Marketing Insider Group

AUGUST 19, 2010

Share Tomorrow I am leaving for vacation so I thought I would take this opportunity to begin the process of reflection that is so important when we take time off. Pages About Michael Brenner Appearances Search Based on Traction Theme by The Theme Foundry Copyright © 2010 B2B Marketing Insider. All rights reserved.

Web 2.0 100

Web 2.0 Customer Satisfaction Telemarketing Lead Qualification 100

Marketing Insider Group

JUNE 18, 2010

Many B2B marketers make the mistake of trying to push product details on prospects too early in the process. There are other traditional techniques that many B2B marketers can use to drive leads today such as telemarketing, blogs, and others. “House” list contacts continue to represent the best opportunity to engage with prospects.

Tactics 100

Tactics Paid Search Agency Demand Generation Agencies Leads 100

markempa

JUNE 8, 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. The challenge that many organizations face is that their sales process is a black box. Buy somebody elses "ideal" sales process.

Lead Generation 120

Lead Generation ROI Process Generation 120

Marketing Insider Group

DECEMBER 7, 2010

.&# He also implores us to block the traditional metaphor of the funnel which I also wrote about since it no longer aligns to the consumer buying process. It also identifies the increasing importance of loyalty and the lack of marketing focus on this stage of the process. In their research with 1,000 sales executives in the U.S.,

Demand Generation Agencies 100

Demand Generation Agencies Paid Search Agency B2B Marketing Social Marketing 100

markempa

NOVEMBER 22, 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. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Response Rate 120

Response Rate Lead Generation BtoB Telemarketing 120

Marketing Insider Group

AUGUST 12, 2010

In other companies lead nurture is a very formal and well-defined process. Our marketing processes should support and even expect this natural shift by our sales colleagues. This is true because only a small fraction of the potential prospect universe is ready to enter into the sales process at any given time.

Work Management 100

Work Management Marketing Management Sales Qualified Leads Lead Ranking 100

Marketing Insider Group

AUGUST 17, 2010

Ultimately it comes down to determining where can we achieve the greatest return from people, process and marketing tools to meet customer needs. So any marketing process that impedes a rapid response should be scrutinized. Greater awareness. Less money. Less People. Fewer tools. So how do we get there?

Top of Funnel 100

Top of Funnel Paid Search Agency Planning Budget Programs 100

Marketing Insider Group

OCTOBER 19, 2010

This way we are engaging prospects earlier in the buying process and never stop engaging them even (or especially) after they purchase from us. By engaging with customers on their terms, when they start the buying process and throughout their relationship with your company, you create a thinner and taller demand funnel.

Top of Funnel 100

Top of Funnel Demand Digital Marketing Funnels Marketing Funnels 100

markempa

JUNE 29, 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. They also have practical data on search, email, PR, direct mail, lead generation, trade shows, podcasting, telemarketing, budgeting and more.

Lead Generation 120

Lead Generation Work Management Generation Telemarketing 120

Marketing Insider Group

JUNE 3, 2010

But customers are looking for you to demonstrate an understanding of their needs before they are ready to engage in the sales process. Pages About Michael Brenner Appearances Search Based on Traction Theme by The Theme Foundry Copyright © 2010 B2B Marketing Insider. All rights reserved.

Lead Ranking 100

Lead Ranking Lead Scoring Sales Qualified Leads Top of Funnel 100

Marketing Insider Group

JULY 21, 2010

(Source: The Google/TechTarget Behavioral Research Project: Phase 2) Results Brand and solution searches are highest in both the consideration and the decision phase of the buying process. Pages About Michael Brenner Appearances Search Based on Traction Theme by The Theme Foundry Copyright © 2010 B2B Marketing Insider.

Paid Search Agency 100

Paid Search Agency Web 2.0 Customer Satisfaction Keywords 100

Marketing Insider Group

DECEMBER 14, 2010

And at the end of the process, you may find you don’t have a strong business case. Pages About Michael Brenner Appearances Search Based on Traction Theme by The Theme Foundry Copyright © 2010 B2B Marketing Insider. These had to be agreed to by the Ops folks with the expected costs and required resources identified.

Business 100

Business Peer-to-peer Web 2.0 Customer Satisfaction 100

Marketing Insider Group

SEPTEMBER 9, 2010

In the end I think it comes down to what another colleague of mine called “Brand Enablement:&# we should accept our role as brand stewards, accept that our brands live in the minds of the consumers and allow the process of co-creation to evolve. It doesn’t mean we can’t orchestrate the movement. All rights reserved.

Social Media 100

Social Media Brand Identity Branding Media 100

markempa

APRIL 18, 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 Sales Qualified Leads Generation Telemarketing 120

markempa

AUGUST 24, 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. Good collaboration and a well documented process (that works manually) must exist first. But closed-loop marketing isnt software.

