Markempa

FEBRUARY 13, 2023

Here’s what I mean: Sales work to succeed despite it all. In fact, they must generate their own sales leads and meet their revenue and targets with little marketing support. A simple phone call can generate plenty of helpful information that you can use going forward. They feel it out.

Lead Generation 52

Lead Generation Ideal Customer Profiles Sales Qualified Leads Sales Management 52

Ambal's Amusings

MAY 27, 2010

When planning for content creation, B2B marketers need to take into account the information buyers need at different stages of the buying process. And as this idea carries throughout the entire lead management process, it’s important to keep in mind the following items when fleshing out a content marketing strategy: 1.

B2B Marketing 100

B2B Marketing Content Marketing B2B Planning 100

markempa

NOVEMBER 1, 2006

« Targeting Your B2B Lead Generation | Main | Podcast: Tradeshow and Event Marketing with Ruth Stevens » Target Marketing: What’s a Lead? Many marketers believe generating more sales leads is the key to hitting revenue targets. That’s not always true. That’s not always true.

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Marketing Leads 120

Ambal's Amusings

FEBRUARY 18, 2010

Ask your customers where they go online to find useful information – perhaps even how they found you. Sewell is president of Spear Marketing Group , a full-service agency with offices in Silicon Valley and Seattle that specializes in demand generation, lead management, and ROI-based marketing.

Demand Generation Agencies 100

Demand Generation Agencies Paid Search Agency Emarketing Inbound Marketing 100

markempa

SEPTEMBER 29, 2006

Appending data and information. Reconnecting with past customers and leads. Centralizing leads for profiling and scoring. Following up on requests for information. Validating direct marketing lists. Following up on direct mail campaigns. Qualifying inquiries from various sources.

Telemarketing 120

Telemarketing Lead Generation Sales Qualified Leads BtoB 120

markempa

JULY 7, 2006

I define closed-loop feedback as the principle of eliciting a continuous flow of pertinent information from the sales team that tracks each qualified lead from start to end, whether to sales close or to rejection. Also, their close rate on sales leads has increased by 500 percent since they kicked off the program. .

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

JUNE 13, 2005

« Participate in MarketingSherpas IT Marketing Metrics Survey | Main | MarketingSherpas 10 Best Blogs for 2005: B2B Lead generation blog wins honorable mention again! » Why dont sales people update the CRM and what can be done about it? I spoke with a potential client about her companys lead management process.

Lead Generation 120

Lead Generation B2B Sales CRM B2B Thought Leadership 120

markempa

JUNE 27, 2006

« Podcast: Interview on the Cullinane & Green Report | Main | Time with Best Selling Author Bryan Eisenberg » The B2B Lead Generation Blog Wins Best B-to-B Marketing Blog in MarketingSherpas Readers Choice Awards Thank you all for voting! I won the best B-to-B Marketing Blog in MarketingSherpas Readers Choice Awards!

B to B 120

B to B Lead Generation B2B Marketing Generation 120

markempa

AUGUST 14, 2006

They have consolidated the best advice from top-notch professional service sales experts. Chock full of useful information, the eBook provides a broad look at the selling process. Although the advice comes from many directions, youll find some ideas will help you sell more. Download the eBook here. Download the eBook here.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Marketing Qualified Leads 120

markempa

OCTOBER 17, 2006

This e-book tackles the sales team/CRM dilemma by explaining how to "dress" your CRM so that it becomes a resource that your sales reps want to use. It also addresses three major CRM challenges: fizzled lead generation efforts, lack of actionable information and the inability to leverage existing sales/marketing knowledge.

Lead Generation 120

Lead Generation CRM Work Management Lead Scoring 120

markempa

MAY 23, 2005

« Tips for better webinars, webcasts and improved ROI | Main | Creative lead generation blunder? » Blogging & RSS Events Business blogging consultant extraordinaire, Debbie Weil , just informed me that shes launching a half-day seminar on Blogging & RSS. Blogging & RSS Jumpstart Half-Day Workshop Cant make it to DC?

RSS 120

RSS Lead Generation Generation B2B Thought Leadership 120

markempa

MAY 20, 2005

« Asking for referrals does more than generate leads | Main | Lead generation ROI depends on a good handoff » Lead Generation via Industry Experts Proactively building relationships with industry experts is a powerful way to generate sales leads and positive word of mouth (WOM). Give them a call.

Lead Generation 120

Lead Generation Ideal Customer Profiles Lead Scoring Lead Ranking 120

markempa

MAY 21, 2007

A simple phone call can generate plenty of useful information. Use this information to refine your message to identify more leads just like your best customers. Develop a lead generation calendar - Map out your activities for each month and then really follow it! Ask your customers why they chose to work with you?

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

markempa

DECEMBER 6, 2006

from From the Innovators Desk I know that we can get a lot of information from newsletters, but it is a pretty cumbersome way to get our information. what are they good for? Read More] Tracked on February 07, 2007 at 10:39 AM Comments Where do Your Email Newsletters go?

Newsletter 120

Newsletter Lead Generation Generation B2B Thought Leadership 120

markempa

AUGUST 1, 2007

So what can be done about it? So what can be done about it?

