markempa

AUGUST 1, 2007

This chronic lack of visibility has a snowball effect of making it challenging for marketers to measure their effectiveness and understand their return on marketing investment (ROMI). 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

JUNE 8, 2005

This is especially important in generating postitive word of mouth (WOM) too. My point: Share your information freely and try to be a resource, otherwise your potential customers will find someone else who will. This is especially important in generating postitive word of mouth (WOM) too.

Lead Generation 120

Lead Generation Budget Programs Word of Mouth B2B Thought Leadership 120

markempa

JUNE 27, 2006

I’m humbled and thrilled that so many readers have found the content valuable and informative enough to cast their vote for my blog. I’m humbled and thrilled that so many readers have found the content valuable and informative enough to cast their vote for my blog.

B to B 120

B to B Lead Generation B2B Marketing Generation 120

markempa

SEPTEMBER 29, 2006

Appending data and information. Following up on requests for information. It is fascinating to see just how versatile––and necessary––the phone is for lead generation, with such applications as: Initial prospecting and qualification. Qualifying inquiries from various sources. Reconnecting with past customers and leads.

Telemarketing 120

Telemarketing Lead Generation Sales Qualified Leads BtoB 120

markempa

MAY 23, 2005

» Blogging & RSS Events Business blogging consultant extraordinaire, Debbie Weil , just informed me that shes launching a half-day seminar on Blogging & RSS. « Tips for better webinars, webcasts and improved ROI | Main | Creative lead generation blunder? The live workshop will take place in Washington, DC on February 17th.

RSS 120

RSS Lead Generation Generation B2B Thought Leadership 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

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. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Talk to your best customers – How much do you really know about your customers?

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

markempa

OCTOBER 19, 2006

An inquiry is an interested party who has requested information and needs some level of assistance. An inquiry is an interested party who has requested information and needs some level of assistance. For this reason, most leads sent from marketing to the sales organization are lost, ignored, or discarded. There is a difference.

Lead Qualification 120

Lead Qualification Lead Scoring Lead Ranking Sales Qualified Leads 120

markempa

OCTOBER 6, 2006

There is also some excellent information on writing titles and some great ideas about how to market the finished white paper. CONTEST: Michael has also agreed to give away two signed copies of his book to my blog readers who first correctly answer the following question: What is the original meaning of the word white in white papers?

BtoB 120

BtoB Lead Generation Paper Generation 120

markempa

MAY 23, 2005

Dont for get your audience wants information that is relevant and meaningful. Relevant content builds credibility, generates positive word of mouth (wom) and creates a buzz for future events. Webinar/webcast resources HRmarketer.com Blog : Using Webinars as an Effective Marketing and PR Tool. The results. The results.

Webcast 120

Webcast Lead Generation Webinar Metrics ROI 120

markempa

JANUARY 19, 2006

Centralize your contact information. Centralize your contact information. Understand the significance of your Web site. Use a Web analytics tool to monitor your Web visitors. Use tagged URLs. Determine which visitors become leads. Highlight your Contact Us page. Know how your prospects find you. Cultivate your leads. Use tagged URLs.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Leads 120

markempa

JULY 10, 2006

A key aspect of lead nurturing is the ability to provide valuable education and information to prospects up front, so that you become more than an expert; you become a trusted advisor. Marketing should nurture leads via a relevant and consistent dialog with prospects, regardless of their timing to buy.

B2B Sales 120

B2B Sales Lead Generation Sales Leads BtoB 120

markempa

JULY 20, 2005

Theres more information about the book at Amazon.com. Theres more information about the book at Amazon.com. 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.

Lead Nurturing 120

Lead Nurturing Lead Generation Leads Lead 120

markempa

JUNE 13, 2007

« Podcast: The New Rules of Marketing & PR Interview with David Meerman Scott | Main | Social Media Pundits Disconnect from B2B Marketing » The Physics of Trigger Events for Lead Generation Most buyers arent ready to buy when were ready to sell.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Leads 120

markempa

MAY 26, 2005

« How to leverage word of mouth for more leads | Main | RSS Your Press Room for better search engine visibility » B2B Lead Generation Blog Nominated for MarketingSherpas 2005 Readers Choice Blog Awards Thank you for nominating the B2B Lead Generation Blog for MarketingSherpas 2005 Readers Choice Award !

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

markempa

MAY 23, 2005

See my complete list of RSS Feeds Full posts with comments This is the most information-rich feed. See my complete list of RSS Feeds Full posts with comments This is the most information-rich feed. The full front-page text of each post is included (extended entries are not included), along with any comments made to that post.

