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

Ambal's Amusings

JULY 22, 2010

Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping! Managing your messaging and brand consistency across marketing execution means that all of your tactics must be included in your overall marketing strategy. The High-Tech Direct Marketing Handbook (Ebook). Ardath Albee's Tip.

B2B Marketing 100

B2B Marketing Planning B2B Trade Show 100

markempa

AUGUST 14, 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 Generation 120

Lead Generation Webinar Metrics B2B Sales Generation 120

markempa

JUNE 28, 2007

Guys writes, “The backbone of traditional marketing has long been the 4Ps: product, pricing, placement and promotion. 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.

Online Lead Generation 120

Online Lead Generation Lead Generation Work Management Marketing Management 120

Ambal's Amusings

MAY 27, 2010

Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping! When planning for content creation, B2B marketers need to take into account the information buyers need at different stages of the buying process. After the event, you have it transcribed. Ardath Albee's Tip. I call it the Rule of 5. Less is more.

B2B Marketing 100

B2B Marketing Content Marketing B2B Planning 100

markempa

JUNE 21, 2006

If you cant do that, your brilliant lead generation plans and tactics wont matter. If you cant do that, your brilliant lead generation plans and tactics wont matter. The unrealized potential can be likened to the batteries in a flashlight. Create content thats relevant for each stage of the buying cycle.

Lead Generation 120

Lead Generation B2B Sales B2B Thought Leadership B2B Marketing 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

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

JUNE 7, 2005

« A Lead Generation Fable | Main | In defense of thought leadership » Lead Generation Execution Susan Getgood wrote a thoughtful post that offers some strategies and tactics for better lead generation execution.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

AUGUST 15, 2006

Meet experts; mingle with your peers; and discover new data, strategies, and tactics (includes search, podcasting, email & microsites). Meet experts; mingle with your peers; and discover new data, strategies, and tactics (includes search, podcasting, email & microsites).

B to B 120

B to B Demand Generation Agencies Demand Generation Lead Generation 120

markempa

JULY 10, 2006

The content flows logically, escalating from fundamentals to tactics and development." The content flows logically, escalating from fundamentals to tactics and development." The chapter topics are universally applicable to all industries, and the lead generation methods are suited to all types of business practices.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

APRIL 5, 2006

Sales and Marketing - collaborate as one team Muti-modal lead generation using a portfolio approach to tactics Lead nurturing is critical Watch my recorded webcast on 8 Critical Success Factors for B2B Lead Generation (no registration required) Read the article Pacifica Group Blog: Best Practices in Demand Generation.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Lead Generation Demand 120

markempa

MARCH 2, 2006

MB) Whats the proper role of marketing? What tactics work and which dont? MB) Whats the proper role of marketing? What tactics work and which dont? Listen to Segment 2: Selling to BIG Companies (11:29 min 2.7 Who should do what? Wheres the best place to start when selling to a BIG company? Does it work? Does it work?

Segmentation 120

Segmentation Lead Generation Paid Search Agency B2B Thought Leadership 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. Each year, it seems, a few hot new lead generation tactics get lots of media attention. Do you rely on a minimum of tactics, maybe to save a dollar?

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

markempa

MARCH 8, 2006

Watch the recorded webcast now Sponsored by Eloqua , provider of the leading integrated demand generation platform for executing, automating and measuring highly effective B2B marketing programs. Register for this webcast registration is closed. Register for this webcast registration is closed.

Webcast 120

Webcast Ideal Customer Profiles Lead Generation Generation 120

markempa

JUNE 16, 2006

» PR Has New Rules for Reaching Buyers Directly In launching my book , I didnt want to rely on the same time-worn lead generation tactics as everyone else. « Why Most B2B Sites Fail to Convert Sales Leads | Main | Optimizing Lead Generation - Whats the Payback? mean, come on. mean, come on.

PR 120

PR Lead Generation Rules Generation 120

markempa

JANUARY 3, 2006

Though there are scores of books on direct marketing, branding, advertising, marketing tactics, PR, varied sales approaches, cold calling, etc., Though there are scores of books on direct marketing, branding, advertising, marketing tactics, PR, varied sales approaches, cold calling, etc.,

Lead Generation 120

Lead Generation B2B Sales Lead Ranking Lead Scoring 120

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

MAY 21, 2007

Build your personal prospecting engine - Leverage these activities by communicating with your prospects, customers, networks and alliance partners in a consistent manner by using traditional direct marketing methods such as direct mail, phone calls, personal publicity, and email campaigns. Youre not in it for the big hit.

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

markempa

OCTOBER 19, 2006

from FreshSqueezedMarketing I saw an interesting link to a Marketing Sherpa study on Lead Scoring by Brian Carroll on his B2B Lead Generation Blog.

Lead Qualification 120

Lead Qualification Lead Ranking Lead Scoring Sales Qualified Leads 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

JUNE 7, 2005

If I can’t measure the tactics or programs in terms on return on invest to the organization…leads generated, business closed, opportunities in the funnel, then why should I expect the company to invest in my fund. Click image to enlarge) Are there any tactics/modalities that Im missing?