Lead Generation 120

Lead Generation B2B Sales Sales Qualified Leads Top of Funnel 120

markempa

JULY 13, 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 Purchase B2B Thought Leadership Generation 120

markempa

MAY 18, 2007

Arrange your compensation so there’s a shared accountability around lead generation. Close-the-loop on each sales lead being generated. See that marketing takes over as many of the non-selling tasks as possible. Integrate sales and marketing activity by using the same database or CRM system.

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Lead Scoring 120

markempa

OCTOBER 19, 2006

For this reason, most leads sent from marketing to the sales organization are lost, ignored, or discarded. Are you currently sending your sales team qualified leads or merely inquiries? An inquiry is an interested party who has requested information and needs some level of assistance. There is a difference.

Lead Qualification 120

Lead Qualification Lead Scoring Lead Ranking Sales Qualified Leads 120

markempa

MAY 23, 2005

« Blueprint for Personal Lead Generation Success | Main | Tips for better webinars, webcasts and improved ROI » 2 New RSS Feeds for the B2B Lead Generation Blog I just added 2 new RSS feeds. See my complete list of RSS Feeds Full posts with comments This is the most information-rich feed.

RSS 120

RSS Lead Generation Generation B2B Thought Leadership 120

markempa

FEBRUARY 28, 2007

« Podcast: Use Feedback to Boost Lead Generation | Main | Going beyond the sales lead » On giving away ideas I had coffee with a potential partner and our conversation ebbed to a discussion about marketing philosophy and lead generation. They provide too much information. to generate leads."

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

NOVEMBER 18, 2005

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. Be relevant with each e-mail message.

Lead Generation 120

Lead Generation Relevance Resources B2B Marketing 120

markempa

FEBRUARY 23, 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. In 2005, 3.5 In 2005, 3.5

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation B to B Paid Search Agency 120

markempa

JUNE 7, 2005

The product was expected to have an average sale of $200,000. During their sales lead close-loop feedback sessions, they discovered key pieces of information that impacted their overall go-to-market strategy. The product was expected to have an average sale of $200,000.

Lead Generation 120

Lead Generation Marketing Budget SIC Budget Programs 120

Ambal's Amusings

OCTOBER 15, 2009

Ardath Albee's blog Marketing Interactions. Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Marketo's Modern B2B Marketing. Howard Sewell’s blog, Direct Connections. Brian Carroll's book Lead Generation for the Complex Sale.

ROI 100

ROI B2B Marketing Paid Search Agency Planning 100

markempa

OCTOBER 6, 2006

Also, I recently wrote a post, " Using White Papers for Lead Generation ," that you might want to check out too. There is also some excellent information on writing titles and some great ideas about how to market the finished white paper. Check out a sample chapter from Michaels new book at [link].

BtoB 120

BtoB Lead Generation Paper Generation 120

markempa

AUGUST 11, 2005

I like people to opt-in to entering our sales stream. Our sales team is very busy. " I agree, we do need to strike a balance between collecting information and giving value. " One final thought - dont rush a list of webinar attendees or white paper download registrants to your sales team and call them sales leads.

Lead Generation 120

Lead Generation Paper Webinar Metrics Sales Qualified Leads 120

markempa

JULY 20, 2005

Ive been pretty quiet with blogging lately as Im busy doing final edits on my book, Lead Generation for the Complex Sale : Boost the Quality and Quantity of Leads to Increase Your ROI. Theres more information about the book at Amazon.com. Theres more information about the book at Amazon.com.

Lead Nurturing 120

Lead Nurturing Lead Generation Leads Lead 120

markempa

JUNE 7, 2005

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.

Cold Calling 120

Cold Calling Lead Generation B2B Sales Webcast 120

Online Marketing Institute

JULY 31, 2009

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40

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

JANUARY 25, 2006

People want different information, in different ways, and at different times during their buying process. People want different information, in different ways, and at different times during their buying process. I use podcasts and they are no doubt more “buzz” worthy than webinars.

Lead Generation 120

Lead Generation Webinar Metrics Lead Ranking Generation 120

markempa

MARCH 30, 2007

These lists include all of the demographic data typically needed, and have extended contact information. Usually, I have found that the best company level data lists come from data companies like Dun & Bradstreet or InfoUSA.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Lead Scoring 120

markempa

JUNE 13, 2007

BTW - You can read more about trigger events in Chapter 5 of Lead Generation for the Complex Sale or search my blog archives for " trigger event." " Also, Jill Konrath has some great information on trigger events (geared for sales people) in her book Selling to Big Companies and her blog too.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Leads 120

markempa

MARCH 2, 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. Distribute leads rapidly. Microsoft RSVP.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Sales Qualified Leads 120

markempa

MAY 26, 2005

Usefulness: Is the information either darned useful or very enjoyable to read? Writing style: Is it a sales pitch badly disguised as a Blog? Personality: Is there a clear personality? Do you feel like you know the writer(s)? Is there a feeling of intimacy that may be missing from mainstream media? #2.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

APRIL 18, 2005

Yet today’s economic buyers increasingly avoid talking to sales people if at all possible. They simply dont have time or trust sales people as much, and they don’t want to be sold, period. And at that point the sales person must be recognized as a trusted advisor to be successful.

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

markempa

MAY 23, 2005

Dont for get your audience wants information that is relevant and meaningful. Dont waste their time with a sales pitch. Where do webinars/webcasts fit into lead generation? Im often asked where do webinars/webcasts fit in the lead generation continuum? Dont waste their time with a sales pitch.

Webcast 120

Webcast Lead Generation Webinar Metrics ROI 120