RSS 120

RSS Lead Generation Generation B2B Thought Leadership 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

FEBRUARY 23, 2006

a marketing and sales information services company in Southport, Conn.: a marketing and sales information services company in Southport, Conn.: Heres a brief excerpt of the article: If you think finding the right person to target with your business-to-business marketing is harder than it used to be, you’re right. In 2005, 3.5

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation B to B Paid Search Agency 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

NOVEMBER 18, 2005

The development of an effective e-mail program depends on how much you know about your target audience and how well you use that information to tailor a relevant message. The development of an effective e-mail program depends on how much you know about your target audience and how well you use that information to tailor a relevant message.

Lead Generation 120

Lead Generation Relevance Resources B2B Marketing 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

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. Do database record notes contain enough information to prepare for next steps? Are some sales people getting too few leads?

Lead Generation 120

Lead Generation Sales Qualified Leads Generation 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. Discuss common concerns raised by potential customers and how the sales team is addressing them and develop solutions together.

Lead Generation 120

Lead Generation B2B Sales B2B Marketing Lead Scoring 120

markempa

FEBRUARY 28, 2007

They provide too much information. People use the web for research; they are looking for fresh ideas, insight and actionable information. They provide too much information. People use the web for research; they are looking for fresh ideas, insight and actionable information. If I wanted to compete with you.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

JUNE 13, 2005

She asked, “Id like to do lead nurturing/lead generation on behalf of my sales people but they don’t update our CRM - I dont have the information I need - so I really can’t do anything to help them. What do you suggest?” What do you suggest?”

Lead Generation 120

Lead Generation B2B Sales CRM B2B Thought Leadership 120

markempa

JUNE 7, 2005

During their sales lead close-loop feedback sessions, they discovered key pieces of information that impacted their overall go-to-market strategy. During their sales lead close-loop feedback sessions, they discovered key pieces of information that impacted their overall go-to-market strategy.

Lead Generation 120

Lead Generation Marketing Budget SIC Budget Programs 120

markempa

JULY 13, 2006

Nearly 60 percent of respondents said that information on business or technology topics, currently delivered as white papers or analyst reports, would be more interesting as podcasts. 32 percent of survey respondents stated their usage of podcasts has “Increased” or “Significantly Increased” in the last six months.

Lead Generation 120

Lead Generation Purchase B2B Thought Leadership Generation 120

markempa

AUGUST 11, 2005

" I agree, we do need to strike a balance between collecting information and giving value. " I agree, we do need to strike a balance between collecting information and giving value. I like people to opt-in to entering our sales stream. Our sales team is very busy. I like people to opt-in to entering our sales stream.

Lead Generation 120

Lead Generation Paper Webinar Metrics Sales Qualified Leads 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

APRIL 18, 2005

Readily available information from the internet and other sources delay the need and value of face-to-face contact until later in the buying process. Readily available information from the internet and other sources delay the need and value of face-to-face contact until later in the buying process.

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

ClearVoice

DECEMBER 19, 2018

In 2018, eMarketer released its report B2B Content Marketing 2018: As Usage Nears Saturation, Still Lots of Room for Improvement. If you’ve written a good title and set up some social-friendly images, your posting platform of choice will pull that information into the system. Ambassador word-of-mouth marketing and referral software.

Distribution 97

Distribution Marketing Automation Services Promotion Tactics 97

Webbiquity

JULY 26, 2010

It provides b2b marketers, trade industry journalists, analysts and other subscribers with a single subscription point for all of the best thought leadership content in b2b marketing and PR. What Works ( Vendor Government PR Trends Spending Release ). CeeKue ( Promotion Word of Mouth B2C CRM Google Content Tips ).

B2B Thought Leadership 100

B2B Thought Leadership B2B Marketing Advertorials Thought Leadership 100

markempa

APRIL 24, 2007

We may also have well-meaning friends and families setting us up on blind dates (aka referrals), and we may also run into those people who have heard good things about us from other people and want to get to know us better (aka word of mouth). Are you asking for far too much information before youve earned their trust?

Lead Nurturing 120

Lead Nurturing Lead Generation Lead Scoring Lead Ranking 120

markempa

MARCH 2, 2007

Microsoft RSVP. and it pointed toward this web site.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Sales Qualified Leads 120

Convince & Convert

SEPTEMBER 21, 2010

link] [link] SEO For Less Panama The 39 Social Media Tools I’ll Use Today [link] [link] nishant thanks a lot for the information. I'm looking for a quick but informative read on tags vs. categories but haven't been able to locate one. This information was helpful for someone who has not used social media. it is great.

Social Media 167

Social Media Media Paid Content Webinar Metrics 167

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

Online Marketing Institute

JULY 31, 2009

Many product and headquarters-based marketers come up through the marcom, PR, or product management ranks. The PR, MARCOM, product mgmt background is great for program development and execution, but does not necessarily prepare them on HOW to align with sales and customers. Thanks again. Lead farming? Direct marketing lists?

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40