Lead Generation 120

Lead Generation B2B Sales Generation Top of Funnel 120

markempa

AUGUST 10, 2005

How Clients Buy: The Benchmark Report on Professional Services Marketing and Selling from the Client Perspective by RainToday.com If you are a marketer for a company that sells software, hardware, or IT Services, I urge you to get a copy of MarketingSherpas IT Marketing Benchmark Guide.

Lead Generation 120

Lead Generation Work Management Marketing Management Marketing Report 120

markempa

JUNE 13, 2006

Brian Carroll closes the loop on lead generation, taking you from defining a lead, thinking like your prospects, tactics to increase lead generation, passing leads from marketing to sales, measuring the results, and nurturing the leads for increased revenue. If you dont have this new playbook your competitors will.

Lead Generation 120

Lead Generation B2B Sales Generation Leads 120

markempa

MAY 25, 2005

Cullinane asserts that we can manage word-of-mouth just as we would any other lead generation tactic. Cullinane asserts that we can manage word-of-mouth just as we would any other lead generation tactic. Although his post is poorly formatted, as one huge paragraph, the content is good.

Word of Mouth 120

Word of Mouth Lead Generation Sales Qualified Leads WOM 120

markempa

JANUARY 25, 2006

To that end, Ive developed a model that hypothetically shows the correlation between steps in a prospects buying process and the sales effort together with tactics that might be of interest at each stage. I have found it helpful to look at the potential customers buying process on the basis of modalities it employs at each buying step.

Lead Generation 120

Lead Generation Webinar Metrics Lead Ranking Generation 120

markempa

JULY 5, 2007

The variety tactics we use now different but the overall process of selling ideas is virtually the same. That eassy taught how to bring an group of musicians with different styles together (soon to be people and ideas) to make an audience believe in what you were playing.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

MAY 23, 2005

Act like a good financial manager - your lead generation efforts should include a porfolio many tactics that you apply consistently over time. Act like a good financial manager - your lead generation efforts should include a porfolio many tactics that you apply consistently over time. Youre not in it for the big hit.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

MAY 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. So rather than go on a screed about it, I thought Id share some tips on what Ive learned from promoting dozens of web events. The results.

Webcast 120

Webcast Lead Generation Webinar Metrics ROI 120

markempa

JULY 11, 2005

Marketers must remember that were in charge of controlling what is measured. Relying on just on the tactics that are easy to measure such as tele-prospecting , webinars , website logs , email campaigns while not measuring ROI for public relations and branding is not being fully accountable.

Lead Generation 120

Lead Generation ROI B2B Marketing BtoB 120

markempa

MAY 9, 2006

With the same tactics and budget as the previous year, return on investment was 120 percent greater than before. The full agreement of sales and marketing on a universal lead definition was credited as being the crucial success factor.

Lead Generation 120

Lead Generation Ideal Customer Profiles Activities Marketing Qualified Leads 120

markempa

FEBRUARY 7, 2006

What can marketing do to help? Whats the proper role of marketing and sales in these plans? What tactics work and which dont? As a seller begins to think about selling to a big company, what’s the best way to start? How do you develop an account entry plan? Who should do what? What’s your view on the use of email? Does it work?

Lead Generation 120

Lead Generation Paid Search Agency Companies Generation 120

markempa

NOVEMBER 1, 2003

Strategy vs. Tactics – what’s going on? Strategy vs. Tactics – what’s going on? Listen to lead generation interview (File size is 1.48 MB) (Show length 6:28 minutes) Show Notes What is lead generation for the complex sale? What is a complex sale? Ideal customer profile - why is it important? What is a complex sale?

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation B2B Thought Leadership 120

markempa

JUNE 7, 2005

Click image to enlarge) Are there any tactics/modalities that Im missing? Read More] Tracked on March 22, 2006 at 10:29 PM Comments Revised Lead generation strategy map for complex sales To be successful at generating leads for a complex sale, marketers cant rely on one specific tactic but rather they need to leverage a portfolio of tactics.

Lead Generation 120

Lead Generation Marketing Budget B2B Sales Generation 120

markempa

JULY 30, 2007

« Inquiry management and search marketing strategy | Main | 7 Tips to Improve Sales Follow-up & Close More Leads » 9 1/2 Ways. to Generate and Follow Leads Often people are looking for a single superior tactic to give them all the leads they need. Get on sales and marketing the same page. Learn from your success.

Lead Generation 120

Lead Generation Generation Leads Lead 120

markempa

MAY 18, 2005

Though there are scores of books on direct marketing, branding, advertising, marketing tactics, PR, varied sales approaches, cold calling, etc.; Unlike other books that utilize mostly traditional direct marketing tactics, I will offer the proven approach that has produced documented returns of 2000% to 5000% ROI.

Lead Generation 120

Lead Generation B2B Sales Lead Ranking Lead Scoring 120

markempa

JANUARY 18, 2005

No other tactic is as accurate when it comes to collecting the qualitative information salespeople require to justify pursuing a prospective lead. We have found that using the phone - aka teleprospecting - is the single best way to qualify leads as part of a overall lead management process.

Lead Qualification 120

Lead Qualification Lead Generation Sales Qualified Leads B2B Sales 120