Work Management 120

Work Management Marketing Management Marketing Automation Services Lead Generation 120

markempa

JUNE 8, 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

PR 120

PR Rules Lead Generation B2B Thought Leadership 120

markempa

SEPTEMBER 30, 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. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation B2B Sales B2B Marketing B2B Thought Leadership 120

markempa

SEPTEMBER 5, 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. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation B2B Sales B2B Marketing B2B Thought Leadership 120

Marketing Insider Group

NOVEMBER 4, 2010

Later in evaluation stage, we provide things like head-to-head comparisons that when downloaded, we get some insight as to how deep they are in the buy process with some customized questions. Pages About Michael Brenner Appearances Search Based on Traction Theme by The Theme Foundry Copyright © 2010 B2B Marketing Insider.

Landing Pages 100

Landing Pages Top of Funnel Paid Search Agency Work Management 100

Marketing Insider Group

NOVEMBER 4, 2010

Later in evaluation stage, we provide things like head-to-head comparisons that when downloaded, we get some insight as to how deep they are in the buy process with some customized questions. Pages About Michael Brenner Appearances Search Based on Traction Theme by The Theme Foundry Copyright © 2010 B2B Marketing Insider.

Landing Pages 100

Landing Pages Top of Funnel Paid Search Agency Work Management 100

Marketing Insider Group

OCTOBER 28, 2010

Now that you’ve completed this process, you will be ready to present a strategic marketing plan that will drive a higher return on marketing spend, no matter what template your are asked to fill out and regardless of when you are given your budget and objectives. All rights reserved.

Planning 100

Planning Marketing Plans Work Management Budget Programs 100

markempa

OCTOBER 2, 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. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Nurturing 120

Lead Nurturing Lead Generation Webinar Metrics Sales Qualified Leads 120

Marketing Insider Group

JUNE 2, 2010

The main reason this is an acute challenge for B2B marketers is the high level of risk inherent in The B2B Decision Process. The only way to stay engaged with our prospects throughout the process is with content that is more relevant than the competition. This requires our prospects to become well informed before making any decision.

B2B Marketing 100

B2B Marketing Top of Funnel Paid Search Agency Content Marketing 100

markempa

OCTOBER 28, 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 Generation B to B Leads 120

markempa

SEPTEMBER 4, 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

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Lead Generation Demand 120

markempa

MAY 8, 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 « On Lead Nurturing: Looking for a "hot" date?

Lead Generation 120

Lead Generation Features Generation B2B Thought Leadership 120

markempa

AUGUST 16, 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

Webcast 120

Webcast Lead Generation Sales Qualified Leads Work Management 120

markempa

JANUARY 24, 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. Who owns the feedback process: marketing or sales? Who owns the feedback process: marketing or sales? You’re not alone.

Lead Generation 120

Lead Generation Generation Leads Lead 120

Marketing Insider Group

MAY 3, 2010

Yes, in B2B, the decision process is far longer, the decision-maker is typically more than one person and all of them feel much greater risk (jobs, reputation, etc) than when buying a pack of gum. Pages About Michael Brenner Appearances Search Based on Traction Theme by The Theme Foundry Copyright © 2010 B2B Marketing Insider.

Planning 100

Planning Paid Search Agency Customer Satisfaction Enterprise Management 100

Marketing Insider Group

MAY 3, 2010

Yes, in B2B, the decision process is far longer, the decision-maker is typically more than one person and all of them feel much greater risk (jobs, reputation, etc) than when buying a pack of gum. Pages About Michael Brenner Appearances Search Based on Traction Theme by The Theme Foundry Copyright © 2010 B2B Marketing Insider.

B2B Marketing 100

B2B Marketing Planning Paid Search Agency Customer Satisfaction 100

Marketing Insider Group

DECEMBER 16, 2010

It has to be integrated into the existing editorial process and production process. Pages About Michael Brenner Appearances Search Based on Traction Theme by The Theme Foundry Copyright © 2010 B2B Marketing Insider. I’m convinced that’s the only way we’re going to crack the engagement nut.” All rights reserved.

Social Media 100

Social Media Media Enterprise Management Paid Search Agency 100

Marketing Insider Group

DECEMBER 16, 2010

It has to be integrated into the existing editorial process and production process. Pages About Michael Brenner Appearances Search Based on Traction Theme by The Theme Foundry Copyright © 2010 B2B Marketing Insider. I’m convinced that’s the only way we’re going to crack the engagement nut.” All rights reserved.

Social Media 100

Social Media Media Enterprise Management Paid Search Agency 100

markempa

DECEMBER 7, 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. The challenge that many organizations face is that their sales process is a black box. « Where do Your Email Newsletters go?

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Generation 120

markempa

OCTOBER 17, 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. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Generation 120

markempa

AUGUST 22, 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 Thought Leadership 120

markempa

SEPTEMBER 20, 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 Sales Leads B2B Sales Leads 120

markempa

AUGUST 16, 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. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

B2B Sales 120

B2B Sales Lead Generation Sales Leads B2B Thought Leadership 120