markempa

JUNE 7, 2005

A few years ago, I worked on a lead generation program with a client that launched a new product life cycle management (PLM) software product. The product was expected to have an average sale of $200,000. Their initial target database was comprised of 2000 product driven companies across 20 unique SIC codes.

Lead Generation 120

Lead Generation Marketing Budget SIC Budget Programs 120

markempa

APRIL 19, 2007

Show Notes Where podcasting fits in the multimodal lead generation portfolio How podcasting helps establish and reinforce thought leadership Where podcasts can help your lead generation ROI Why podcasts are perfect for lead nurturing (I was flattered to learn that Paul found inspiration in my book to develop his strategy.)

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

APRIL 3, 2006

« Customer Referrals and Your Sales and Marketing Department | Main | Best Practices in Demand Generation » Reaching Decision Makers Reaching decision makers today seems harder than ever. Read More] Tracked on April 05, 2006 at 09:33 PM Comments Reaching Decision Makers Reaching decision makers today seems harder than ever.

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Lead Generation Generation B2B Thought Leadership Leads 120

markempa

MAY 9, 2006

Ive interviewed hundreds of companies, and less than 10% have a clear, written, and universally accepted definition of what a sales lead means. Even in small companies, I can ask three sales people “what is a sales lead to you?” Even in small companies, I can ask three sales people “what is a sales lead to you?”

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Lead Generation Ideal Customer Profiles Activities Marketing Qualified 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

FEBRUARY 28, 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. Most are simple sales, even services.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120

markempa

JANUARY 3, 2006

During the past month, Ive put all of my energy into getting my first book, Lead Generation for the Complex Sale , to the finish line. She wrote, "I just put your book in production! During the past month, Ive put all of my energy into getting my first book, Lead Generation for the Complex Sale , to the finish line.

Lead Generation 120

Lead Generation B2B Sales Lead Scoring Lead Ranking 120

markempa

MAY 21, 2007

Use this information to refine your message to identify more leads just like your best customers. Once you understand why clients chose your products or service you can tailor your message around the needs you solve. Would they refer you to other people?

Lead Generation 120

Lead Generation Ideal Customer Profiles B2B Sales Sales Qualified Leads 120

markempa

MARCH 30, 2007

The goal of a well-developed lead generation strategy, therefore, is to evolve relationships between people through dialogue that positions your marketing effort as a conversation (not a compaign) to identify, initiate and nurture productive selling situations.

Lead Generation 120

Lead Generation Ideal Customer Profiles Generation Lead Scoring 120

markempa

JUNE 8, 2005

Read " How to Avoid the Four Most Common Mistakes of Sales Process Mapping." " Kristin Zhivagos book, Rivers of Revenue , has an excellent worksheet on how to map out the customers buying process for what she calls an intense scrutiny product (complex sale). Focus on the seller, instead of the customer.

Lead Generation 120

Lead Generation ROI Process Generation 120

markempa

APRIL 18, 2005

Kanazawa says: "It makes us more susceptible to product messages, because were designed to trust our friends." Kanazawa says: "It makes us more susceptible to product messages, because were designed to trust our friends." We are hardwired to pay attention to those that are familiar. writer, Thomas Mucha too.

Lead Generation 120

Lead Generation Generation Lead Scoring Lead Ranking 120

markempa

JUNE 8, 2005

You’ll evolve from a vendor that is simply selling products and services to being an expert that is selling value. You’ll evolve from a vendor that is simply selling products and services to being an expert that is selling value. 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

Webbiquity

OCTOBER 16, 2012

Marketers have questions, this post has answers: 87 vital social media and online marketing statistics covering everything from how executives and large companies are using social media for marketing, customer service and recruiting to fresh stats on the leading social media platforms to search, email, content and mobile marketing trends.

Paid Content 100

Paid Content Social Media Stats Social Marketing 100

Ambal's Amusings

NOVEMBER 19, 2009

Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Marketo's Modern B2B Marketing. Content Strategy: The Future of Marketing (via Joe Pulizzi with Christine Halvorson). Ardath Albee's book eMarketing Strategies for the Complex Sale. Brian Carroll's book Lead Generation for the Complex Sale.

Work Management 100

Work Management Marketing Management Demand Generation Agencies Paid Search Agency 100

Webbiquity

FEBRUARY 21, 2011

While social media is the flashy show horse of online marketing, email remains the solid workhorse. According to recent research , 92% of marketers consider email to be one of their “most important marketing tools” and 54% plan increased spending on it in the coming year. Email Marketing Research and Stats.

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Marketing Budget Email Marketing Tactics Tips 100

Webbiquity

JULY 26, 2010

Writing on the Web ( Ning Advertorial Business Blogging Online Marketing Linkedin Landing Page ). Content Marketing Results: Landing Pages Rule , July 12, 2010. Mi6Agency Marketing ( Emarketing CMO Demographics Case Study Audience Twitter Aging ). B2B Sales Lead Generation using SMM , Monday, July 19, 2010.

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B2B Thought Leadership B2B Marketing Advertorials Thought Leadership 100

markempa

APRIL 12, 2007

Closed loop feedback is often touted in CRM software and often relied on to be the single source of sales and marketing collaboration. Aberdeen concludes: “Lagging and average companies are not ill-equipped with technology products, rather they lack the integration and sophistication to realize higher results.”

ROMI 120

ROMI Lead Generation Work Management B2B Marketing 120

markempa

JULY 30, 2007

Get on sales and marketing the same page. Pitch the problem, not your product. Get on sales and marketing the same page. Pitch the problem, not your product. Heres a quick summary of Wards 9 1/2 points: 1. Dont ask for too much too soon. Learn from your success. Act swiftly. Diversify your approach.

Lead Generation 120

Lead Generation Generation Leads Lead 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.

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Lead Qualification Lead Generation Sales Qualified Leads B2B Sales 120

markempa

MAY 19, 2005

Reichheld asks, “Would you recommend our products or services to a business peer?” Reichheld asks, “Would you recommend our products or services to a business peer?” When was the last time you talked to your customers and asked how they were doing? When was the last time you talked to your customers and asked how they were doing?

Lead Generation 120

Lead Generation Lead Scoring Lead Ranking Generation 120

B2B Marketing Zone Posts

DECEMBER 1, 2010

If you want to get success through your online blog it is essential that you get some social media help so that you can grow faster and get better profits. Online blog needs various marketing methods to get converted into big business. Twitter for B2B Marketing - MI6 Marketing Agency , November 18, 2010 Author: Chris Herbert.

Enterprise Management 40

Enterprise Management B2B Marketing Work Management Marketing Management 40

Online Marketing Institute

JULY 31, 2009

Most recently, Marketo just announced their lead management solution. While honored, I also find reviewing these solutions confusing because there is a lot of variation in the product presentations and overlap between categories. Positioning yourselves as “lead management” does not help differentiate what you REALLY do.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40

Webbiquity

NOVEMBER 12, 2013

Looking at the importance of social media by business function, 80% of business executives said social is “important” or “somewhat important” in marketing and branding; 74% said the same for customer service; 70% for innovation and new product/service development; and 63% for employee recruiting. eMarketer ).

Paid Content 100

Paid Content Social Media Statistics Enterprise Management 100

Webbiquity

NOVEMBER 12, 2013

Looking at the importance of social media by business function, 80% of business executives said social is “important” or “somewhat important” in marketing and branding; 74% said the same for customer service; 70% for innovation and new product/service development; and 63% for employee recruiting. eMarketer ).

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Paid Content Social Media Statistics Enterprise Management 100