markempa

JUNE 29, 2007

Their data shows that over 50% of tech buyers admitted to short listing a vendor after receiving a well timed and relevant phone call. This indicates the importance of relevant educational events and online content for lead generation. This indicates the importance of relevant educational events and online content for lead generation.

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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.

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

markempa

JULY 10, 2006

Because the sales team is responsible for much of the customer’s perception of the company, concerted care must go into developing the ongoing, relevant communications that the sales team will employ as it builds relationships with customers.

B2B Sales 120

B2B Sales Lead Generation Sales Leads BtoB 120

markempa

OCTOBER 11, 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 B2B Thought Leadership Thought Leadership Generation 120

markempa

FEBRUARY 1, 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 Generation Leads Lead 120

markempa

DECEMBER 7, 2006

I had the chance to interview Michael Webb, founder of Sales Performance Consultants and an expert on sales process improvement on his excellent book, Sales and Marketing the Six Sigma Way. Michael gives some great input on how sales and marketing can use the six sigma process to create better sales and marketing results.

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Generation 120

markempa

JUNE 21, 2006

Connect sales and marketing metrics together. Create content thats relevant for each stage of the buying cycle. Connect sales and marketing metrics together. Create content thats relevant for each stage of the buying cycle. Focus on the data points you REALLY need to measure in your CRM. Is your value proposition clear?

Lead Generation 120

Lead Generation B2B Sales B2B Thought Leadership B2B Marketing 120

markempa

JULY 9, 2007

This is why I think marketers should hold back and nurture early stage leads ( with a human touch ) on behalf of their sales team. The goal of lead nurturing is to maintain a relevant and consistent dialog with viable leads - regardless of their timing to purchase - until they are sales ready.

Lead Generation 120

Lead Generation B2B Sales Marketing Analytics Tools Leads 120

markempa

JANUARY 3, 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. 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 Scoring Lead Ranking 120

markempa

JUNE 13, 2007

First, they may indicate the status quo in an organization is changing and secondly, they can contribute to the development of timely and relevant sales and marketing messaging. Relevance is one of the most difficult things to achieve with lead generation programs but trigger events can help a great deal.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Leads 120

markempa

AUGUST 23, 2006

Can you send them other relevant and educational content? During each call your goal is to be a trusted advisor, and not simply focused on whether they are ready to buy. Ask why they downloaded the white paper. What questions were they hoping to get answered and how else could you be helpful?

Lead Generation 120

Lead Generation Paper Sales Qualified Leads Generation 120

markempa

JUNE 16, 2006

The key is that you need to listen first, ask the right questions, participate and be relevant. David Meerman Scott, author of Cashing In With Content , wrote a post on direct to consumer press releases today as discussion leader on the IAOC blog. He features my recent book launch as a direct to consumer news release case example.

PR 120

PR Lead Generation Rules Generation 120

markempa

NOVEMBER 10, 2005

Relevant content is key. You have given me useful and relevant ideas around this issue. Relevant content is key. You have given me useful and relevant ideas around this issue. Will your solution really work for them? Budget: Can I afford it? Vision: Will buying from you make a difference? Is it going to be successful?

Sales Cycle 120

Sales Cycle Lead Generation B2B Sales Leads 120

markempa

JUNE 14, 2006

And interestingly, those who do have good, relevant content lock it up behind registration pages. Ardath Albee over at the Marketing Interactions Blog has some great thoughts on this too. What most companies lack is thought-leading content that addresses needs of people who are in the early stages of their buying process.

B2B Sales 120

B2B Sales Lead Generation Lead Scoring Lead Ranking 120

markempa

JULY 13, 2006

Sales content is most relevant in the later stages of the buying process. Sales content is most relevant in the later stages of the buying process. An excellent way to reach people early is by developing thought-leading content. Yet most companies lack thought provoking, educational content; instead, they emphasize sales content.

Lead Generation 120

Lead Generation Purchase B2B Thought Leadership Generation 120

markempa

NOVEMBER 17, 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

B2B Sales 120

B2B Sales Lead Generation Sales Leads Sales Qualified Leads 120

markempa

MAY 18, 2007

Analyze competitive information, and develop a SWOT (strengths, weaknesses, opportunities, threats) Improve relevance of sales tools and marketing materials with sales input. Do your lead generation messaging align with your target audiences needs?

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Lead Scoring 120

markempa

JANUARY 19, 2006

Is your lead generation strategy tailored, relevant and meaningful to each person involved in the buying process? Is your lead generation strategy tailored, relevant and meaningful to each person involved in the buying process? Do you rely on a minimum of tactics, maybe to save a dollar? Or do you proceed with a strong and stable base?

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

markempa

APRIL 18, 2005

Lead nurturing keeps the conversation going with relevant and meaningful personal touches regardless of their timing to buy. Lead nurturing keeps the conversation going with relevant and meaningful personal touches regardless of their timing to buy.

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

markempa

MAY 20, 2005

They continually seek out other relevant resources that could possibly help their clients. You begin by being genuinely interested in their business. Secondly, experts - stay experts - by continually updating their knowledge of industry trends, information, key players, tools and ideas. If you can be a good resource for their clients.

Lead Generation 120

Lead Generation Ideal Customer Profiles Lead Scoring Lead Ranking 120

markempa

MARCH 27, 2005

An average web user could care less and most don’t see it as relevant. An average web user could care less and most don’t see it as relevant. I prefer to use hosted news aggregator, Bloglines , because I can catch up on my reading with out having to recreate/copy my feeds at home PC, work PC, and PDA. Bloggers over-hype RSS.

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RSS Salesforce.com Lead Generation Sales Leads 120

markempa

JUNE 8, 2005

It must be relevant! It must be relevant! If you want to be looked upon as an expert, your thought leading content needs to focus on your potential customer’s needs, issues and concerns. If you want to be looked upon as an expert, your thought leading content needs to focus on your potential customer’s needs, issues and concerns.

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Lead Generation Budget Programs Word of Mouth B2B Thought Leadership 120

SpotMe Blog

JUNE 29, 2023

According to recent estimates, the top 15 pharma companies spend over $50 billion annually on marketing in the US alone. The majority (over 60%) of pharma marketing budgets are allocated to sales representatives who directly market to physicians and specialists. Events allow you to connect with HCPs and showcase your products.

Paid Content 52

Paid Content Webinar Metrics Marketing Budget Marketing & Strategy 52

markempa

MARCH 2, 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. But marketers often get so wrapped up in driving activity that they seem to forget its about driving sales conversion.

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markempa

APRIL 24, 2007

He goes on in the post to talk about how to use your relevant and educational content as part of the lead nurturing mix. The challenge is to make each conversation you have be relevant and meaningful. He goes on in the post to talk about how to use your relevant and educational content as part of the lead nurturing mix.

Lead Nurturing 120

Lead Nurturing Lead Generation Lead Scoring Lead Ranking 120

markempa

JULY 30, 2007

If youre involved in a complex sale, Im sure youll find a few of the 9 1/2 tactics on lead generation relevant. Get on sales and marketing the same page. If youre involved in a complex sale, Im sure youll find a few of the 9 1/2 tactics on lead generation relevant. Get on sales and marketing the same page.

Lead Generation 120

Lead Generation Generation Leads Lead 120

markempa

JANUARY 18, 2005

We must realize that the extreme time pressure salespeople face—especially those with a complex sale—requires them to ignore what is not immediately relevant and highly likely to produce revenue. Todays article, in MarketingSherpa, is on point because it argues that marketing must drive the entire lead qualification process.

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