markempa

JULY 9, 2007

Often when prospects have an identified need, they can spend months researching and seeking information on solutions that may satisfy that need. This is why I think marketers should hold back and nurture early stage leads ( with a human touch ) on behalf of their sales team. Lead nurturing is a multi-touch process.

Lead Generation 120

Lead Generation B2B Sales Marketing Analytics Tools Leads 120

markempa

OCTOBER 31, 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 Lead Scoring Lead Ranking Generation 120

markempa

AUGUST 30, 2007

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 B2B Thought Leadership Leads 120

markempa

SEPTEMBER 12, 2007

According the MarketingSherpa research , " only 17% of B-to-B marketers we queried were sure their CFOs understood the value of lead generation programs." Her article summarizes some new research by the Association of National Advertisers in conjunction with Marketing Management Analytics.

Lead Generation 120

Lead Generation B2B Marketing BtoB Lead Scoring 120

markempa

MAY 13, 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. The media who criticize leaders for thinking long-term?

Lead Generation 120

Lead Generation ROI Top of Funnel B2B Marketing 120

markempa

JULY 10, 2006

Marketing should nurture leads via a relevant and consistent dialog with prospects, regardless of their timing to buy. 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.

B2B Sales 120

B2B Sales Lead Generation Sales Leads BtoB 120

markempa

AUGUST 11, 2006

And, as my recent post about MarketingSherpa’s research shows, blogs have become a great lead generation tool for marketers. And, as my recent post about MarketingSherpa’s research shows, blogs have become a great lead generation tool for marketers. This is the perfect time to release a book on corporate blogging.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

MARCH 21, 2006

I wrote a post called, " Asking for referrals does more than Generate Leads ," based on the Harvard Business Review article, “The One Number You Need to Grow” by Frederick F. During two years of research, Reichheld discovered, that the answer to this basic question, Would you recommend our products/services to a business peer?,

Lead Generation 120

Lead Generation B2B Sales Peer-to-peer Lead Scoring 120

markempa

MAY 8, 2006

The article features tools that will aid sales people, entrepreneurs, and professionals with their personal lead generation efforts. My research shows that executive buyers choose the sales person who has been a resource and developed a relationship with them regardless of their timing to buy.

Lead Generation 120

Lead Generation Generation Cold Calling Leads 120

markempa

JULY 28, 2006

« How Podcasts Impact B2B Purchase Decisions | Main | New complimentary e-book - Start with a Lead: Eight critical success factors for lead generation results » MarketingSherpa Data on the Best & Worst Lead Generation Offers for 2006 Ive been quiet here for over a week, but not because I dont have a ton of things to write about.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

JUNE 19, 2006

Often, they feel it is better to hire more sales people to increase sales than investing more money into lead generation programs. Contrarily, my research shows that for the complex sale, it is far more effective to support proven sales people with good lead generation than hiring additional sales people.

Lead Generation 120

Lead Generation Generation Optimization Leads 120

markempa

OCTOBER 11, 2006

RainToday recently released the results of a new, year-long research project called How To Become A Thought Leader. RainToday recently released the results of a new, year-long research project called How To Become A Thought Leader. Become a thought leader ! Become a thought leader !

Lead Generation 120

Lead Generation B2B Thought Leadership Thought Leadership Generation 120

markempa

JUNE 14, 2006

« New Book: Lead Generation for the Complex Sale is officially released | Main | PR Has New Rules for Reaching Buyers Directly » Why Most B2B Sites Fail to Convert Sales Leads Most people coming to your website arent coming to your website to buy. They are coming to your site for information.

B2B Sales 120

B2B Sales Lead Generation Lead Scoring Lead Ranking 120

markempa

JANUARY 4, 2006

« Its a New Year for Lead Generation for the Complex Sale | Main | Use Event Marketing Successfully for Lead Generation » Top Six Lead Generation Challenges for the Complex Sale in 2006 Based on our research, I think companies with complex sale will face the following six lead generation challenges in 2006: 1.

Lead Generation 120

Lead Generation B2B Sales Lead Scoring Lead Ranking 120

markempa

JUNE 13, 2007

You can research new business opportunities based on trigger events, for little to no cost, by leveraging press releases, websites and news wires. See the above mind map for examples) 2. Develop an intelligent system to identify when your trigger events happen. Understand trigger event implications and what to do once they happen.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Leads 120

markempa

NOVEMBER 14, 2005

« Winning the Complex Sales Cycle with Thought leading Content | Main | Embattled CMOs share strategies to improve marketing influence » Google Makes Web Analytics Free but will it help your lead generation? Research shows that the number one priority for B2B websites is lead generation.

