markempa

APRIL 18, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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 Lead Generation Marketing Automation Services Demand Generation 120

Heinz Marketing

NOVEMBER 4, 2020

Our own Josh Baez , Client Engagement Manager, recently joined Jim Obermayer, outgoing president of The Funnel Media Group for a great conversation on SLMA Radio entitled: Is Sales Engagement the Most Important Platform in your Marketing Stack? Lack of sales lead follow-up is a plague on B2B Companies.

Top of Funnel 123

Top of Funnel Marketing Automation Services Planning Sales Qualified Leads 123

ANNUITAS

APRIL 26, 2011

Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010. As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management. So what are these myths?

Lead Management 100

Lead Management Work Management Marketing Management Lead Ranking 100

markempa

APRIL 5, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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

The Point

JULY 1, 2019

For the last decade or more, it’s been an accepted principle – almost a key tenet – of B2B demand generation that business buyers don’t want to talk to a sales rep until the last possible moment. It’s why, for example, we marketers have assumed control for more and more of the lead funnel. Sales Alerts.

B2B Sales 124

B2B Sales Demand Generation Agencies Top of Funnel Lead Ranking 124

The Point

MARCH 22, 2019

Lead scoring – as a fundamental part of a company’s lead management strategy – has officially fallen out of fashion. The second reason has to do with the trend towards Account-Based Marketing (ABM). The classic business case for lead scoring has been a function of inbound marketing and the traditional lead funnel.

Lead Ranking 113

Lead Ranking Lead Scoring Sales Qualified Leads Account Based Marketing 113

The Point

OCTOBER 15, 2019

If your organization is generating plenty of leads but those initial inquiries aren’t converting to sales qualified leads, meetings, or pipeline, a myriad of things could be at fault: 1) sales follow-up may be sub-standard in either cadence, frequency, or message. 2) lead nurturing. 2) lead nurturing.

Sales Qualified Leads 138

Sales Qualified Leads Work Management Marketing Management Account Based Marketing 138

markempa

AUGUST 15, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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!

B to B 120

B to B Demand Generation Agencies Demand Generation Lead Generation 120

Full Circle Insights

JANUARY 16, 2024

Why it matters: Velocity is a key Salesforce attribution metric the CEO can use to identify where processes can be streamlined to cut down on sales cycles and generate more revenue from the same resources. Funnel velocity can assist CEOs in asking their sales teams to look through their contacts to identify short-term deals to close.

Full Circle Insights 52

Full Circle Insights Top of Funnel Marketing Attribution Work Management 52

Adobe Experience Cloud Blog

SEPTEMBER 7, 2008

How do you know if your demand generation is good enough or when it's time to take your lead management processes to the next level? Ask these questions to yourself, your boss, your direct reports, your head of sales, and any other stakeholders in your demand generation process. Lead Generation.

Demand Generation 48

Demand Generation Demand Budget Programs Generation 48

markempa

JANUARY 12, 2015

Tweet It’s a new year, and you’re likely kicking off marketing and lead generation programs to drive more new leads for 2015. Most new leads go nowhere. It’s not about more leads; it’s about doing better with the ones you already have. Create a marketing funnel, not just a sales funnel.

Sales Qualified Leads 120

Sales Qualified Leads Tips Features Generation 120

Webbiquity

APRIL 18, 2024

Efficient lead management: Leads are scored and segmented automatically, ensuring timely follow-ups and higher conversion rates. Leverage Lead Scoring and Grading Lead scoring and grading are the cornerstone of effective B2B marketing automation. This makes your company the top-of-mind brand for these leads.

Marketing Automation Services 154

Marketing Automation Services Ideal Customer Profiles Efficiency Marketing Automation 154

The Point

SEPTEMBER 8, 2010

If (as is likely) the concept catches on and extends in one form or another to other email clients, notably Microsoft Outlook , Priority Inbox could sound the beginning of the end for email as a lead generation tool. One, because the effectiveness of email as a tool for acquiring net new sales leads is already as bad as it’s ever been.

Lead Generation 100

Lead Generation Lead Ranking Lead Scoring Generation 100

ViewPoint

FEBRUARY 8, 2016

Matt was one of SLMA’s 40 Most Inspiring Leaders in Sales Lead Management in 2015 , and his Seattle-based marketing company’s involvement with many CMOs around the country certainly qualifies him for this topic. To generate short-term success, CMOs can purchase an expensive list of leads, but Matt warns against that strategy.

CMO 168

CMO Planning Storytelling Ad Building 168

The Point

SEPTEMBER 17, 2014

Sungard AS runs a highly successful demand generation program, an integrated mix of both online and offline campaigns, to generate a consistent flow of leads to the company’s sales force. Design, build and launch a “Welcome” email program designed to improve follow-up and response to new leads.

Conversion Rate 100

Conversion Rate Marketing Qualified Leads Demand Generation Agencies Lead Ranking 100

Marketing Insider Group

MAY 12, 2010

In this article I will argue for the importance of and the 5 steps to create marketing ROI through demand generation. Online lead generation is one of the best ways to identify customers early in the journey and produce a solid and predictable return on investment. Think sales, leads, pipeline.

Lead Generation 100

Lead Generation Sales Management Lead Ranking ROI 100

The Point

AUGUST 8, 2011

A recent industry study on Lead Management Optimization, conducted by CSO Insights and conducted in partnership with SMEI and Marketo , sheds insight on the relative budget marketing organizations are investing in areas such as lead nurturing, social media, and lead generation.

