Marketing Insider Group

JUNE 18, 2010

Skip to content Home About Michael Brenner Appearances B2B Marketing Insider Michael Brenner's Blog on B2B Marketing Content Marketing Demand Generation Mobile Sales Alignment Search Marketing Social Media Strategy June 18, 2010 3 Subscribe Need to Drive Leads? So what’s a marketer to do? You want to be found when they do.

Tactics 100

Tactics Paid Search Agency Demand Generation Agencies Leads 100

Ambal's Amusings

FEBRUARY 18, 2010

She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready. Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping! Ardath Albee's book eMarketing Strategies for the Complex Sale.

Demand Generation Agencies 100

Demand Generation Agencies Paid Search Agency Emarketing Inbound Marketing 100

markempa

JULY 9, 2007

« Off-Topic: On Selling Ideas in 1776 | Main | Inquiry management and search marketing strategy » Early Stage Leads are too important for Sales People Alone The management of sales leads is critical to generating Return on Marketing Investment. Lead nurturing is a multi-touch process.

Lead Generation 120

Lead Generation B2B Sales Marketing Analytics Tools Leads 120

markempa

OCTOBER 17, 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 CRM Work Management Lead Scoring 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

MAY 18, 2007

Develop a marketing program that helps the sales team sell at a personal level. Train your sales people on how to optimize your lead generation investment and give your feedback. Centralize the lead qualification process. Use your huddles to introduce new sales people to the marketing team.

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Lead Scoring 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. Each expert concisely provides the one piece of information that, from the author’s perspective, we must know to succeed. Download the eBook here.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 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

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

SEPTEMBER 29, 2006

It is fascinating to see just how versatile––and necessary––the phone is for lead generation, with such applications as: Initial prospecting and qualification. Appending data and information. Reconnecting with past customers and leads. Centralizing leads for profiling and scoring.

Telemarketing 120

Telemarketing Lead Generation Sales Qualified Leads BtoB 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

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

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

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

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

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

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

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

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. The key is message relevance and program execution.

Lead Generation 120

Lead Generation Relevance Resources B2B Marketing 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 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. Talk to your best customers – How much do you really know about your customers? 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

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. Since this was a new product, the feedback process was even more iterative than a typical lead generation program.

Lead Generation 120

Lead Generation Marketing Budget SIC Budget Programs 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

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

JUNE 13, 2005

I was reminded of an experience last fall, when I spoke at MarketingSherpa’s Lead Generation Summit, I watched presentation in which an audience member asked a great question. I think it was Anne Holland, who then asked the entire audience, “How many of you [marketers] have a problem with sales not updating your CRM?”

Lead Generation 120

Lead Generation B2B Sales CRM B2B Thought Leadership 120

markempa

JUNE 7, 2005

Properly written and distributed an email marketing campaign can provide incredibly detailed information and customer intuition that will help your sales staff know what your customers are interested in." " Absolutely - we just need to be judicious with how we use that information.

Cold Calling 120

Cold Calling Lead Generation B2B Sales Webcast 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

markempa

JUNE 8, 2005

My point: Share your information freely and try to be a resource, otherwise your potential customers will find someone else who will. Using thought leader content as a lead generation tool Content is king in demonstrating your thought leadership and expertise.

Lead Generation 120

Lead Generation Budget Programs Word of Mouth B2B Thought Leadership 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. Close the loop with your sales team regularly.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Sales Qualified Leads 120

markempa

JANUARY 18, 2005

« Caution Sales: Hot Leads may burn you | Main | 10 things marketers will focus on in 2005 » Disciplined Lead Qualification improves sales performance Recent studies show that sales people want selling time more than sales leads.

Lead Qualification 120

Lead Qualification Lead Generation Sales Qualified Leads B2B Sales 120

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. As important as information gathering is, it is important to not get too personal on the first date. Are you asking for far too much information before youve earned their trust? Think about your web forms.

Lead Nurturing 120

Lead Nurturing Lead Generation Lead Scoring Lead Ranking 120