markempa

NOVEMBER 1, 2006

In this month’s issue of Target Marketing , I wrote the cover article on " What’s a Lead? " There, I offer the most important steps that marketing and sales alike, need to take to end their “tug of war” to improve ROI. Read Target Marketing: What’s a Lead? Read Target Marketing: What’s a Lead?

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Marketing Leads 120

markempa

JUNE 8, 2007

« 10 Lead Generation (Prospecting) Tips for Sales People | Main | The Physics of Trigger Events for Lead Generation » Podcast: The New Rules of Marketing & PR Interview with David Meerman Scott Before the Internet and social media tools, companies could only communicate through the filter of advertising or media ink placed by a PR firm.

PR 120

PR Rules Lead Generation B2B Thought Leadership 120

markempa

AUGUST 23, 2006

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. Do you qualify leads before sending them to your sales team? So dont pass white paper inquiries to your sales people until theyre more rigorously qualified as sales-ready leads.

Lead Generation 120

Lead Generation Paper Sales Qualified Leads 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

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

NOVEMBER 22, 2006

The DMA report found that the phone and e-mail produced the highest response rates respectively—among direct marketing media channels in terms of generating leads. 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).

Response Rate 120

Response Rate Lead Generation BtoB Telemarketing 120

markempa

JUNE 28, 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.

Online Lead Generation 120

Online Lead Generation Lead Generation Work Management Marketing Management 120

markempa

JUNE 29, 2007

Companies who provided fewer but higher quality "sales ready" leads to their sale people have better sales conversion rates than those that send lots of early stage leads and that creating a "cost per lead" culture just does not work.

Lead Generation 120

Lead Generation Work Management Generation Telemarketing 120

markempa

SEPTEMBER 4, 2007

Some of the other topics include: New B-to-B Search Marketing; Maximizing White Papers, Ezines Webinars & Podcasts; Marketing to Fortune 500; Video, Viral & Web 2.0 B-to-B Marketing; How to Measure & Manage Leads and more. I hope you can make it.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Lead Generation Demand 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

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

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.

Lead Generation 120

Lead Generation Conference B2B Sales Sales Qualified Leads 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. 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.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation 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. Chock full of useful information, the eBook provides a broad look at the selling process.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

OCTOBER 17, 2006

Whats your definition of lead generation? 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. Do you have to understand the customer buying cycle?

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Generation 120

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.

B2B Sales 120

B2B Sales Lead Generation Sales Leads B2B Thought Leadership 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. Thanks to Carol Krol over at BtoB Magazine for pointing me to the report.

Telemarketing 120

Telemarketing Lead Generation Tactics Generation 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. While youre visiting Johns blog, be sure to subscribe to his newsletter. Its terrific.

Lead Generation 120

Lead Generation B2B Sales Generation B2B Thought Leadership 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.

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.

Lead Generation 120

Lead Generation B2B Marketing BtoB Lead Scoring 120

markempa

SEPTEMBER 1, 2006

Download "What Sales Really Needs From Marketing" If you like what you read, you should check out Jills book ( Selling To Big Companies ) too. 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 B2B Marketing B2B Thought Leadership 120

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

AUGUST 29, 2007

Overall, social networking sites are proving to be great tools for job seekers and recruiting. But I still wonder about the value of social networking tools for lead generation and business development that Wegerts article brings up.

Social Networks 120

Social Networks Lead Generation Network Marketing B2B Marketing 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.

Lead Generation 120

Lead Generation Generation Leads Lead 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.

BtoB 120

BtoB Lead Generation B2B Sales Generation 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." " FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext.

Work Management 120

Work Management Marketing Management Marketing Automation Services Lead Generation 120

markempa

NOVEMBER 16, 2006

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

Lead Generation 120

Lead Generation Event Marketing Trade Show B2B Marketing 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

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.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

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.

Lead Generation 120

Lead Generation B2B Sales Work Management B2B Marketing 120

markempa

JUNE 14, 2005

The B2B Lead Generation Blog once again receives honorable mention. 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! Congratulations Mike and keep up the great work!

Lead Generation 120

Lead Generation Generation B2B Thought Leadership B to B 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.

Lead Generation 120

Lead Generation Generation Leads Lead 120

markempa

OCTOBER 2, 2006

Categories B2B Telemarketing Books Cold Calling CRM Current Affairs Direct Marketing Email Marketing Event Marketing Human Touch Lead Generation Lead Management Lead Nurturing Lead Qualification Leadership Marketing Strategy My Podcast Personal Messages Podcasting Public Relations (PR) Referral Marketing ROI Measurement Sales Sales Leads Social Media (..)

Lead Nurturing 120

Lead Nurturing Lead Generation Webinar Metrics Sales Qualified Leads 120

markempa

MARCH 30, 2007

I’m looking forward to learning with you as I interview leading experts (and ask your questions) to get the latest contemporary thinking on lead generation. FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext. Stay tuned!

Lead Generation 120

Lead Generation Leads Lead Marketing Qualified Leads 120

markempa

SEPTEMBER 29, 2006

Centralizing leads for profiling and scoring. 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. Following up on requests for information.

Telemarketing 120

Telemarketing Lead Generation Sales Qualified Leads BtoB 120

markempa

JUNE 27, 2006

During this podcast, I share my thoughts on how to use technology tools like podcasts, blogs and RSS for new business development and lead generation. Listen to podcast now (36:26 minutes) 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 Thought Leadership Generation Work Management 120