Lead Generation 100

Lead Generation Social Media Allocation Marketing Qualified Leads 100

Adobe Experience Cloud Blog

MARCH 1, 2009

A few days ago I posted a link to the new IDC Workbook: Optimizing Marketing and Sales Lead Management with Marketing Automation. This is a great tool, but there are quite a few other resources out there to help you define what you are looking for in a demand generation system. Here’s a link to Part 1 and Part 2.

Marketing Management 48

Marketing Management Marketing Automation Services Lead Management Resources 48

The Point

SEPTEMBER 30, 2013

A prospective client asks: “We’re just getting our demand generation programs ramped up, and I’m not sure I’m ready for marketing automation. Do I need it in order to do lead nurturing?”. Ensuring that inbound sales leads are all followed up with promptly and personally, independent of sales bandwidth.

Lead Nurturing 100

Lead Nurturing Demand Generation Agencies Marketing Automation Services Sales Qualified Leads 100

Customer Experience Matrix

JANUARY 20, 2009

Back in December, the Sales Lead Management Association and LEADTRACK published a survey on lead management practices that I haven’t previously had time to write about. The survey is still available on the SLMA Web site.) It contained 10 questions, which is about as many as I can easily grasp.

Work Management 120

Work Management Marketing Management Demand Generation Agencies Lead Ranking 120

Adobe Experience Cloud Blog

JUNE 15, 2009

How can better sales and marketing alignment improve sales performance metrics? On one hand I think the answer to this is self-evident: if better marketing means more and/or better sales leads , then sales can focus more on selling than on lead generation, which should translate into higher close rates and more sales.

Thought Leadership 48

Thought Leadership Sales Leads Lead Ranking Lead Scoring 48

ViewPoint

MAY 21, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. How can marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas? Is that you?'

Work Management 120

Work Management Marketing Management Planning Forecasting 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. I write about the lead generation process in detail on the website. Platforms.

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. I write about the lead generation process in detail on the website. Platforms.

Marketing Automation Services 100

Marketing Automation Services Lead Generation Process Lead Ranking 100

NuSpark Consulting

APRIL 13, 2012

Then Compuserve and Prodigy … You also had Thomas Register and mailing lists to find leads…. Nowadays there are hundreds and hundreds of online tools and platforms that assist us in generating, converting, and nurturing leads into sales. Funnel Entrance: Targeting audiences who are exploring solutions.

Paid Content 100

Paid Content Top of Funnel Marketing Funnels Lead Generation 100

Adobe Experience Cloud Blog

JULY 6, 2010

Last week Focus.com’s Mastering Lead Management Virtual Event brought some of the leaders of B2B Demand Generation and Sales 2.0 Some of the tweets from his session include: ardath421 : How sales wants to sell has little impact on how buyers want to buy . of leads generated are sales ready – 17.5%

Lead Management 48

Lead Management Work Management Marketing Management Lead Ranking 48

ANNUITAS

AUGUST 19, 2014

Take a look at an excerpt from a Leadspace Radio via Sales Lead Management Association with Carlos Hidalgo , CEO and founder of ANNUITAS. How can we STOP DOING lead nurturing campaigns? It’s not perpetual -which demand generation should be. We eat it up. Listen to the full interview here.

Top of Funnel 100

Top of Funnel Lead Nurturing Lead Ranking Lead Scoring 100

ANNUITAS

APRIL 10, 2014

Here are five common mistakes organizations make when automation their marketing and how they can fix them to get more value from their technology investment, as well as a better return on their demand generation. Carlos Hidalgo is CEO of ANNUITAS and has been named to the Top 50 Most Influential in sales lead management.

Paid Search Agency 100

Paid Search Agency Enterprise Management Marketing Management Automation 100

The Point

JULY 23, 2012

In an ideal world, all B2B sales leads would be pre-qualified and ready to buy. One result of that pressure can be a demand for tactical, sales-driven campaigns designed specifically to seek out hot leads, campaigns that lead with so-called “late stage” offers like demos, free trials, or even price discounts.

Demand Generation Agencies 100

Demand Generation Agencies Sales Qualified Leads Leads Lead 100

Adobe Experience Cloud Blog

MARCH 3, 2009

I think one mistake many marketers make is to think of their lead management requirements too narrowly — and to be honest, quite a few demand generation vendors make this mistake as well. Lead scoring to know when to pass leads to the sales team – and when to keep them in marketing for further nurturing.

Lead Ranking 48

Lead Ranking Lead Scoring Lead Nurturing Marketing Management 48

markempa

APRIL 5, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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 Leads Lead 120

markempa

AUGUST 30, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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

The Point

OCTOBER 14, 2010

As a Marketo agency partner, I attended along with colleagues from Spear Marketing Group to greet clients, talk shop, and hear how other companies – including Marketo themselves – are putting technology to use in the service of improved lead management. I’m just not sure the rest of us are quite there yet.

Marketo 100

Marketo Impressions Demand Generation Agencies Lead Nurturing 100

Heinz Marketing

MARCH 21, 2022

This week’s show is called “ The (Surprising) State of B2B Lead Engagement “ My guest is Doug Bell , CMO at LeanData. Changing the dynamic of prospecting and lead management strategies. The ability to capture a lead and create a new compelling experience. Investing in your tech stack and Ops tools.

Work Management 80

Work Management Marketing Management Budget Programs Marketing Budget 80

markempa

MAY 13, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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! So whos to blame?

Lead Generation 120

Lead Generation ROI Top of Funnel B2B Marketing 120

The Point

OCTOBER 8, 2009

Except awareness and thought leadership represent only a fraction of the potential return from social media, and in fact (I would argue) place well behind the windfall that social media makes possible in the areas of lead generation and lead nurturing. expand company’s leads database and community of followers.

Demand Generation Agencies 100

Demand Generation Agencies PR Social Media Paid Search Agency 100

markempa

APRIL 19, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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