequently improve all phases of the sales and marketing continuum and their return on investment. Otherwise, youre dealing with to much lead quality variance.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

APRIL 18, 2007

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! recent exchange he had with Brian Carroll on his B2B Lead Gene.

Demand Generation Agencies 120

Demand Generation Agencies Lead Generation Marketing Automation Services Demand Generation 120

markempa

JUNE 13, 2006

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 Leads 120

markempa

JUNE 7, 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. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation B2B Sales Generation Top of Funnel 120

markempa

APRIL 3, 2005

I interviewed Anne Holland on how marketers can improve their landing page conversion rates and attract more sales leads. I interviewed Anne Holland on how marketers can improve their landing page conversion rates and attract more sales leads. I read it and it is terrific! How exactly would you define a good landing page?

Landing Pages 120

Landing Pages Lead Generation Generation Leads 120

markempa

APRIL 18, 2005

Its really a dialogue - a conversation. Lead nurturing keeps the conversation going with relevant and meaningful personal touches regardless of their timing to buy. Its really a dialogue - a conversation. We must remember that companies dont buy. We must remember that companies dont buy.

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

markempa

NOVEMBER 1, 2003

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. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Listen to lead generation interview (File size is 1.48

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation B2B Thought Leadership 120

markempa

MAY 24, 2005

They have an amazing lead conversion rate, which is triple the amount of their industry peers. They have an amazing lead conversion rate, which is triple the amount of their industry peers. Does that seem a bit too militant for your taste? For them it works. Does that seem a bit too militant for your taste? For them it works.

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Sales Marketing Analytics Tools 120

markempa

JULY 11, 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. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation ROI B2B Marketing BtoB 120

markempa

JUNE 7, 2005

For the same reason, I think it is silly that many marketers are trying to setup blogs because their bosses told them so. Its a conversation - a dialog. For the same reason, I think it is silly that many marketers are trying to setup blogs because their bosses told them so. Its a conversation - a dialog.

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Lead Generation Generation 120

markempa

MARCH 2, 2007

« On giving away ideas | Main | Webcast: How to Precisely Define a "Lead" Before Marketing Begins » Going beyond the sales lead Ultimately, the purpose of B2B marketing is to help the sales team sell. But marketers often get so wrapped up in driving activity that they seem to forget its about driving sales conversion.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Sales Qualified Leads 120

markempa

MAY 18, 2005

According to studies, the single biggest issue for contemporary business-to-business marketers is effective lead generation. Conversely, it has been pointed out that 80% of marketing expenditures on lead generation and collateral are wasted because the leads are ignored by sales people. Why did I write the book?

Lead Generation 120

Lead Generation B2B Sales Lead Scoring Lead Ranking 120

markempa

JUNE 7, 2005

It begins with a mindset that see lead generation as an ongoing conversation - with human beings - thats both multimodal and iterative. It begins with a mindset that see lead generation as an ongoing conversation - with human beings - thats both multimodal and iterative. Not just a campaign. Not just a campaign.

Lead Generation 120

Lead Generation Marketing Budget B2B Sales Generation 120

markempa

APRIL 24, 2007

Dont blow it on the first date by thinking of it as a campaign rather than a conversation. The challenge is to make each conversation you have be relevant and meaningful. A more memorable conversation that will likely lead to others and eventually a relationship. The reward? Take time to nurture your existing customers too.

Lead Nurturing 120

Lead Nurturing Lead Generation Lead Scoring Lead Ranking 120

markempa

APRIL 12, 2007

By implementing closed-loop-feedback huddles, I’ve watched clients increase revenue from marketing leads, improve lead conversion and help more sales people meet quota. Not to mention they actually know the real value of their marketing and sales pipeline. Because it is a simple process improvement that delivers tangible ROI.

ROMI 120

ROMI Lead Generation Work Management B2B Marketing 120

markempa

AUGUST 1, 2006

According to studies, the single biggest challenge for contemporary B2B marketers is effective lead generation. Conversely, it has been pointed out that 80 percent of marketing expenditures on lead generation are wasted because the leads are lost, ignored or discarded by sales people. Please download it and pass it on.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120