Lead Generation 120

Lead Generation Analytics Generation Google 120

markempa

DECEMBER 21, 2006

According to their research, " only 17% of B-to-B marketers we queried were sure their CFOs understood the value of lead generation programs." Companies Are Severely Mismanaging Lead Generation Ultimately, if marketers want to win over finance they need to demonstrate that marketing is an asset, not a liability.

Budget Programs 120

Budget Programs Lead Generation B2B Sales Sales Qualified Leads 120

markempa

MAY 24, 2005

« Lead generation ROI depends on a good handoff | Main | How to leverage word of mouth for more leads » Velocity of Lead Follow-Up Is Critical To Winning the Complex Sale Many things with lead generation seem easier than they are. The speed of lead follow-up is a major contributor to this problem.

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Sales Marketing Analytics Tools 120

markempa

JANUARY 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.

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Lead Scoring 120

markempa

JUNE 7, 2005

Im more impressed by the amount of research and testing that went into this book. Im more impressed by the amount of research and testing that went into this book. I got a copy of the handbook and finally had a chance to read it. This book is the real deal. They have an early adopter discount until 2/28. This book is the real deal.

Landing Pages 120

Landing Pages Lead Generation Conversion B2B Thought Leadership 120

markempa

JUNE 14, 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.

Word of Mouth 120

Word of Mouth BtoB Buzz WOM 120

markempa

FEBRUARY 1, 2006

We see the halo effect demonstrated in places like the Harvard Business Review where its quite common to see business executives collaborate on papers with a professor or sponsor research projects. These experts can become a source of speakers and webinar presenters. You may want to co-market an event and share the attendees list.

Lead Generation 120

Lead Generation Generation Leads Lead 120

markempa

JUNE 16, 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.

Lead Generation 120

Lead Generation PR B2B Marketing Peer-to-peer 120

markempa

JULY 13, 2006

Also see: Using Thought Leading Content as a Lead Generation Tool Podcasts are a great way to share your thought leading content which is why I found this report by KnowledgeStorm and Universal McCann very compelling.

Lead Generation 120

Lead Generation Purchase B2B Thought Leadership Generation 120

markempa

MARCH 30, 2007

Even with these expanding options in list building sources the drudgery of careful research is sill the most productive course of action, because you best understand the nuances of your ideal customer profile. Your database will become one of your most valuable assets if you treat it like one.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Lead Scoring 120

markempa

MAY 20, 2005

Research them, their companies, their clients or customers. " Common ties - Another simple but powerful way of finding new sales leads is get to know your customers trusted advisors that tie into your value proposition. Do your research (step 2 above). This is an effective way to expand your network and generate more leads.

Lead Generation 120

Lead Generation Ideal Customer Profiles Lead Scoring Lead Ranking 120

markempa

FEBRUARY 28, 2007

to generate leads." People use the web for research; they are looking for fresh ideas, insight and actionable information. to generate leads." People use the web for research; they are looking for fresh ideas, insight and actionable information. If I wanted to compete with you. " My response.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

MARCH 30, 2005

Our reputation leads others to make conclusions about our brand but our brand doesnt create our reputation. Recent research shows that reputation makes a huge difference for B2B companies in the following areas; demand creation, lead generation and overall revenue growth.

Word of Mouth 120

Word of Mouth Lead Generation WOM B to B 120

markempa

JUNE 8, 2005

Thought leaders often do the following things; they write, speak, do research, analyze trends, and openly share insightful ideas with people (regardless of their timing to buy). There are a number of things you can do to share your expertise and establish a reputation for creating value.

Lead Generation 120

Lead Generation Budget Programs Word of Mouth B2B Thought Leadership 120

markempa

MAY 19, 2005

It was confirmed after two-years of research that the answer to this single question is the number one indicator and correlated directly to growth rates. Reichheld’s research shows us that people put their personal reputations on the line when they act as a reference or make a recommendation to someone else.

Lead Generation 120

Lead Generation Lead Scoring Lead Ranking Generation 120